Most product-led companies hit a wall when they try to add sales-led growth. Too often, the motions clash, teams misalign, and growth stalls. So, how do you scale revenue without sacrificing your product-led roots?
In this episode of The Revenue Leadership Podcast, Kyle Norton sits down with John Eitel, former Global VP of Sales & Success at Canva and CRO at Demandbase, about how to successfully layer a sales-led motion on top of a product-led foundation. Drawing from his experience at WP Engine and Canva, John shares how to identify the right signals to introduce sales, validate demand through customer conversations, and build a commercially viable offering without cannibalizing PLG momentum. He also reflects on how the CRO role is evolving in today’s market—and why adaptability, experimentation, and cross-functional alignment are more important than ever.
New episodes of The Revenue Leadership Podcast with Kyle Norton drop every Wednesday.
Stay ahead with the latest industry developments, emerging go-to-market trends, and valuable benchmarking data. Subscribe to Topline Newsletter for expert insights from Asad Zaman every Thursday.
Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Catch full-length episodes every Sunday and bite-sized mini-episodes every Thursday, where our hosts sit down with top B2B tech leaders to unpack their biggest challenges—and how they overcame them.
Your’re invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!
New episodes of The Revenue Leadership Podcast with Kyle Norton drop every Wednesday.
Stay ahead with the latest industry developments, emerging go-to-market trends, and valuable benchmarking data. Subscribe to Topline Newsletter for expert insights from Asad Zaman every Thursday:
https://www.joinpavilion.com/topline-newsletter
Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Catch full-length episodes every Sunday and bite-sized mini-episodes every Thursday, where our hosts sit down with top B2B tech leaders to unpack their biggest challenges:
https://www.joinpavilion.com/topline-podcast
Your’re invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast:
https://www.joinpavilion.com/topline-slack
Key Moments:
(00:00) Introduction
(08:51)Commercialization Strategies for SLG
(12:13) Customer Success and Support in SLG
(14:56) Pricing and Packaging for Enterprise Solutions
(17:52) Building the Sales Team for Growth
(20:52) Hiring the Right Sales Reps for Success
(30:48) Understanding User Adoption and Buyer Dynamics
(35:24) Team Building Strategies: Lessons from WP Engine and Canva
(37:23) Key Roles in Early Team Development
(42:54) Metrics for Revenue Leaders: Signals to Invest or Pull Back
(45:42) Understanding Sales-Led Growth and Incremental Value
(48:13) Balancing Sales and Self-Service Models
(51:54) Product Differentiation for Market Segments
(59:03) Aligning Sales, Marketing, and Product
(01:10:02) The Disparity in Revenue Talent
(01:13:00) Framework for Company Selection
(01:18:26) Optimizing for Company Quality
(01:21:10) What Separates Good from Great CROs?
(01:23:03) Advice for Young Leaders
(01:24:26) Lessons Learned in Team Dynamics
(01:26:26) Insights on Mental Health and Leadership
