In this episode, I sit down with Alexa Grabell, the Co-founder and CEO of Pocus, a startup that helps PLG companies to turn product data into revenue.

This episode is a deep-dive into all things product-led sales with practical lessons for any founder considering layering in this motion to their growth strategy.

Alexa also shares her journey of starting Pocus, how she and her co-founder spent 5 months on customer discovery and how that helped them in raising Seed and Series A rounds with a total of USD $23M in funding.

Chapters:

(00:00) Intro

(02:09) What is Pocus?

(02:59) Backstory behind the idea

(05:03) Discovering product-market fit

(06:54) Investment rounds

(07:21) What’s the company’s ICP?

(08:19) The grand vision for Pocus

(09:08) Product-led growth

(10:25) PLG and product-led sales explained

(12:40) At what point does it make sense to layer in product led sales?

(15:54) The user vs. the decision maker

(17:12) Hiring a sales team

(19:32) How Pocus helps PLG companies

(23:10) Product qualified leads (PQL)

(24:33) PCommon playbooks for PLS success

(29:29) The challenge to shift from traditional sales to PLS

(32:52) What is Pocus’ primary growth motion?

(34:00) Content and community growth strategies

(35:29) Marketing’s role in product-led sales

(37:33) Navigating partnerships

(39:04) Thinking about the competitive landscape

(40:53) Key takeaways to start on PLS motion

(42:32) Lightning Round

Further listening:

https://www.lennyspodcast.com/the-ultimate-guide-to-product-led-sales-elena-verna/

Guest Contact Info:

linkedin.com/in/alexagrabell/

twitter.com/alexa_grabell

pocus.com

pocus.com/community

pocus.com/playbook-library

Sponsor:

This podcast is brought to you by ⁠grwth.co⁠. Grwth offers fractional CMOs, paired with best-in-class digital marketing execution to support early-stage startup success. With a focus on seed and series A companies, Grwth has helped a number of SaaS, digital health, and e-commerce startups build their go-to-market function and scale up.

To learn more and book a free consultation, go to ⁠grwth.co⁠.

Get in touch with Mosheh:

⁠linkedin.com/in/moshehp

⁠⁠twitter.com/MoshehP

⁠⁠hello@pmfpod.com

⁠⁠www.pmfpod.com

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