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20Product: Calendly CPO Annie Pearl on Why All PLG Companies Eventually Need to Embrace Enterprise, Why it is Easier to Scale into Enterprise than Visa Versa and the Calendly PLG Playbook; What Works and What Does Not?

The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch

CHAPTER

Transitioning from PLG to Enterprise Sales

This chapter explores the strategic shift that product-led growth (PLG) companies must consider as they scale and move towards enterprise sales. It highlights the limitations of a self-service model, emphasizing the need for organizational readiness and the importance of executive alignment in navigating this transition. The discussion also addresses the complexities involved in creating value across departments, underscoring the evolving role of product management in meeting the needs of both individual users and larger organizations.

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