Fred Melanson is the co-founder and CEO of Bliinx, the revenue engine for product-led sales. In today’s episode, he weighs in on the role of sales in PLG companies, how Bliinx engages with its users, and the recent shift among salespersons. He also shares some actionable steps for companies that are looking to switch to a product-led sales motion.

Show Notes

[02:00] Some misconceptions about product-led growth and sales

[04:12] How sales and product-led work together in organizations that combine both

[09:10] When is the best time to reach out to users

[12:10] The qualification metrics by Derek Skaletsky of Sherlock

[14:18] Fred’s observations about salespersons in product-led companies

[17:28] How to measure the success of a product-led sales strategy

[21:20] On getting buy-in, having data to track, and acting on that data

[25:25] Fred’s advice on keeping things simple and providing value for users

About Fred Melanson

Fred Melanson is a McGill University graduate who started Bllinx out of frustration for the current ways to scale business relationships. Bliinx was among the 29 companies that had made the cut for Batch 26 of 500 Startups’ seed program.