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4min chapter
John Eitel (Canva): Bottom-Up + Top-Down
BUILD with Blake Bartlett
PLG
As a PLG company, you're typically starting with the classic bottoms up motion. But at some point it's going to make sense to add a top-down motion to complement that. You can't use old playbooks and so this is perfect to sort of understand how do you actually problem solve this? What does this look like in practice? And you have some amazing experience from Canva and many other great PLG companies where you've done this in real life. The one thing I wrote down as you're talking was playbooks because certainly as a VC I see this a lot that new sales leader comes in.
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