The People That Help Create a Successful PLG Led Company

When you're only starting to go and add the enterprise motion to a PLG motion, you need people who understand. The value of PLG. Having in the sales leadership this appreciation and the standing of house of service and PLG motion generally works in the very beginning helps a lot. But when you're out of $100 million zone, when you closed already a couple of dozen million dollar contracts, you may hire much more traditional sales team. And again, over time, I think it's a strategic way to look at which learning curve we are tackling with this type of hiring right now.