The Official SaaStr Podcast: SaaS | Founders | Investors SaaStr 524: From New Relic to Salesforce to Calendly: What's Changed in Product-led Growth with Calendly CMO Patrick Moran
Feb 2, 2022
Patrick Moran, CMO of Calendly with a rich background from New Relic and Salesforce, dives into the evolving landscape of product-led growth. He discusses how strategies have shifted from traditional sales to user-centric approaches, emphasizing the importance of flexibility in product offerings. Moran shares insights on adapting to market disruptions and the need for companies to focus on both individual developers and enterprise buyers. The conversation highlights the cultural shifts necessary for embracing this new paradigm in the SaaS industry.
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PLG Fundamentals
- Many PLG attributes like free trials and online buying existed 20 years ago.
- Solving customer problems effectively is more critical than specific business models.
Early PLG Example: WebEx
- Patrick Moran considers WebEx an early PLG pioneer, using freemium and usage-based pricing.
- WebEx initially focused on SMBs but expanded to enterprise and individual users.
Disruption and Adaptation
- WebEx, despite being established, faced disruption from GoToMeeting's simpler, cheaper model.
- WebEx adapted by launching "Meet Me Now," a single-seat, online-purchasable product.