The Official SaaStr Podcast: SaaS | Founders | Investors

SaaStr 630: Sales-led vs. Product-led? Today’s Startups Need Both with Jason Eubanks, CRO at Harness

Feb 1, 2023
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ANECDOTE

Jason's Dual Sales and PLG Journey

  • Jason Eubanks transitioned from enterprise sales in large companies to innovative startups like Twilio and Harness.
  • At Twilio, he experienced a successful product-led approach with 60,000 inbound leads via viral developer adoption.
INSIGHT

Need Both Sales and Product Led

  • Startups don't need to choose strictly between sales-led or product-led strategies initially.
  • Combining both approaches de-risks growth and broadens reach through different buyer and user personas.
INSIGHT

Internet Changed Buyer Control

  • The internet shifted buyer access to information, reducing vendor control over sales cycles.
  • Vendors must embrace viral, community-driven adoption and self-service product experiences to capture inbound leads.
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