The Pocus Unlocking Revenue Podcast
Episode 1: How Loom went from self-serve to sales-assist with Pete Prowitt
Mar 11, 2023
Pete Prowitt, Head of Revenue at Stytch, formerly VP of Revenue at Rewatch, discusses challenges and opportunities as the first sales hire at a PLG company, tailoring sales models to unique company needs, hiring first high sales hires, transitioning from user growth to revenue growth, and defining enterprise and market segments.
37:47
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Quick takeaways
- Having a collaborative approach to pricing and packaging decisions, including input from sales teams, ensures long-term growth and strategic decision-making.
- Defining the enterprise segment in a PLG company is crucial for targeting customers effectively and tailoring sales efforts to meet the needs of enterprise customers.
Deep dives
The Importance of Collaboration and Feedback in Pricing and Packaging Decisions
When it comes to pricing and packaging decisions, it is crucial to have a collaborative approach and gather feedback from various teams, including sales. Sales teams play a vital role in providing valuable insights and customer feedback that should be taken into consideration during pricing discussions. Setting up a framework for sharing feedback, categorizing it as blockers, hurdles, or nice-to-haves, helps align sales with product, design, and engineering teams. This framework ensures that decisions are not solely based on anecdotal feedback, but on strategic considerations for the long-term growth of the business.
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