McKinsey on Building Products
Varun, Adobe's General Manager on product-led sales
Oct 4, 2024
Varun Parmar, General Manager at Adobe and former CPO at Miro and Box, shares insights on driving growth through product-led strategies. He highlights the significance of reducing time to customer value and achieving cross-functional alignment for effective product-led sales. The conversation dives into how generative AI transforms sales operations and the importance of collaborative efforts for success. Varun emphasizes that understanding user experience is crucial for engaging and retaining customers in today's competitive environment.
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Quick takeaways
- Exceptional product experiences are essential for driving growth by reducing time to customer value through user-friendly design and immediate access.
- Cross-functional alignment among product, marketing, and sales teams fosters collaboration, ensuring shared metrics and goals that enhance product-led sales strategies.
Deep dives
Understanding Product-Led Growth
Product-led growth (PLG) is centered on the principle that a strong product should drive user acquisition, engagement, retention, and expansion. The foundation of PLG rests on delivering tangible value through intuitive and user-friendly products that create positive experiences. Varun Parmar emphasizes the necessity of aligning product capabilities with business outcomes, fostering collaboration between product, marketing, and sales teams. This approach contrasts with traditional sales-led methods, relying instead on seamless user experiences to convert new users into advocates.
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