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McKinsey on Building Products
Robert, President of Growth at Docusign on product-led sales, a new growth frontier
Nov 1, 2024
Robert Chatwani, President of Growth at DocuSign and an expert in product-led sales, shares valuable insights on driving sustainable revenue and brand loyalty. He emphasizes the significance of prioritizing customer value and aligning teams for shared outcomes. Robert discusses creating an exceptional customer journey and the pivotal role of data in refining sales strategies. He underscores that successful product-led growth hinges on transparency, community building, and the integration of AI to elevate customer experiences.
29:52
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Quick takeaways
- Emphasizing a product-led sales approach enables companies to drive sustainable revenue by prioritizing customer value before capturing it.
- Aligning teams through data-driven practices enhances the customer journey, promoting satisfaction and loyalty across all touchpoints.
Deep dives
Understanding Product-Led Growth and Sales
Product-led growth (PLG) and product-led sales (PLS) represent vital strategies in modern software management. PLG emphasizes utilizing the product experience itself as a primary driver for customer conversion, allowing users to upgrade without needing direct sales interaction. In contrast, PLS focuses on data-driven practices to enhance customer engagement through informed decisions by sales teams, facilitating smoother transitions between different service levels and products. Companies like Atlassian exemplify PLG by integrating product usage to foster growth and cross-selling without engaging sales personnel.
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Discover
highlights
Listen to the best highlights from the podcasts you love and dive into the full episode