Layering a sales organization onto your PLG is critical to your success. It’s a totally different motion from sales-led growth. And yes, you need to align your organizations differently to get it right.Host Mark Roberge is joined by Dino DiMartino (CRO, Snyk) to discuss what product-led growth tactics helped Snyk scale to a billion dollar valued company. In this episode learn more about: When product led growth is applicable to a startup Best practices for adding sales to a PLG company How freemium intersects with PLG How to specialize outbound salespeople  The three acts of acquiring customers The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown.

After a decade spent in marketing, Mike Weir now runs the G2 sales teams. And he has his time spent as a CMO to thank for all his CRO success.Host Mark Roberge is joined by Mike Weir (CRO, G2) to discuss how Mike went from being a marketer to a full-fledged sales leader and what we can all learn from him. In this episode learn more about: The biggest impact on sales and marketing alignment in the go-to-market motion The importance of measuring the efficiency of different channels How to be more specific and de-risk the ideal customer profile Investing in your team to reach their full potential How to hire strategic sales leaders The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown.

OK. You’re moving from founder selling to your first sales hire. Great work. Now, how exactly do you integrate that new hire into your existing organization?Host Mark Roberge is joined by Kyle Parrish (VP of Sales, Figma) to discuss being the first sales hire at Figma. Not only that, but Kyle was also the third sales hire at Dropbox. In this episode learn more about: Building a unique sales culture Leveraging trends to find opportunities to disrupt How to align the engineering/product team with sales Avoiding the recency effect The Dropbox sales team experiment disaster How Figma approaches AI The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown.

So look, there’s reams of research that show as an ecosystem, we’re not very good at scaling revenue and sales.Each week, host Mark Roberge (Sr. Lecturer at Harvard Business School, Stage 2 Capital, fmr CRO at HubSpot) is talking with the folks who’ve scaled the most successful sales teams in tech to give us the answers.Hear from CROs and sales leaders like Aliisa Rosenthal (OpenAI), Oliver Jay (Asana), Kyle Parrish (Figma), Jay LeBoeuf (Descript), and more.The Science of Scaling is part of the HubSpot Podcast Network.