Alexa and Andrew Thompson, VP of Sales at Agora, talk through the foundational elements of any good sales playbook, how to build a feedback loop on playbooks, and how to iterate your playbooks.

Reed McBride, VP Business Development at Carta, discusses the transformation from sales-led to product-led at Carta and the benefits of acquiring companies early. They also explore the challenges of implementing a product-led growth strategy and the importance of leadership buy-in and cross-functional discussions.

Ben joined Paperspace to build a revenue engine on top of their already successful PLG motion. Within six months and after adopting Pocus, Ben created a customer-first program that grew top-line revenue by over 2.5x YoY.

Namrata Ram, Head of Revenue Strategy and Operations shares her insights for building and scaling a product-led RevOps organization.

Andrea Wang is currently a partner at General Catalyst investing in and partnering with ambitious early-stage founders. She loves helping founders with product and GTM strategy, especially product-led growth. Previously, she built and led the product growth team at Amplitude, was very early at Lime, and led international expansion on the product team. In this episode of Unlocking Revenue, we were excited to talk to Andrea about how to drive a product-led growth (PLG) motion from a product perspective, all while collaborating closely with sales, marketing, and the rest of the go-to-market function. Tune in for: Deep dive into growth product management (and how it differs from growth marketing) Strategies for winning PLG buy-in How to introduce a PLG motion into a sales-led company Tips for building a robust growth feedback loop Amplitude’s 6-step experimentation process Written recap of episode highlights: https://www.pocus.com/blog/optimizing-growth-product-management-to-scale-your-b2b-motion-with-plg

Listen to Gaurav Vohra, an experienced professional in growth, product, marketing, and analytics, as he shares insights on product-market fit, the value of human-led onboarding, scaling motions, power of email and word of mouth as distribution channels, and the role of Superhuman and growth strategies.

David Barron, Global Head of Sales at HubSpot, was recruited to join HubSpot in 2014, as their first sales hire, to monetize their customer relationship management (CRM) using a freemium model. In this episode of the Unlocking Revenue podcast David shares advice on: - How to establish a smooth sales + product feedback loop - The best way to identify product-qualified leads - HubSpot’s sales model and acquisition channels, and how they decide in which to invest - How to outbound in a way that doesn’t feel spammy - Tactics for boosting retention, velocity, and ACV Read the main takeaways here: https://www.pocus.com/blog/product-led-sales-strategy-hubspot

Emily Kramer, former marketer at Asana and Carta, shares insights on building high-growth B2B companies. Topics include different GTM motions, hiring strategies, challenges of a hybrid startup, role of product marketers, and the importance of conversion rates in marketing strategies.

We partnered with Kyle and the folks at OpenView on our second annual Product-Led Sales Benchmark survey. In this episode of Unlocking Revenue, Kyle and Alexa dissect the survey results and share their SaaS trend predictions for 2023. Listen in for insights on topics like: 👉 How are customers buying products? 👉 PQAs vs. PQLs 👉 Pros and cons of reverse trials 👉 The art and science of ICP definitions and lead scoring 👉 What PLS metrics should you be tracking? 👉 What sales roles are a PLG companies prioritizing? ... and more! 🪄 Read episode takeaways here. About Kyle: Kyle Poyar is Operating Partner at OpenView, the expansion stage VC. He helps OpenView’s portfolio companies fuel growth and become market leaders. ​In his past life, Kyle was a Director at Simon-Kucher & Partners, the leading consulting firm specializing in monetization. When he's not writing about growth for his Growth Unhinged Newsletter, you can find him playing tennis 🎾, cooking Mediterranean food 🍳, hiking 🥾, attempting to finish a Barry’s workout 💪, or hanging out in Boston.

Kenneth Vincent, former Director of Sales at ClickUp, shares the stories of ClickUp’s transition from PLG to Product-Led Sales. What it took to get PLG buy-in, the process behind defining and operationalizing PQLs at ClickUp, balancing automation and customization when it comes to sales outreach, and the details of ClickUp’s self-serve and land-and-expand motions. 🪄 Read episode takeaways here. About Kenneth: Kenneth, former Global Director of Sales at ClickUp has been an early employee at 3 unicorns helping those early teams build a business and GTM strategy. Prior to ClickUp, Kenneth held senior enterprise sales roles at Goodera, App Annie, and Yammer.