The Pocus Unlocking Revenue Podcast

Alexa chats with Kareem Agha, Head of Sales at Haus about the value of warm outbound, the dangers of ignoring cold outbound, and how to get the entire team excited about doing pipe gen.

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.

Alexa interviews Riley Harbour, Head of Business Development at Grammarly about how Grammarly built a successful playbook for B2C user acquisition and how they're turning that success into a powerful enterprise motion.

Alexa and Devin Schiller, Enterprise Sales Leader at Sprout Social talk about the early days of PLS playbooks at Slack, the learnings he brought over to Sprout Social, and how the playbooks have changed.

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