In this intriguing podcast, Brendan Short, the CEO and Co-founder of Groundswell, explains their innovative approach to customer-led growth and their mission to reshape product-led growth (PLG) by harnessing data signals to enhance sales engagement. Brendan introduces Groundswell as a platform that marries the best of PLG and sales-led strategies, aiming to create seamless interactions between buyers and sellers. The conversation covers the challenges of accessing and interpreting data, the evolving role of databases in sales, and the introduction of AI-powered customization for lead engagement. Through Brendan's insights, the podcast offers a glimpse into the future of SaaS sales and marketing. Highlights Merging PLG and Sales-Led Strategies: Groundswell's mission to combine the benefits of PLG and sales-led strategies for more effective buyer-seller interactions. Data-Driven Sales Optimization: Brendan's experience at Zoom, optimizing BDR processes using data, and the challenges of accessing meaningful data for informed sales strategies. Target Audience: Groundswell's focus on B2B SaaS companies employing both bottom-up and top-down sales approaches, with an emphasis on higher-value offerings. AI in Sales Engagement: Groundswell's latest product offering that combines product usage data and AI for tailored lead engagement emails and scheduled meetings. Role of Databases in Sales: Exploring the potential for databases like Snowflake to replace traditional CRMs and the importance of centralized customer data. Customer-Led Growth: Discussion on the concept of customer-led growth, putting the customer at the center of the buying experience for improved conversion rates. Outcome-Based Pricing: The emergence of outcome-based pricing models, where customers are charged based on successful outcomes achieved using the software. This episode was presented by TextBox. To learn more about how TextBox can help your business, visit their website at ⁠⁠www.testbox.com⁠⁠.

In this episode, Olivier interviews Jordan Greene from Catalyst, a company focused on customer success. They dive into the concept of customer-led growth (CLG) and its significance in the current economic climate, emphasizing a shift towards sustainable and predictable growth. Jordan explains how customer success has evolved from being just a department to a business-wide priority, playing a crucial role in driving customer-led growth. The discussion explores community-building strategies, advocating for creating communities around methodologies rather than just products. Highlights: Understanding the rise of customer-led growth and its importance in today's economy. The evolving role of customer success as a pivotal business focus, not limited to a single department. Differentiating customer success from upselling and prioritizing value delivery. The power of building communities around methodologies and viewpoints for knowledge-sharing. Challenges and considerations in pricing and packaging to achieve sustainable growth. Leveraging executives' presence on social media to enhance brand awareness and audience engagement. The impact of providing a world-class buying experience on customer acquisition and loyalty. This episode was presented by TextBox. To learn more about how TextBox can help your business, visit their website at ⁠⁠www.testbox.com⁠⁠.

In this engaging podcast episode, Olivier interviews Jason Widup, a seasoned marketer and founder of Peak B2B Marketing, who shares valuable insights on customer-led growth (CLG) and the unique challenges faced by B2B startups in the current market. Jason emphasizes the importance of bringing customers closer to the product, offering product tours, free trials, and templates to empower prospects in making informed decisions. The conversation delves into the effectiveness of various demand generation strategies, including paid advertising, email marketing, and social media, while striking a balance between sales-led and product-led growth approaches. The discussion also touches on the role of AI in marketing, pricing strategies, and the future of SaaS. Jason provides valuable takeaways on implementing customer-centric growth strategies and how companies can thrive in the dynamic landscape of software sales and marketing. Highlights: Bringing customers closer to the product: The power of product tours, free trials, and templates. Focused demand generation strategies: Utilizing paid advertising, email marketing, and social media for growth. Striking the right balance: Sales-led vs. product-led growth approaches. The potential of AI in marketing: Insights from a late adopter. Customer-centric pricing: The key to success in the software market. The future of SaaS: Considerations for different growth strategies. Real-life experiences with customer-centric software companies: Learning from successful examples like Hockey Stack. This episode was presented by TextBox. To learn more about how TextBox can help your business, visit their website at ⁠⁠www.testbox.com⁠⁠.

In this podcast, host Olivier Labbé welcomes Brendan Weitz, founder of Journey, and James Winter, head of marketing at Telescope Partners. Brendan shares Journey's product-led growth (PLG) approach, while James provides insights into the mix of PLG and sales motions in the companies he works with. They also discuss the challenges of product marketing, segmenting messaging for different user types and use cases, and the competitive landscape of the "digital sales room" category. The conversation also provides valuable advice for marketers during challenging times and sheds light on the rewards and challenges of starting a company. Topics discussed: Simplifying the sales process and creating a seamless buying journey The challenges of selling in the current economic climate Putting the customer at the center of the buying process Leveraging user behavior signals for relevant information delivery Product-led growth (PLG) and its effectiveness for different companies Tailoring messaging to different stakeholders and personas Exploring the competitive landscape of the "digital sales room" category Shifting focus from sales to marketing in the founder's perspective Motivating and engaging the team in a startup environment Avoiding hype and carefully adopting AI technologies To Connect & Learn More: James Winter: linkedin.com/in/jameselliotwinter Brendan Weitz: linkedin.com/in/brendanlweitz Journey: ⁠journey.io Telescope Partners: ⁠telescopepartners.com This episode was presented by TextBox. To learn more about how TextBox can help your business, visit their website at ⁠www.testbox.com⁠.

In this discussion, we are joined by Pouyan Salehi, Founder & CEO of Scratchpad and Kris Rudeegraap, Founder & CEO of Sendoso, as well as Olivier to explore the undeniable impact of building strong relationships in driving revenue growth. They challenge the notion of purely transactional sales approaches and shed light on the importance of personalized engagement, PLG strategies, and understanding customer motivations. Discover how gifting, direct mail, and innovative go-to-market motions can redefine your sales strategy and cultivate long-term customer loyalty. Episode Highlights: The Complexity of Driving Pipeline Efficiency: Olivier and Pouyan kick off the episode by highlighting the challenges faced by sales teams in building and optimizing their pipelines. They explore the tension between a seller's time in the market and the company's need for data and process standardization. Building Better Relationships through Gifting and Direct Mail: Kris, the founder and CEO of Sendoso, shares his company's unique approach to driving pipeline and building relationships with prospects and customers. He emphasizes the importance of personal connections in today's business landscape. PLG vs. Sales-Led Approach: Olivier raises the topic of Product-Led Growth (PLG) and its impact on sales strategies. Kris and Olivier engage in a lively discussion, highlighting the various ways PLG and sales-led approaches can work together to drive revenue growth. Adapting Go-to-Market Strategies: Kris explains how Sendoso implemented a PLG strategy alongside their traditional B2B go-to-market approach. They discuss the benefits of driving signups through the website and focusing on lifecycle marketing to maximize pipeline and revenue from existing customers. Measuring Success in a Shifting Economic Environment: Kris and Pouyan delve into the importance of measuring ROI and showcasing value to prospects. They share their approaches, including leveraging ROI calculators, involving CFOs in sales meetings, and showcasing success stories from customers. Transitioning to a PLG Motion: Olivier seeks advice from Kris and Pouyan for go-to-market leaders who are considering transitioning to a PLG motion. They provide insights into evaluating whether a company is suitable for a PLG approach, aligning company priorities, and managing potential challenges during the transition. Tune in to this thought-provoking episode of Customer Led Growth to gain valuable insights from industry leaders in sales, marketing, and corporate finance. Discover how to drive pipeline efficiency, build stronger relationships, and adapt your go-to-market strategies in the era of Customer Led Growth.

Sydney Sloan, CMO of Drata, and Scott Wilder, Head of Digital Success at Clari, discuss customer-centric approaches, co-creation with customers, unified customer experience, digital self-serve strategies, cross-functional alignment, and the role of communities. They highlight the importance of customer education, success metrics, and shared metrics for success. They also discuss the concept of Product-Led Growth versus Sales Lead and share positive buying experiences with Duolingo and Allstate.

Join Bethany Stachenfeld, CEO of Sendspark, and Ben Wright, partnerships expert, as they discuss the importance of customer-centricity in driving growth. Discover effective techniques to align sales efforts, leverage customer feedback, and overcome challenges of implementing customer-led growth strategies. Explore the benefits of Sendspark's Sense Block tool, video adoption challenges, personalized video development, and generating sales through social proof. Learn how Sendspark is revolutionizing video accessibility and promoting their exciting new features.

Marketing gurus Manuel Rietzsch and Andrew Davies share their game-changing tactics, including the revenue rocket fuel of Paddle, transitioning from sales-led to product-led, maximizing retention, and unraveling the true meaning of customer-led growth. They also offer invaluable advice and insights tailored for marketers and explore powerful marketing tools at your disposal.

Is your sales, marketing, and product alignment strategy ready for the future?  Discover how adopting a revenue-centric approach can transform your sales and marketing strategies in this insightful podcast episode featuring Alex Poulos (Cross Beam) and Sahil Mansuri (Bravado). As product-led growth continues to influence sales tactics, learn how companies can adapt to new customer expectations and provide a positive buying experience. Explore the importance of pricing transparency, the future of cold calls and emails, and the value of partnerships and ecosystems in driving business growth. As product-led growth (PLG) continues to impact sales strategies, we examine the future of cold calls and emails, and discuss alternative methods for reaching new customers. Learn the significance of partnerships and ecosystems for growth, as well as tips for maximizing marketing impact and pricing optimization. Don't miss this opportunity to hear expert advice for go-to-market teams in 2023 and beyond! Highlights 3:30 - Sales, Marketing, and Product Alignment 8:18 - Product-Led Growth and Customer Expectations 15:26 - Enterprise Software Pricing Transparency 27:19 - Cold Calls and Emails' Demise 32:14 - Maximizing Marketing Impact and Pricing Optimization 39:25 - Sales and Partnerships: What's Coming Up in the Tech Community To Connect & Learn More: Alex Poulos: https://www.linkedin.com/in/poulos/ Crossbeam: https://www.crossbeam.com Bravado: https://bravado.co/ Sahil: https://www.linkedin.com/in/sahilmansuri/ This episode was presented by TextBox. To learn more about how TextBox can help your business, visit their website at www.testbox.com.

Perhaps you've heard of the term customer-led growth before, but what does it mean? Is it a concept that exists only in the realms of abstract marketing theory or is it something you can put into practice and use right now?  We understand that businesses are growing rapidly and there are many different data points that help us understand how to predict future demand. We are here with Eli and Sam to help you understand the meaning of customer-led growth and see the future of SaaS buying.  Find out: - How to make SaaS product more compelling to buy - Who should own the buying experience of SaaS company - How to measure marketing, sales, product, teams, and customer success - How the best marketers are being measured - The meaning of customer-led growth - Best ways to get as many users as possible - Best SaaS products - How to incorporate a mutual success plan to get deals done Highlights (00:17) What did Eli and Sam want to do when they were younger (02:16) How to make SaaS products more compelling to buy? (03:44) Eli and Sam’s “I couldn’t” software platform (04:11) The irreplaceable features of LinkedIn  (05:01) Should PLG or SLG motion own the buying experience of a SaaS company? (08:16) How to measure your marketing, sales, product, customer success, teams, to ensure that the feedback loop is active and working well (12:13) How the best marketers now being measured (16:29) The meaning of customer-led growth (18:26) Should LinkedIn sales navigator remain the way it is?  (19:46) The best way to get as many users as possible before having a pricing conversation (22:46) Eli and Sam’s best SaaS purchasing experiences  (29:26) How to incorporate a mutual success plan to ensure that you can get deals done in today’s environment (36:07) Advice for people in revenue team This episode was presented by TextBox. To learn more about how TextBox can help your business, visit their website at www.testbox.com.