Episodes

  • Driving Growth and Go-To-Market Efficiency with PLG | Jesse Ervin, Nylas

    Driving Growth and Go-To-Market Efficiency with PLG | Jesse Ervin, Nylas
    Sep 12 2024
    In this episode of the Growth Machines Podcast, host Vincent Jong speaks with Jesse Ervin, CRO at Nylas, about the company's journey from a sales-led approach to a hybrid product-led sales model over the past two years. Jesse introduces Nylas and describes how the migration from traditional sales to a product-led growth strategy has impacted the company's sales, customer acquisition, and internal processes. They discuss challenges faced, surprising insights, customer behavior monito...
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    22 mins
  • Adding Sales to a Scaling Product-Led Business | Kristen Habacht, Typeform

    Adding Sales to a Scaling Product-Led Business | Kristen Habacht, Typeform
    Aug 29 2024
    In this episode of the Growth Machines podcast, host Vincent Jong speaks with Kristen Habacht, Chief Revenue Officer at Typeform, about integrating sales into a product-led growth framework as a company scales. Kristen discusses the evolution of Typeform from a PLG pioneer to incorporating sales without creating artificial barriers for customers. She highlights the importance of customer success, segmentation strategies, and the role of tech partnerships. The conversation also delve...
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    20 mins
  • Learnings From a 2-Year Journey Towards Product-Led Growth | Sindre Haaland, SalesScreen

    Learnings From a 2-Year Journey Towards Product-Led Growth | Sindre Haaland, SalesScreen
    Aug 15 2024
    In this episode of the Growth Machines podcast, host Vincent Jong speaks with Sindre Haaland, CEO of SalesScreen, about the company’s nearly two-year journey to launch a Product-Led Growth offering. Sindre discusses SalesScreen history, their sales gamification platform, and the challenges and strategies involved in shifting from a sales-led to a product-led approach. Key topics include the importance of internal alignment, the role of different team members in driving the project, ...
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    19 mins
  • Leveraging Trials When Selling Complex Products | Laura Erdem, Dreamdata

    Leveraging Trials When Selling Complex Products | Laura Erdem, Dreamdata
    Aug 1 2024
    In this episode of the Growth Machines podcast, host Vincent Jong talks with Laura Erdem from Dreamdata about their unique approach to combining product-led growth and traditional sales in their go-to-market strategy. Laura delves into her role and the evolution of Dreamdata's sales strategy, from a sales-led model to incorporating a free trial product-led component. They discuss the trials and triumphs of this transition, the importance of understanding customer needs, and how personali...
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    21 mins
  • Enabling Self-Service in a Regulated Industry | Andrew Davies, Paddle

    Enabling Self-Service in a Regulated Industry | Andrew Davies, Paddle
    Jul 18 2024
    In this episode of the Growth Machines Podcast, Vincent Jong hosts Andrew Davies, CMO of Paddle, to discuss how Paddle went from a product-led model back to a sales-led model to end up in its current hybrid state.Andrew provides insights into Paddle’s transition from a sales-driven model to an integrated product-led and sales strategy, the importance of understanding customer decision processes, and the challenges encountered in ensuring a frictionless user onboarding experience while mitigat...
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    21 mins
  • Finding the right moment to activate the sales team | Susann Johansen, Oneflow

    Finding the right moment to activate the sales team | Susann Johansen, Oneflow
    Jul 4 2024
    In this episode of the Growth Machines podcast, I speak with Susann Johansen, Head of Growth and User Experience at OneFlow, about how they introduced Product-Led Growth at Oneflow, a traditionally sales-led company. Susans shares the evolution of OneFlow's go-to-market strategy, the challenges of implementing a freemium model, and the nuances of segmenting and scoring product-qualified leads (PQLs). She also highlights the collaborative efforts between product, marketing, and sales...
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    17 mins
  • How Userpilot Balances Product-Led and Sales-Assisted Growth | Yazan Sehwail, Userpilot

    How Userpilot Balances Product-Led and Sales-Assisted Growth | Yazan Sehwail, Userpilot
    Jun 20 2024
    In this episode of the Growth Machines podcast, Vincent Jong talks with Yazan Sehwail, co-founder of Userpilot, about integrating product-led strategies with human touch for optimal sales and expansion. Yazan shares Userpilot’s journey from focusing on one feature to managing complex product offerings, highlighting their approach to balancing free trials and demo CTAs based on the type of customer and their needs. He discusses the dynamics between product-led motions and sales teams...
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    19 mins
  • The more you give, the better your leads get qualified | Mathias Thulin, GetAccept

    The more you give, the better your leads get qualified | Mathias Thulin, GetAccept
    Jun 6 2024
    On this episode of the Growth Machines podcast I speak with Mathias Thulin from GetAccept. He shares how they developed the Go-to-Market model for GetAccept going from sales-led to freemium and now a combination of sales-led and free trial.As of today combines a free trial, an interactive product tour, and a book-a-demo option in an intuitive way. Depending on the customer profile, one or more of these options will be emphasized during the customer journey.One of the things that was a big top...
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    18 mins