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 monitoring, and adjustments made during the transition. Jesse also highlights the importance of a flexible approach, constant improvement, and focusing on customer self-service.

00:00 Introducing Jesse and an overview of Nylas
04:46 Challenges and Concerns with PLG Transition
07:26 Strategies for Sales Team Adaptation
11:30 Metrics and Outcomes of the PLG Implementation
17:10 Signals and Customer Interaction
19:32 Future Directions and Conclusion

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 delves into the benefits of combining sales and PLG, such as improved NPS and revenue per rep, and touches on nuances like sales team incentivization and the relationship between product and sales teams.

Kristen concludes with advice on questioning basic assumptions to drive business inflection points.

00:00 Kristen Habacht's Background and Typeform Overview
00:48 The Evolution of Typeform's Product-Led Growth
02:54 Segmentation and Sales Strategies
06:51 Challenges and Counterintuitive Insights in PLG
09:50 Sales and Product Team Dynamics
16:31 Combining Sales and PLG for Success
19:50 Conclusion and Final Thoughts

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, and early learnings from their beta phase. He also shares insights on balancing value in their freemium model and the backend complexities that come with PLG implementation.

00:00 Meet Sindra Halland: CEO of SalesScreen

01:01 The Evolution of SalesScreen

02:04 Transition to Product-Led Growth

04:10 Challenges and Strategies in PLG Implementation

07:32 Building the Essential Package

12:42 Beta Testing and Learnings

16:48 Final Thoughts and Future Outlook

18:08 Closing Remarks and Contact Information