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In a world where technology and business intersect, the 'Product Led Growth Leaders' podcast was born out of a desire to bridge the gap between innovation and leadership in the SaaS industry. Our founder, Thomas Watkins, recognized a need for a platform where the brightest minds in business and technology could converge. This podcast is more than just a series of conversations; it's a beacon for CEOs and product owners who are shaping the future of SaaS products. It's a space where ideas are ...
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Product Led Revenue is a monthly podcast for SaaS sales and revenue leaders. In each episode, you’ll hear innovative tactics and advice from professionals who are using product user insights to drive revenue growth through expansion and cross-sell.
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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 …
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Your host, Thomas Watkins, talks with the Co-Founder and CEO of CPV One, Julia Draghici. Julia's companies, CPV One and CPV Labs are ad-tracking platforms designed for performance marketers. These platforms help users track, optimize, and test their marketing campaigns, providing a comprehensive view of their marketing efforts. CPV Labs is a self-h…
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Your host, Thomas Watkins, talks with the Head of Growth of Zuora, Dana Yobst. Dana emphasizes that the growth department is a unique entity that sits at the intersection of product, marketing, and sales. This department is crucial for driving a go-to-market motion that effectively combines these three groups. Product Management focuses on understa…
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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.…
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Your host, Thomas Watkins, talks with the Fractional CPO, Automation Champion in AI enablement, and Product-led Growth, Jason Dadah. Jason brings a unique perspective to the table, having served as a chief product officer at Gate List, a mortgage AI company, and as a product owner at various companies. His journey through the startup landscape and …
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Your host, Thomas Watkins, talks with the Product Operation Manager of HCSS, Tiffany Murphree. Product Ops, or Product Operations, is a term that's gaining traction, yet it's defined differently across various organizations. At its core, Product Ops serves the product management department, aiming to streamline efficiency and enhance communication …
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Your host, Thomas Watkins, talks with the Product Design, Usability, and DesignOps Consultant and Co-chair of Women In Product, Houston, Alison Ostendorf. Alison peeled back the layers of Product-Led Growth (PLG) and its transformative impact on the tech industry. Alison brings a fresh perspective from the design world, challenging the status quo o…
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Your host, Thomas Watkins, talks with the CEO of Foundersuite, Nathan Beckord. Venture capital is not a game of chance; it's a strategic decision-making process guided by a VC's thesis. This thesis is the bedrock of their investment choices, influenced by industry trends, personal expertise, and market predictions. Nathan shed light on the importan…
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Your host, Thomas Watkins, talks with the CEO and Founder of TRG International, Rick Yvanovich. Rick's journey is nothing short of remarkable. He discussed his experiences from the early days of computing, a time when technology was in its nascent stages, to the current era dominated by cloud computing and Software as a Service (SaaS). His story is…
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Your host, Thomas Watkins, talks with the Compliance Ambassador and Senior Business Advisor of SAP, S V Prasad Gandhikota. Prasad's professional odyssey began in 1995 after graduating with a technology degree from Bombay University, India. His early career was rooted in supply chain management and manufacturing, which laid a solid foundation for hi…
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In the seventh episode of the Growth Machines podcast, I speak with Japna Sethi, Product and Growth leader at Calendly. Previously she has been a lead for Product and Growth at Dropbox and she built and led the Growth team at Productboard from the ground up. Each of these companies dealt with a large flow of incoming users and Japna shares how they…
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Your host, Thomas Watkins, talks with the President of The Authenticity Alliance, Wes Kussmaul. In 1981, long before the term "social media" entered our lexicon, Delphi Corporation began an ambitious project to create a digital encyclopedia. Wes Kussmaul recounted the company's fascinating evolution from a knowledge repository to a social media pla…
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Your host, Thomas Watkins, talks with the Board Director of RemotelyMe, Bill Reed. Bill broke down marketing into three distinct areas: demand generation, product marketing, and strategic marketing. Demand generation encompasses social media, advertising, email marketing, and SEO, all aimed at creating awareness and attention. Product marketing, on…
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In the sixth episode of the Growth Machines podcast, I speak with Todd Olson, the co-founder and CEO of Pendo, about leveraging in-app messaging for tailored user experiences and the impactful role of Product-Led Growth (PLG) in sales operations. We discuss robust PLG strategies employed by companies ranging from startups to large enterprises, incl…
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Your host, Thomas Watkins, talks with the Founder of Product Houston, Wade Pinder. Wade's path into product management is a testament to his dedication to the Houston community. He shared the unique challenges and solutions that the city presents, highlighting the differences in product management methodologies. But what stood out was the emphasis …
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Your host, Thomas Watkins, talks with the VP of Product and Design of Hubilo, Shailesh Hegde. Shailesh's story is particularly inspiring. Starting with an engineering degree, Shailesh cut his teeth in the software testing realm, working for giants like Siemens and Nokia. Shailesh's pursuit of growth led him to a master's degree in the US and a stin…
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In the fifth episode of the Growth Machines podcast, I sit down with Leah Tharin. Leah is a leading Product-Led Growth (PLG) advisor for scaling B2B companies and Interim CPGO of GotPhoto. She led products like Jua and Smallpdf and is portfolio growth advisor to VC funds like Notion Capital. She writes about her experiences and hosts a podcast on L…
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Your host, Thomas Watkins, talks with the Senior Director of Digital Product and User Experience of Kendra Scott, Brad Power. Brad's journey into the realm of product management is a testament to the power of customer-centric thinking. His career began in a call center, where he honed his skills in customer retention. This experience laid the found…
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Your host, Thomas Watkins, talks with the Founder of Funnelytics, Mikael Dia. Mikael's journey with Funnelytics started when he was running a marketing agency. He identified a clear market need for a tool that visualizes marketing strategies and data while tracking the intricate paths customers navigate across various online platforms. This led to …
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In the fourth episode of the Growth Machines podcast, I sit down with Ben Williams, a product and growth executive with over 20 years of experience at companies like Snyk and Cloudbees, and the author of The Product-Led Geek. We talk about how to combine Product-Led Growth (PLG) with sales strategies to drive company growth. Ben shares insights fro…
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Your host, Thomas Watkins, talks with the Product Operations Lead of iGaming of Caesars Sportsbook & Casino, Thomas Palaio. Thomas's career trajectory is a testament to the evolution of a tech professional. Starting with hands-on roles such as help desk support, he quickly moved into the realm of DevOps and cloud technologies at a time when continu…
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Your host, Thomas Watkins, talks with the Director of Product Management of Applied Systems, Vijay Rengarajan. Vijay's journey began in programming and evolved through a business analyst role at Tata Consultancy Services. His experience in the insurance domain laid the foundation for his customer-centric approach. In 2016, he transitioned to produc…
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In the third episode of the Growth Machines podcast, I talk with Pekka Koskinen, Co-Founder of Leadfeeder (nowadays part of Dealfront). He explains how they developed a successful Product-Led Sales model long before PLG became a buzzword. Leadfeeder was founded in 2012 when Pekka and his co-founders hit a wall with traditional sales methods in thei…
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Your host, Thomas Watkins, talks with the Owner and Creative Director of Viim, Steph Hilfer. Steph spoke on what heart-centric branding truly means. It's an approach that goes beyond the transactional aspects of business and focuses on creating a genuine connection with consumers. Heart-centric branding is about tapping into the authentic core of a…
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In the second episode of the Growth Machines podcast, I talk with Kyle Poyar, Operating Partner at Openview and writer of the Growth Unhinged newsletter. We talk about what to do when you have a pricing model in place for a sales motion and are considering to introduce PLG. Pricing and packaging can be an enabler or blocker when thinking about prod…
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Your host, Thomas Watkins, talks with the Product Management Consultant of Slalom, Charles Jessup. Charles' entry into product management was somewhat serendipitous, beginning with his work in building digital products for an oil and gas company. His career trajectory took an exciting turn when he transitioned to product coaching and consulting at …
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In this first episode of the Growth Machines podcast, I talk with Franciska Dethlefsen, the Head of Growth Marketing at Amplitude. We discuss the recent experiences they’ve had launching the Plus plan, a new self serve option for Amplitude. We focus on how companies can successfully transition to a product-led strategy if they are doing sales today…
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Your host, Thomas Watkins, talks with the Product and Technology leader, Justin Hunter. Justin's story is a testament to the fluid nature of career paths. Initially setting his sights on events management, he found himself drawn to the structure and impact of infrastructure and project management. His transition was not just a change in job titles …
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Your host, Thomas Watkins, talks with the President of EPS Optic(s), Ryan Weiss. Ryan's product is a testament to the powerful synergy between people and process. He shared the foundational vision of his SaaS solution, which is to seamlessly integrate these two elements. The goal? To create a platform that not only functions efficiently but also al…
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In the inaugural episode of Product Led Growth Leaders, Josh Elledge of UpMyInfluence interviews the show's host and creator, Thomas Watkins. Thomas, a UX practitioner, plans to share insights from product leaders and encourage innovative thinking. Josh and Thomas invite listeners to subscribe, share, and even apply to be guests on the show. He als…
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Product-led growth (PLG) starts with the end user. And a healthy PLG engine depends on users discovering your product through no- or low-cost channels, including word-of-mouth, organic search, product virality, communities, and marketplaces. But Kyle Poyar of OpenView points out that as PLG companies grow past $10M annual recurring revenue (ARR), y…
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A growing number of SaaS companies are shifting from sales to product-led growth models. According to the Product-Led Growth Benchmarks 2022 report, 58% of B2B technology companies have a PLG motion in place. But product-led growth, while contributing to efficient growth, can be challenging. If you are moving from a sales model to product-led growt…
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Product-led growth (PLG) relies on the product itself to drive customer acquisition, conversion, and expansion. But when is the right time to roll out a PLG model internally? In this episode of the Product Led Revenue podcast, hear from Franciska Dethlefsen, Head of Product-Led Growth at Amplitude. She answers some of the most commonly asked questi…
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Believe it or not, over 96% of product led companies have sales teams. But making sure they have the insights they need to do their job is harder than it seems. In this episode of Product Led Revenue, we have Trevor Greyson, who runs GTM Business Technology & Ops at Miro, on the show. Trevor shares how the Miro sales team functions and how data hel…
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Over 250,000+ companies use Vidyard, so how did they get so many people using their product? Their secret is product led growth, but it wasn't always that way. In this episode of the Product Led Revenue podcast, our host Breezy Beaumont welcomes Tyler Lessard, VP of Marketing at Vidyard to talk about getting executive buy-in for PLG, some of the ch…
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Product led growth changes the way companies market and sell their product. We often hear how sellers need to adjust, but in this episode, we dig in with Tara Pawlak, Head of Marketing at GetAccept to learn how marketing needs to shift as well. In this episode of the Product Led Revenue podcast, our host Breezy Beaumont welcomes Tara to hear how Ge…
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A go-to-market strategy (GTM) is a plan that details how an organization can engage with customers to persuade them to buy its product or service and gain a competitive advantage. According to Japna Sethi, leader of the Product-Led Growth team at Productboard, ideally, marketing, sales, and customer success teams should share the same goals. In thi…
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Product led growth has been around for a while, but it's popularity has skyrocketed over the last year. And more and more companies are now leveraging their products to drive customer acquisition and expansion. But what are some key mistakes PLG companies make? In this episode of the Product Led Revenue podcast, our host Breezy Beaumont welcomes Ma…
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One of the pillars of every company is a sales team - but when a company is product-led, does you still need a sales team? According to our guest, Aron Vuijsje of Monday.com, you do. In this episode of Product Led Revenue, Aron shares the lessons learned since the early days of joining Monday.com. He reveals what it's like being the first sales hir…
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This week's product led revenue call features a special guest: Dave Boyce, Winning by Design: - Current role: Product-Led Growth Practice Lead, Winning by Design - Taught the first MBA-level course on Product-Led Growth at Brigham Young University Correlated hosts a bi-weekly 30-minute call with revenue leaders in the product-led growth (PLG) space…
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91% of SaaS companies plan to increase their PLG investment this year. But can all businesses can be product-led? In this episode of the Product Led Revenue podcast, our host Breezy Beaumont sat down with Steeve Vakeeswaran, the Head of Sales & Expansion at Zapier. They talk about Zapier's self-serve pipeline, how it helped remove friction between …
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Many early-stage PLG (product led growth) companies try to launch faster and monetize as soon as possible. But, the path to success lies in taking it slowly and focusing on acquisition through engagement. Every business should aim for quality rather than quantity and bring value to each customer regardless of whether they use freemium or paid servi…
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When people think about product-led growth, they think it's about the product, but customer experience extends far beyond product. Customer experience is one of the most vital aspects of any business, but many companies fall short. Things like community, docs and resource centers, and the ability to contact someone for support, are some of the ways…
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There's a misconception that companies are product-led OR have a sales team. But sales and product-led growth are multipliers of each other, says Ethan Schechter, VP of Sales at Snyk. He adds, ''A product-led growth engine is the number one thing to ensure that your sales team is working with qualified leads because the organic interest that comes …
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From Datadog, to Drift, to Dooly, Michelle Pietsch has seen the PLG sales playbook over and over again. She says the most important thing sellers can do, especially in a product-led company, is get to know their product. After all, how are you going to present its value if you don't see it yourself first? In this episode of the Product Led Revenue …
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Product-led growth (PLG) has become one of the most effective ways to grow in SaaS and tech. More and more companies are relying on their products as the main driver to gain customers. But using your product to acquire customers doesn't mean you should neglect sales and marketing. In fact, these three growth models work best when you align them to …
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93% of B2B buyers say they’d rather buy directly from a website than a sales representative. But kicking off your product led strategy comes with a range of challenges: How much do you offer for free? How do you determine a pricing strategy? How do you decide when and how to follow up on PQLs? On this episode of Product Led Revenue, host Breezy Bea…
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Twilio is one of the pioneers of the product-led approach and a huge proponent of usage-based pricing. But with thousands of users signing up to access their product, how do Twilio's sales and customer success teams know who they should be reaching out to, and when? In this episode of Product Led Revenue, Glenn Weinstein, Chief Customer Officer at …
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Historically, it's been difficult for sales teams to know how and when to reach out to current users of their product either for conversion or expansion. But, with access to product data, sales teams can be both proactive and reactive at the same time. According to CallRail's VP of Sales, Jason Rozenblat, that's a daily reality for their product-le…
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Product-led growth has been revolutionizing B2B and SaaS sales for some time now, especially after the pandemic. And it's working, leading to rapid growth for companies like OneSignal, used by 1.4 million companies around the world. But that rapid change leads to what Josh Wetzel, OneSignal's Chief Revenue Officer, calls "intellectual challenges," …
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