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Selling to developers: Paperspace’s customer-first approach to Product-Led Sales 

The how and the why behind Paperspace’s CS-driven Product-Led Sales motion. Insights from Ben Lamson, Director of Revenue.

Benjamin Lamson
October 3, 2023
RevOps and PLS: Challenges, misconceptions, and the ideal state with Peter Ikladious

Peter Ikladious, Co-Founder and Partner at Unlocking Growth shares RevOps challenges, best practices, the steps to launch a Product-Led Sales motion, and tips on PLS tactics.

Peter Ikladious
September 28, 2023
How Loom turned 18M users into 33% of new pipeline

Based on their most recent funding round, Loom is valued at north of $1 billion and continuing to grow. To reach their next growth phase, Loom has enlisted Pocus’ help! Taylor Gibson, Director of Commercial Sales, and Will Waggenspack, Director of Business and RevOps, share how Loom turns product usage data into a pipeline-generating machine for sales.

Taylor Gibson
September 22, 2023
Enable your reps with usage data everywhere they work

We’re making it even easier for reps to access product usage insights without disrupting their workflow. We built Salesforce Embed so reps can spend less than a minute scanning their existing Salesforce views for the data insights they need.

Alexa Grabell
September 21, 2023
3 Product-Led Sales trends to watch out for in 2023 and beyond

How has Product-Led Sales evolved in 2023? We're launching our third annual PLS Benchmarks Survey to find out just how much PLS has changed. Plus, a few of our own predictions.

Alexa Grabell
September 18, 2023
"Survive to thrive" - How GTM Teams can win in a challenging macroeconomic environment

Best practices to help your sales team navigate a challenging macroeconomic environment and effectively “survive to thrive” over time.

Pete Prowitt
September 8, 2023
Webflow’s approach to revenue enablement for Product-Led Sales

By balancing the availability of meaningful data with the need for a non-overwhelming, deeply supportive system for revenue growth, revenue enablement helps ensure the PLS motion runs smoothly and effectively.

Mercy Lee Bell
July 24, 2023
How experiments, feedback, and data fueled Scribe’s product-led growth to over 1M users in 18 months

How Scribe migrated from a sales-led to product-led motion, and what that meant for sales incentives, pricing and packaging, feedback loops, and more.

Jennifer Smith
July 18, 2023
The product-led guide to customer onboarding

Onboarding best practices for PLG companies: must-haves, trends, and metrics.

Ivanha Paz
July 5, 2023
Superhuman’s path to PLG: Virality, delight, and humans at the helm

During his eight years at Superhuman, Gaurav Vohra has led everything from growth to product, marketing, and analytics — and made huge strides in every single role. Read on for his take on PMF, onboarding, aha moments, and more.

Gaurav Vohra
July 5, 2023
The ultimate guide to pricing and packaging for PLG

Explore the fundamentals of pricing and packaging in PLG, dive into granular tactics for pricing and packaging success, and learn some real world examples from the folks at Clay and ngrok.

Ivanha Paz
June 22, 2023
PostHog’s strategy to accelerate self-serve revenue

In this customer story, we talked to Cameron DeLeone, PostHog’s first commercial hire, about the company’s journey from scaling self-serve to Product-Led Sales. Cameron shares how Pocus helps his team cut through the noise of their product usage data to uncover insights that accelerate the path to revenue. 

Cameron DeLeone
June 19, 2023
From internal buy-in to PLS roll-out in 5 steps (template included!)

Frameworks and templates to help you plan for each stage of your PLS roll-out.

Alexa Grabell
June 12, 2023
Boost rep performance and drive consistency with Pocus Coaching

Our new feature empowers managers to coach, reward, and optimize rep performance against their Product-Led Sales goals.

Alexa Grabell
May 25, 2023
Optimizing growth product management to scale your B2B motion with PLG

Andrea Wang, Partner at General Catalyst (former Growth at Amplitude) on 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.

Andrea Wang
May 22, 2023
The top sales playbook template to move upmarket in PLG: Warm outbound

A template to launch your warm outbound playbook. This playbook prioritizes accounts based on their overall enterprise value (ARR potential) and conversion likelihood. The warm outbound playbook also relies on a Product-Qualified Account (PQA) score that looks at the level of engagement across the account (seats used, feature usage), the ICP fit (ARR potential), and expansion signals.

Alexa Grabell
May 15, 2023
Miro's guide to scaling Product-Led Sales

Adam Carr (Head of Global Sales at Miro) discusses how his sales team uses Pocus to accelerate revenue from their self-serve pipeline.

Alexa Grabell
May 9, 2023
Navigating growth in a recession

Pocus CEO, Alexa Grabell, talked about the challenges of navigating a recession and tips to overcome them, alongside other experienced founders: AJ Bruno (QuotaPath), Sarika Garg (Cacheflow), and Jonathan Friedman (Demostack).

Sandy Mangat
May 3, 2023
Introducing the Revenue Data Graph

The Revenue Data Graph is the underlying glue that powers Pocus and makes it easier than ever to turn product data into revenue.

Isaac Pohl-Zaretsky
April 17, 2023
How OpenPhone’s sales and success team use product usage data to generate pipeline

In this customer story, we talked to OpenPhone’s Head of Sales and Success, Giancarlo Gialle; Makalie Reed, Revenue Operations Manager, and Justine Delgadillo, Senior Customer Success Manager. You’ll learn how OpenPhone uses Pocus to find higher converting leads, proactively manage customers, and scale their PLS motion.

Giancarlo Gialle
April 17, 2023
Tome: Automation without losing the human touch

Use product signals to automate outreach and improve product adoption with new users.

Kian Kolahdouzan
April 17, 2023
HubSpot’s Product-Led Sales strategy: Layering outbound and inbound motions

Discover HubSpot's go-to-market strategy, a Product-Led Sales motion powered by a combination of outbound and inbound channels to scale self-serve revenue.

David Barron
April 14, 2023
Customer success vs. sales-assist

Are customer success and sales-assist actually different roles in a hybrid go-to-market motion?

Allison Pickens
March 13, 2023
The top 3 playbooks for a product-led customer success strategy

From reactive to proactive, here are three major account management frameworks to scale your CS team’s revenue impact.

Alexa Grabell
March 13, 2023
How to optimize your SaaS sales process with a hybrid motion

How (and why) to improve your traditional SaaS sales process with a Product-Led Sales strategy.

Ivanha Paz
March 2, 2023
Product-Led Sales (PLS) AMA: Kyle Poyar (OpenView)

Trends we observed after surveying +200 SaaS businesses to create the 2022 Product-Led Sales Benchmarks Report.

Kyle Poyar
February 20, 2023
13 Product-led growth metrics to measure in 2023

Measuring product-led growth metrics is critical to understanding performance and hitting goals for PLG companies. Learn what to track in 2023 and beyond.

Ivanha Paz
February 16, 2023
Product-led growth vs. sales-led growth: What’s best for my business?

How do you know whether to pursue a product-led or sales-led motion — or some blend of the two? Figure out where you fall depending on core business priorities, product experience, and revenue goals.

Ivanha Paz
February 10, 2023
16 Top SaaS onboarding software platforms

Every high-performing SaaS company needs a robust user onboarding process. Find out why and the best saas onboarding software solutions to check out.

Sandy Mangat
February 6, 2023
Connect Pocus to 1000+ new tools

Connect tools like Zapier, Airtable, and Customer.io to Pocus with our new webhook integration.

Alexa Grabell
February 6, 2023
Guide: Implement a sales-assist function in 7 weeks

Everything you need to know to set up and launch a successful sales-assist team to support your PLS motion.

Alexa Grabell
February 6, 2023
How to scale by adding a PLG motion to your GTM strategy

What an ideal PLG motion looks like for SaaS companies, 9 steps to integrating the PLG approach into your existing GTM motion, and more.

Sandy Mangat
February 1, 2023
5 Product-Led Sales playbook examples to scale your PLG motion

Must have playbooks to activate your PLS motion in 2023

Sandy Mangat
January 10, 2023
December Product Update

This past month the team has been working on a ton of improvements to the overall user experience in Pocus and some bigger features we’re excited to share with you in the new year.

Alexa Grabell
December 30, 2022
2022 Product-Led Sales Year in Review

Wrapping up an exciting year for Pocus and Product-Led Sales.

Alexa Grabell
December 27, 2022
What's in Store for Go-to-Market Teams in 2023

Did we accurately predict the future? We score last years predictions and make 6 new predictions for 2023.

Alexa Grabell
December 22, 2022
Product-Led Sales (PLS) AMA: Kim Walsh

Get insight into the early days of sales at Hubspot and their pioneering work in building out a sales-assist motion.

Kim Walsh
December 12, 2022
Product-Led Growth Companies that Crushed it in 2022

Product-led growth is the go-to-market motion responsible for the meteoric rise of some of the most successful tech companies like Slack, Canva, and Airtable.‍

Sandy Mangat
November 29, 2022
The Product-Led Growth Spectrum

Is PLG binary?

Alexa Grabell
November 22, 2022
Product-Led Sales (PLS) AMA: Patrick Woods

Learn his 3 step framework to launch your community like a product.

Patrick Woods
November 15, 2022
October Product Update

We’re focused on making the most powerful and flexible Product-Led Sales platform solution for our customers. We shipped a few new features recently to make that vision a reality.

Alexa Grabell
November 10, 2022
Introducing Pocus Playbooks

We’re officially launching our most significant redesign — introducing Magic Playbooks, the easiest way to define and action Product-Led Sales!

Alexa Grabell
November 7, 2022
Product-Led Sales (PLS) AMA: Nicholas Mills (Pitch)

Nick is President and go-to-market lead at Pitch, a collaborative platform that helps teams build beautiful presentations.

Nick Mills
November 6, 2022
Everything you need to know to define, operationalize, and convert PQLs

An updated (and condensed) version of our PQL 101 guide you can share with your team!

Sandy Mangat
October 24, 2022
4 Things we learned from the 2021 Product-Led Sales Benchmark Report

In 2021 we set the foundation for understanding how revenue engines are built in a product-led world. In 2022 we're curious to see how things have evolved.

Sandy Mangat
October 18, 2022
The brains of the PLG model: onboarding, activation, and sales with Andrew Capland

Andrew Capland is the founder of Delivering Value, where he provides coaching and advising services for PLG (that’s Product-Led Growth) companies.

Andrew Capland
October 13, 2022
September Product Update

This past month we launched our biggest redesign with Magic Playbooks along with two new features to save our customers time: Pinned Lists and Bulk Actions.

Alexa Grabell
October 13, 2022
How to evaluate Product-Led Sales platforms step by a step (with template!)

Choosing the right PLS solution for your team will come down to how well a vendor can align to your short term and long term goals, their ability to serve your use case, and if they can align to your timeline for success.

Alexa Grabell
October 10, 2022
Is Outbound worth it for Product-Led Growth (PLG) companies?

Outbound is becoming part of the normal progression of growth at product-led companies. However — and this is key — it will often show up further down the funnel.

Alexa Grabell
October 3, 2022
Product-Led Sales (PLS) AMA: Ben Sabrin (ngrok)

Ben is the CRO at ngrok, which has become one of the most widely-used platforms for developing web hook integrations, building bots, running secure demos, testing on mobile devices, and more.

Ben Sabrin
September 19, 2022
Playbook: Find product champions to drive expansion

This is a series where we break down popular Product-Led Sales playbooks that teams use to prioritize opportunities and convert them into revenue.

Sandy Mangat
September 12, 2022
Introducing Magic Playbooks

We’re launching our most significant redesign into early access with customers today — introducing Magic Playbooks, combining the power of your strategy docs and data in Pocus!

Alexa Grabell
August 30, 2022
Product-Led Sales (PLS) AMA: Eleanor Dorfman (Retool)

Eleanor shares the secrets behind Retool's go-to-market success.

Eleanor Dorfman
August 25, 2022
Product-Led Sales (PLS) Vendor Spotlight: Pitch

Pitch: one of a few next-generation tools built for the “Slack generation” of users who want beautifully designed presentations, and easy collaboration.

Nick Mills
August 24, 2022
Real GTM Advice Recap: Community Building

In this recap of our Real GTM Advice series, we discussed what community means in the SaaS space, zeroing in on PLG, and how to start and build your own high-value community.

Sandy Mangat
August 23, 2022
How Clockwise harmonizes PLG and sales to convert enterprise customers

From PLG to a sales-assisted motion. Learn how Clockwise uses Pocus to operationalize PLS.

Sandy Mangat
August 16, 2022
Product-Led Sales (PLS) AMA: Lauryn Isford (Airtable)

As Head of Growth at Airtable, Lauryn Isford owns the Product-Led Sales pipeline development and handoff.

Lauryn Isford
August 8, 2022
Product-Led Sales tools: Build or buy?

In this blog, we’ll break down how to evaluate a build vs. buy decision, specifically for Product-Led Sales tools -although it's a framework that applies to most categories.

Sandy Mangat
August 3, 2022
8 Sales Outreach Best Practices Your Team Needs to Try ASAP

We spoke to GTM experts from the Product-Led Sales community to summarize 8 proven outreach best practices you can incorporate into your sales outreach strategy.

Sandy Mangat
August 1, 2022
Product-Led Sales AMA: Mathias Saint-Jean

Meet Mathias, Head of RevOps at Unito and PLG revenue operations expert.

Mathias Saint-Jean
July 26, 2022
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