The Revenue Data Blog

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

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.

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.

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.

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.

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

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.

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.

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

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.

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.

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. 

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

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

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.

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.

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

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).

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

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.

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

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.

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

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

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

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

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

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.

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

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

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

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

Must have playbooks to activate your PLS motion in 2023

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.

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

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

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

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.‍

Is PLG binary?

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

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.

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

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

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

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.

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

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.

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.

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.

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.

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

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!

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

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

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.

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

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

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.

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.

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