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Why Your Pipeline Strategy Is Failing (And How SecurityScorecard Fixed Theirs)
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Catch up on the podcast
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How your GTM motion impacts marketing strategy
In this episode of Unlocking Revenue, Pocus Head of Marketing, Sandy Mangat, chats with Emily Kramer — she's built and scaled the GTMs of well-known PLG and PLS brands like Asana and Carta, and now helps marketers with her newsletter, advising, and angel investment. Listen in for advice on: The GTM spectrum (from pure PLG to fully sales-led), hiring and org design to complement your GTM motion, marketing strategy for each motion (top-down, bottom-up, and hybrid).
Product-Led Sales at Retool: the DoorDash Case Study with Eleanor Dorfman
Tune in to hear Eleanor Dorfman’s, Sales Leader at Retool, playbook on building Retool’s sales process (using DoorDash as a real case study), defining Retool’s primary sales channels, and how she structured the sales organization. Eleanor also shares her tips on when to start an outbound sales motion, how to find expansion opportunities, and handling sales compensation.
Incentives and Compensation in Product-Led Sales with AJ Bruno
In this episode of Unlocking Revenue, AJ Bruno, CEO and Co-Founder of QuotaPath, delves into topics like: sales comp at QuotaPath, sales comp trends, guiding business metrics, how to develop sales comp plans around usage-based pricing, and company cultures that incentivize value.
Going Beyond the “Aha:” Product-Led Onboarding with Ramli John
Tune in to learn about Ramli John’s — Director of Content at Appcues — three-step onboarding formula that drives retention, his thoughts on who owns and who informs onboarding in a modern product-led company, how to deliver the best onboarding experience per customer segment, and how to convince your sales-led organization to adopt product-led onboarding. Plus much more!
Customer Success and Self Serve: Tactics and Strategy with Allison Pickens
In this episode of Unlocking Revenue, Allison Pickens from dbt Labs dives into the role of Customer Success within self-serve models with topics like: the overlap between customers success, sales-assist, and sales, how the role of customer success is not only present but expanding within product-led growth organizations, choosing the right level of simplicity vs. complexity when building your product adoption and expansion journey, and scalable, self-serve tactics that help supplement customer success.
Clearbit’s Lead Qualification Engine: Scoring, Buy-In, and Data with Julie Beynon and Colin White
In this episode of Unlocking Revenue, Clearbit’s Julie Beynon and Colin White talk about how Clearbit's lead qualification engine has matured over time, Clearbit’s process to operationalize lead scoring, their failsafe to keep quality leads from slipping away, and why getting buy-in from GTM teams is just as important as using data to develop ICPs.
What our customers say about us
By using Pocus, it really helped us identify who the right person was and then ultimately when is the right time in their customer journey to actually reach out. To this day, I think we have a really good formula that's really driven through Pocus.
Casey Bertenthal
Head of Sales
Your reps will thank you for choosing Pocus. I’d say I save 15 hours or more per week. Pocus helps save you time, find the best prospects, and overall has made me a better rep. I spend less time digging for data and more time honing my outreach personalization skills. I waste less time looking at prospects that probably aren’t worth my time
Zoe Meneghetti
Account Executive
"I’ve never had BDRs ask for a tool with this level of enthusiasm before! Pocus has made their lives so much easier. At first, I thought Pocus was just a PLG tool… then I realized that we could significantly scale our go-to-market efforts and decrease our time to lead."
Flora Felisberto
VP Global Revenue Marketing
"Pocus has been an incredible source of intel for our teams. With Pocus we are able to marry the best of our product signals with our outbounding motion, enabling us to identify our best targets across both what they're doing on our platform and who they are. This provides our team hours back per week and enables them to spend their time on what matters most."
Danielle Peretore
Head of Corporate Sales
I love how Pocus takes all of the product data we have (previously scattered across different tools) and brings it all into one place in a format our GTM team can easily digest.
Andrew Reese
Strategic Sales
In Q1 of last year, my sales development group hit 99% of quota. In Q2 last year, under my new (increased) quota, I finished at 137% across twelve SDRs. And I 100% attribute that to everything I did in Pocus.
Matt Kinkaid
Manager, Sales and Business Development
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