Integrating Self-Service and Sales-Led motions to Drive Revenue

Speaker: Rajan Sheth

Today, every B2B SaaS company needs to have a Product Led Growth (PLG) model. The opportunity some product-led companies miss is integrating a (new or existing) sales team to get the most out of their PLG strategy. 

In this session we’ll cover top learnings from an integrated self-serve, sales assisted and sales led motions that helped Heroku scale to $500 million ARR and how you can implement it for your business/product.

Key takeaways from this presentation:

– Bursting the myth of PLG

– Self-serve to Enterprise journey framework

– When to layer on Sales

– Function of Sales in PLG

– Self-serve and Sales KPIs

– Solving channel conflict and attribution