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In this episode, I sit down with Alexa Grabell, the Co-founder and CEO of Pocus, a startup that helps PLG companies to turn product data into revenue.
This episode is a deep-dive into all things product-led sales with practical lessons for any founder considering layering in this motion to their growth strategy.
Alexa also shares her journey of starting Pocus, how she and her co-founder spent 5 months on customer discovery and how that helped them in raising Seed and Series A rounds with a total of USD $23M in funding.
Chapters:
(00:00) Intro
(02:09) What is Pocus?
(02:59) Backstory behind the idea
(05:03) Discovering product-market fit
(06:54) Investment rounds
(07:21) What’s the company’s ICP?
(08:19) The grand vision for Pocus
(09:08) Product-led growth
(10:25) PLG and product-led sales explained
(12:40) At what point does it make sense to layer in product led sales?
(15:54) The user vs. the decision maker
(17:12) Hiring a sales team
(19:32) How Pocus helps PLG companies
(23:10) Product qualified leads (PQL)
(24:33) PCommon playbooks for PLS success
(29:29) The challenge to shift from traditional sales to PLS
(32:52) What is Pocus’ primary growth motion?
(34:00) Content and community growth strategies
(35:29) Marketing’s role in product-led sales
(37:33) Navigating partnerships
(39:04) Thinking about the competitive landscape
(40:53) Key takeaways to start on PLS motion
(42:32) Lightning Round
Further listening:
https://www.lennyspodcast.com/the-ultimate-guide-to-product-led-sales-elena-verna/
Guest Contact Info:
Sponsor:
This podcast is brought to you by grwth.co. Grwth offers fractional CMOs, paired with best-in-class digital marketing execution to support early-stage startup success. With a focus on seed and series A companies, Grwth has helped a number of SaaS, digital health, and e-commerce startups build their go-to-market function and scale up.
To learn more and book a free consultation, go to grwth.co.
Get in touch with Mosheh:
hello@pmfpod.com
