The Pocus Unlocking Revenue Podcast

Alexa chats with Kareem Agha, Head of Sales at Haus about the value of warm outbound, the dangers of ignoring cold outbound, and how to get the entire team excited about doing pipe gen.

Alexa interviews Riley Harbour, Head of Business Development at Grammarly about how Grammarly built a successful playbook for B2C user acquisition and how they're turning that success into a powerful enterprise motion.

Alexa and Devin Schiller, Enterprise Sales Leader at Sprout Social talk about the early days of PLS playbooks at Slack, the learnings he brought over to Sprout Social, and how the playbooks have changed.

Alexa and Andrew Thompson, VP of Sales at Agora, talk through the foundational elements of any good sales playbook, how to build a feedback loop on playbooks, and how to iterate your playbooks.

Alexa sits down with Reed McBride, VP Business Development at Carta on Carta’s PLG playbook for their new product called "Launch."

Ben joined Paperspace to build a revenue engine on top of their already successful PLG motion. Within six months and after adopting Pocus, Ben created a customer-first program that grew top-line revenue by over 2.5x YoY.

Namrata Ram, Head of Revenue Strategy and Operations shares her insights for building and scaling a product-led RevOps organization.

Andrea Wang is currently a partner at General Catalyst investing in and partnering with ambitious early-stage founders. She loves helping founders with product and GTM strategy, especially product-led growth. Previously, she built and led the product growth team at Amplitude, was very early at Lime, and led international expansion on the product team. In this episode of Unlocking Revenue, we were...

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.  As Head of Growth, he led a team of 35 to grow revenue from $0 to over $10M. While leading Product and Marketing, he increased team revenue by more than 300% year over year. And as Head of Analytics, he built a data science team t...

David Barron, Global Head of Sales at HubSpot, was recruited to join HubSpot in 2014, as their first sales hire, to monetize their customer relationship management (CRM) using a freemium model. In this episode of the Unlocking Revenue podcast David shares advice on: - How to establish a smooth sales + product feedback loop - The best way to identify product-qualified leads - HubSpot’s sales model...

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 m...

We partnered with Kyle and the folks at OpenView on our second annual Product-Led Sales Benchmark survey. In this episode of Unlocking Revenue, Kyle and Alexa dissect the survey results and share their SaaS trend predictions for 2023. Listen in for insights on topics like: 👉 How are customers buying products? 👉 PQAs vs. PQLs 👉 Pros and cons of reverse trials 👉 The art and science of ICP defini...

Kenneth Vincent, former Director of Sales at ClickUp, shares the stories of ClickUp’s transition from PLG to Product-Led Sales. What it took to get PLG buy-in, the process behind defining and operationalizing PQLs at ClickUp, balancing automation and customization when it comes to sales outreach, and the details of ClickUp’s self-serve and land-and-expand motions. 🪄 Read episode takeaways here ....

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. 🪄 Read episode takeaways here . About Julie:...

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. 🪄 Read episode takeaways h...

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. 🪄 Read episode takeaways here . About AJ: AJ Bruno  is the co-founder and CEO for sales compensation management platfo...

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. 🪄 Read episode takeaways here . About ⁠ R...

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 prod...

In this episode of Unlocking Revenue, Pete Prowitt, Head of Revenue at Stytch discusses challenges and opportunities when you’re the first sales hire at a PLG company, transitioning from sales IC to manager and shares his experiences building sales teams at Loom, Intercom, Box, and Quip. 🪄 Read episode takeaways here . About Pete Prowitt Head of Revenue at Stytch, formerly VP of Revenue at Rewatc...