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From New Relic to Salesforce to Calendly: What's changed in Product Led Growth with Calendly's CMO

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From New Relic to Salesforce to Calendly: What's changed in Product Led Growth with Calendly's CMO

  1. 1. From New Relic to Salesforce to Calendly: What’s Changed in Product-led Growth Patrick Moran CMO Calendly Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
  2. 2. Patrick Moran CMO Calendly Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
  3. 3. Free trial End-user Freemium Online buy SMB PLG Attributes Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. Low price Adoptable Viral spread Instant value SaaS
  4. 4. Free trial End-user Freemium Online buy SMB Early and Current SaaS Attributes Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. Low price Adoptable Viral spread Instant value SaaS
  5. 5. Freemium Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. SaaS PLG ASP Cloud What’s next?! Early and Current SaaS Attributes
  6. 6. Fundamentals don’t change: Solve Problems. Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. “Users don’t care about your underlying tech choices, only how well you solve the problem for them. And whoever solves the problem best wins.”
  7. 7. WHO IS THE OG PLG CO? Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
  8. 8. Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
  9. 9. WebEx: The OG PLG company Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. Free trial End-user Freemium Online buy SMB Low price Adoptable Viral spread Instant value SaaS
  10. 10. SCALE. So what’s new? Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
  11. 11. LESSONS BY COMPANY Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
  12. 12. Universal: The predictable founder… Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. “I will never hire sales people” “See! We’ve got $1M in sales. PLG will take us to the moon” “Ok, we’ll hire a few transactional reps but we’ll never hire enterprise reps” “How quickly can we hire a massive enterprise sales team?” YEAR 1 YEAR 2 YEAR 5 YEAR 7
  13. 13. 2004 Lesson: Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. GotoMeeting initially caught us off guard by being more PLG-y than we were. Without competition, we had a tendency to lean toward a sales-touch model to maximize deal value. WebEx innovated quickly and we had multiple routes to revenue as a result. Learning: Scrappier PLG Co’s can disrupt you
  14. 14. 2012 Lesson: Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. Developers helped us spread like wildfire; but at $100M we needed I.T. to continue growing. And to win I.T., we needed the big guns in sales. Learning: You may grow out of your initial buyer in favor of another
  15. 15. 2016 Lesson: Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. We had over 2 Million mobile registered users that had favorable things to say, but <$1M of ARR. Lesson: Big numbers don’t mean big business opportunity. You need GTM strategy. Learning: Big numbers don’t translate to huge opportunity
  16. 16. 2018 Lesson: Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. Enterprises want to buy the way that Salesforce sells. They are not a PLG company, even when you change the “P” to platform. They are, however, a customers-led and founder-led company. Learning: Salesforce is a platform-led, sales-led, customer-led machine.
  17. 17. 2021 Lesson: Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. The perfect storm of goodness: Virality, Ubiquity, Ease of use. Transitioning to Enterprise happening faster than anyone anticipated. Scale + Customer Love + GTM investment = winning. Learning: See the next horizon before you get there. For us, it was the enterprise opportunity.
  18. 18. A few more things… IT is not the enemy. $100M = gravity Count the right things; ignore vanity Product Led doesn’t mean you can skip GTM functions (Sales and Marketing) Virality is the X factor and not mentioned enough. Sales isn’t the enemy; it’s a maximizer; It can still be “product-led”
  19. 19. Let’s chat! Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.

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