What role does sales play in a product-led organization?
OpenView’s Liz Cain joined us to chat about the intersection of sales and product-led growth. With her extensive background in customer success, business development, and sales operations, she discussed hiring practices in a rapidly growing organization, the evolution of sales and why outbound is becoming more difficult, and how sales fits into a product-led growth model (hint: it’s probably not called sales).
“As soon as [your product] works for one person, it starts to proliferate, and it moves through a team, then an organization, then a department, then a company. And with those users having power, they now get to make decisions with the swipe of a credit card, rather than going through a nine month procurement cycle.”