Posted in general but may fit better here. Has anyone had experience moving from sales-led growth to product led growth or know someone who has? We’re about to make the jump and would love to discuss pot-holes people have seen as they’ve done it.
I don’t have any experience with that move, but I am curios about how you decided to make the jump.
What were the decision factors? Who initiated the change?
I am asking since I work for a company where growth is sales-led and I am wondering what is the best way to change that.
@CarolynMiles, What is the motivation for moving away from sales led to product led?
@CarolynMiles, The main thing is that we’re realizing each team is silo’ed and focusing on their own metrics instead of synchronizing all of our efforts. With sales led, market wants leads, sales wants sales, dev wants points, and CS wants low churn. Each of them is using their own tactics to hit that. With product led, all teams are using the product as the focus to hit their goals - which means marketing needs the product to work better on freemium to get more leads. The better it works on freemium, the lower the churn in CS, etc.
Outside of that, there are some major efficiencies that we could achieve through it. Traditionally, we’ve thrown people at the problem.
Thanks @HeatherKurtz, Never been through such a transition using OKRs for better x-team alignment comes to mind.
Of course, you need to make sure that representatives from all the teams are involved when defining the company-wide OKRs. It’s not gonna be easy at first, but I think that having these conversations early on will definitely help.
Yes sure @Carolyn, We’re getting deeper into OKRs as well.
The problem is that the product at its core is a B2C product, but it also has a B2B component.
Since this is an early stage startup and one of the 2 founders it’s leading the sales team there is a big push to prioritize the B2B side even though this is not the main component.
I guess that the correct question would be how to decrease the founder’s influence in a startup.
Anyway, I don’t want to hijack @Heather’s thread. I pretty much got an answer to my question.
I too work for a company (mostly B2B2C) that’s largely sales led and is dipping its big toe into a more product-oriented mindset. I’d be interested in learning more about how leadership came to embrace the shift to product-led if you ever have time to share more. Good luck and let us know how it goes! @HeatherKurtz
We’re a small team (<20 people) but even now…we’re seeing issues with alignment between teams. This gives the entire org something to gather around and figure out ways to optimize. Everyone’s analytics work together.