Mastering the Transition from PLG to PLS with Andrew Johnston
GTMnow, Friday, August 9th, 2024
Andrew Johnston is currently the Head of Sales at Superhuman, where he leads the go-to-market strategy as part of the executive team. Previously, he built the Mid-Market and PLS motion at Scale AI and led the global sales team at SendGrid following its acquisition by Twilio and its IPO.
Discussed in this Episode:
The key differences between product-led growth (PLG) and product-led sales (PLS).
When and why companies should consider transitioning from PLG to PLS.
The challenges of combining distinct sales teams during an acquisition.
How to effectively enable sales reps during a product expansion.
The importance of understanding your ideal customer profile (ICP) for successful PLS.
Strategies for moving upmarket, such as implementing paid pilots.
Creating career paths and incentives for sales reps in different segments.