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The Pre-Shift Podcast presented by 7shifts breaks down everything you’ve ever wanted to know about running a restaurant better. Conversations with some of the biggest names, newest players, and industry innovators bring key insights into how they grew their businesses. Host DJ Costantino asks probing questions to get to know restauranteurs, chefs, and executives better and find out where they came from, how they got to where they are, and what lessons they learned along the way.
The Product-Led Sales Podcast brings together the world's best leaders in sales, GTM ops, customer success, and revenue, to share their insights around closing deals and growing revenue at product-led companies! 🚀
S
Stories From Canada's Best Entrepreneurs - The Bootkik Podcast
Canada's best entrepreneurs and business people have succeeded, failed, and learned a ton along the way. Now it's time to hear their stories.
The Pre-Shift Podcast presented by 7shifts breaks down everything you’ve ever wanted to know about running a restaurant better. Conversations with some of the biggest names, newest players, and industry innovators bring key insights into how they grew their businesses. Host DJ Costantino asks probing questions to get to know restauranteurs, chefs, …
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3 steps 7shifts took to improve activation | Priya Bhatia, Senior Product Manager, Growth at 7shifts
35:12
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There's a Chinese saying - the journey of a 1000 miles begins with a single step. For most products, that first step is activation. Many PLG companies onboard 10s of thousands of users a month, but only activate 10% or fewer of them. In this economic climate - efficiency is more important than ever. Failing to activate = wasting money acquiring use…
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3 growth experiments that improved Github’s conversion by 20+% | Thibault Imbert, VP of Marketing and Growth, Github
36:51
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In 2020, Github ran a simple 2 week experiment. The result? Dramatically more free AND paid signups. Sounds too good to be true? Here’s how 👇 Thibault Imbert leads Growth at Github. When he first took over, he looked for somewhere where his team could get a quick win. Something simple but impactful. He landed on the pricing page. Here are the 3 cha…
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The Product-Led Sales Podcast
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How Snyk fashioned a bespoke journey for each of its users | Ethan Schechter, VP of Sales at Snyk
26:09
26:09
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Ethan Schecter joined Snyk when it was just 20-odd employees. Today the company employs 1000+ people. What’s the secret to the growth? ‘Not treating your PLG funnel as just a lead gen’, says Ethan. It is really important that PLG sales teams know which users want to be engaged by what type of outreach. Snyk has expertly split its user base into ‘pe…
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The Pre-Shift Podcast
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Creating a restaurant culture that attracts and retains with Danny Meyer and Jordan Boesch
56:25
56:25
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How do you create a restaurant culture that attracts staff and retains them? We asked someone who’s done it—the one and only Danny Meyer. Danny Meyer is the founder of Union Square Hospitality Group and Shake Shack, one of the most prolific restaurateurs of our time. Danny is also a founder of Enlightened Hospitality Investments, which invests in c…
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Growth strategies that took HashiCorp from open source to PLG | Caroline Guo, Head of Growth at HashiCorp
33:52
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HashiCorp started as an open-source tool. It’s now a $6B public company with PLG, enterprise, and open-source products. Caroline Guo, HashiCorp’s Head of Growth, shared with us how HashiCorp built a cutting-edge internal engine for its PLG motion. Here are some of the learnings we discussed on the latest episode of the Product Led Sales podcast: Th…
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The Pre-Shift Podcast
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Leading the New Kitchen Culture with Adam Lamb
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46:03
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The restaurant business is notorious for being a tough one to work in. And for decades, it has been. But we’re at an inflection point—and restaurant leaders are rethinking what it means to be a part of this industry right now. A better work environment is here, and for guys like Adam Lamb, it’s a long time coming. Adam and I sat down to discuss his…
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The Product-Led Sales Podcast
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How Netlify built its PQL engine with data | Drew Teller & Visakan Jayakumar, Growth at Netlify
33:37
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When it comes to PLG, Drew and Visakan are pros. And they work on a product used by 2 million developers. 2 million. We spoke to them about Netlify's open source beginnings, how they think about Product Qualified Leads, and more in this episode of the podcast. One MUST LISTEN part of the podcast is when Drew and Visakan went really deep into how th…
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The Pre-Shift Podcast
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Going all in on restaurant culture with Chris Smith, CEO at Zunzi's + Zunzibar
39:20
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Zunzi’s has one promise: to make everyone walk away saying “Shit Yeah!” Chris Smith, alongside his role as CEO, is the protector of that promise. In this episode, we chat with Chris about the culture at Zunzi’s and Zunzibar: the why behind it, how they maintain it, and what they hope it will do for their guests, community, and most importantly, the…
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How Evernote worked with its data team to boost conversions | Senior Director of Product, Growth at Evernote
38:06
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Evernote has hundreds of millions of users. So how does this OG PLG juggernaut keep on growing? Data, data, data. At this scale the company is more like a B2C than B2B company. No wonder Rick Sawyer, Evernote's Senior Director of Product, Growth used to work at DraftKings, a sports betting company. From the backend, to the human resources, Evernote…
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Why CircleCI made its free plan even more generous | Sammy Shreibati, VP of Product, Growth at CircleCI
28:14
28:14
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How do you design the perfect SaaS free plan? CircleCI re-designed it's free plan recently, giving users up to 3x more credits and unlocking features that were previously only for paid users. While a ceiling on a free plan is better for conversion, sometimes optimizing for that one metric is too short-term. CircleCI made the decision to enhance the…
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The Pre-Shift Podcast
1
Making MáLà Project with Amelie Kang, Owner of MáLà Project NYC
26:30
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On the latest episode of the show, we are joined by Amelie Kang, the owner of MáLà Project in New York City. Amelie opened the first location of her restaurant at the young age of 23—and has learned a lot of lessons along the way. Amelie takes us through: How her role (and team!) has changed as they've expanded to three locations Her team’s people-…
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Remaining focused on SMBs as an IPO company | Grant Freeman, Chief Customer Officer of Thryv
22:49
22:49
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It's almost a truism that companies move upmarket as they scale. Must that always be the case? In this episode of the podcast, we spoke to Grant Freeman, the Chief Customer Officer of Thryv. Thryv is an end-to-end business management software for small businesses that has scaled to $1b in revenue while staying laser focused on SMBs. Grant shares wi…
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The Pre-Shift Podcast
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Own diner’s attention with Matt Plapp, CEO of America’s Best Restaurants
52:04
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Matt Plapp and his team have been to more restaurants than anyone. Since 2021, they’ve taken cross country to visit and document America’s best independent restaurants. And they’ve learned what separates successful restaurants from struggling ones. Matt joins us on the Restaurant Growth Podcast to chat about: His career in radio advertising to rest…
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The Pre-Shift Podcast
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Going all in on virtual restaurants with Alex Canter, CEO of Nextbite
41:25
41:25
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Alex Canter is a fourth generation restaurateur at Canter’s, the famous Los Angeles deli. And he was very early on the delivery and virtual restaurant game. Now, he’s a leader in the space at Nextbite, creating virtual brands with celebrities and helping small restaurants maximize revenue in the process. We chat about: The early days of food delive…
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The Pre-Shift Podcast
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The anti-ghost kitchen with Kristen Barnett, Founder of Hungry House
33:22
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Ghost kitchens are hot. But that doesn’t mean they’re for every operator. Kristen Barnett joins us on this episode of the Restaurant Growth Podcast. Kristen knows ghost kitchens well—and after a stint at Zuul, she went to found her own ghost kitchen, Hungry House. We get into: Ghost kitchen myths When the ghost kitchen model is a good idea for an o…
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The Pre-Shift Podcast
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The new customer loyalty with Phil Crawford of CKE Restaurant | RGP #25
38:50
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Customer loyalty has come a long way from the paper punch card. Now it seems like every restaurant has their own app, their own loyalty programs, and their own way to reward customers and keep them coming back. We’re joined on this episode by Phil Crawford, the chief technology officer of CKE brands, better known as the parent of Carl's Jr. & Harde…
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The Pre-Shift Podcast
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Staying ahead of the curve with Mijo Alanis of Beyond Juicery + Eatery
36:49
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How do you stay on the pulse of what customers want? By paying close attention. Mijo Alanis has found success in his career by staying ahead of the curve—opening a juice and smoothie shop long before they were as ubiquitous as they are now. Mijo tells the story of Beyond Juicery from the way beginning of his career, how they’ve grown through franch…
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The Pre-Shift Podcast
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Where restaurants are headed in 2022 with Danny Klein, Editor at Food News Media | RGP #23
50:41
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As editor at Food News Media, Danny Klein has a 30,000-foot view of everything that's going on in our industry. So from curbside pickup to QR codes, to the labor shortage to loyalty, Danny has a ton of thoughts to share. It's an episode that's just packed with breakdowns, some hot takes, and knowledge bombs that you can take back to your teams. In …
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The Product-Led Sales Podcast
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Uncommon lessons scaling Hubspot from seed to IPO | Mark Roberge, Founder & MD of Stage 2 Capital, former CRO of Hubspot
29:23
29:23
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Most traditional SaaS companies will not successfully pivot to PLG. They will disrupted by PLG challengers just like on-prem companies vs the cloud. This was a surprising learning in our latest podcast episode. Mark Roberge runs Stage 2 Capital and was CRO at HubSpot. He's seen how hard it's been for many top-down companies to try to go bottoms-up.…
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The Pre-Shift Podcast
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Finding grounded certainty in the restaurant business with Brandon Poole | RGP #22
33:39
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Brandon Poole spent his career building national restaurant brands at restaurants like Pita Pit, and now he’s using what he’s learned to help businesses do this same with his new venture, BrandGabs. In this episode, Brandon and DJ chat about the value in creating a brand that drives decisions, how to use it to create competitive advantage, and how …
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The Product-Led Sales Podcast
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How Very Good Security made PLG its competitive edge | Mahmoud Abdelkader, Co-Founder & CEO of Very Good Security
30:36
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Very Good Security isn't Mahmoud Abdelkader's first rodeo. Learn how he helped build a Series C PLG powerhouse. VGS is the 3rd startup Mahmoud has worked on, and it was born out of a pain point he faced when building out Balanced Payments, a fintech startup. From day 1, Mahmoud knew that he had to make the product as self-serve as possible, since h…
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Finding work-life balance in the restaurant business with Monte Silva | RGP #21
37:07
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The hospitality industry doesn’t have the best reputation when it comes to work-life balance. Monte Silva wants to change that. After a successful run as GM from Wolfgang Puck led to burnout, Silva is determined to figure out how to run profitable restaurants without sacrificing himself. Now, he teaches what he learned to restaurant owners through …
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Perpetua’s approach to building an outstanding user experience | Joe Rideout, Co-President at Perpetua
32:51
32:51
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Joe Rideout grew Perpetua from the founding team to 100+ employees. Along the way he tried lots of initiatives to improve their self-serve engine. Which were the most impactful ones? We interviewed him to find out! Listen to the full episode (link in comments 🔻) to hear about how Perpetua Perfected their self-serve and onboarding flow Built a refer…
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The Pre-Shift Podcast
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The restaurant prosperity formula with David Scott Peters | RGP #20
31:42
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This episode of the Restaurant Growth Podcast features David Scott Peters. He's a restaurant coach and speaker who teaches restaurant operators how to cut costs and increase profits with his restaurant prosperity formula. We break down what a prosperous restaurant does. How to find and train managers that compliment you and go through new ways to t…
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The Pre-Shift Podcast
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A better way to track restaurant labor with Jim Taylor, Founder of BenchmarkSixty | RGP #19
28:28
28:28
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The conventional methods of measuring restaurant labor cost—as a percentage of sales—are no longer enough to ensure success. One way to find success is to start measuring labor productivity—the number of customers your team can serve. We chat with Jim Taylor, founder of BenchmarkSixty, about why restaurants should be tracking labor productivity, th…
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Expanding into a new market via an internal startup | Vojtech Boril, VP of Growth & Marketing at Kontent by Kentico
27:13
27:13
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Are most startups one-hit wonders? Find out how Kontent by Kentico engineered a second act. Kentico Software was established in 2004 and Kontent by Kentico is their Enterprise headless CMS that was initially founded as an internal startup 7 years ago. Incubating products internally may not be very common, but this one was wildly successful. Vojtech…
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The Product-Led Sales Podcast
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How LaunchDarkly equips its Sales and CS teams with PLG signals | Sydney Ziegler (Customer Success), Kevin Gemulla (Sales), Joe Ryan (Chief of Staff - Revenue), LaunchDarkly
35:28
35:28
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'PLG signals' sound complicated. They don't have to be. Want to find out LaunchDarkly about how they use them in their GTM? Check out our latest podcast episode, featuring 3 core members of the LaunchDarkly PLG team! We spoke to Joe Ryan (Chief of Staff of Revenue), Kevin Gemulla (Sales), and Sydney Ziegler (CS) to get a deep dive into all things P…
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The Product-Led Sales Podcast
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PLG secrets to drive monetization and expansion | Rajan Sheth, Partner at Hypergrowth, fmr VP of Growth and Self-Service at JumpCloud
33:13
33:13
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What took JumpCloud to $2b and Heroku to millions of users? We recorded a podcast episode that gives you a glimpse. Rajan Sheth led growth at both JumpCloud and Heroku, and is currently a Partner at HyperGrowth Partners. He's been working on PLG before anyone called it 'PLG'. Most companies are still dipping their toes into product-led motions or t…
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The Pre-Shift Podcast
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Creating systems for restaurant growth with Lauren Fernandez of Full Course | RGP #18
41:31
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Restaurant growth is the sum of getting a lot of things right: company culture, real estate, SOPs, and more. Lauren Fernandez has done it as a franchisee at Chicken Salad Chick, and now at Full Course, where she and her team invest in and help single-unit restaurateurs grow their brands at scale. In this episode, we chat about: making the right rea…
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How to survive on 2 sellers while serving tens of thousands of users | Alex Younes, Enterprise Business Lead at Dovetail
29:44
29:44
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29:44
When Alexander Younes first joined Dovetail, it was a dozen-strong. Less than 2 years later, they just raised a $60m series A. In the early days, demand was exploding, with tens of thousands of users in their product. Yet their revenue team had only a handful of people. How did Dovetail stay incredibly disciplined and efficient, and what can we lea…
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Shogun's CRO on how you should structure your revenue org | Kristen Habacht, Chief Revenue Officer at Shogun
39:19
39:19
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"How do I think about org in productledgrowth?" We've had many listeners ask us about this. So we are sharing a masterclass in all things org! Kristen Habacht is a PLG veteran. Before joining Shogun as CRO, she led revenue teams in Atlassian and Trello. Having seen so many flavors of org structures, and designed revenue orgs herself, she's super qu…
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The Pre-Shift Podcast
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Charles Wright, VP of Operations at ClusterTruck
27:27
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27:27
Note: 7shifts currently employs Charles Wright as Director of Customer Success. At the time of recording, Charles was still at ClusterTruck. ClusterTruck is not your average restaurant. They have no front of house staff, no dining rooms, and a menu with 80+ items, delivered within 10 minutes of being boxed up. How do they do it? With a combination …
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Who says you can’t do both outbound sales and PLG? | Jim Norton, Chief Revenue Officer at Flowcode
30:15
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Should product-led companies still do cold outbound? Many might be skeptical, but Flowcode is proving that it works. Jim Norton, Flowcode's CRO, came onto the show to talk about how Flowcode runs both a popular self-service tool and a direct sales team in parallel. Flowcode is an extremely popular QR-code creator used by both restaurants and huge e…
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Can you really get away with zero outbound sales or marketing? | Christopher Reuter, Head of Growth at Prefect
25:15
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When it comes to product-led growth, Prefect is as purist as it gets. It does no promotional sales or marketing - even to its free users! Christopher Reuter is Prefect's Head of Growth, and one of the most PLG-inclined people I've spoken to. If you are looking for PLG content that gets really specific and tactical, this episode is not to be missed.…
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A masterclass in pricing and packaging SaaS products | Georgios Gatos, Chief Revenue Officer, Toggl
37:11
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Georgios has tried dozens of experiments at Toggl. On today's episode we get to hear his most interesting results. Toggl is a time-tracking tool loved by more than 1 million users globally. That also means they have a lot of data to learn from and experiments to run. And Georgios is one of the most thoughtful and curious experimenters I've met, esp…
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The Product-Led Sales Podcast
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What do you do if customers prefer a sales-led approach | Rohan Bairat, SVP Sales, CS & Professional Services, Spreedly
31:10
31:10
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Not every product-led company sells to tech startups. Some customers are just a little more traditional. So what do you when your customers aren't used to buying with a self-serve motion? Does that mean you have to give up being PLG? Rohan Bairat is an old hand at this. At Spreedly, he sometimes encounters customers who even ask for a proposal or R…
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How do you merge 2 successful self-serve products? | Christof Jaritz, VP Marketing & Growth, Bitly
30:01
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What happens when you combine 2 PLG superstars? Christof Jaritz is working on it right now at Bitly. Bitly acquired QR Code Generator last year. Also known as Egoditor, it is one of the world's most popular providers of QR codes with 12 million users. Since then Christof has been thinking about how to drive growth across the combined company. He ca…
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Growing a bootstrapped startup to millions of customers | Bulut Akışık, VP of Growth, Jotform
31:05
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Jotform defies many product-led growth stereotypes. It's bootstrapped, and it was globally distributed even before COVID! Bulut Akışık, Jotform's VP of Growth joined us to explain how Jotform works with its millions of self-serve users. "Many users start off completely self-serve and over the years graduate to 6-figure deals." Have a listen to this…
\What helps set your restaurant apart as an employer? Is it wages, benefits, or how you treat your team? At &pizza, it’s all of it, and they’re growing at a rapid pace despite what many are calling a labor shortage. Learn from &pizza’s President, Andy Hooper about how they’ve been able to lead the charge when it comes to employee experience, how to…
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The Product-Led Sales Podcast
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Vercel’s edge: a killer product advocates team | Kevin Van Gundy, Chief Revenue Officer & Morgane Palomares, Senior Director, Growth & Revenue Marketing, Vercel
31:36
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"We're building a cathedral at Vercel." We knew this episode would be a great one when Kevin brought this up at the start of the recording. Vercel is one of the hottest product-led startups with a ton of love amongst developers. Morgane Palomares and Kevin Van Gundy came onto the podcast to pull back the curtain on Vercel's go-to-market. Here's wha…
The Restaurant Growth Podcast by 7shifts brings together restaurant leaders from all corners of our industry: full-service, quick-service, tech, and everyone who helps push hospitality forward. In short, 15- to 20-minute episodes, you’ll come away with practical tips, new insight, and tactics to help your restaurant grow. Listen, rate, and subscrib…
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The Product-Led Sales Podcast
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How to use experimentation to add sales-assist to PLG | Pranav Piyush, VP of GTM & Product, Invoice2go
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Invoice2Go was founded in 2002 and was self-serve from the get-go! They targeted the under-served small business market and helped them generate, send and manage invoices. Today, Invoice2Go has more than 200,000 customers. As part of the Bill.com family, it is starting to think seriously about adding a sales-assist motion. Pranav Piyush is leading …
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How to build a free tool to generate tons of leads for your product | Sadra Boutorabi, Head of Growth, Tiny
37:57
37:57
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Have you seen a company build a free tool just to attract customers? Clearbit's Weekly Visitor Report and CoSchedule's Headline Analyzer come to mind. Sadra Boutorabi is someone who is no stranger to this strategy. As co-founder and head of growth of Namescan, he built and launched a free tool, and helped to secure the first $1m in revenue for the …
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Free trial vs freemium: how to decide which is best for your product? | Chang Chen, Head of Growth and Marketing, Otter.ai
23:50
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Some companies have a free trial, whereas others have a free tier that encourages users to upgrade. When do you know which strategy to pick? Chang Chen, who leads growth and marketing at Otter.ai, has tried it all - freemium, free trial, even how long each free trial should be. In this episode, she didn't just talk about which one worked for Otter,…
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The trick to getting passive users engaged | Allen Liao, Group PM, Lucid
34:22
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34:22
Allen Liao joined Lucid in 2018 and has been working on growth ever since. The company has added $50m+ in ARR since he joined! Listen to this episode to find out how! One initiative Lucid's product team has been working on lately is how to improve user engagement. I discussed with Allen: How to identify the right baseline and set the appropriate go…
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How commercetools moved from pure self-serve to selling to the enterprise | Kelly Goestch, Chief Product Officer, commercetools
39:29
39:29
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When Kelly Goetsch first joined commercetools, the company was heavily focused on selling bottoms up to developers. Why did it pivot towards a more Enterprise go-to-market motion? Their self-serve engine was going too slowly. Although developers were the users, they weren't the best buyers for a commerce platform. Often it was the Sales or Revenue …
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PLG only works when your market is sufficiently educated | Shrikant Mudliar, Product Lead - Growth at Airmeet
34:06
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Do you think becoming PLG is a decision your company can make on its own? Think again 🤔 Shrikant Mudliar, who leads many product-led growth initiatives at Airmeet, shared a radical opinion. Going PLG successfully doesn't mainly depend on what your company does, it depends on your customers and your market. Listen to this podcast to understand: Why …
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The Product-Led Sales Podcast
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The rigorous approach to growth that took Sprout Social to $200m in revenue | Peter Soung, Co-Founder & Director of Growth, Eng. & Product at Sprout Social
28:44
28:44
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28:44
Peter Soung founded Sprout Social, Inc. more than 10 years ago, and today it is a public company with $200m+ in annual revenue. More impressively, he's knows all about the ins and outs of growing a self-serve product. There's been a ton of content created about #productledgrowth in the past year. You might think you've seen it all. But, if you want…
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The metrics ClickUp uses to align its PLG teams | James Labastida, ClickUp's Chief of Staff, Growth
24:01
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James Labastida is the go-to guy if you want to talk all things revenue in product-led growth. As the Chief of Staff of Revenue at ClickUp, he's overseeing a lot of the strategic work that's going on to fuel the crazily-fast-growing company (it grew more than 4x in a year!) Listen to this episode to find out more about: How revenue and product team…
