Phenomenal episode with Lenny Rachitsky and Elena Verna talking about Product Led Sales - link in comments. Below are some of my takeaways and thoughts: Product teams should be accountable for some portion of the pipeline. An example metric to focus on is PQAs (Product Qualified Accounts). The key is that not everyone interacting with the product, landing page, etc. is a lead for sales to pounce on. That results in friction and disengagement from the potential customer. Define and look for the signals that uncover a "hand raiser." Start with intuition and focus on the signals the sales team is excited about. Create a channel to pass PQAs onto sales but don't fill it with every contact that comes through. Sales will get too much noise and disregard. Focus on a tight feedback loop between Product & Sales. Then move to an analysis, eg. a regression model that looks at the key signals that correlate with your "hand raisers." Lenny calls out that both Amplitude and Mixpanel offer these types of regression analysis. With Productboard, you can take in this segment & cohort data from your existing systems like Amplitude, Mixpanel, Salesforce, etc., so that you can focus on the specific voice of customer data you care about and build the right products for the customers you want to go after. Companies that get these motions right will be unstoppable!
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