This was not sales-led growth but it wasn’t entirely product-led growth either. They were much more data-oriented, concise in their approach, and consultative.
But these sales teams didn’t behave like typical sales teams. Pocus interviewed hundreds of GTM leaders and found that 98% of them either have sales teams or are looking to hire a sales team soon enough. But that sounds awfully similar to Product-led Growth (PLG), so then what’s the difference? Well, in case you’re wondering what it is, Pocus defines it as a go-to-market approach that relies on existing users of the product to drive revenue, including conversion, upsell, cross-sell, and expansion. You must’ve noticed the term Product-led Sales (PLS) in the previous paragraph. And the best part is that they don’t have to worry about having an engineering team create dashboards as non-technical teams can use the data to identify new revenue opportunities in less and with no coding.Ĭo-founders Isaac Pohl-Zaretsky (left) and Alexa Grabell (right) - source This is why Alexa and her later co-founder Isaac Pohl-Zaretsky started Pocus, a Product-led sales (PLS) platform that lets all go-to-market teams turn product into data. What most companies have been doing is putting together various tools to function as a ‘plausible solution’ but that takes years of engineering efforts and the results are not worth it. Having spoken to hundreds of go-to-market teams, one thing became apparently clear: every team needs proper product-usage data to power their sales, marketing, and customer success efforts. Result? The teams were never fully satisfied and the tools that she used only did half the job while the process of curating the tools itself wasn’t something she would enjoy doing.Īlexa gradually realized that she wasn’t the only one facing this problem. She would constantly get requests from sales, marketing, success, and leadership teams to build dashboards around product usage reports.
Alexa Grabell, CEO and Co-founder of Pocus, felt the pain of running a sales and operations strategy while leading the team at Dataminr.
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