How Calendly overhauled their product-led sales motion
CRO and CMO Jessica Gilmartin shares a first-hand account of how Calendly revamped their lead routing, qualification, and GTM org
👋 Hi, it’s Kyle and I’m back with Growth Unhinged, my newsletter that explores the unexpected behind the fastest-growing startups. I’ve been cooking up something exciting: a new Icons series, featuring how the best-of-the-best pair product-led growth (PLG) and sales.
When I think of exceptional PLG businesses, I immediately think of Calendly. I might be biased – OpenView is an investor and I’m an avid Calendly user – but I think it’s more than that. The company launched in 2013 and was initially bootstrapped, costing founder and CEO Tope Awotona “every cent [he] had.” Today, Calendly is better known for its unparalleled viral loop (which I covered previously) and generous free experience, making them one of the rare household names in SaaS.
Calendly attracts not only individuals, but a shocking number of enterprises (86% of the Fortune 500 use it). Under the leadership of CRO and CMO Jessica Gilmartin, Calendly has now built an epic hybrid go-to-market motion to unlock this enterprise…
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