Loved it. Drive value to users first principle coupled with using tech to pre qualify is a magic bullet for improving efficiency in plg driven sales motion.
Jessica, thank you for sharing such a comprehensive and insightful case study on Calendly’s revamped product-led sales motion! Your detailed breakdown of the changes made, especially the use of technology for lead routing and qualification, provides valuable lessons for any organization looking to optimize their go-to-market strategy. The emphasis on creating a seamless customer experience, even for disqualified leads, is particularly commendable. This approach not only increases efficiency but also ensures that all prospects feel valued. Kudos to you and your team for such impressive results and for being transparent about the process.
Thanks Jessica, Calendula team and Kyle for sharing this journey openly. Insightful and to the point.
TL;DR:#1
One of the most common situation in business. Customers were involved in automation, sales/plg motion, funnels, and so on, and after the first order/subscription, suddenly, all this flywheel stopped.
Why is so much energy, time and resources only dedicated to acquisition?
It is when value/promise starts declining, just at the beginning.
Customers perceive and feel that. Isolation. Loneliness.
I like to call it the silent stage. They feel the silence. . .
Just when the engine is supposed to start, it suddenly runs out of gas.
How they rewired PLG motion to create a well balanced experience for both SMBs and Enterprises is mind blowing. Great insights!
Loved it. Drive value to users first principle coupled with using tech to pre qualify is a magic bullet for improving efficiency in plg driven sales motion.
Super insightful!
🙌
Jessica, thank you for sharing such a comprehensive and insightful case study on Calendly’s revamped product-led sales motion! Your detailed breakdown of the changes made, especially the use of technology for lead routing and qualification, provides valuable lessons for any organization looking to optimize their go-to-market strategy. The emphasis on creating a seamless customer experience, even for disqualified leads, is particularly commendable. This approach not only increases efficiency but also ensures that all prospects feel valued. Kudos to you and your team for such impressive results and for being transparent about the process.
Thanks Jessica, Calendula team and Kyle for sharing this journey openly. Insightful and to the point.
TL;DR:#1
One of the most common situation in business. Customers were involved in automation, sales/plg motion, funnels, and so on, and after the first order/subscription, suddenly, all this flywheel stopped.
Why is so much energy, time and resources only dedicated to acquisition?
It is when value/promise starts declining, just at the beginning.
Customers perceive and feel that. Isolation. Loneliness.
I like to call it the silent stage. They feel the silence. . .
Just when the engine is supposed to start, it suddenly runs out of gas.