PLG-focused VC on the sales and marketing strategies of product-led teams

I think it's useful to distinguish between "enterprise" plans, which are the most expensive self-serve plan that you're talking about with Figma, and an "invoiced" plan, which is a plan where the sales team needs to be involved because they're negotiating with the procurement team, they're doing a security review, they're putting in a bunch of legw... See more

I could absolutely imagine companies where sales is the starting gun, not the finish line, and everything that happens after the starting gun is owned by success, and that the success team -- maybe it should be called something different than success in this case -- becomes incredibly central to how accounts grow and how they expand over time.

Something that I've done in past jobs and would do is try to map out expansion over time: Who is the first user? Who did they invite? Then who did those people invite?

It’s a huge advantage to have a strong personal network in B2B, which you can also build by bringing on a connector investor or joining an incubator such as YC.