Rebels of RevOps: Mallory Lee
Building Blocks for PLG-to-SLG Transition
Johnston identifies five core pillars for successfully layering sales-led motion onto product-led growth:
Johnston identifies five core pillars for successfully layering sales-led motion onto product-led growth:
- ICP Refinement: Use PLG data to identify buyers (not just users). Superhuman discovered their ICP shifted from individual power users to "outbound professionals" handling 30-50+ emails daily across
Just a moment...
Post-acquisition integration strategy: immediate employee access, rapid systems alignment, open town halls, and candid questioning for improvement.
TRANSCRIPT
But for my companies, that's too late. I do something unusual. I negotiate explicitly for unrestricted access to the company from the moment we sign an agreement. Immediate access to employees is an essential condition for us. This is not commonplace in M&A.
And so then he talks about how he does this. He says, we hold town halls and
... See moreRosenberg's approach emphasizes several core principles:
Flexibility Over Rigid Playbooks: He diverges from many sales leaders by advocating against importing fixed "playbooks" from previous roles. While acknowledging 80% commonality across sales processes, he believes the critical 20%—unique to each company's product, market, pricing, and... See more
Flexibility Over Rigid Playbooks: He diverges from many sales leaders by advocating against importing fixed "playbooks" from previous roles. While acknowledging 80% commonality across sales processes, he believes the critical 20%—unique to each company's product, market, pricing, and... See more