In today's rapidly evolving business landscape, organizations are constantly seeking innovative approaches to drive growth and build successful products. One such approach gaining traction is transitioning from a Sales-Led organization to a Product-Led organization. Recently, Anuj Sharma of Humanic.ai had an enlightening conversation with Joseph Boston, the Product Director at Eat App, who shared their remarkable journey and valuable insights into this transformative shift. In this blog post, we will explore the key takeaways from their discussion, providing actionable guidance for companies considering or undergoing a similar transition.
1. The Importance of Better Visualization
2. Empowering Teams with Data Accessibility
3. Sales and Marketers working as Spies for the Product Team
4. Addressing Historical Data Gaps
Joseph emphasized the significance of understanding user needs through "product-usage data" or "real-time funnel events" in today's competitive business landscape.
While tools like Mixpanel and Intercom are commonly used to create user cohorts and integrate them into CRMs, the resulting convoluted workflow with numerous outcomes doesn't make sense. A streamlined approach to visualization is necessary to gain actionable insights efficiently.
Instead of relying solely on analysts, Joseph stressed the importance of equipping product, sales, and customer success teams with the necessary tools to access and analyze data independently. Breaking down silos and fostering collaboration among teams not only improves communication but also expedites decision-making processes.
Joseph proposed a novel idea of granting sales teams direct access to product-usage data, enabling them to create personalized dashboards and sequences. By becoming "Sales Marketers," sales professionals can gain a deeper understanding of customer problems, collect feedback, and identify pain points. This empowers them to act as "spies" for the product team, collaborating closely and alleviating the burden on product managers to gather all customer feedback. Consequently, product managers can focus on strategic planning and development.
While Product-Led Growth (PLG) companies integrate product-usage data into CRMs like HubSpot and Salesforce, they often face a challenge in lacking historical data about a user's transition from one stage to another. Bridging this data gap is crucial for a comprehensive understanding of user behavior and effective decision-making.
The insights shared by Joseph Boston provide invaluable guidance for organizations seeking to transition to a Product-Led approach. By prioritizing better visualization of product-usage data, empowering teams with data accessibility, leveraging sales as marketers and spies for the product team, and addressing historical data gaps, companies can unlock their potential for building successful products and driving growth. Embracing a Product-Led approach requires a shift in mindset and a commitment to fostering a culture of collaboration and data-driven decision-making. With the right strategies in place, organizations can thrive in today's competitive landscape and achieve sustainable success