In this episode of the Love Selling Hate Sales podcast, Joshua is joined by Esben Friis-Jensen, Co-Founder and Chief Growth Officer at Userflow. He shares his insights on product-led growth slowly becoming a staple in the Software as a Service (SaaS) space.
While there is still much to improve on in the use of data for sales improvement product-wise, Esben considers product-led growth as a catalyst for B2B SaaS. The thing is, we're already seeing these changes today, but we also need to know where to look.
HIGHLIGHTS
ESBEN: THE CURRENT GAP IN SALES AND PRODUCT ANALYTICS
"Data has always been there for product people. But even for them, often it's not very well done. But sales and marketing are data-driven in the sense of classic sales and marketing metrics but they're not data-driven when it comes to how customers are using the product or what is it they do inside the product and adjust accordingly."
ESBEN: THE NEED FOR A B2B CRM FOR SAAS
"Today, with Salesforce and Hubspot, they're like legacy solutions. They were built for another era, they were not built for Software as a Service. They don't do very well with handling product data. They don't do very well handling subscription-based models and usage-based models which are like the most popular pricing models in SaaS."
ESBEN: A MINDSET TO ADAPT WHEN NEGOTIATING
"Procurement is not the one making the decision. The end-users, if they already make the decision, procurement is just there to try to get a better price. They already made the decision so its' not going to go away because you challenged them a bit on the pricing."
Find out more about Esben and his work in the links below:
About Josh Wagner:
Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way.
To learn more about Josh and his work, follow the links below:
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