“70% of our signups come through that viral loop that you referred to”
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More from Annie Pearl
Insight
Pearl: Best internal PM transfers start doing product work beforehand
“So some of the kind of best PMs that I've brought over to product from kind of other functions, they really start by expressing interest in product and then like start partnering closely with the product manager and maybe even doing a little bit of product wor…”
Annie PearlFeb 26, 2023▶ 7:50Behind the scenes of Calendly’s rapid growth | Annie Pearl (CPO)
AssertionNot checkable as stated
Pearl: PLG represented 99% of Calendly ARR two years ago
“When I joined two years ago, we just hired our first CRO, and the PLG business really represented, you know, 99% of our ARR.”
Annie PearlFeb 26, 2023▶ 26:26Behind the scenes of Calendly’s rapid growth | Annie Pearl (CPO)
AssertionNot checkable as stated
Pearl: Sales-led growth represents 20% of Calendly ARR
“Our SLG motion, our sales-led growth motion, now represents about 20% of our ARR, and it's actually the fastest-growing segment”
Annie PearlFeb 26, 2023▶ 26:37Behind the scenes of Calendly’s rapid growth | Annie Pearl (CPO)
Insight
Pearl: Early PLG-to-sales transitions need inbound growers, not hunters
“When you're making that transition from PLG to adding in the sales-led motion because you're starting from PLG, it tends to be much more inbound in nature, right? You've got these sales reps who are working leads who have usually proactively reached out, inter…”
Annie PearlFeb 26, 2023▶ 26:52Behind the scenes of Calendly’s rapid growth | Annie Pearl (CPO)
Insight
Pearl: Early PLG sales motions target department heads over CIOs
“When you transition from kind of PLG to sales led or, you know, adding this direct sales motion, the buyer is usually just the department head, right? It's the head of sales. It's the head of RevOps. It's the head of recruiting. And it's not, you know, a senio…”
Annie PearlFeb 26, 2023▶ 28:13Behind the scenes of Calendly’s rapid growth | Annie Pearl (CPO)
Disclosure
Calendly deprioritized Venmo integration to focus on sales, recruiting, and CS
“There's lots of small businesses and solopreneurs who would love us to have a Venmo integration. We have a PayPal integration, but you know, our target market that we're really trying to go after as our primary, you know, persona are As I've mentioned, these s…”
Annie PearlFeb 26, 2023▶ 34:51Behind the scenes of Calendly’s rapid growth | Annie Pearl (CPO)
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