Kulya: OpenPhone added a 'talk to sales' CTA after launching team features
Daryna Kulya · Product-Led Growth: Panacea or Boondoggle? | AgentSync Co-Founder/CTO + OpenPhone Co-founder · Mar 15, 2022 · at 10:24
Daryna Kulya, co-founder of OpenPhone, describes transitioning from pure solo-proprietor self-serve distribution toward a team-oriented land-and-expand motion with sales-assist.
0:00 / 0:24exact quote · 25.0s
▶ Watch the full episode on YouTube → 720p mp4 · rendered on demand · StarZero watermark
“As we introduced a multiplayer mode in the product, as we Introduced open fund for teams. We learned that we have another motion here, which is land and expand, which is beautiful. You start with a couple of people on the team using you, and then you grow within that company. So as we introduce that motion, we have introduced a call to action called talk to sales. It's still a secondary call to action”
quote is from the automated transcript, cleaned for reading: filler sounds and stutters are removed, nothing is rephrased. names can be misheard (the analysis reads context, assessments check outside sources). how →
More from Daryna Kulya
Kulya: Critical SaaS products lose customers without a human sales-assist motion
“Given our nature of the product, we are a very critical tool for you, so you're, if your communications relies on us, and there's nobody here To have that one-on-one discussion with, you might be very nervous about switching, and you might be very nervous abou…”
Kulya: ACV and pricing dictate whether sales is a viable GTM motion
“For us, as our ACV grows, Ah, sales is actually a viable motion. It was really not before. So based on your category and your pricing model that can really dictate, ah, what option you have available to you.”
Kulya: Startups should innovate on product and adopt standard playbooks elsewhere
“It's already really, really hard to innovate in the critical area, at least for us in our business, which is our product. So we try our best to take best practices and really advice in many other areas that are not, not necessarily our core competency.”
Kulya: PLG companies unsure about 1-on-1 demos should run weekly live demos
“If any of you here has a, you know, if you're a PLG company and you're not sure about doing a personal demo, start with a weekly live demo, and, ah, and then that can help, help you learn and see if there's appetite for something a little bit more custom.”