Wolan: LiveRamp acquired Data Plus Math in three weeks for PLG
Rachel Wolan · Beyond Product-led Growth: 7 Lessons Learned in Product-Led Scaling with Dropbox GM Rachel Wolan · Oct 27, 2021 · at 13:09
This episode carries Rachel Wolan's own address, with nobody on the show putting questions to them. It still counts as said, and it is kept out of every score on their page.
Rachel Wolan describes how LiveRamp reacted to Google phasing out cookies by quickly acquiring television measurement startup Data Plus Math.
0:00 / 0:15exact quote · 15.1s
▶ Watch the full episode on YouTube → 720p mp4 · rendered on demand · StarZero watermark
“And so I think this was the fastest acquisition I've ever been part of. We acquired them in, I think, three weeks. And all of a sudden, we had a product-led motion that was, like, driving a bunch of our sales-led motions at LiveRamp.”
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 Rachel Wolan
Wolan: Talkdesk pitched 'intelligent contact center' with just one AI engineer
“Our kind of white lie at the time was intelligent contact center. We had one AI engineer at the company, but we really wanted to be this AI powered call center.”
Wolan: SaaS moving from AI efficiency to explicit value pricing
“I think we're kind of starting to move out of this era of just AI making you more efficient and then moving into the era of AI delivering value and delivering like explicit customer value that you can price on in a different way and package differently into yo…”
Wolan: Mature PLG companies must combine product-led and sales-led motions
“So what's unique about product-led grownups is that they have managed to take a product-led motion and marry it with some kind of sales assist or sales-led motion.”
Wolan: B2B SaaS must build for the customer's paying customer
“Oh my god, we're actually not building for our customer, we're building for their customer, who is paying them.”