Varney: Enterprise sales playbooks can erode developer trust in PLG companies
Sarah Varney · Adding Outbound Sales & Marketing to a Product-Led Growth Engine Freshworks, Twilio, 1Password, Coda · Dec 21, 2021 · at 22:04
Sarah Varney, former marketing leader at Twilio and Salesforce, discusses the risk of deploying aggressive enterprise outbound sales playbooks onto developer-focused product-led customer bases.
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“If you started like Twilio as a product-led growth function and company, and then you're graduating to sales, you want to make sure that you're, again, not running like an enterprise playbook on you know, developer base like that, because that could erode the trust and brand that you've built, you know, however long before that.”
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