• Finding the right moment to activate the sales team | Susann Johansen, Oneflow

  • Jul 4 2024
  • Length: 17 mins
  • Podcast

Finding the right moment to activate the sales team | Susann Johansen, Oneflow

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  • Summary

  • In this episode of the Growth Machines podcast, I speak with Susann Johansen, Head of Growth and User Experience at OneFlow, about how they introduced Product-Led Growth at Oneflow, a traditionally sales-led company.

    Susans shares the evolution of OneFlow's go-to-market strategy, the challenges of implementing a freemium model, and the nuances of segmenting and scoring product-qualified leads (PQLs).

    She also highlights the collaborative efforts between product, marketing, and sales teams to align on the right timing and approach for customer outreach.

    Our conversation covers the varying success of PLG across different regions and the interplay of PLG with traditional sales in complex B2B purchasing processes.

    00:00 Susann's Background and OneFlow Overview

    01:00 Transition from Sales-Led to Product-Led Growth

    02:03 Challenges and Strategies in Implementing PLG

    04:48 Segmentation and PQL Scoring

    07:13 Sales and Product Collaboration

    10:08 Country-Specific PLG Effectiveness

    14:08 Unexpected Successes and Final Thoughts

    16:04 Conclusion and Contact Information
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