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