Ep31: Turn Product Data into Revenue; w/ Alexa Grabell, Co-Founder & CEO Pocus
In this episode, I sit down with Alexa Grabell, the Co-founder and CEO of Pocus, a startup that helps PLG companies to turn product data into revenue.
This episode is a deep-dive into all things product-led sales with practical lessons for any founder considering layering in this motion to their growth strategy.
Alexa also shares her journey of starting Pocus, how she and her co-founder spent 5 months on customer discovery and how that helped them in raising Seed and Series A rounds with a total of USD $23M in funding.
Chapters:
00:00 Intro
00:12 What is POCUS and who do you serve?
01:06 How did you come up with POCUS idea?
03:26 Finding the AHA/PMF moment
05:32 Investment rounds
06:05 Ideal customer profile
07:12 The grand vision
08:04 PLG Motion
09:38 PLG, PLS explained in 60s
12:08 At what point does it make sense to layer in product led sales?
16:03 The user VS the decision maker
17:28 Hiring a sales team
20:10 How POCUS can help a PLG company
22:59 How do these triggers work?
24:17 Product qualified leads (PQL)
25:52 POCUS common playbooks
31:38 The challenge to shift from traditional sales to PLM
35:39 Growth channels for POCUS
36:54 POCUS Community
38:37 Marketing importance
41:16 How do you plan for partnerships?
43:07 Thinking about the competitive landscape
45:16 Key takeaways to start on PLS motion
47:19 Lightning Round
Further listening:
https://www.lennyspodcast.com/the-ultimate-guide-to-product-led-sales-elena-verna/
Guest Contact Info:
linkedin.com/in/alexagrabell/
twitter.com/alexa_grabell
pocus.com
pocus.com/community
pocus.com/playbook-library
Sponsor:
This podcast is brought to you by grwth.co. Grwth offers fractional CMOs, paired with best-in-class digital marketing execution to support early-stage startup success. With a focus on seed and series A companies, Grwth has helped a number of SaaS, digital health, and e-commerce startups build their go-to-market function and scale up. To learn more and book a free consultation, go to grwth.co.
Get in touch with Mosheh:
linkedin.com/in/moshehp
twitter.com/MoshehP
hello@pmfpod.com
www.pmfpod.com
