21 Dec 2023

SaaStr 710: Running a PLG and Sales-Led Motion at the Same Time: What’s New at ZoomInfo with CEO Henry Schuck and SaaStr CEO and Founder Jason Lemkin

The Official SaaStr Podcast: SaaS | Founders | Investors

This podcast episode delves into the strategic balance between product-led growth (PLG) and enterprise sales, exploring marketing challenges, cost-effectiveness, investor influence, key software business metrics, the current state of AI in sales, AI's potential in revolutionizing sales and marketing processes, and the introduction of Signal to Action, an AI-powered co-pilot product. Takeaways • PLG is cost-effective in reaching SMBs and provides an organic way to bring in new customers. • VC/PE firms' push for profitability leads to downsizing and customer churn in tech companies, indicating a trend that may persist into Q1 2024. • Utilization and engagement metrics are crucial for assessing a software business's health. • AI in sales and marketing offers the capacity to automate tasks, personalize customer experiences, and enhance communication strategies. • Signal to Action, an AI-based co-pilot tool, helps sales teams identify and engage with relevant companies while adapting to changing employee tech savviness.

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