In this podcast episode, Toni interviews Ulrik Bo Larsen, who shares his experiences transitioning from a sales-led company (Falcon.io) to a product-led growth (PLG) environment at Pitch. Ulrik discusses the importance of identifying the Ideal Customer Profile (ICP) and aligning product and go-to-market strategies around it. He highlights the differences between sales-led and PLG approaches, emphasizing the need for a sophisticated engagement model and the challenges of customer offboarding in a purely self-service environment. Ulrik also touches on the strategic decisions around building versus buying product features and the shift towards building a sustainable and efficient business model at Pitch, focusing on ICP-centric growth rather than relying on traditional outbound sales tactics.
