Freshworks

My role evolved as the organization grew from $100 mil ARR to ~4X the size today. In earlier days, our GTM motion was primarily PLG. I was measured on Qualified Traffic as a leading KPI, and Trial volume and Sales CVR% as the lag KPIs. Today, we have a twin GTM engine - PLG & Direct Sales model. ...more

100%. A rule of thumb that has been helpful for me is that your organization's primary Go-to-market motion defines the primary and secondary stakeholders that you interact with. For each stakeholder, it's essential to define a commonly agreed-upon success criterion/criteria that make both teams s...more

I am fortunate to be a part of a journey where both the span and the scope of what a Demand generation team does have evolved over time. In my experience, the role of what a Demand gen team does will and should change as the organization matures. In the early days, in most orgs, Demand gen manage...more

Strategies usually get defined bi-annually or annually and most of us don't have complete influence and control on what gets defined. So allow me to stray a bit and take this opportunity to share some 'tactics' that have worked for me.  1. Do you use common vocabulary? You will be surprised ho...more