Navattic

In our season three premiere we announce that we launched a Product-Led Growth (PLG) motion at Navattic.We discuss our initial reservations, what we've learned, and the freakouts we both had while introducing a freemium plan. We also talk about how to align the sales team and leadership to adapt to selling to PQLs (product-qualified leads). Plus why we adopted PLG (even though we had a successful sales motion), potential long-term growth from PLG, and anxiety during the adjustment period. I drink Catch &amp; Release wine 🍷 &amp; Ben drinks Coors Light 🍻

Why we introduced Freemium at Navattic

How to get sales and marketing alignment for freemium

In this bonus episode of the Revenue on the Rocks - we collaborated with the <a href="https://www.notmarketers.com/" rel="noopener noreferrer" target="_blank">We're Not Marketers</a> team to discuss the disconnect between sales and product marketers. Specifically, we cover:1) Why salespeople think they understand the customer better 2) How win-loss research can fill in gaps from loss reasons 3) Marketing and sales not understanding each other's metrics or daily pressures4) How founders or VCs can make it difficult to align on one ICP 5) Why marketers should shadow sales calls to gain firsthand experience6) Ways to build a rapport with sales as a marketer Eric drinks a mezcal on the rocks 🥃Zach drinks a Coors Light 🍺Gab drinks a homemade gin tonic with maple syrup 🍸Ben drinks a Coors Banquet 🍺I drink canned wine 🍷

Bonus Episode: Why marketers don’t “get” sales (Crossover with We’re Not Marketers)

In the last episode of Season 2 - we discuss the relationship between go-to-market and product with our co-founder and Head of Product at Navattic, Randy Frank. Specifically, we cover:1) How to identify when a product role is needed2) Ways to align on a product roadmap and not get distracted3) Why you need to filter customer feedback to prioritize valuable features4) Balancing innovative features and competitive offerings5) Ways to communicate product updates to go-to-market teams6) How to manage expectations for product launch timelines and scope Randy drinks a local DC lager 🍻 I drink a negroni 🥃Ben drinks a Coors Banquet 🍻

When should you bring on your first product hire at a startup

In Episode 14 of Season 2 - after throwing our first-ever CMO dinner we share the behind-the-scenes of what goes into planning a B2B dinner. And we bring on our co-sponsor and events expert Regina Magaril from Mutiny to rehash learnings from the events. Specifically, we cover:1) Event planning timeline and how we pull in other partners2) How to assign clear owners to event tasks 3) What are our biggest fears around events 4) Should you invite sales team members to your events 5) How to fix on-day event problems like not enough attendees6) Ways to get inspiration from events outside B2B Regina drinks Catch and Release Chardonnay 🥂I drink Catch and Release Pinot Noir 🍷Ben drinks an IPA 🍻

How to run B2B partnership events and recap of our fist CMO dinner

In Episode 13 of Season 2 - Ben and I talk about the stress of hitting quota at the end of the quarter for sales teams (fresh off of end of quarter at Navattic). Specifically, we cover: 1) Why sales is laser-focused on hitting quota 2) Ben's experience with quota at other companies3) How marketing can not bother sales near the end of the quarter4) Ways to involve the entire sales team in setting quotas5) How hitting quota impacts the entire company6) Dissecting wins to help sales reps play to strengths and talents Ben drinks a whiskey 🥃I drink a canned cocktail 🍸

Why is end of quarter so stressful for sales teams

In Episode 12 of Season 2 - Ben and I go over our "failure lists" from being first-time startup leaders. We reflect on failures and lessons learned as startup executives and talk about the general benefits of keeping track of your failures. Specifically, we cover: 1) Struggling to balance IC work and managing others2) Realizing a lack of documentation when onboarding new hires 3) Ways to improve communication between GTM and product on feature requests4) Why normal marketers are different from event marketers5) Trusting your founders and their direction for company growth6) How Ben and I make decisions now based on learning from these failures Ben drinks a coffee with whiskey ☕️I drink a Chianti 🍷

Why make a failure list as a first-time startup leader

In Episode 11 of Season 2 - Ben and I reflect on our first official sales kickoff and the B2BMX conference. Plus we discuss the benefit of focusing in-person company events on just getting to know each other. Specifically, we cover: 1) Why Ben decided to structure the SKO the way he did2) Connecting with employees to understand what motivates them3) How trust at the leadership level plays into running these types of events4) Fear and decision fatigue from marketers apparent at B2BMX5) Navigating awkward conference convos Ben drinks water 💧I drink a Pinot noir 🍷

Sales kickoff and B2BMX conference reflection

Revenue on the Rocks

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We created this podcast because I constantly heard marketing leaders complain about their sales counterparts.

One thing that has been really unique about working at Navattic is my relationship with my GTM partner and our Head of Sales, Ben Pearson.

Instead of formal questions and answers, this podcast will be free-flowing and in-depth conversations about sales + marketing and genuine stories from our career (all over a drink).

It’s not all just us drinking and chatting - we also include actionable takeaways that you can apply to your company.

If you’re a new sales or marketing startup leader or just curious how GTM strategy works at a growing startup - grab a glass and join us!

Natalie Marcotullio - Head of Growth at <a href="https://www.navattic.com/" target="_blank">Navattic</a>

Why we introduced Freemium at Navattic

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