Ep31: Turn Product Data into Revenue; w/ Alexa Grabell, Co-Founder & CEO Pocus — Product Market Fit podcast

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 (02:09) What is Pocus? (02:59) Backstory behind the idea (05:03) Discovering product-market fit (06:54) Investment rounds (07:21) What’s the company’s ICP? (08:19) The grand vision for Pocus (09:08) Product-led growth (10:25) PLG and product-led sales explained (12:40) At what point does it make sense to layer in product led sales? (15:54) The user vs. the decision maker (17:12) Hiring a sales team (19:32) How Pocus helps PLG companies (23:10) Product qualified leads (PQL) (24:33) PCommon playbooks for PLS success (29:29) The challenge to shift from traditional sales to PLS (32:52) What is Pocus’ primary growth motion?  (34:00) Content and community growth strategies (35:29) Marketing’s role in product-led sales (37:33) Navigating partnerships (39:04) Thinking about the competitive landscape (40:53) Key takeaways to start on PLS motion  (42:32) 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 ⁠⁠[email protected] ⁠⁠www.pmfpod.com