In under 6 weeks, Jay implemented a PLG mindset and operating system (Raleon)
Background:
Jay Jenkins was the Head of Product for Raleon and responsible for the product and PLG go-to-market strategy for the company.
What challenges were you facing when we met?
We made the decision to build our go-to-market strategy around a product led funnel. In my prior experience I primarily worked in an outbound, enterprise sales model. We studied up, reading all the newsletters and blogs and books that I could. It became pretty obvious that best practices in PLG, particularly b2b saas, are no where near being set it stone. There is still so much art and instinct that makes the science of these techniques work. So we knew that we would get much more benefit from someone with real experience implementing these strategies vs reading/learning/failing/learning again on our own. Coaching just made a ton of sense for us to get that experience in a super efficient, deep, and practical way.
I was worried about the things that I didn't know that i didn't know. I was looking for someone to help me see around corners, avoid mistakes, and very quickly narrow in on the best practices for our business.
Did you evaluate other alternatives?
Reforge, a few others. Ultimately I valued the personalized touch and ability to work on my situation directly. We needed real experience and coaching, not one size fits all.
I ultimately decided to move forward because Andrew's experience and expertise were so obvious even from our first emails/call. For a very realistic investment, I was able to level up my own capabilities, raise our team's knowledge base across the board, and ship a quality product and funnel far far far more efficiently (more quickly & with far fewer mistakes) than had we not hired Andrew.
What did we work on together?
We worked on strategy, hiring/org design, and nitty gritty product details. We developed a new onboarding flow, data collection strategy, email drips, and dashboard system. We worked a good bit about developing a growth operating system that can scale with us, and developing a flywheel for growth throughout our funnel.
What was the experience like?
The biggest difference was in the mindset not only in myself, but across the rest of the team. It's a new muscle coming from account based marketing and AE driven sales motions to a product led strategy. Intellectually it's easy to see what a strategic and tactical shift this requires -- but it takes time and reinforcement to truly shift your mental models. Beyond the many tactical wins Andrew helped us with, this was probably the biggest, most significant benefit.
Favorite part of working together: The sanity and calm that Andrew always brought to our meetings. No matter what chaos I was dealing with, Andrew always cuts thru the noise and centers the task at hand. You can't undervalue how much that clarity of mind is really worth in high stress moments.
Any major results?
Launched v1 of our product. Very quickly recognized what was and wasn't working thanks to the metrics framework we developed with Andrew. Got the zero party data we need, kept iterating, and were able to react quickly and with great effect. Within 6 weeks we were already releasing our full v2 with a completely revamped growth funnel based on all the learnings from v1. This to me is such a big achievement -- Andrew was a true force multiplier in our product velocity.
Any message to someone on the fence about working with Andrew?
Whatever you have going on -- hitting your quotas/KPIs, launching a new product, figuring out your team/org, or even just providing a sanity check on some new crazy idea -- Andrew is a voice of reason, calm, and experience. There's no ulterior motive beyond your success. Ask him the hard questions and the dumb questions. And he'll ask you the questions you hadn't thought about yet.
I got multiples of value back from my investment in Andrew's coaching. We'll be hiring him again in the future as we continue to scale our growth initiatives.