Airtable Product Lead on Moving from Product-Led Growth to Sales-Led Growth

When should you move from Product-Led Growth to Sales-Led Growth? About 10 years ago, enterprise SaaS transitioned from top down to a bottom's up product-led growth go-to-market motion. Beyond aligning well to the movement of buying powers from IT to departments, this new strategy encouraged startups to truly focus on their product. Better enterprise products were created and users experienced higher productivity, efficiency, and delight from their work tools. Lately, shareholders are demanding predictable growth and profitability. Large enterprise customers deliver just that, but they require a sales team and an enterprise product strategy to win in this segment. In this talk, Airtable Head of Product Ilan Frank will discuss the right timing to focus on a SLG motion, why it's important, and some of the tricks to get it right.