What to Prioritize to Drive
Critical Company Outcomes

Segment Banner - Option 1

Enabling a Revenue-Driving Sales Engine

In a conversation with John Kaplan, Segment's Chief Revenue Officer, Joe Morrissey shares how a value-based sales motion helped scale their organization’s product-led growth (PLG) success, increasing ARR by 150% over a two-year period.

Defining the Right Big Bet

When defining sales priorities, understand the first steps you can take to capture necessary input and support from company-wide stakeholders.

  • How to use your first 90 days to define sales execution challenges and their bottom-line impact.
  • The benefits of gathering early input from your company's leadership, board and sales team.
  • How to build cross-functional consensus around go-to-market shifts.

Capturing Board Commitment

John and Joe talk through why it’s critical to capture commitment for your initiative from board members and cross-functional leaders.

  • The first steps you can take to capture board buy-in, support and input for your initiative.
  • The key benefits from working with the board throughout your transformation process.
  • How capturing early board buy-in can help drive company-wide commitment for your transformation initiative.

Improving Buyer Alignment

When aiming to scale PLG success, at some stage company leaders focus on evolving their go-to-market motion. John and Joe discuss those shifts.

  • The impact improving buyer alignment has on a company's flywheel.
  • How to generate cross-functional alignment behind customer outcomes and operationalize it in a scalable way.
  • How buyer alignment can improve productivity across customer-facing organizations.

What Was Critical to Success

Segment’s tremendous growth is an example of what it takes from C-suite executives, board leaders and companies as a whole to get to the next level. Today, Segment's ongoing success and rapid growth have garnered the attention of the marketplace:

  • $3.2B acquisition by Twilio
  • 150% growth in ARR over a two-year period
  • Increased efficiency in Product and Customer Success

From Smart Startup to the Leading Customer Data Platform.

See how Segment aligned with their buyer to elevate their product-led growth strategy.

Read Segment's Story