Video · 30 min watch

Building a $5.6B company with a Product-led Flywheel with Postman's CEO Abhinav Asthana

Abhinav Asthana · SaaStr on YouTube Free Advanced India

Building a $5.6B company with a Product-led Flywheel with Postman's CEO Abhinav Asthana

The later chapter of the same story: how Postman layered enterprise sales onto a developer flywheel without breaking it. This is the transition most Indian PLG companies get wrong.

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It answers 4 questions

  1. We are sales-led today and I want to add a self-serve motion. What order do I build it in?
  2. How do I stop sales and the self-serve funnel from fighting over the same accounts?
  3. How did Postman actually build product-led growth out of India, and what is copyable?
  4. What do the best PLG plus sales hybrid companies do that everyone else copies badly?

Read with it

  1. Kazanjy is blunt that almost every bottom-up company eventually adds sales, so the only questions are when and how. He covers... Lenny's Newsletter Article · 25 min read The Transition: Layering sales onto a bottom-up self-serve product Pete Kazanjy
  2. Verna lists the seven things founders wrongly believe PLG means, including that it replaces sales. Reading it early saves you... Elena's Growth Scoop Newsletter · 8 min read Product-led growth is many things. But here is what it's NOT. Elena Verna
  3. Hila Qu added the self-serve motion at GitLab, a sales-led company, and this episode is the step by step order she would do it... Lenny's Podcast Podcast · 93 min The ultimate guide to adding a PLG motion | Hila Qu (Reforge, GitLab) Hila Qu with Lenny Rachitsky
  4. Hila Qu built PLG at GitLab and scaled Acorns, and this is the rare free piece that maps the sales-led funnel against the... Lenny's Newsletter Article · 20 min read Five steps to starting your product-led growth motion Hila Qu
  5. The clearest breakdown of the three PQL types (hand-raiser, usage-based, needs-help) and the playbook each one deserves, which... OpenView Article · 15 min read Your Guide to Product Qualified Leads (PQLs) Kyle Poyar
  6. Names the specific Indian habit this hub exists to fix: leaning on sales headcount and human touch instead of product... SaaSBoomi Article · 8 min read A SaaS Future with Product as the Epicentre Matthew John
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