In this conversation, the team talks about bottoms-up versus sales-led motions, and how to choose a motion. Hear about hiring for each of the motions, the importance of having the motions meet in the middle, examples of how the bottoms-up motion can help the top-down motion, how to approach growth marketing in a sales-led motion, and life cycle marketing.
Episode Outline
[00:58] Introducing the co-hosts
[02:23] Can/should anyone do bottoms-up?
[05:49] Hiring for each motion
[06:39] When does sales touch the end users?
[11:15] At what point does top-down and bottoms-up meet in the middle?
[14:00] How the bottoms-up motion helps the top-down motion
[16:13] Factors that influence which motion to choose
[24:11] Determining what was sales qualified at Slack
[26:20] Introducing Slack’s sales team
[33:41] How to approach growth marketing in a sales-led motion
[38:39] How closely should marketing be tied to analytics and roadmap prioritisation?
[40:39] The silo mistakes
[41:55] Looking at usage analytics
**Connect with Elias, Korina, and Holly **
LinkedIn - Elias Rubel, Matter Made)
Twitter - Elias Rubel)
Matter Made Website)
LinkedIn - Korina Edwards, Matter Made)
Twitter - Korina Edwards)
Matter Made Website)
LinkedIn - Holly Chen, ExponentialX)
Twitter - Holly Chen)
ExponentialX Website)
