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Secrets to Success from Leadfeeder's Growth Model | Pekka Koskinen

How Leadfeeder developed a Product-Led Sales motion long before PLG became a buzzword.

👋 Hi, this is Vincent with a new edition of the Growth Machines newsletter. This week includes another interview related to my book about Product-Led Sales. If you enjoy the newsletter, please consider sharing it with your growth friends!


In the third episode of the Growth Machines podcast, I talk with Pekka Koskinen, Co-Founder of Leadfeeder (nowadays part of Dealfront). He explains how they developed a successful Product-Led Sales model long before PLG became a buzzword.

Leadfeeder was founded in 2012 when Pekka and his co-founders hit a wall with traditional sales methods in their previous company. Right out of the gate, they embraced a Product-Led Growth model for Leadfeeder, drawing inspiration from successful American companies like HubSpot.

They offered a free trial, focused on making users happy, and went the unconventional way of prioritizing product usage over immediate profits. Pekka stresses the importance of nailing the basics and staying focused on the product metrics, which paved the way for Leadfeeder's success.

[00:00] Introduction

[02:49] The Power of Free Trials and Feedback

[03:52] The Role of Analytics and Support

[06:55] An Unconventional Approach to Outbound

[13:24] Knowing When to Give Up on a Sale

[15:44] Key Roles in the Growth Journey

[17:33] Advice When Building a Business

[18:12] Conclusion and Upcoming Book Announcement

This interview is part of my book about Product-Led Sales which will come out soon.

Thanks for reading Growth Machines! Subscribe for free to receive new posts and updates on my upcoming book.

Thanks for reading and have a great rest of your week!

👋 Vincent

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Growth Machines by Vincent Jong
Growth Machines: Combining Product-Led Growth and Sales
Learn how to combine Product-Led Growth and Sales to grow a B2B business. We'll discuss case studies and talk with thought leaders in the PLG and growth community.