Ben Williams: evaluation

Transcript context

…Okay, got it. I want to dive a little bit deeper into your growth team and product team and how you think about organizing teams like that in a product led growth sales org. The first question, just how did the growth team start at Snyk? What was kind of the early days and then what does it look like today? There were some ad hoc efforts happening in various places. We had a small growth marketing function, we had [inaudible 00:35:49]. We also had some ownership of key growth services in R&D. There was a team that owned the new user onboarding flows, for example. But it wasn't until I joined that we really formalized the notion of a growth team. It was very kind of ad hoc before then. When I joined, we created what we call the developer growth group now. Before then there maybe wasn't strong an understanding about what a growth team needs to look like, how they might need to work differently to the core product teams. And I'd say overall it was much later than you'd typically expect to see. And at a bigger scale. You normally are going to start growth teams, one or two people, three or four maybe, and scale out from there. But we started much bigger than that. But at the same time, this bottom up developer first approach, it was baked into the company DNA in terms of how teams think and operate. Yeah, we were growing fast even before we spun up the growth group. I think the significant change that happened there, it was a transition from a simple freemium approach to a holistic and well-coordinated PLG strategy. It's much more common to start earlier, much more common to start at a smaller scale than we did at Snyk, but it worked for us because of this kind of perfect storm of where we had a product with that bottom up growth built in from the beginning. We had founders with a deep appreciation for how the product could grow and there was strongly exec alignment and sponsorship for scaling the motion. The problem when starting the growth group, it was really for the most part more oriented to how we can get the flywheel spinning faster as opposed to getting it moving in the first place. Where did you initially focus that team? Which part of the flywheel?…

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