Ethan Schecter joined Snyk when it was just 20-odd employees.

Today the company employs 1000+ people.

What’s the secret to the growth? ‘Not treating your PLG funnel as just a lead gen’, says Ethan.

It is really important that PLG sales teams know which users want to be engaged by what type of outreach.

Snyk has expertly split its user base into ‘personas’ and each type of user gets a different in-app experience, is shown different types of content, and Sales only touches some of them.

Listen to this episode to find out how Snyk used this approach to grow its user base rapidly.