The Product-Led Sales Podcast

Building 2 product-led startups, and how to layer on sales to grow to $10m+ ARR | Ravi Parikh, founder of Airplane and Heap.io

November 16, 2021 Season 1 Episode 9
The Product-Led Sales Podcast
Building 2 product-led startups, and how to layer on sales to grow to $10m+ ARR | Ravi Parikh, founder of Airplane and Heap.io
Show Notes
Ravi was doing product-led growth before it was cool. After spending a year as a DJ post-graduation, Ravi started Heap. He grew it to 8 figures in revenue, raised ~$100m in funding, and today Heap is a leader in the product analytics space.

Ravi is now onto his second product-led startup: Airplane.
 
In this episode, we cover:

  • What was different about starting a SaaS company in 2013 vs today (5:02)
  • What Ravi thinks about the rising popularity of product-led growth (12:50)
  • How Heap's PLG motion evolved at each stage of its growth (17:52)
  • How to know if your pricing should be fixed or priced separately for each customer (22:55)
  • Hiring generalists vs specialists, and how to help the generalists you hire grow (28:06)

To read more of Ravi's thoughts, take a look at his pieces on the Airplane blog, it's a phenomenal source of knowledge for B2B builders.

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