In this episode of the Growth Machines podcast, I speak with Susann Johansen, Head of Growth and User Experience at OneFlow, about how they introduced Product-Led Growth at Oneflow, a traditionally sales-led company. 

Susans shares the evolution of OneFlow's go-to-market strategy, the challenges of implementing a freemium model, and the nuances of segmenting and scoring product-qualified leads (PQLs). 

She also highlights the collaborative efforts between product, marketing, and sales teams to align on the right timing and approach for customer outreach. 

Our conversation covers the varying success of PLG across different regions and the interplay of PLG with traditional sales in complex B2B purchasing processes. 

00:00 Susann's Background and OneFlow Overview 

01:00 Transition from Sales-Led to Product-Led Growth 

02:03 Challenges and Strategies in Implementing PLG 

04:48 Segmentation and PQL Scoring 

07:13 Sales and Product Collaboration 

10:08 Country-Specific PLG Effectiveness 

14:08 Unexpected Successes and Final Thoughts 

16:04 Conclusion and Contact Information