In this episode of the Growth Machines Podcast, Vincent Jong hosts Andrew Davies, CMO of Paddle, to discuss how Paddle went from a product-led model back to a sales-led model to end up in its current hybrid state.

Andrew provides insights into Paddle’s transition from a sales-driven model to an integrated product-led and sales strategy, the importance of understanding customer decision processes, and the challenges encountered in ensuring a frictionless user onboarding experience while mitigating risks. 

The conversation highlights the need for a hybrid approach in scaling businesses. Andrew also shares his experience with adapting commercial infrastructure to support this hybrid model and tackling both internal and customer-facing complexities.

00:00 Andrew Davies' Background and Paddle's Mission

01:36 Evolution of Paddle's Go-to-Market Strategy

03:26 Challenges and Decisions in Product-Led Growth

07:02 Hybrid Sales and Product-Led Approach

10:00 Complexities and Learnings in Scaling

16:18 Final Thoughts