16 subscribers
Go offline with the Player FM app!
Podcasts Worth a Listen
SPONSORED


1 America’s Sweethearts: Dallas Cowboys Cheerleaders Season 2 - Tryouts, Tears, & Texas 32:48
How Canva Reinvented its Enterprise Sales Motion at $1B ARR with Aarti Raman
Manage episode 456755624 series 2506616
Product-led and sales-led growth motions aren't binary; they exist on a spectrum. In this episode of Operations, we dive into the fascinating story of Canva’s go-to-market evolution with Aarti Raman, former Global Head of Revenue Strategy and Operations. Canva, the design platform valued at over $30 billion, had already surpassed $1B in ARR through a bottom-up product-led growth model. However, their B2B Enterprise sales model required a shift.
In our conversation, Aarti shares the strategy behind transitioning Canva’s Enterprise team from a sales-led to a product-led model, the complexities of implementing pricing changes at their size, and why even at their scale, you still have to argue about what a PQL is. Don’t miss this deep dive into how Canva balanced product-led adoption with human-driven enterprise sales.
Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel.
Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.
Anyone interested in ordering The Revenue Operations Manual can go here and use the code REVOPS20 for 20% off (or buy from any of your preferred booksellers here)!
This episode is brought to you by Default, the inbound growth platform for B2B marketing teams. Visit Default.com/seanlane today to learn more and revolutionize your RevOps today!
145 episodes
Manage episode 456755624 series 2506616
Product-led and sales-led growth motions aren't binary; they exist on a spectrum. In this episode of Operations, we dive into the fascinating story of Canva’s go-to-market evolution with Aarti Raman, former Global Head of Revenue Strategy and Operations. Canva, the design platform valued at over $30 billion, had already surpassed $1B in ARR through a bottom-up product-led growth model. However, their B2B Enterprise sales model required a shift.
In our conversation, Aarti shares the strategy behind transitioning Canva’s Enterprise team from a sales-led to a product-led model, the complexities of implementing pricing changes at their size, and why even at their scale, you still have to argue about what a PQL is. Don’t miss this deep dive into how Canva balanced product-led adoption with human-driven enterprise sales.
Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel.
Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.
Anyone interested in ordering The Revenue Operations Manual can go here and use the code REVOPS20 for 20% off (or buy from any of your preferred booksellers here)!
This episode is brought to you by Default, the inbound growth platform for B2B marketing teams. Visit Default.com/seanlane today to learn more and revolutionize your RevOps today!
145 episodes
All episodes
×
1 Demystifying Go-to-Market Efficiency with Go Nimbly CEO Jen Igartua 35:59

1 The Untapped Potential of Partner Operations with Euler CEO Greg Portnoy 44:49

1 AI Is the Tool, Not the Answer with Nara Logics CEO Jana Eggers (Live from Startup Week Boston) 48:03

1 Accelerating Commercial Performance through AI with NVIDIA's Kelly Goles 38:49

1 Rethinking Customer Success Playbooks with Mike Lemire (Live from Startup Week Boston) 38:49

1 Bridging Academia and Entrepreneurship: Practical Lessons for Founders with Dr. Shari Worthington (Live from Startup Week Boston) 47:39

1 Building a Thriving Community for 14,000 Operators with RevOps Co-op CEO Matt Volm 29:10

1 How Canva Reinvented its Enterprise Sales Motion at $1B ARR with Aarti Raman 48:11

1 What Separates Seasoned CROs from rising VPs Sales with pclub.io CEO Chris Orlob 34:38

1 A Blueprint for Championing and Inspiring Operators with The Revenue Operations Manual Author Laura Adint 40:08

1 Why the AI Agent Era Will Change Everything with Bonfire Ventures' Brett Queener 53:16

1 The Challenges of Operations in a Usage-Based Business with Checkr's Lauren Davis 42:48

1 Inside OpenAI's Operations Team with Keith Jones 43:00

1 How the Best Sales Leaders Approach Planning with TigerEye's Will Magnuson and Anna Randall 42:57

1 The Emergence of Revenue Orchestration Platforms with Forrester's Anthony McPartlin 39:34

1 Adapting from SaaS to Services with Mission Cloud's Dina Otero 38:42

1 The Color-Coding Exercise to Unlock Your RevOps Career Growth 8:26

1 Why Operators are the Key to Leveraging AI with Copy.ai CMO Kyle Coleman 47:02

1 The Secret to Snowflake's Attribution and Finally Aligning Sales and Marketing with Hillary Carpio and Travis Henry 38:16

1 How to Forecast within 5% with Paul Shea and Chris Lowry 41:03

1 The Transition from Planning Mode to Execution Mode with Michael Heilmann 43:26

1 The Passion for Building and Scaling Iconic Businesses with Noah Marks 42:15

1 Should Enablement Report to RevOps with Visualize's Carlos Nouche 40:52

1 The Journey from 17th Employee to CEO with BlueConic's Cory Munchbach 42:37

1 Why "Composability" is the Key to Designing the Modern Tech Stack with HubSpot's Scott Brinker 36:04

1 How This Operator Found, Bought, and Became CEO of Their Own Business with Revenue Accelerator's Christi Loucks 33:43


1 EdTech's "Mission to Mission" Go-to-Market Approach with TeachFX's Rachel Jordan and Laurence Hall 43:42

1 A New Approach to Operations in New Market Conditions with Logixboard's Hannah Duncan 25:15

1 How Building Strong Company Foundations Allows You to Actually Run Your Business with Sweep's Benjamin Zeitz 42:54

1 Launching a New Product from Scratch as a General Manager with Force Management's Kathleen Schindler 32:42

1 The Rise of VC Operations with Sydecar's Halle Kaplan-Allen 33:03

1 Charting a Course for International Expansion with Gong's Shantanu Shekhar 38:55

1 Why RevOps Policies are Your Company's Competitive Advantage with Fullcast Co-Founder Bala Balabaskaran 34:23

1 When "Good Enough" is Good Enough at Early Stage Companies with Taft Love 45:59

1 The Magic of Marketplaces with Colin Gardiner 36:07

1 Navigating from Start-up to Scale-up with LinkSquares' Tim Parilla 35:59


1 How AI is Driving The Shift from Best of Breed to All-in-One Solutions with Recorded Future CMO Tom Wentworth 29:41

1 An Operator's Guide to Filling Your Cup with Jacki Leahy 33:15

1 Why the Future of Work Should Optimize for Teams with Cisco Meraki COO Denise Thomas 46:37

1 Finding the Right Consulting Resources for Your Most Important Projects with FoundHQ's Max Maeder 45:23

1 How to Escape your Company's Wild West with CaptivateIQ's Johnathan Warren 42:24

1 The RevOps Definition That Most People Get Wrong 11:34

1 Why Discipline Makes You a Better Operator with AudioEye's Rupert Dallas 34:40
Welcome to Player FM!
Player FM is scanning the web for high-quality podcasts for you to enjoy right now. It's the best podcast app and works on Android, iPhone, and the web. Signup to sync subscriptions across devices.