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The Transition from Sales-Led to Product-Led

Over the years, many companies have made the shift from high touch and high friction sales models to product-led growth. Today’s guest made the same transition and shared what his journey from sales-led to product-led has been like. Brennan McEachran is the CEO and co-founder of SoapBox. He was also 2015’s Ontario Young Entrepreneur of the Year winner. In this episode, Brennan shared what the transition to product-led growth has been like—from the challenges they encountered down to how he changed the team’s mindset, he covered it all.

Show Notes

[00:54] How he started Soapbox

[02:47] How they pivoted into product-led growth

[03:28] What prompted them to pivot into product-led growth

[07:29] How he managed the transition

[11:23] Biggest challenge of the whole transition

[13:32] The experiments he made prior to making the transition and the results he got

[21:35] His advice to those who would like to make the jump

[25:01] What their org chart looks like

[29:15] How support has contributed to growth

[37:09] How he changed the team mindset from selling first to adoption first

About Brennan McEachran

Brennan McEachran is the co-founder and CEO of Soapbox Innovations. Soapbox is the first people platform made to revolutionize management. The amazing tool is designed to help managers coach, collaborate, and communicate with their teams better. Soapbox is trusted by over 100, 000 companies around the globe including HubSpot, GoDaddy, Adobe, Coca-Cola, and Netflix. 


About Product-Led Podcast

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About The Product-Led Podcast Hosts

Wes Bush

Wes Bush is the author of the bestselling book on Product-Led Growth. 

He’s the founder of the Product-Led Institute and host of the popular Product-Led Summit.

Bush is best known for challenging the way SaaS leaders approach growth and has been featured in over 100 media outlets, including Forbes, MarketingLand, and Openview.
Ramli John

Ramli John is a product-led consultant and educator with Product-Led Institute. 

He's the founder and host of the Growth Marketing Today podcast, where he's interviewed marketing experts like Rand Fishkin, April Dunford, Hiten Shah, and more.

Ramli works with SaaS companies to optimize their user onboarding flow and retention rates.

Wes Bush
Wes Bush
Wes Bush is the bestselling author of Product-Led Growth. He’s a renowned Product-Led Growth pioneer and has challenged an entire industry to find a better way to approach SaaS growth.