Growth strategies that took HashiCorp from open source to PLG | Caroline Guo, Head of Growth at HashiCorp

Nathan Wangliao2 min read
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HashiCorp started as an open-source tool.

It’s now a $6B public company with PLG, enterprise, and open-source products.

Caroline Guo, HashiCorp’s Head of Growth, shared with us how HashiCorp built a cutting-edge internal engine for its PLG motion.

Here are some of the learnings we discussed on the latest episode of the Product Led Sales podcast:

  • The data available from open-source products differs from sales-led and product-led products. HashiCorp had to retool it’s approach to data as it moved into PLG.
  • Product and GTM teams in PLG should be goaled against a standardized set of metrics. Listen to the episode to hear Caroline deep dive into the exact metrics HashiCorp cares about at each step of the user journey.
  • How HashiCorp enriches its Salesforce to arm its sellers with product usage data and PQL scores

…and much much more in the full episode!

Connect with Caroline on Linkedin for more PLG insights!

Visit our Product Led Sales blog for more insights, and follow HeadsUp on Linkedin. If you have questions for me about PLG, growth, or marketing, here’s my Linkedin and Twitter

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