Francis Brero is the co-founder and CPO of MadKudu. A data scientist obsessed with leveraging science to improve efficiency and effectiveness, Francis converted to sales along the way. He shares how he helps B2B SaaS companies get the most out of their inbound pipelines by automating the high-cost, low-leverage work of researching, qualifying, and engaging leads.



Show Notes

[00:43] Rollout a PLG or enterprise motion

[03:27] Misconceptions around enterprise sales and PLG

[11:18] The difference in the level of understanding of the value proposition

[17:36] User-centric versus holistic view in an enterprise potential deal

[22:30] Compensation for high-touch and low-touch

[24:40] Recommendations for implementing enterprise sales in a product-led business



About Francis Brero

Francis Brero is obsessed with leveraging science to improve efficiency and effectiveness. He is a data scientist converted to sales along the way. Currently, he helps B2B SaaS companies get the most out of their inbound pipelines by automating the high-cost, low-leverage work of researching, qualifying, and engaging leads.



Links

MadKudu

Top 10 Learnings About Free Trials

From Open-Source to Enterprise

Personalize Your Buyer Journeys



Profile

Francis’ Linkedin