HOW CALENDLY OVERHAULED THEIR PRODUCT-LED SALES MOTION

Summary from the TLDR Founders newsletter

Calendly, a scheduling tool, faced an inefficient sales process as a PLG business - small deals were routed to sales and enterprises were on self-serve plans. Under CRO Jessica Gilmartin, it transformed its lead scoring, routing, and team structure using automation. This increased meeting rates by 40% while enhancing the customer experience. Key lessons: organize teams around how people buy, tailor web CTAs to intent, seamlessly route leads, and have no dead ends even for small deals.