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

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Manage episode 456755624 series 2506616
Content provided by Sean Lane. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Sean Lane or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://staging.podcastplayer.com/legal.

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!

  continue reading

145 episodes

Artwork
iconShare
 
Manage episode 456755624 series 2506616
Content provided by Sean Lane. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Sean Lane or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://staging.podcastplayer.com/legal.

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!

  continue reading

145 episodes

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