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Listen "Episode 8: Navin Persaud, Head of Revenue Operations, 1Password"
Episode Synopsis
In this week's episode of the Enterprise Monetization Podcast, Sandeep Jain sits down with Navin Persaud, the Head of Revenue Operations at 1Password to discuss how a companies Monetization tech stack can accelerate and support a Product-Led Growth model.
Podcast Notes:
Fun fact: Loves fishing and the analogies it offers in both his personal and work life.
Started his career at IBM, where originally thought he was going to be a lawyer. Spent most of his time in operations but in 2015 moved to a SaaS company as sales and hasn't looked back since.
Started at 1Password about 6 months ago as the head of sales operations, where they service both BTC and B2B customers.
As a part of revenue operations, one of his biggest roles is to remove friction to the sales team. The Sales team is often where the most friction is shown with revenue operations.
Challenges of being a PLG company - He believes there’s a lot of great things about being PLG, one of which is that the customer intake is already figured out. A lot of his role is the “plumbing” and figuring out things like tech stack, and billing. One of the challenges is that having the ability for customers to self serve is paramount
One big challenge is that oftentimes at PLG companies, their product will be set up from the get-go to handle B2C transactions. Once they grow though, they add CPQ to handle the B2B transactions, and merging these two processes can cause challenges.
A big challenge of selecting a CPQ software is that things like B2C are well handled by companies like stripe, but when selecting a CPQ for B2B, you have to make sure it plays nice with your existing billing system.
The best thing you can do early on in a company is figuring out your businesses needs early and implement your tech stack as soon as you can.
Podcast Notes:
Fun fact: Loves fishing and the analogies it offers in both his personal and work life.
Started his career at IBM, where originally thought he was going to be a lawyer. Spent most of his time in operations but in 2015 moved to a SaaS company as sales and hasn't looked back since.
Started at 1Password about 6 months ago as the head of sales operations, where they service both BTC and B2B customers.
As a part of revenue operations, one of his biggest roles is to remove friction to the sales team. The Sales team is often where the most friction is shown with revenue operations.
Challenges of being a PLG company - He believes there’s a lot of great things about being PLG, one of which is that the customer intake is already figured out. A lot of his role is the “plumbing” and figuring out things like tech stack, and billing. One of the challenges is that having the ability for customers to self serve is paramount
One big challenge is that oftentimes at PLG companies, their product will be set up from the get-go to handle B2C transactions. Once they grow though, they add CPQ to handle the B2B transactions, and merging these two processes can cause challenges.
A big challenge of selecting a CPQ software is that things like B2C are well handled by companies like stripe, but when selecting a CPQ for B2B, you have to make sure it plays nice with your existing billing system.
The best thing you can do early on in a company is figuring out your businesses needs early and implement your tech stack as soon as you can.
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