Rajan’s expertise is in building revenue-driven go-to-market organizations for SaaS companies. Currently, he leads GTM, Growth and Retention organization across product, marketing and sales for Heroku (Salesforce’s developer platform) driving revenue, activation, engagement, monetization and retention.
Previously Rajan was a founding member of a new business unit and e-commerce platform where he oversaw go-to-market teams including marketing, growth and analytics functions to enable HP Enterprise’s digital transformation. Rajan was a Developer in his past life before moving to Product then to Sales and then decided to club everything he learned to run GTM and Growth.
In this AMA you can ask Rajan about
Scaling Freemium -> Enterprise model for SaaS
The Growth framework that works
KPI hierarchy for Growth teams so everyone is influencing the north-star metric
What skills to look for while hiring for Growth?
The classic: Who owns Growth? :) or Where does Growth teams sit in the org chart.
What’s the right tech stack for the Growth team?
There’s no one size fits all so please provide as many details as you can about your goals, product, company, etc :)