Meet Kai Mak, VP of Sales and Customer Success at Webflow responsible for new logo acquisition, expansion and customer retention. His ambition for the Webflow sales team is to set a new standard for all PLG companies in the future, by demonstrating how to successfully layer on a sales team into a PLG company where 1+1 = 10.
His biggest challenge isn't just hitting his revenue target - it's getting Sales and Customer Success to work together to sell to new business units within existing accounts during renewals.
In a pre-Clari world, this was no easy task. The team needed a way for the business to communicate effectively, ensure forecast accuracy, and run revenue like a process.