Hey, I’m Ryan Pinkham.

I’ve spent the last 12+ years working in B2B Software-as-a-Service (SaaS) businesses as a Marketer, Revenue and Go To Market leader, and eventually CEO.

I led Revenue and Go To Market strategy at Privy, resulting in a $100M+ exit, and went on to serve as the company’s second CEO.

Prior to joining Privy, I led growth marketing for some of the fastest growing SaaS products in the SmartBear portfolio, including SwaggerHub which we scaled from $0 to $3 Million ARR in less than three years with a hybrid PLG + Direct Sales strategy.

I am a Go To Market Advisor that specializes in partnering with B2B SaaS leadership teams that need help executing a growth strategy that incorporates both Product Led Growth and Direct Sales. Or as I like to think of it: Revenue Led Growth.

Why Revenue Led Growth?

Today, more and more companies are trying to utilize a hybrid strategy of Product Led Growth and Direct Sales and very quickly realize just how difficult this can be.

Part of the reason why companies struggle so much to get these channels to work well together is because they treat them as two completely separate channels, without understanding how your PLG motion can improve sales outcomes or how sales or other customer-facing teams can positively impact your PLG funnel.

Whether you’re an existing Product Led Growth business hiring a sales team hoping to accelerate revenue growth, or a Sales-Led business that is trying to understand how to introduce a PLG strategy into your funnel, it’s helpful to have someone that has been there before to help you navigate the transition.

That’s why I launched Revenue Led Growth.

I want to be the advisor that I wish I had when I was helping grow SaaS businesses throughout my career. I’ve had the benefit of implementing and optimizing Product Led Growth and Sales Led strategies for 8 different products across a range of different industries. I know what it takes to implement a strategy that integrates PLG and Sales together.

If you’re having trouble integrating your Product Led Growth and Direct Sales or Product Led Sales motions into a strategy that actually supports your growth, I’d love to talk.

Working with Ryan

There are a number of ways that I can help your team navigate the transition to a hybrid PLG + Sales model.

To get started, I recommend scheduling an intro call so we can discuss your business and where I can add the most value to your team.

Here is an overview of how I approach my role as a Revenue Led Growth advisor:

  • Create or optimize your existing revenue model to help you forecast growth and set revenue targets for your SaaS business

  • Partner with your Go To Market leaders (Sales, Marketing, Partnerships, Customer Success) to identify friction in your existing workflows and provide recommendations to help all teams align behind one unified strategy

  • Run an evaluation of your target market and Ideal Customer Profile (ICP) and provide recommendations for the best models to accelerate growth

  • Partner with your leadership team to establish a plan of action with clearly defined Big Rocks to ensure our discussions turn into concrete actions for your business

Other areas where I can be helpful for your team:

  • Optimizing pricing/packaging strategy for PLG businesses

  • Building a marketing team to support your Go To Market strategy

  • Determine the right trial or free offering to drive customer growth

  • Implementing onboarding and activation flows that improve conversions

  • Implementing PLG into a Sales-led organization

  • Adding Sales to your PLG business for the first time

  • Coaching your teams on effective PLG strategies

Interested in working together? Let’s talk.