Bryce Winkelman is Chief Revenue Officer at Typeform, leading global go-to-market — marketing, sales, partnerships, RevOps and customer success — as the company evolves from a 140,000-customer forms business into a full workflow platform, with roughly half his organisation in Europe. Over two decades in tech he was an early leader at Qualtrics, from EMEA Head of Sales to Global Head of Revenue and Solution Strategy, through its $8B acquisition by SAP and subsequent IPO. He was later Chief Strategy Officer at Quantum Metric, where revenue tripled from $35M to $100M in two years, and Chief Business and Revenue Officer at SeekOut. He has also advised Warburg Pincus.
“You have to accept the fact that to have a well-functioning PLG engine, you're going to lose some enterprise deals.”
“If you own the front door, that's incredibly valuable.”
“If you own the lead, then it makes sense that you would own enrichment that you would own routing that you would also own the ability to properly segment.”
“If you listen to your customers, they'll do a really good job of pointing you where you should go.”
“Qualitative research is incredibly painful for a whole range of reasons.”
“One, you have to be true to your brand.”
“We're going to have a much higher CAC in this area for a while because this is what is going on. So no one panic.”
“I've never seen it really, I mean, I'm sure it's happened, but very few examples of it ever succeeding going from sales-led to product-led.”