Moving upmarket: how to shift your growth tactics

Moving upmarket: how to shift your growth tactics

Targeting larger companies and strategic accounts transforms how you bring in leads. Learn how Emily Kalen, Director of Growth Marketing at, tackled the change.

45 MIN

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Emily Kalen

Emily Kalen

Director of Growth Marketing,

About this interview

When she joined, Emily first worked on optimizing the "pro-sumer" acquisition and conversion funnel. After a few months, she started scoping out the move upmarket and building relationships with sales.

Join Emily as she shares a peek behind's marketing playbook evolution.

You'll learn

  • how your growth playbook has to evolve when moving upmarket
  •’s process for sizing up and deciding which customer segments to expand into
  • how Emily is operationalizing their data-driven ideal customer profile

What to expect

The recording runs about 45 minutes, including 10-15 minutes of Q&A at the end.

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