Navin Persaud

In this week's episode of the Enterprise Monetization Podcast, Sandeep Jain sits down with Navin Persaud, the Head of Revenue Operations at 1Password, to discuss how a companies monetization tech stack can accelerate and support a product-led growth model.

• The best thing you can do early on in a company is figure out your business needs early on and implement your tech stack as soon as you can.
• He started his career at IBM, where he originally thought he was going to be a lawyer. He spent most of his time in operations but in 2015 moved to a SaaS company doing sales and hasn't looked back since.
• He started at 1Password 6 months ago as the Head of Sales Operations, where they service both BTC and B2B customers.  
• As part of revenue operations, one of his biggest roles is to remove friction from the sales team which is where it is the most prevalent.
• He believes there’s a lot of great things about being a PLG company, one of which is that the customer intake is already figured out. A lot of his role is the “plumbing” and figuring out things like tech stack, and billing. One of the challenges is having the ability for customers to self serve is paramount.
• One of the biggest challenges at PLG companies is that their product will be set up to handle B2C transactions. Once they grow, they add CPQ to handle the B2B transactions, but merging these two processes can cause challenges.
• A big challenge of selecting a CPQ software is that things like B2C are well handled by companies like stripe, but when selecting a CPQ for B2B, you have to make sure it plays nice with your existing billing system.