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Revenue Builders Podcast
The Discipline Behind Scaling from PLG to Enterprise with Sahir Azam

The Discipline Behind Scaling from PLG to Enterprise with Sahir Azam

Revenue Builders vor 6 Monaten

0:00

1:07:21

High-growth companies demand constant reinvention, yet most
leaders underestimate how deeply roles, go-to-market models, and
buyer behavior evolve over time. This episode explores what it
actually takes to adapt at that level, from navigating internal
resistance to aligning product and sales with how customers truly
buy. Sahir Azam brings a rare operator-to-investor perspective,
unpacking the realities of PLG to enterprise transitions, the
cultural discipline required to scale sales, and how AI is
reshaping both software and the sales function itself. The
conversation also challenges common assumptions around SaaS
models, tooling, and where value will accrue as AI infrastructure
matures.

Sahir Azam is a Partner at Index Ventures
investing in AI infrastructure, and former Chief Product Officer
at MongoDB where he led the Atlas transformation into a
multi-billion-dollar platform. He brings a rare operator's
perspective on building go-to-market discipline, scaling sales
culture, and navigating the product-distribution balance that
separates winners from founders who fail.

Connect with Sahir:

Index Ventures

LinkedIn

Get the Force Management framework for navigating
product-go-to-market fit and building the sales discipline that
separates scaling companies from those that fail:

The Predictable Revenue Framework: Guide for Leaders

Key takeaways from this episode:

00:00 – How Sahir Azam went from building MongoDB Atlas into
a multi-billion-dollar platform to investing in the
infrastructure shaping AI’s next wave

06:24 – The secret to driving change inside a company before
trying to win in the market

10:10 – What PLG and enterprise sales actually have in common
when you design around the buyer

12:18 – What it’s really like to move upmarket and why most
companies underestimate the cultural shift required

23:50 – Sahir Azam’s unexpected perspective on technical
founders who struggle to scale

41:12 – A peek into where real value in AI is being built and
why infrastructure is the leverage point

01:02:00 – What you can do right now to stay relevant as AI
reshapes how top sellers operate

Hosted by five-time CRO John McMahon and Force Management
Co-Founder John Kaplan, the Revenue Builders podcast goes behind
the scenes with the sales leaders who have been there, done that,
and seen the results.

This show is brought to you by Force Management. We help
companies improve sales performance, executing their growth
strategy at the point of sale.

Connect with Us:

LinkedIn

YouTube

Force Management