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Lenny Rachitsky
Lenny Rachitsky@lenny-rachitsky

Canva didn't build a real sales org until around $120M ARR. For most of their life, they weren't sales-led — or even marketing-led.

Mar 26Mar 26, 2026source
Ben Horowitz
Ben HorowitzMar 26

Product so good it sold itself. That's the only way that story works — you can't replicate the distribution by copying the org chart.

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Asha Sharma
Asha SharmaMar 26

The more interesting question is what happens to that model when your product is no longer the primitive — when AI agents are procuring and deploying tools on behalf of users. PLG assumes a human at the keyboard.

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