If this is you…
you’ve come to the right place.
This first post is dedicated to everything you need to get started with product-led growth. As we move forward, we’ll keep you updated on the latest news and most crucial insights surrounding PLG. We’ll even send out a PLG job board and the freshest PLG memes.
Let’s get started with a primer.
What is PLG?
Product-led growth (PLG) is an end user-focused growth model that relies on the product itself as the primary driver of customer acquisition, conversion, and expansion. – OpenView Partners
What’s a PLG CRM?
That’s a whole lot of letters.
But don’t worry – it’s simple:
Broadly speaking, the PLG CRM is a tool that allows Sales teams to handle thousands or even millions of users as easily as managing a few key accounts. It enables data-driven sales decisions. – Nathan @ HeadsUp
PLG Go-to-market Strategies
Now with a product that sells itself in PLG companies, how does the go-to-market team change what they do to complement the product?
We've compiled a list of the most essential articles and podcasts on how go-to-market teams adapt on the fly:
Freemium vs Free Trial: Which is Better for SaaS Startups? – David Sacks (Ex-founder/CEO of Yammer)
Your Product Sells Itself. Now Hire Sales. – Kyle Poyar (OpenView)
The Product-Led-Growth (PLG) Playbook for B2B Startups. – Mark Roberge (Stage 2 Capital)
The Product Led Growth stack – Franciska Dethlefsen (Iteratively)
How Guru Layers Human Touchpoints Onto a Strong Self-Service Model – Sam Richard (OpenView)
Beginner's Guide to Product Qualified Leads (PQL) – Wes Bush (ProductLed)
Hear from PLG Leaders
Here’s a little taste of the insights we’ll provide, straight from PLG leaders.
2021 Product Benchmarks Survey
For 2021, we put the latest data under the magnifying glass to uncover:
The best way to build a growth-driven product
The right sales and marketing approach for your product
Where to look for bleeding-edge PLG inspiration
Key insight: “Businesses aren’t using PQLs as a key performance indicator any more than they were last year. Core operational requirements for a PLG company, like measuring activation and PQLs, aren’t mainstream yet.”
That’s crucial because it proves the importance of having the appropriate sales tooling to make it easier for PLG companies to take advantage of PQLs.
Investing in PLG
86% of SaaS companies say they expect to invest more in product-led growth (PLG) in 2021 🤩🤩🤩
Kyle Poyar, Operating Partner @ OpenView
Understanding the Customer Experience
Here's one of my favorite exercises to align your entire team and improve your product led customer experience by 10x …
Andrew Capland, Former growth lead @ Postscript, Wistia, HubSpot
Upsells vs. New Logo Acquisition
🔝🔝🔝 Upsells are a more efficient way to acquire revenue compared to new logo acquisition.
New logo: $1.13 in CAC for every dollar of revenue.
Upsells and cross-sells: 27 Cents per dollar.Momo Ong, Co-founder @ HeadsUp
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