PLG Weekly #12: The four funnels of PLG and some good PLG reads.
Welcome to the twelfth edition of the PLG Weekly. This week we look at the four funnels of PLG companies.
🧪 The four funnels of PLG companies
If you’re a PLG company, you have 4 funnels.
Self-serve users who can buy on their own and need no assistance.
Upper SMB/Mid-market buyers who hand-raise and use the product and need some assistance in buying.
Land and expand where there is a small team in a large company using your product and you use them as a beachhead to expand across the company.
Traditional outbound where you target large companies and get them to engage with your product and start using it.
The associated sales motions for each customer and data layers that marketing and sales teams depend on for each motion are different.
How do you make all this data actionable for your marketing and sales teams? MadKudu has come up with an amazing framework that helps you start from basics and go right up to advanced levels of data actionability.
If you’re a PLG startup, use these levels to figure out where you are in the journey and also to put a roadmap for data actionability at your company.
🕸 Good PLG reads from the internet
We’re unabashed Mark Roberge fans and this classic PLG playbook from him for B2B startups is an evergreen read.
How to set up a product-led sales team from the OG Product-led sales leader Rob Falcone.
You’ve reached the end of this week’s edition and we hope you’ve enjoyed it. We’ll be publishing every Wednesday and if you like what you read this week, please subscribe.
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