The PLG Weekly

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PLG Weekly #5: The Product-led Grownups, What to do if you are too early to a market?
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PLG Weekly #5: The Product-led Grownups, What to do if you are too early to a market?

RevenueHero
Oct 27, 2021
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PLG Weekly #5: The Product-led Grownups, What to do if you are too early to a market?
plgweekly.substack.com

Welcome to the fifth edition of the PLG weekly. This week we begin by taking a look at the OGs of PLG.

đŸ‘”đŸ» The Product Led Grownups

Rachel Wolan, GM&VP @ Dropbox put up an amazing slide at SaaStr about how the OG PLG companies sell to different segments.

Like all things in life, it’s a continuum. They’ve adopted their selling strategies based on the needs of the type of customer who’s purchasing from them! Anna Talerico from Arthur ventures describes it best - it’s a product-led continuum.

Screen+Shot+2021-03-01+at+5.44.08+PM.jpg

All these companies use their products to create a more ready-to-buy, self-qualified prospect. Anna calls this the product-led funnel. How do you know if you have a product-led funnel? She helps with these criteria.

  • Looks more Sales-Assisted than Sales-Led.

    • Prospects have heard about, seen, or experienced enough of the product that they have self-qualified and know they probably want it by the time they come into the sales funnel.

  • Increasing inbound organic demand coming from a flywheel motion.

  • “First-call” hot inbound leads who:

    • Ask for a free trial.

    • Ask for wiring instructions or where to send a PO on their first call.

    • Close in one call.

  • Inbound customer demand for account expansion.

The OG PLG companies have benefited from a product-led funnel and have been able to grow faster than any of their peers. If you’re a PLG company, it’s not all about self-serve. It’s all about the continuum!


đŸ§‘â€đŸ« Jason Lemkin on what to do if you’re too early to a market.


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.

Also if you like what you read, share it with anyone who might be interested in PLG.

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PLG Weekly #5: The Product-led Grownups, What to do if you are too early to a market?
plgweekly.substack.com
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