PLG Weekly#15: The product-led sales special - Dooly and Airbyte and some good PLG reads.
Welcome to the fifteenth edition of the PLG weekly. We focus on product-led sales this edition and bring lessons from Dooly’s CEO and a quick infographic on how Airbyte does product-led sales.
💰Product-led sales lessons from Dooly’s CEO
Kris Hartvigsen, CEO of Dooly believes that if you start selling from the top, you would end up building product that would actually suit the needs for the buyers and would have a product that end-users hate and won’t adopt.
Dooly went bottom up and started solving for end-users, the sales reps and then went to solve for problems up the org chart.
They engage sales when leads becomes product qualified opportunities. Product- qualified opportunities are when leads do enough qualifying actions in the product for them to be regarded as product qualifying lead.
The salesperson understand both
End-user pains
Business pains
This helps Sales reps adapt the story based on mapping end-user pains to business pains and this helps tell a really compelling story to buyers in a company on why they should buy Dooly.
💰Airbyte’s product-led sales model
🕸 Good PLG reads from the internet
It’s the end of January but it’s never too late for new year resolutions. We loved this post from SaaStr on SaaS new year resolutions. Their advice, in a nutshell, is, “Add a layer”.
Turning back the clock with this one. OpenView has always been prescient with respect to PLG and this post from 2020 contains timeless lessons on how you can implement product-led sales in your company and what kind of sales rep should you hire.
The salesperson in a PLG company is like a pathfinder on Everest. You only meet the pathfinder once you make it to basecamp. The product gets you that far, and the pathfinder helps everyone navigate to the summit.
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, share it with anyone who might be interested in PLG.
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