Recap

• Sorav Agarwal shares his top wins from a year in Product-Led Sales and its impact on sales and business growth.

• Sorav highlights the efficiency of lead prioritization, faster sales cycles, and more predictable revenue.

• He preaches the importance of a healthy CAC:LTV ratio and improved decision-making.

• It’s amazing to hear from sales leaders how effective PLS is from their perspective. We need more support from the other parts of the org in PLG.

Recap

• Momo Ong unveils the trap that could be holding back your PLG startup's revenue growth.

• You need to find the right self-serve users, navigate enterprise procurement processes, and demonstrate ROI.

• He identifies four reasons your product might not naturally convert self-serve to enterprise.

  1. You might not have the right self-serve users.

  2. Enterprise customers have a different procurement process for your product.

  3. You can't demonstrate ROI.

  4. You're not identifying champions.

Recap

• Leah Tharin breaks down the tale of self-serve at 0k, 10k, 100k, 1M, and 15M ARR.

• At 0k ARR, prove free user adoption before even thinking about monetization.

• At 10k ARR, you need to nail down product-market fit and optimize the base loop.

• At 100k ARR, you have to subsegment users, focus on core groups, and think in months.

• At 1M ARR, Leah pushes you to scale processes, master one distribution model, and maybe add sales.

• At 15M ARR, she preaches the magic of product-led sales—merge PLG and SLG and dominate the market.

Recap

• Fred Melanson reveals Riley Harbour's enterprise expansion playbook from Grammarly—this is pretty epic!

• Before execution, it’s important to identify enterprise opps using product usage trends and firmographics.

• Grammarly uses a 3-phase approach

  1. Understanding user value

  2. Understanding management value

  3. Understand the business use case

• My favorite takeaway: using product data to send an automated email when a prospect’s attention is high

Recap

• Ido Weisenberg presents the PLG SaaS Startup Flowchart for an overview of your PLG processes. Click on the link to check out the full chart!

• The chart shows how tracking and measuring metrics like free trial-to-PQL time, PQL-to-customer time, and breakeven time is crucial.

• Ido emphasizes the significance of the CLV:CAC ratio to optimize acquisition costs.

• Use and adjust Ido's flowchart to help you see, analyze, and dominate PLG metrics!