Partners in Excellence

DECEMBER 1, 2021

I read a lot of commentary from “experts” about PLG–Product Led Growth. Apparently, much of the “future of sales,” will be driven by PLG initiatives. PLG is great for sales. Learning about the customer, their markets, their industry is so distracting!

Sell 118

Sell Represent Quota Growth 118

Partners in Excellence

NOVEMBER 25, 2021

I read a lot of commentary from “experts” about PLG–Product Led Growth. Apparently, much of the “future of sales,” will be driven by PLG initiatives. PLG is great for sales. Learning about the customer, their markets, their industry is so distracting!

Sell 119

Sell Represent Quota Growth 119

SaaStr

JANUARY 24, 2022

More companies are embracing product-led growth (PLG), but these transitions can come with some serious growing pains. We had about ten BDRs handling our target account list, although we still took the time to tailor our message. So how can PLG provide this? Getting into PLG prompted a bit of an identity crisis.

Growth 118

Growth Product Launch B2C 118

SaaStr

SEPTEMBER 18, 2023

If you haven’t read it yet, head on over to Part 1 of Ask Me Anything with SaaStr founder and CEO Jason Lemkin to learn about sales in SaaS, how to create great SDRs and AEs, developing an impactful content strategy, and potential SaaS trends for the next 12-18 months. So many get into trouble on burn rate and try to go PLG to fix it.

GTM 96

GTM Niche Account management Up-sell 96

SaaStr

APRIL 5, 2024

SaaStr’s CRO Confidential podcast host Sam Blond chats with the CRO of Apollo, Leandra Fishman, about just that. For Apollo, Leandra’s sales model is built around a Product-Led Growth (PLG) motion. In a PLG model, if you aren’t getting what you came for, you take your money elsewhere. How do you do that?

Sell 79

Sell GTM Price Contract 79

Partners in Excellence

DECEMBER 14, 2023

Some focus on PLG types of approaches, where the product sells itself–at least until one wants to scale that to the enterprise level. It’s interesting, all of the articles I read about the death of selling comes from sellers, or “experts” on selling. So what does this mean about selling?

Sell 119

Sell Retail Promote Up-sell 119

SaaStr

FEBRUARY 7, 2024

The problem is most companies think self-service and product-led sales (or product-led growth) will be cheap, but most PLGs aren’t really self-service because they need to eventually scale into the Enterprise, which requires an outbound team. So they just do this PLG thing but then they don’t have the product that goes with it.

E-commerce 93

E-commerce Referrals Growth Quota 93

Partners in Excellence

FEBRUARY 1, 2022

In reality, Slack’s success is about everything they do, their culture, their business model, certainly their solutions, their people. There’s another approach to driving success, it’s Product Led Growth (PLG). But the problem with PLG is it’s all about a hot product!

Sell 121

Sell B2B Up-sell Quota 121

SaaStr

DECEMBER 5, 2023

Challenge #1: Starting with Product-Led Growth and Deciding If It’s Worth It If you start with PLG and want to move your customer base and prospects to Enterprise deals, you might ask yourself: Should I go for it? How do we do that if we’re busy enough driving PLG and it’s going well?” For many, moving upmarket makes sense to scale.

GTM 78

GTM Cross-sell Government Legal 78

Partners in Excellence

APRIL 22, 2021

I wrote about Product Led Growth. In the article on PLG, I focused on some of the promise, as well as the problems/challenges with this business model. We have to have great clarity about the customers that have/are likely to have those problems. What if we changed our point of view? Can you spell ICP?

Growth 139

Growth Quota Customers Promote 139

SaaStr

OCTOBER 26, 2022

Think about the problem you’re solving, the value you’re driving, and whether you can create a sustainable institution. . This will help you develop a more aligned product with the messaging, marketing, and sales to unlock product-led growth (PLG). Think of your users as sitting at your conference table.

Teamwork 74

Teamwork Legal Launch Growth 74

SaaStr

JANUARY 3, 2023

Product-led growth (PLG) is taking center stage in response to these changing buying patterns and flipped the sales funnel we’ve come to know. When you add a sales-led motion to PLG, RevOps can be the perfect complement. . 73% of digital natives are responsible for B2B decision-making at their companies . Measuring success.

Growth 93

Growth Drivers/motivators Go To Market Sales 93

SaaStr

JUNE 22, 2023

I’ve written about this before, but I see it again and again and again. Too many founders shoot from the hip on what they think customers want. But they can challenge how you think about the market. Enterprise folks want to do freemium because they think it is easier. Thinking money is what makes the difference.

B2C 95

B2C B2B Up-sell Start-ups 95

SaaStr

FEBRUARY 1, 2022

I think it would be interesting and helpful to pull out the Top 20 PLG / Self-Serve learnings from the series. This is about as good as it gets. Because it’s not about price. Free scales further than you think. The post 20 Interesting PLG Learnings from The Leaders in SaaS appeared first on SaaStr.

Contract 138

Contract Cross-sell Price Growth 138

Heinz Marketing

MAY 20, 2022

There’s also a school of thought called PLG (product-led growth) that serves as a great strategy for expansion. With PLG, marketers use tools to leverage data that shows how employees at customer accounts are interacting with their product. What do you guys think about this claim? Comment below to start the conversation.

Cross-sell 103

Cross-sell Customers Growth Contract 103

SaaStr

AUGUST 17, 2022

You want to demonstrate what you think the business will look like, and it can help you connect with how the business is evolving. Think about what happens in the last few seconds of any tightly contested game. But B2B and PLG are much more streamlined, reducing friction for everyone involved. How to drive growth.

Growth 79

Growth Quota B2C Negotiate 79

Partners in Excellence

JANUARY 29, 2024

Knowledge of the customer, in fact clear definition of the target customers are minimal, the strategy is a product led (though not necessarily a PLG strategy.) The product and services are only presented once we’ve helped the customer think about the problem and they come to the seller with a request, “Can you help us… ?”

GTM 84

GTM Quota Presentation Up-sell 84

SaaStr

OCTOBER 5, 2022

As you think about driving expansion with your customers, focus on understanding these three questions: . Combining product-led growth (PLG) with enterprise sales is a multiplier effect. Most companies, however, think they must choose between product-led and enterprise sales. Combine product-led and enterprise-led growth.

Contract 79

Contract Growth Promote Start-ups 79

SaaStr

JULY 18, 2023

Is it all about AI? What about 1,000+ unicorns? Take a look back at our great Workshop Wednesday with Jack here on Things You Think as a First Time Founder … That Just Ain’t So: #4. Are we done cutting? Will a wave of IPOs in 2024 bail everyone out? Who Will Win the Go-to-Market AI Race — Startups or Incumbents?

GTM 81

GTM Growth Go To Market Conversion 81

SaaStr

JANUARY 28, 2022

When you think of scaling up, many things may come to mind, like hiring, culture, marketing, and sales. Never thinking small and instead made decisions that were bold and audacious for a company of their revenue size. You need people with fresh thinking, especially sales athletes and leaders who know your market.

Quota 71

Quota Pipeline Go To Market Up-sell 71

SaaStr

DECEMBER 27, 2023

The LMS market segment is big, and Docebo thinks about it in two folds. Folks tend to think about Learning Management Systems and HR applications automatically addressing internal audiences and employees of a company. People think you can’t build a business without burning a lot of cash, too.

Real Estate 83

Real Estate Contract Start-ups Growth 83

Partners in Excellence

SEPTEMBER 21, 2022

Think of the last cafeteria you ate in. They answer questions you might have about the dishes. Sometimes, they ask about your preferences, “Do you like spicy foods? They recognize it is not just about the product, but the complete experience the customer has. A mind numbing experience. They provide the menus.

GTM 114

GTM Sales Process Customers 114

Partners in Excellence

JANUARY 25, 2024

I have to start this post with an acknowledgement and a concern about misinterpretation/misapplication of this article. We don’t have a set agenda, we talk about what we are seeing, usually it’s me whining about the state of professional selling. Lahat has an amazing talent to start drawing new ideas and thinking.

Customers 114

Customers Objectives and Key Results Growth Objection handling 114

Heinz Marketing

OCTOBER 25, 2021

Join us as we talk about blurring the lines between not just online and offline, but marketing, product, and sales– Specifically what PLG is and as a product marketing leader, what it means to you, the relationship between product and problem, and creating a seamless experience. So we are a customer of Sendoso.

Pipeline 110

Pipeline Growth Sales X-functional 110

SaaStr

OCTOBER 11, 2023

The first use case was project management, and it’s what many people think monday is. It’s a great way to build a company if your focus is on PLG. Nobody Measures Cash, But They Should For folks who don’t have to worry about operating margins or free cash flow, this chart is night and day. Why project management?

Growth 69

Growth Non-Profits Drivers/motivators Construction 69

SaaStr

OCTOBER 27, 2023

Catch up on part one here , where he deep dives into what he really thinks about AI, Sales and lead Gen for SaaS in 2024. Jason re-takes the stage in Part 2 of the series to answer questions about the right time is to invest in a new product line, building vertical vs. horizontal, multiples in 2024, and much more.

Strategize 100

Strategize Growth Niche Quota 100

Sales Hacker

DECEMBER 29, 2023

20 GTM leaders answer the question: What is one widely held belief that revenue leaders have that you think is bull$ or no longer serving us? Not being clear about your intention. I think that some people obsess with measuring everything in marketing. I think often you think, ‘I don’t want to be in the weeds.

GTM 71

GTM Cold Call UX Price 71

Partners in Excellence

FEBRUARY 28, 2022

We were talking about the challenges his people had in articulating value and differentiation. We started to talk about how his team could present and defend value, minimizing the need to discounting. We talk about how different and superior our products are from the competition. But we went further in our discussion.

Price 85

Price Negotiate Up-sell Start-ups 85

Partners in Excellence

MARCH 24, 2022

I’m fortunate to have these organizations and people continue to reach out to engage me and our company in thinking differently about their organizations, businesses, growth, and how they engage customers. We even had PLG as a focus (particularly when we had hot products.)

Manufacturing 109

Manufacturing Consult Technique Growth 109

SaaStr

DECEMBER 20, 2022

Product-led growth is about creating a consumer-like experience where you extract a ton of value by coming in with an awesome product where virality can happen and then it grows. “If Create a Unifying Go-To-Market Strategy around the PLG to PLS Shift. Think expansive! It’s an expensive investment, so you want to get it right. .

Growth 52

Growth Pipeline Product Sales 52

SaaStr

NOVEMBER 28, 2022

Another strategy we often see is moving from a PLG model to a sales assistive model with a more established sales team that can sell the product to the customer. . Define and recognize all the key stakeholders within a process, then think through the entire life cycle of the process. New service offerings.

Finance 80

Finance GTM Government Territory 80

Partners in Excellence

APRIL 5, 2023

I am a student of their work, they are among the smartest thinkers about selling I’ve ever met. Everything about selling seems to revolve around SaaS selling. All our conversations, all our thinking about what’s good and what’s bad about selling revolves around SaaS. That represents about 0.5%

Conversion 68

Conversion Sell Manufacturing Healthcare 68

SaaStr

MAY 7, 2023

So we’re just about a month out now from the 4th SaaStr Europa. And Kyle Poyar, Operating Partner at OpenView will follow that up with Why SaaS Metrics are Broken and how to accurately benchmark a PLG or consumption-based SaaS company. days at the Tobacco Docks on 6-7 June.

Networking 88

Networking Meeting Follow-up Start-ups 88

Partners in Excellence

JUNE 30, 2022

To get them to think differently, addressing problems/opportunities differently. If we have a PLG strategy, we may have a few users/seats, but we want to maximize the penetration of our products across the potential population of users within the account. We struggle to get a foothold in a large account. Hunters In Major Accounts?

Growth 68

Growth Cross-sell Strategize Account management 68

SaaStr

JANUARY 26, 2022

That’s really a tough multiple for what they’ve accomplished, and a challenge to everyone that thinks they’ve earned a spot in the 100x ARR club. They started as pay-as-you go and pretty SMB / PLG. Pro Services about 8% of revenues. It’s not that easy out there in SaaS land these days, folks.

Price 90

Price Growth Start-ups Service 90

SaaStr

OCTOBER 24, 2022

Developers act, think, and behave differently than your average customer. What’s Different About Selling to Developers. In PLG, you have something like a freemium motion to acquire customers. What’s Different About Marketing to Developers. Before you can think about marketing, you need to focus on branding.

Growth 74

Growth Price Contract GTM 74

Partners in Excellence

OCTOBER 3, 2022

Continuing my series of posts on the things we thought we understood about selling but really don’t, I’m tackling the selling process. I can already hear the groans and suspect many of you are about to click, moving onto something else. I’ll be covering this in the next post.

Process 88

Process Sell CRM Up-sell 88