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Unlocking Product-led Sales 🔥 Revenue Expansion Strategies 🔥 Product-led Marketing

My wife has banned me from making any more breakfast puns.

Author

Drew Teller
April 02, 2023

She says if I make any more, I’m toast. But my kids keep egging me on.

Welcome to the PLG Recap 📈 

I spend all week deep diving into the best PLG LinkedIn posts so you don't have to.

Here are my top 5 favorites from last week! 🔥

1️⃣ Samar Birwadker

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Strategy or Tactic? Tactics

Growth lever = Retention and Monetization

Recap

  • Samar shares 15 foolproof PLG design principles to supercharge your growth in both B2C and B2B.

  • Key principles include value-driven onboarding, frictionless conversion, personalized user experience, and continuous improvement.

  • Click to see his post and you can download his detailed guide with B2C and B2B examples for an even more powerful impact on your PLG strategy.

2️⃣ Pocus

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Strategy or Tactic? Strategy

Growth lever = Retention

Recap

  • Pocus dropped an incredible swipe file filled with messaging inspiration, design placement, and ideas to serve customer needs better and boost revenue goals.

  • The file is organized by PLG focus areas (#pocusfocus) such as onboarding and conversion.

  • Pocus debunks the myth that PLG means "no sales" while emphasizing the importance of maximizing in-product revenue opportunities.

  • Take advantage of their expertly curated resources to enhance your product-led growth strategy.

3️⃣ Ben Williams

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Strategy or Tactic? Tactics

Growth lever = Product-led Sales

Recap

  • Ben boldly states that the key to product-led sales success is patience—don't rush to chase leads!

  • He recommends scoring and filtering leads based on ICP match, product usage, role, and ecosystem integrations to avoid alienating users.

  • Implement automated systems or dedicated tools to scale this process, but always prioritize progress over perfection.

4️⃣ John Kotowski

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Strategy or Tactic? Strategy

Growth lever = Monetization

Recap

  • John powerfully reveals how three PLG companies drive revenue expansion through different pricing models.

  • For Usage-Based pricing, like Zapier, the goal is to drive more usage with easy-to-understand templates.

  • For Tiered-Based pricing, like Hubspot, the goal is to drive more feature adoption with contextual prompts for free trials.

  • For Seat-Based pricing, like Roadmunk, the goal is to drive more user adoption by offering different seat types at varying costs.

5️⃣ Austin Yang

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Strategy or Tactic: Tactic

Growth lever = Retention

Recap

  • Austin shares that you're likely overlooking the % of mobile signups / total signups metric. I love this topic because it’s often overlooked in growth marketing too.

  • He explains that mobile users typically activate 2-4X worse than desktop users, which could skew your activation rate.

  • Be sure to segment your activation and onboarding data by the user's signup device to make informed decisions and reveal hidden uplifts.

6️⃣ My Post of the Week → The Product-led Marketing bridge

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Strategy or Tactic: Tactic

Growth lever = Acquisition

Recap

  • Product-led Marketing (PLM) is the critical bridge between Product-led Acquisition (PLA) and Marketing-Led Acquisition (MLA).

  • PLM uses product distribution to meet the end user at their pain point, making it a low CAC, sustainable method of acquisition.

  • PLM tactics include templates, integrations, product demos, education, communities, and ungating products, all focusing on strong distribution, SEO, dynamic changes, and regenerative flywheel motions.

  • I want to emphasize that marketing is essential in PLG, urging marketing teams not to wait for product teams to do all the work.

Thanks for taking the time to stop by today!

➡️ Go here to read previous weekly PLG Recaps.

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