Improving activation, PQL workflow, and product experiments

Guardians of the Galaxy.

🔥 Welcome to PLG Recap of TheProductLed 🔥

I spend all week deep diving into the best PLG LinkedIn posts so you don't have to. Here are some of my favorites!

1️⃣ Natalie Marcotullio

Strategy or Tactic? Tactics

Growth lever = Retention

Summary

• Natalie shares 5 specific tactics to help improve activation rates if they dip below the industry benchmark

• My favorites: Show value earlier in the buyer journey and give users options to choose how they learn

• Retention is key to PLG and unlocking onboarding is crucial which is why I am seeing a lot more activation content.

2️⃣ Elena Verna

Strategy or Tactic? Strategy

Growth lever = All levers

Summary

• Simple and sweet - straight to the point

• Don't chase enterprise contracts in the sacrifice of PLG, getting PLG back is way harder

• Layer in sales-led or product-led sales on top of PLG

3️⃣ Dave Boyce

Strategy or Tactic? Strategy

Growth lever = All motions and levers

Summary

• PLG = fail quickly or win massively

• SLG = fail slowly or succeed linearly

• Dave articulately categorizes 4 types of failure archetypes

4️⃣ Brendan Short

Strategy or Tactic? Tactics

Growth lever = Product-led sales

Summary

• Brendan shows us how to build the right PQL workflow based on product usage events and triggers for product-led sales motions

• The hardest part in operationalizing PQLs within the a company is the team org structure itself

5️⃣ Kyle Poyar

Strategy or Tactic? Tactics

Growth lever = Monetization

Summary

• Four simple in-product experiments that improved free-to-paid conversion rate by 50%+ and expansion revenue by 40%

• My favorite one that made me think: moving setup moments to an onboarding wizard.

• Why? because I am seeing more an more PLG onboarding SaaS tools being adopted. Aha moment is a few inputs away from conversion, but it's so clear to me that onboarding is crucial for future conversion.

Thanks for taking the time to stop by today!

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See you next time on TheProductLed PLG Recap!

-Drew