PLG Recap #27 - July Monthly Edition
I am dropping a full month of Recaps your way.
Welcome to the PLG Recap - July Monthly Edition
I spend all week deep diving into the best PLG LinkedIn posts so you don't have to.
Instead of my usual weekly drop, I am dropping a full month of Recaps your way.
Here are my favorites from July! 🔥
(16 total, including 3 MVPs)
1️⃣ Leah Tharin’s PLG Guide for Sales-led Orgs
For all Sales-led organizations or sales teams who are looking to adopt a PLG distribution model, this guide spells out everything you need to know!
PLG does not mean “no sales”, it actually requires sales support.
“Product-led Growth is not a product initiative. It’s also not a sales or marketing tool. It’s a company initiative”
This guide summarizes and goes into massive depth on everything you need to know from team structure, focus areas, metrics, and strategies to scale PLG.
PLG allows you to go downmarket in a traditional top-down sales-led org
2️⃣ Ben William’s breakdown on high-performing PLS teams
Ben’s post on how important feedback loops are for scaling Product-led Sales
Check out this post if you want to bookmark a cheatsheet guide on which questions to ask for utilizing the right feedback loops
Inputs - improving the model
Scoring - are the playbooks right?
Action - audit and automate the steps taken to close a PQA
Focusing on qualitative and quantitative feedback is crucial
Ben has a neat diagram to help model this feedback PLS cycle:
Inputs → Scoring → Action → Review
3️⃣ Atir Rauf’s breakdown of how Clickup became a $150M ARR company
Aatir shares an 18-slide deck on how Clickup became a $150M ARR company
He shares tactics and strategies across all levers of growth!
A few were aggressive SEO, developing a migration story, and clear pricing model with a freemium entry
Leaning into PLG works…but it also doesn’t. It’s clear that Clickup’s strategy of leaning into PLG worked.
It’s important to focus on all inputs to growth: acquisition, activation, and conversion - not just one. Then you layer in tactics and experiments over time.
PLG Highlights for July
💡 Click on the ones you like and bookmark them on LinkedIn!
First PLG sales hire should not be based on compensation - Andreas Wernicke
Sales compensation for PLG table matrix - Kyle Poyar
The Free-to-Paid conversion playbook for PLS - Alexa Grabell
Product usage signals to look at for the foundation of PLS - Ben Williams
PLS Expansion playbooks to run to drive more revenue - Alexa Grabell
Conversion & Monetization
Why free trial and freemiums are so bad - Leah Tharin
3 common mistakes you will make in your PLG journey - Yaakov Carno
How to drive a successful ABM campaign with interactive demos - Natalie Marcotullio
The Founder’s Journey to PMF - Robert Kaminski
Product-led Marketing update
The PLM Database now has 66 examples! You can sort by tactic or theme.
If you missed the PLM Guide on how to create successful tactics and drive a strong PLM strategy, here it is:
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