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  • Product-led sales from sales's perspective, PLG at different ARR stages, & a PLG startup flowchart

Product-led sales from sales's perspective, PLG at different ARR stages, & a PLG startup flowchart

Yesterday, I ate a clock. It was very time consuming.

Especially when I went back for seconds.

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 Sorav Agarwal

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Strategy or Tactic? Strategy

Growth lever = All levers

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.

2️⃣ Momo Ong

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Strategy or Tactic? Tactics

Growth lever = Monetization

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.

3️⃣ Leah Tharin

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Strategy or Tactic? Strategy

Growth lever = All levers

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.

4️⃣ Fred Melanson

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Strategy or Tactic? Tactic

Growth lever = Product-led Sales

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

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Strategy or Tactic: Strategy

Growth lever = All levers

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!

6️⃣ My Post of the Week - The Product-led Marketing Guide!!! 🥳 

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