Time to start saying PLO, UBP vs subscription, and quality signals for sales

Because 4 was 2²

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 Todd Gardner

Strategy or Tactic? Strategy

Growth lever = Monetization

Recap

• Todd is my go-to resource for me when it comes to SaaS valuations, business models, and metrics.

• He compares YoY revenue growth for SaaS companies on subscription pricing vs usage-based pricing (UBP). It’s not as clear-cut as you may think. (Click the post to see the detailed table).

• UBP is down 15% compared to the 27% decline in subscription growth. NRR tells a different story.

• Todd is suggesting that “higher absolute levels of NRR combined with lower adoption risk make UBP a solid pricing strategy in an economic downturn.”

2️⃣ Iuliia Shnai

Strategy or Tactic? Strategy

Growth lever = Retention

Recap

• I love that she used a Mortal Kombat image!

• Product-led onboarding improves not only activation and retention but also acquisition.

• I would say that Iuliia is imPLOring us to look at how you can reduce churn, improve conversion, drive more qualified leads, and increase engagement.

3️⃣ Kyle Poyar

Strategy or Tactic? Tactics

Growth lever = Retention

Recap

• It’s no surprise that Kyle is here yet again…but there is a good reason.

• Who doesn’t love a 10-step guide breakdown to product-led onboarding? It sounds like another imPLOsion on this topic 😉.

• I’m not going to quote this entire post. Click on it. Read it. Thank me later. But thank Kyle immediately.

• My favorite PLO tactic is “Welcome and understand your users”. Why? Because the word understand is important to me. It is intentional. I am also super bullish on onboarding surveys to learn more about your users.

  • Think about this as a first impression. Would you hire someone who didn’t say anything in the interview but expects to just work at your company?

4️⃣ Minami Rojas

Strategy or Tactic? Strategy

Growth lever = Product Led Sales

Recap

• Minami shared a wonderful framework showing how she identified quality signals for sales.

• She emphasizes that product signals are not enough in a vacuum but combining them with your ICP is the goldmine. Start with ICP, then go to product signals.

• The key signal that showed the likelihood to convert to a paid plan was the escalation policy.

5️⃣ Mike Berger

Strategy or Tactic? Strategy

Growth lever = Acquisition (self-serve and enterprise)

Recap

• Mike shared this thought-provoking chart on LinkedIn and I had to comment on it. I downloaded the image and edited it. Check out his post to see it!

• Depending on the size of your company, the decision maker adopting your product will change between the user and the buyer. In some cases, the buyer is a user.

• However, it’s so imperative to know the difference between who you are marketing to. In PLG, communicate with both of these segments to drive a faster growth flywheel.

6️⃣ Drew Teller

• I was a bit vulnerable and shared that I’ve been feeling a lot of imposter syndrome lately.

• I am so grateful for my community and the supportive comments I received on this post! ❤️ 

• I hope others feel motivated to keep going, keep pushing, and keep working hard. We are all doing the best we can!

Thanks for taking the time to stop by today!

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See you next time.

-Drew