Product Led Revenue

Product-led growth (PLG) starts with the end user. And a healthy PLG engine depends on users discovering your product through no- or low-cost channels, including word-of-mouth, organic search, product virality, communities, and marketplaces.

But Kyle Poyar of OpenView points out that as PLG companies grow past $10M annual recurring revenue (ARR), your larger accounts start to drive a disproportionate amount of revenue and incremental growth, and these accounts will typically begin their journey with a product interaction before they ever talk to sales. As a result, you'll manage to close larger and larger deals by simply allowing users to opt into a sales-led path or by adopting the product qualified lead (PQL) playbook. So, it's no wonder that PLG companies contemplate introducing an outbound motion.

In this episode of Product Led Revenue, Kyle gets into the outbound side in a PLG motion and its benefits. Kyle and our host Breezy Beaumont discuss a new era for PLG, challenges for PLG organizations, and how to handle person email signups.

A growing number of SaaS companies are shifting from sales to product-led growth models. According to the Product-Led Growth Benchmarks 2022 report, 58% of B2B technology companies have a PLG motion in place.

But product-led growth, while contributing to efficient growth, can be challenging. If you are moving from a sales model to product-led growth, you not only need to change the mindset of the teams but also adapt the teams to the new model. Although PLG stands for "product-led growth," the product team will have to work with marketing, sales, and sometimes services that will likely be outside your team.

In this episode of Product Led Revenue, our host Breezy Beaumont welcomes Partho Ghosh, senior director of product and growth at Hootsuite. Partho and Breezy get into the benefits and challenges of the PLG model. They discuss organizational structure in the PLG model, the difference between PQL and PUQL, and the free and paid plans offered by Hootsuite.

Product-led growth (PLG) relies on the product itself to drive customer acquisition, conversion, and expansion. But when is the right time to roll out a PLG model internally?

In this episode of the Product Led Revenue podcast, hear from Franciska Dethlefsen, Head of Product-Led Growth at Amplitude. She answers some of the most commonly asked questions regarding PLG, qualification methodologies for teams to test, and advice on the right time to try self-serve.

Believe it or not, over 96% of product led companies have sales teams. But making sure they have the insights they need to do their job is harder than it seems. 

In this episode of Product Led Revenue, we have Trevor Greyson, who runs GTM Business Technology & Ops at Miro, on the show. Trevor shares how the Miro sales team functions and how data helps automate processes and avoid wasted time. He also explains why it’s important for each department to learn to collaborate with other teams within an organization, and some tips for making it happen.  

Over 250,000+ companies use Vidyard, so how did they get so many people using their product? Their secret is product led growth, but it wasn't always that way. 

In this episode of the Product Led Revenue podcast, our host Breezy Beaumont welcomes Tyler Lessard, VP of Marketing at Vidyard to talk about getting executive buy-in for PLG, some of the challenges and incredible growth they've experienced, as well as getting your data actionable.

Product led growth changes the way companies market and sell their product. We often hear how sellers need to adjust, but in this episode, we dig in with Tara Pawlak, Head of Marketing at GetAccept to learn how marketing needs to shift as well. 

In this episode of the Product Led Revenue podcast, our host Breezy Beaumont welcomes Tara to hear how GetAccept has built and structured their team, the primary channels they focus on, and the goals and KPIs you should be tracking on the path to success.

A go-to-market strategy (GTM) is a plan that details how an organization can engage with customers to persuade them to buy its product or service and gain a competitive advantage. 

According to Japna Sethi, leader of the Product-Led Growth team at Productboard, ideally, marketing, sales, and customer success teams should share the same goals.

In this episode of Product Led Revenue, Japna describes how Productboard implements product-led growth. Japna and this episode's host Tim Geisenheimer get into GTM strategy and why the relationship between the sales, marketing, CS, and growth teams is so meaningful. They discuss balancing self-serving and sales goals and the importance of committing to a growth mindset.

Product led growth has been around for a while, but it's popularity has skyrocketed over the last year. And more and more companies are now leveraging their products to drive customer acquisition and expansion. But what are some key mistakes PLG companies make?

In this episode of the Product Led Revenue podcast, our host Breezy Beaumont welcomes Mark Roberge, Managing Director at Stage 2 Capital. He talks about the four phases of North Star evolution for PLG companies, why you must bring product and go-to-market together, and how to architect your pricing structure.

One of the pillars of every company is a sales team - but when a company is product-led, does you still need a sales team? According to our guest, Aron Vuijsje of Monday.com, you do.

In this episode of Product Led Revenue, Aron shares the lessons learned since the early days of joining Monday.com. He reveals what it's like being the first sales hire and standing up for what he believed was the best course for the business — which resulted in the executive team allowing him to build a sales team.

Aron and our host Breezy Beaumont also touch upon structuring your sales team, how to find great hires, and what skills to looks for. Finally, Aron talks about how his experience at Monday.com helped him grow as an individual contributor and understand the difference between a manager and a leader.

This week's product led revenue call features a special guest: Dave Boyce, Winning by Design:
- Current role: Product-Led Growth Practice Lead, Winning by Design
- Taught the first MBA-level course on Product-Led Growth at Brigham Young University

Correlated hosts a bi-weekly 30-minute call with revenue leaders in the product-led growth (PLG) space.

If you'd like to join future calls, head on over to https://www.getcorrelated.com/product-led-revenue-peer-discussion