In this episode, Wes Bush, founder and CEO of ProductLed, joins the Passetto team to discuss the critical shifts SaaS companies must make to win with product-led growth (PLG). Wes breaks down the misconceptions around PLG, why so many companies fail at it, and the 9 components needed to build a scalable PLG motion.

We unpack what it takes to move beyond surface-level PLG and into a strategy that actually drives conversion, retention, and revenue. From onboarding mistakes to pricing psychology and team alignment, Wes brings a tactical, no-fluff approach to adopting PLG the right way.

Key Takeaways:

[00:03:19] Why most SaaS free trials fail with <1% conversion

[00:06:31] Wes’s viral freemium product and the lesson on time-to-value

[00:18:06] The 9 levers that drive a successful PLG motion

[00:11:31] Why PLG isn’t just “slapping on” a free trial

[00:21:02] How to fix retention issues before adding PLG

[00:25:08] What to do when your product is high-priced ($5K–$10K)

[00:26:40] When to bring in sales or support in a self-serve journey

[00:38:00] The 5 signs your company is (or isn’t) ready for PLG

[00:44:06] Early indicators your PLG motion is working

Links:

Carolyn Dilks LinkedIn

Trevor Gibson LinkedIn

Passetto

Get the ProductLed Playbook here