Product-Led Growth Confessions

Mallory Lee, Vice President, Operations at Nylas dissects the differences between PLG and ABM, how PLG impacts the RevOps function, building a RevOps team in the era of hybrid funnels, and how to incentive sales reps on expansion.

Peter Ikladious, co-founder at Unlocking Growth, talks about the main struggles in trying to layer a PLG approach in a sales-led motion, using PLG to feed sales, incentivizing sales in a consumption-based model, and strategies to get pay-as-you go customers into annual contracts.

Nichole Mace, VP, Product Growth at Pendo chats about organizational best practices for PLG, helping sales overcome uncertainty when introducing a free product, the reality of North Stars, why PLG is a company unifier, and starting PLG initiatives with data-heavy products.

While most start-ups put a significant amount of resources into their sales teams, technologies and strategies, Tom Medema, CEO at Bubbles, is a firm believer in instead allocating resources toward building a product people love so much that they do the selling for you. Tom talks about focusing on the user journey when thinking about monetization, where to focus when you have multiple funnels, removing friction to increase user value, and using direct and indirect loops to build virality.

Fracesca Krihely talks about what a company needs to ask themselves before pursuing product-led growth, setting realistic timeframe expectations for adopting PLG internally, how to use customer insights to build a great sidecar product, and the power behind communities.