A free trial is a tactic; product-led growth is the decision that the product does the convincing, with sales kept for deals too big for self-serve.

Every question on it 24 answers

1. What does product-led growth actually mean, and how is it different from just having a free trial? GTM
2. We are about to launch. Should we go with freemium or a free trial? GTM
3. How do I know whether my product can even work self-serve? GTM
4. I just joined a PLG company as my first GTM job. What do I actually do all day if the product sells itself? GTM
5. Our self-serve funnel converts at about 2 percent from signup to paid. Where do I even start looking? GTM
6. How do I decide what goes in the free tier and what sits behind the paywall? GTM
7. Sales wants to call every signup. How do I decide which ones deserve a human? GTM
8. How do I run a pricing or packaging experiment on a live self-serve funnel without blowing up revenue? GTM
9. We are sales-led today and I want to add a self-serve motion. What order do I build it in? GTM
10. Who do I hire first for PLG, and what should the team look like once it is ten people? GTM
11. How do I stop sales and the self-serve funnel from fighting over the same accounts? GTM
12. What should I actually report to the board for a PLG business, given pipeline coverage means nothing here? GTM
13. How did Postman actually build product-led growth out of India, and what is copyable? GTM
14. What do the best PLG plus sales hybrid companies do that everyone else copies badly? GTM
15. What separates a top-quartile self-serve funnel from an average one, stage by stage? GTM
16. How do the very best companies use pricing itself as the growth engine rather than a checkout screen? GTM
17. Our product is self-serve. How do we get users without a sales team? GTM
18. What did Postman do differently to get developers to adopt before it ever sold anything? GTM
19. How did BrowserStack get its first millions in revenue almost entirely on word of mouth? GTM
20. How does Datadog run bottom up and top down selling at the same time without the two fighting? GTM
21. How did Atlassian reach 100 million dollars in revenue with no salespeople, and where did that model stop working? GTM
22. How did Figma turn a community of individual designers into enterprise deals? GTM
23. When should you add a sales team on top of a self serve product, and how do you avoid breaking it? GTM
24. Why does Elena Verna say a growth model needs replacing roughly every 18 months? GTM

The readingMost used across these answers

• The BrowserStack Journey: Profitability, Funding & Scale, SaaSBOOMi Interview | Ritesh Arora Watch · 24 answers
• Top 10 Metrics to Measure Freemium and Free Trial Performance Read · 6 answers
• Your guide to PLG benchmarks Read · 6 answers
• Five steps to starting your product-led growth motion Read · 5 answers
• The Revenue Growth Guide for Self-Serve SaaS Businesses Read · 5 answers
• What is a good activation rate Read · 4 answers
• The Transition: Layering sales onto a bottom-up self-serve product Read · 4 answers
• Product-Led Marketing: How to get traffic and users for your product at a near-$0 CAC Read · 3 answers
• Product-led growth is many things. But here is what it's NOT. Read · 3 answers
• Freemium vs. Free Trial: How to Know Which One to Pick for Your SaaS Startup Read · 3 answers

The terms

Product-Led GrowthFreemiumSales-Led Growth