Let the product sell

Product-led growth

When the product does the selling: self-serve funnels, freemium versus free trial, and the point where you layer sales back on.

Level All Breaking into GTM Doing the work Leading a GTM team How the best do it
Market All India Global
Who's asking Everyone Founder doing GTM Founding AE SDR or BDR Growth and demand gen Product marketer RevOps Sales leader Agency or consultant

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We are sales-led today and I want to add a self-serve motion. What order do I build it in? Backwards from where you already have proof. You already know which customers succeed and what they did in week one, so start by instrumenting that... Leading a GTM team 5 resources → Who do I hire first for PLG, and what should the team look like once it is ten people? Do not hire a Head of Growth first. Your first hire should be a builder who can ship an experiment end to end, because the initial growth model has... Leading a GTM team 4 resources → How do I stop sales and the self-serve funnel from fighting over the same accounts? Write the rules of engagement down before the first conflict, and make them about the account rather than about the person. Pick a clear line, usua... Leading a GTM team 5 resources → What should I actually report to the board for a PLG business, given pipeline coverage means nothing here? Five numbers, every month, on the same slide. New signups, activation rate, free to paid conversion, net revenue retention, and blended CAC payback... Leading a GTM team 4 resources →
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