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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What does product-led growth actually mean, and how is it different from just having a free trial? A free trial is a tactic. Product-led growth is a decision about who does the convincing. In a PLG business the product is the main way people find... Breaking into GTM 5 resources → We are about to launch. Should we go with freemium or a free trial? Start with a free trial unless you have a specific reason not to. The benchmark data is consistent: freemium brings in more signups but converts fa... Breaking into GTM 4 resources → How do I know whether my product can even work self-serve? Three things have to be true at once. A single person has to get real value on their own, without their IT team, their manager, or a data migration... Breaking into GTM 4 resources → How do I decide what goes in the free tier and what sits behind the paywall? Free should contain everything a single person needs to succeed alone, and paid should start exactly where the value stops being personal and start... Doing the work 4 resources → 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 4 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 4 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 → How did Postman actually build product-led growth out of India, and what is copyable? Postman started as a free Chrome extension Abhinav Asthana built for himself, spread through developers who had the problem daily, and only became ... How the best do it 4 resources → What separates a top-quartile self-serve funnel from an average one, stage by stage? The gap is almost never at the top. Average and excellent companies convert visitors to signups within a couple of points of each other, but the gr... How the best do it 4 resources → How do the very best companies use pricing itself as the growth engine rather than a checkout screen? They pick a value metric that grows on its own as the customer succeeds, then price against it, so revenue expands without anyone selling anything.... How the best do it 4 resources →
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