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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Sales wants to call every signup. How do I decide which ones deserve a human? Score on three things and only three: does the account look like someone who buys from us, have they done the thing inside the product that predict... Doing the work 6 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 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 do the best PLG plus sales hybrid companies do that everyone else copies badly? They treat product usage as the qualification step and let sales start the conversation already knowing what the customer is trying to do, rather t... How the best do it 5 resources →
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