Launch a self-serve motion

Let people buy without talking to anyone, and make the product do the selling.

4 steps, 16 questions underneath, read for leading a gtm team

1. 1
   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.

   We are sales-led today and I want to add a self-serve motion. What order do I build it in? 5 → Who do I hire first for PLG, and what should the team look like once it is ten people? 4 → How do I stop sales and the self-serve funnel from fighting over the same accounts? 5 → What should I actually report to the board for a PLG business, given pipeline coverage means nothing here? 5 →
2. 2
   Activation and onboarding

   Getting a stranger from signup to their first real win, fast enough that they come back tomorrow.

   Activation has been flat for three quarters despite a lot of experiments. How do I diagnose that as a leader? 5 → Who should own activation: product, growth, or customer success? 5 → How do I set an activation target the whole company will actually rally behind? 5 → How do I build the data plumbing so activation signals reach sales while they still matter? 5 →
3. 3
   Pricing and packaging

   What to charge, what to charge for, how to package it, and how to change it later without losing people.

   Should I price in rupees for India and dollars for everyone else? 4 → Buyers always ask for a discount. How much do I give, and how do I stop it eating my ARR? 5 → A reseller wants to carry us. How do I build a price book for partners without my own sales team undercutting them? 6 → Should I sign multi-year deals, and what payment terms should I be pushing for? 4 →
4. 4
   Expansion, upsell and churn

   Growing revenue inside accounts you already have, and stopping the leaks.

   How do I move net revenue retention from around 100 percent to 120 percent? 5 → Who should own expansion: sales, customer success, or a dedicated team? 5 → How do I build a renewal and expansion process that runs without me in every deal? 5 → Our churn got noticeably worse this year. How do I run the fix as a leader? 5 →