Video · 40 min watch

Building Self-Serve Go-to-Market with Adam Gross

Adam Gross · Heavybit Free Advanced

Gross ran Heroku's self serve business and later led Duo and Vimeo, so this is someone describing the machine from the inside rather than theorising about it. His land and expand framing is specifically about how a free technical adopter turns into an enterprise contract, which is the join most teardowns skip.

Open on heavybit.com ↗

The question it answers

  1. Take apart a genuinely great self-serve motion. What is actually inside it?

Read with it

  1. The book that gave most teams their shared vocabulary for this, and the PDF edition is cheap enough to be a rounding error.... ProductLed Book · Book, around 250 pages Product-Led Growth: How to Build a Product That Sells Itself (2nd Edition) Wes Bush
  2. You cannot take a motion apart without numbers to compare against, and this has them: 9 percent average free to paid, freemium... ProductLed Report · 15 min read Product-Led Growth Benchmarks: Key SaaS Findings and Trends Laura Kluz
eChai Partner Brands The partnership →