Newsletter · 8 min read

Product-led growth is many things. But here is what it's NOT.

Elena Verna · Elena's Growth Scoop Freemium Intermediate

Verna lists the seven things founders wrongly believe PLG means, including that it replaces sales. Reading it early saves you from building a motion around a misunderstanding.

Open on elenaverna.com ↗

It answers 3 questions

  1. What does product-led growth actually mean, and how is it different from just having a free trial?
  2. How do I stop sales and the self-serve funnel from fighting over the same accounts?
  3. What do the best PLG plus sales hybrid companies do that everyone else copies badly?

Read with it

  1. Kazanjy is blunt that almost every bottom-up company eventually adds sales, so the only questions are when and how. He covers... Lenny's Newsletter Article · 25 min read The Transition: Layering sales onto a bottom-up self-serve product Pete Kazanjy
  2. Video · 30 min watch Building a $5.6B company with a Product-led Flywheel with Postman's CEO Abhinav Asthana Abhinav Asthana
  3. Hila Qu built PLG at GitLab and scaled Acorns, and this is the rare free piece that maps the sales-led funnel against the... Lenny's Newsletter Article · 20 min read Five steps to starting your product-led growth motion Hila Qu
  4. The clearest breakdown of the three PQL types (hand-raiser, usage-based, needs-help) and the playbook each one deserves, which... OpenView Article · 15 min read Your Guide to Product Qualified Leads (PQLs) Kyle Poyar
  5. 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
  6. The MOAT framework here is a genuinely useful way to decide between freemium, free trial and demo, and it is written for Indian... SaaSBoomi Article · 18 min read The Why, What, and How of Product-Led Growth Strategy: A Cheat Sheet Vishant Batta
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