Podcast · 93 min

The ultimate guide to adding a PLG motion | Hila Qu (Reforge, GitLab)

Hila Qu with Lenny Rachitsky · Lenny's Podcast Free Advanced

Hila Qu added the self-serve motion at GitLab, a sales-led company, and this episode is the step by step order she would do it in again, plus the pitfalls of layering PLG on top of an existing sales team.

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It answers 4 questions

  1. We are sales-led today and I want to add a self-serve motion. What order do I build it in?
  2. Who do I hire first for PLG, and what should the team look like once it is ten people?
  3. Who should own activation: product, growth, or customer success?
  4. How do I stop sales and the self-serve funnel from fighting over the same accounts?

Read with it

  1. 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
  2. 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
  3. Built from interviews with 12 growth leaders, and it argues hard against the thing most founders want to do, which is hire a... Lenny's Newsletter Article · 20 min read How to hire your first growth team Elena Verna and Andrea Wang
  4. Product leaders from Razorpay, Byju's, Swiggy, Flipkart and ShareChat on data-driven onboarding and growth team structure.... MoEngage Article · 10 min read Product-led Growth: Learnings From #GROWTH Product Summit 2020 Pulkit Jain
  5. Video · 30 min watch Building a $5.6B company with a Product-led Flywheel with Postman's CEO Abhinav Asthana Abhinav Asthana
  6. Verna lists the seven things founders wrongly believe PLG means, including that it replaces sales. Reading it early saves you... Elena's Growth Scoop Newsletter · 8 min read Product-led growth is many things. But here is what it's NOT. Elena Verna
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