Article · 18 min read

The Why, What, and How of Product-Led Growth Strategy: A Cheat Sheet

Vishant Batta · SaaSBoomi Free Beginner India

The MOAT framework here is a genuinely useful way to decide between freemium, free trial and demo, and it is written for Indian founders selling globally rather than for a US audience.

  • Only about 2 percent of marketing qualified leads convert in a sales-led motion.
  • Value metric rule: less usage should never cost more, more usage should never cost less.
  • The MOAT framework picks a PLG strategy from market, ocean, acquisition method and time to value.
  • Economic value analysis assumes you help the customer make 10x what they paid you.
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It answers 2 questions

  1. What does product-led growth actually mean, and how is it different from just having a free trial?
  2. How do I know whether my product can even work self-serve?

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