FREEMIUM Chapter 14 Podcast
Crossing the Chasm from PLG to PLG + Sales
Pre-order FREEMIUM here (Ships August 26th).
"To maximize Enterprise Sales, you need a self-service 'happy path.'"
> Wait, what?
Yes, I said it... to maximize Enterprise Sales, you need a self-service "happy path."
Ideally we would have self-service acquisition and activation (see below), with sales only picking up accounts that have high "fit" scores and high "readiness" scores. Everyone else would carry on their merry way--including monetization--on the self-service "happy path."
Once you’ve reached the enterprise sales inflection point (see Chapter 13), and you are ready to add sales to your PLG as an additional GTM motion—this chapter lays out what that looks like.
Enjoy!
Chapter 14 Podcast:
XOXO,
Chapter 14 Summary
All successful PLG companies eventually add a sales GTM
Product-Led Sales leverages product usage to generate sales pipeline
PLS is one GTM motion within an overall revenue stack
PLS cannot scale faster than PLG can support
Manager Minute
Thinking about your own company, take time to reflect on the following questions:
What percentage of our new-account sales opportunities are currently sourced via product usage?
0%—————————————————————-100%
If there is a PLG-to-sales-assist motion in place, how structured are our PLS engagement plays? (check all that apply)
We identify whether a self-service account is in our ICP or not
We measure / score product usage as part of our PQA process
We use data to determine whether a self-service account needs Activation assistance or buying assistance
We explicitly distinguish between end users and executive decision makers in our PLS playbook
N/A - No PLG-to-sales-assist motion in place
The next thing we could implement or improve in our PLS journey is:
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