The rapid expansion that product-led companies have seen in the past ten years has dramatically changed the SaaS industry. Even companies that have been historically successful using their sales-led model are adopting product-led growth strategies to appeal to today’s modern buyer––and for good reason. Product-led companies outperformed their peers on the S&P 500 by 219% […]
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A Lead Gen Go-To-Market Cheat Sheet
Some founders are able to launch a product and get a bit of early traction without sales or marketing. There are two common situations where this happens. The first is if there is incredible product-market fit and some virality or network effect built into the product itself. A few users beget a few more users […]
Creating a Go-To-Market Operating System
One thing that all high-performing go-to-market (GTM) teams have in common is an operating system that helps drive alignment, transparency, and focus on goal attainment. A well-run GTM operating system creates clarity about what’s important to the business and the levers that impact growth. When I start working with a company, one of the first […]
Changing Your Sales Strategies As You Grow Into PLG
According to Forrester research, almost 75% of B2B Buyers prefer buying online over buying through a salesperson. So it’s no wonder that companies with traditional sales-led models are scurrying to enter into the Product-Led universe in any capacity. However, as anyone familiar with PLG knows–– it’s challenging to retrofit the product-led experience onto a sales-led […]
Great Pricing is Consistent, Transparent, and Fair
This is a guest post by Steven Forth Co-Founder at Ibbaka Performance. Pricing is often thought of as a transactional part of business. Two parties get together and negotiate a price they can both live with. Done. Move on to the next deal. This is why the strategic nature of pricing decisions gets little attention […]
Why Your PLG Company Should Invest in Sales
A sales team is like sunscreen––you need it even when you think you don’t. Chase Roberts, Twitter When you think of product-led growth, your first thought is, of course: the product. You simply cannot have a product-led company without a compelling product or service that solves an unmet and obvious need. But the truth is, […]
7 Articles to Guide You Through Product-Led Sales
With companies like Slack and Calendly generating over 10 million monthly users in roughly their first decade, the idea of product-led growth is becoming an aspiring concept for every SaaS company. But true product-led growth is a mighty concept and is extremely rare (even product-led companies have to layer in a sales team eventually.) For […]
First Value, Then Price, Then Product
This is a guest post by Steven Forth, Co-Founder at Ibbaka Performance. Given the widespread recognition that value-based pricing drives faster growth and higher returns, why do so few companies apply it? There are two reasons, one most common in the start-up world, the other prevalent among established companies. The most common product development sequence […]
Adding Outbound Sales to Product-Led Growth
In a product-led company, initial growth is usually driven by a self-service channel. Potential customers find, try, and buy the product without ever interacting with a person from the company. These same customers can continue to expand and renew on their own, making for a highly efficient, predictable revenue machine. As a product-led company continues […]
Aligning Sales Development Motion to Lead Type
One of the biggest pitfalls of scaling the work that Sales Development Representatives (SDRs) do is neglecting to align the type of outreach to the lead type. Different types of leads need a different type of outreach in order to maximize the chances of making a meaningful connection to the prospect, establishing fit & need, […]
