KB_FarmerType

Strategic Sales

Product Led Growth/Sales - conspiracy ?

okay I really need you seasoned sales peeps to put your speculation hat 🧢 and pour some insights here.

I hear a lot about PLG - Product Led Growth buzz word in the SaaS founder communities.

if PLG takes off how do the sales jobs of traditional AEsevolve ? what do SDRs do in a company that's full On with #PLG.

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Epictetus

Valued Contributor

SaaSy

Hey! I've heard a lot about this as well. I sell SaaS to sales teams, and this is something that I talk about a bit. What I've seen happening from some companies that are doing really well at it, you are an inbound machine. The SDRs become inbound DQ machines and the AEs are closers. The AEs will also chase after big logos and do more expansion work. The SDRs will also start prospecting into current accounts, if they are large enough. That's what I've seen thus far on successful PLG orgs.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Fantastic summary. Thank you!

PapaRo

Fire Starter

President

Can you recommend any softwares or companies that are successful with PLG?

Epictetus

Valued Contributor

SaaSy

Calendly, slack, product board, airtable, grafana labs, etc. Those are just a few. The key indicator is something that the users can try and use, then the company comes in and sells into the prospect. First party data is huge in these types of sales.

KB_FarmerType

Opinionated

Strategic Sales

Thanks for this. Is there any good resource that lists these PLG companies and some statistics arround how PLG is working for them

Epictetus

Valued Contributor

SaaSy

Man, do I wish that I could set up a disco with you right now. Anyway, a google search will give you the top players, but you're going to be missing some of the up-and-coming players. Crunchbase might have info on this? I'm not sure. I bet that if you search "freemium tools for developers" or something along those lines, you're going to surface some incognito players that are doing great work and not really household names. I've noticed, and it might just be my perspective, you're going to see a lot of this type of growth along the dev ops and security verticals.

Kosta_Konfucius

Politicker

Sales Rep

I would assume slack would be such a huge implementation it would hard to get them to try and use

PapaRo

Fire Starter

President

Thanks! I’ve used quite a few of these platforms. Some many years ago. Guessing their services/features has expanded over time.

SoccerandSales

Big Shot

Account Executive

This is a great summary. In my eyes, closers are always going to be important though

TennisandSales

Politicker

Head Of Sales

nailed it.

i am all for this. I want to talk to ppl that like my product. the SDRs can help disqualify opps that sounds awesome.

I think alot of sales folks fear they wont get paid as much in the future. which i dont think will happen. because no matter what companies will still pay for ppl that can do a job well.

CuriousFox

WR Officer

🦊

Thank you!

jefe

Arsonist

🍁

Damn, @Epictetus- succinct and on point.

ThatNewAE

Big Shot

Account Executive - Mid enterprise

I read an article a while ago on PLG. I see it as an inbound engine for sales led teams. But it's better because the AEs are just focusing on driving these leads / organically grown leads towards closure. I'm not very certain if a company should be PLG lead completely, I believe that it should be a healthy mix. Nonetheless, within full PLG; the SDRs are qualifying and AEs driving closures. That's all. Still very strategic in its own way.

https://openviewpartners.com/product-led-growth/

TennisandSales

Politicker

Head Of Sales

i am a big fan of what PLG can do going forward.

The more conversations I can have with people that WANT to buy the better.

then the good AEs are the ones that can help get deals done, navigate complicated orgs, get the right people in the right place. not just trying to start conversations

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KB_FarmerType

Product Led Growth/Sales - conspiracy ?

14 comments

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