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Is Product-Led Growth Right For Your Business?

FIND OUT

Take this quiz to understand what go-to-market strategy your company should leverage depending on market conditions, complexity, and time-to-value.

OR

RED OCEAN

BLUE OCEAN

Are you educating the market and leading the buyer to identify their pain?Are you disrupting the market and creating new demand?Are your customers considered early adopters?

Is your market established and you are exploiting existing demand?Do you have inbound leads?Do you have proof of a large TAM?

What market conditions are you navigating?

SELECT

SELECT

OR

LOW

HIGH

Are your sales mostly larg eor enterprise deals with >$100K ACV and >9-month sales cycle?Do you offer additional value add services or modules? (e.g., implementation, support)Is your sales motion value-based or tied to a strategy outcome for the buyer?Is your CAC payback >12 months and your CLTV >5 years?

Are your customers familiar with your product and want to go right to evaluation without discovery?Do your customer personas prefer to test drive before buying with limited sales engagement (e.g., Developer, DevOps)?Can your customer use the product “out of the box” and get immediate value?Do you have a freemium product or free trial?

What is your sales complexity?

SELECT

SELECT

OR

LOW

HIGH

Are your sales mostly larg eor enterprise deals with >$100K ACV and >9-month sales cycle?Do you offer additional value add services or modules? (e.g., implementation, support)Is your sales motion value-based or tied to a strategy outcome for the buyer?Is your CAC payback >12 months and your CLTV >5 years?

Are your customers familiar with your product and want to go right to evaluation without discovery?Do your customer personas prefer to test drive before buying with limited sales engagement (e.g., Developer, DevOps)?Can your customer use the product “out of the box” and get immediate value?Do you have a freemium product or free trial?

What is your sales complexity?

SELECT

SELECT

OR

EXECUTIVE

USER

Is your persona a developer or application user?Does your new persona have a defined use case and a “POC” mentality?Is your product ready to deliver value to the customer immediately?Does your user persona want to self-service and have immediate access to the product?

Is your existing persona coming from a strategic account or an "executive buyer office?"Is your existing persona interested in buying an add-on commercial feature with a transactional or low ACV? (e.g. additional license capacity, new module)Do you have an inside sales team or self-serve purchasing capabilities?

What buyer persona are you targeting?

SELECT

SELECT

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SALES-LED GROWTH

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Due to the complexity of the problems you are solving and the need to prove value to the right people, a sales-led engagement will make sure that you are positioning the product with customers that will drive growth and profitability.Curating videos & self-service demos based on use cases will help service customers wanting on-demand evaluation.

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PRODUCT-LED GROWTH

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Because your product provides the user-buyer with immediate value upon initial install or sign-up, you can use product-led growth (PLG) to reduce the friction in the buying experience.Many do this by providing a “trial” or “freemium” access to the product; but PLG is broader than this. Because adoption is key to success, customer experience, engagement, and community are key factors in the path to conversion and growth.PLG companies can still make use of sales motions to sell high value accounts and to optimize upsell for high-dollar contracts.

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PRODUCT-LED GROWTH

You might consider PLG because you want to spread user adoption and to create stickiness within your accounts, or you are trying to enter mid/SMB market.Because your product provides the user-buyer with immediate value upon initial install/sign-up, you can use product-led growth (PLG) to reduce the friction in the trial & buy experience and package the product to reach the user-buyer.Many do this by providing a “trial” or “freemium” access to the product; but PLG is broader than this. Because adoption is key to success, customer experience, engagement, and community are key to a path to conversion and growth.PLG companies can still make use of sales motions to sell high value accounts and to optimize up-sell for high-dollar contracts

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SALES ENGAGEMENT OR SELF-SERVICE PURCHASING

Based on the transaction size ($) and time-to-purchase decision, there are several commercial options.A) If the customer is from a strategic account, then the account manager/exec should be part of the engagement to ensure all aspects of what the customer needs are compatible with the existing solution, OR strategic expansion opportunities are addressed with an optimal engagement for the customer.B) If the value exchange is transactional meaning the sales cycle is short (e.g. <30 days), the price point doesn’t require multiple signatures (e.g. <$60K), then an inside sales rep (ISR) can fulfill the transaction. C) If price point is low or pricing scales easily (e.g., seat or usage based), and you can onboard customers in a low/no touch manner, then you can sell self-service via credit card through your website or application.You can offer one or all of these methods simultaneously in a hybrid model to cater to different segments and sizes of customers

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Of course, with every product and company there are nuances when deciding which GTM motions to invest in. We encourage you to read our blog to explore more!

Want to learn more about product-led growth?

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We encourage you to check out this interactive "Periodic Table of SaaS Sales Metrics" to compare your business to other private and public SaaS companies.

Do you want to better understand your sales performance?

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