[PLG] - 4 most important steps to take when implementing Product-led growth in your company, with Brendan Short

In today's episode of the SellingSaas Podcast, Duane sits down with Brendan Short from Groundswell, and discusses the importance of user feedback and sales reps in figuring out how customers are using your product. He stresses the importance of getting user feedback in order to improve the product and make it more successful. He also talks about the sales reps and how they play a role in figuring out how customers are getting the AHA moment from the product.

1. Leaders should get all departments (e.g. marketing, product, sales, customer success) on the same page when it comes to product led growth initiatives.

2. Try to build out two plays: 1) a product qualified lead and 2) a good fit account.

3. Take action when those two things happen and track the results for a month.

4. CEOs should be bought in on building out the go to market motion around PLG.

Brendan and Duane discuss product led growth (PLG) and how it can be beneficial for salespeople. They also talk about how Groundswell, a company Brendan is involved with, can help with PLG strategies.

TIMESTAMPS  

0:00:03   The Benefits of User Feedback and Sales Rep Input for Product Growth

0:00:55   Product Led Growth: What Go-To-Market Leaders Need to Know

0:03:43   Product Led Growth with Brendan Short

HIGHLIGHTS  

I love product led growth in that whole sales world and go to market strategies because more people want to sell, more and less people want to talk to sales rep, so it kind of goes hand in hand.

So what does a product qualified lead look like? That means what are they doing in your product and then is it a good Fit account?. Just those two things are important for you to be able to say.

That means marketing product, marketing product ideally as well as well as on the sales side and customer success side. That already is like, okay, when have those people been in the same room and tried to kind of build an initiative out? It's tough, especially as you get to a bigger company.

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