Vent: The way we talk about 'product-led growth' now is totally different from two years ago

I was looking back at some old notes from a founder meet-up in Austin, maybe from early 2022... and the whole vibe around PLG was just 'make a great free tier and they will come.' It was this magic bullet idea. Now, after trying to build our own sales pipeline, I see the before-and-after difference. The 'after' is that PLG isn't a replacement for sales anymore, it's just the top of the funnel. The cause was watching our free users hit a wall. They loved the tool but had zero idea how to scale it for their team of 50 people. We had to build a whole 'hand-off' system after someone used the product for 30 days, where a real person would reach out. It's not as clean as the old story, but it actually works. Has anyone else had to build a bridge between their self-serve sign-up and their enterprise sales team?

2 comments

2 Comments

pat_park18d ago

We automated a check-in email after 14 days.

rowan_butler9318d ago

Yeah I was totally in that "build it and they will come" camp too. Our free users got stuck in the exact same way, so we had to build that bridge. I like what @pat_park said about the 14 day email, we found 30 days was too long.