A product-led growth approach is more than freemium or free. You need a qualified consultant to deliver the game plan.
PRODUCT-LED GROWTH FOR SAAS COMPANIES
Product-led growth (PLG) is the strategy that technology and software companies adopt when they stop leading with a traditional sales strategy. SaaS organisations that lead with a demo so that the sales team can walk the prospect to the finishing line keep everything tight at the top of the funnel. You still require a lot of traffic to landing pages to get the demos booked and that approach restricts the ability for prospects to self-explore your solution at their own leisure.
With a PLG strategy, you flip that model and open up the solution to scrutiny, widening the top of the funnel with alternative options like a freemium or free trial. However, this is more than simply implementing a freemium model or a free trial. It’s about fully committing to the product being the lead sales tool, not the sales team.
ADOPTING A PRODUCT-LED STRATEGY
Adopting a product-led strategy isn’t for every SaaS platform. There are reasons that some SaaS products simply don’t fit a PLG approach, for example, certain enterprise solutions do require a demonstration led approach. These types of platforms suit the sales-led approach and whilst you can still run processes to establish a concrete decision, it’s often easier to lead with sales.
When your software can be opened up to a freemium model, of which there are at least eight different options, and the organisation has the ability from a financial perspective to carry a large swathe of free users, PLG can make sense. If you can’t then obviously less so.
However, again, it’s not about freemium, it’s about a wholesale mindset change and organisational change which requires alignment of several departments to achieve a product-led approach.
"A unique combination of strategy, tech know-how and implementation"
RAY DE SILVA, CCO
HOW BIAS CAN HELP DELIVER PLG
The team at Digital BIAS are certified experts in adopting, implementing and moving SaaS companies into and through a product-led transformation. We can help:
- define your onboarding process,
- choose from a range of free to freemium models,
- build your internal tiger teams
- define your bottom-up model,
- remove your top-down model
- establish a time to value PLG approach
- Implement your product-marketing game plan
If you are considering a move to a product-led growth approach for your SaaS platform talk to one of the consultants today. You can call us free at the top of the page, drop us an email, use the form or chat live. We look forward to speaking to you presently.