Our team of qualified PLG consultants and product marketers can deliver
product-led services and programs designed to move your product into its
most optimised performance.
Discover how we focus on mastering four key stages for product-led growth; marketing, onboarding, platform onboarding, value onboarding and peer-led onboarding distributed across PLG strategy, UX/UI, implementation and optimisation.
SaaS organisations that lead with a demo so the sales team can walk the prospect to the finishing line keep everything tight at the top of the funnel.
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 isn’t for every SaaS platform. There are reasons that some SaaS products don’t fit a PLG approach. For example, specific enterprise solutions do require a demonstration-led approach. These 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 a minimum of 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 and organisational change that requires several departments' alignment to achieve a product-led approach.
By following the process of the PLG flywheel to activate your new registrants, you can optimise your onboarding for lasting relationships and higher MRR/ARR.
BIAS has simplified this further to these four stages:
Whether you face a sales-led to product-led pivot, are rebuilding your enterprise platform with a bottom-up approach or still have your idea on paper and have yet to commit, we can provide consultative direction.
Once you nail your PLG approach and optimise your onboarding, the top of the funnel is wide open. You will need more than that to solve your problems, and you still need to drive traffic to your website. For many companies, this becomes a layered approach using inbound marketing, demand generation, or even a combination of inbound and ABM.
By combining the two flywheels, you are maximising the opportunity to deliver the right qualified traffic into a wide-open platform where your user can evaluate your product and build their own experience.
This should lead to higher conversions, quicker time-to-value and quicker time-to-revenue.
A unique combination of strategy, tech know-how and implementation
The team at Digital BIAS have the professional expertise and are certified experts in adopting, implementing and moving SaaS companies into and through a product-led transformation. We can help:
If you are considering a move to a product-led growth approach for your SaaS platform, talk to one of the consultants today. Choose from a one-day workshop or a full engagement with our proven PLG playbook. We are looking forward to speaking with you soon.