Product-Led Growth (PLG) and Customer Success-Led Growth (CSLG) lower the viscosity of making and growing a sale, and are powerful tools in expediting Sales-Led Growth (SLG).
Invite trials and drive adoption by iteratively adding value
Hone your messaging to the persona that you want to the trial to "land" with.
Expedite the journey from getting started to their first "wow". Immediately start the journey to the next "wow".
Trial Close by asking for a paid subscription, meeting, or other action.
Draw an adoption roadmap to Full Value, including waypoints. This may involve other stakeholders.
Align desired outcomes with capabilities
Clear, actionable instructions add value Pre- and post-sale, Marketing, and Support.
Balance following the numbers with following your instincts, even as sample sizes increase.
As the user increases their adoption, learn what additional value that user may glean from your offering. Add gaps to your product roadmap, even if they remain in the backlog.
Talk "past the sale" by building a Maturity Model for adoption and aligning it with the user's goals.