PLG- & Customer Success-Led Growth
Crash the Cost of Revenue Via Land & Expand
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).
Product Led Growth
Invite trials and drive adoption by iteratively adding value
Target Your First Mover
Hone your messaging to the persona that you want to the trial to "land" with.
Minimize Time To First Value
Expedite the journey from getting started to their first "wow". Immediately start the journey to the next "wow".
Engage!
Trial Close by asking for a paid subscription, meeting, or other action.
Continue Driving Value
Draw an adoption roadmap to Full Value, including waypoints. This may involve other stakeholders.
Customer Success-Led Growth
Align desired outcomes with capabilities
Invest in Documentation
Clear, actionable instructions add value Pre- and post-sale, Marketing, and Support.
Data-Driven Iteration
Balance following the numbers with following your instincts, even as sample sizes increase.
Drive Adoption
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.
Align Vision of the Future
Talk "past the sale" by building a Maturity Model for adoption and aligning it with the user's goals.