SlideShare a Scribd company logo
PRODUCT LED GROWTH
The rise of the user.
Devon McDonald, Partner
CXO SaaS Summit
Our mission is to improve
people’s working lives.
We do this by:
• Investing in the best software products
• Driving product led growth
Learn more at ov.vc
THE PRODUCT LED GROWTH VC
IT USED TO BE HARD TO
ADOPT NEW SOFTWARE
LOTS OF PEOPLE
Long sales
process
Complex
implementation
Training &
certification
LOTS OF TIME
Complex
implementation
Long sales
process
Training &
certification
NOT ANYMORE
TODAY…
SOFTWARE…
SOFTWARE JUST…
SOFTWARE JUST KINDA…
SOFTWARE JUST KINDA SHOWS UP
END USERS ARE FINDING
THESE PRODUCTS
AND TELLING THEIR BOSS
WHICH ONES TO BUY
THE END USER ERA
IS HERE
AND THE BEST SAAS COMPANIES
RECOGNIZE IT
S-1 Filing
We recognize that users
drive the adoption and
proliferation of our products.
Bottom-up adoption within
organizations has been critical to
our success as users increasingly
choose their own tools at work.
S-1 Filing
We grow through viral demand
driven by individual users.
S-1 Filing
Everything we buy starts with a little project at the edge of the
organization. Some developers tinkering with something. A couple of
salespeople, a couple of marketers, and then it ends up on the CIO’s
desk. Software buying has been turned on its head, and you
need to market and sell to humans and enable those humans
to put it to work for you.
1
6“
BRIAN HALLIGAN
Co-Founder and CEO
HubSpot
WHY IS THIS
HAPPENING? !
2000s
Cloud
CLOUD EVOLUTION
1990s
Data center
TODAY
Connected
Cloud
$10K+$100K+ Free+
PRICE EVOLUTION
1990s 2000s TODAY
Executive Era
CIO Era
End User Era
BUYER EVOLUTION
1990s 2000s TODAY
DISTRIBUTION EVOLUTION
Sales led
growth
Marketing led
growth
Product led
growth
CIO ERA EXEC. ERA END USER ERA
EVOLUTION CAN’T BE STOPPED
CIO Era Exec. Era End User Era
PRODUCT LED GROWTH IS
HOW YOU ADAPT
Product led growth is a business strategy where product
usage serves as the primary driver of user acquisition,
conversion and expansion.
Appeal to
end users
Price comes
after value
Measure
everything
Invest in
customer success
FOUR STEPS TO
PRODUCT LED GROWTH
Executive
Pain
We need to manage
our sales pipeline.
End User
Pain
I hate scheduling
meetings.“ “
APPEAL TO END USERS
I hate expense reports.
So annoying!
I hate file sharing.
So annoying!
I hate internal emails.
So annoying!
I hate scheduling.
So annoying!
I hate web conferencing.
So annoying!
I hate post-it notes.
So annoying!
ANNOYANCE IS OPPORTUNITY
MAKE IT EASY TO GET STARTED –
END USERS DEMAND SELF SERVE
Request Demo
Contract Order Form
Configuration Implementation
Training Support Tickets
Talk to Sales Sign Up Ts & Cs
Automated Onboarding
Documentation Knowledge Base
Bots Community
SSO
End users hate this End users love this
Paywall before
“aha!” moment
PRICE COMES AFTER VALUE
Product Led Growth: The Rise of the User
A FREE OFFERING IS TABLE STAKES
Data from OpenView 2019 SaaS Benchmarks Survey
PLG Companies
All SaaS Companies
Free trial Product analytics Self-service
buying
Bottoms-up sales Product qualified
leads
Referral
programs
Dedicated
growth FTEs
Freemium
FRICTION ISN’T AN EXCUSE TO
GATE YOUR PRODUCT
Data from OpenView State of Product Led Growth Survey (N=500)
Free
Version
No Free
Version
Product can be
used practically
immediately.
There is some
friction to start using
the product.
There are extensive
requirements
before the product
can be used.
41% 52% 7%
14% 59% 27%
YOU GET CREATIVE WITH “FREE”
INVEST IN CUSTOMER SUCCESS
SALES = CUSTOMER EXPANSION
55% of customers who
spend $100k+ started
with one free user
USE PRODUCT DATA TO SELL
Track PQLs and their
funnel conversion
Don’t track PQLs, but
it’s on our roadmap
23%
32%
45%Don’t track PQLs
MEASURE EVERYTHING
Set up product analytics
Define user activation
Run in-product experiments
Keep tabs on user cohorts
GROWTH TEAMS CATALYZE CHANGE
Data from OpenView State of Product Led Growth Survey (N=500)
Rarely or never run
experiments
Occasionally run in-
product experiments
Almost always running
1+ experiment
21%
27%
52%
55%
26%
20%
Growth Team No Growth Team
DO YOU WANT TO BE LIKE
THESE COMPANIES?
S-1 filing
THEY’RE ALL IN ON
PRODUCT LED GROWTH
Employees are increasingly
empowered to “bring your own
software,” leading to the user-
driven viral adoption of new
software products.
S-1 filing S-1 filing
THEY’RE ALL IN ON
PRODUCT LED GROWTH
Employees are increasingly
empowered to “bring your own
software,” leading to the user-
driven viral adoption of new
software products.
As free hosts realize the benefits of
our platform, they often subscribe
to a paid plan to gain access to
additional functionality.
S-1 filingS-1 filing S-1 filing
THEY’RE ALL IN ON
PRODUCT LED GROWTH
Employees are increasingly
empowered to “bring your own
software,” leading to the user-
driven viral adoption of new
software products.
As free hosts realize the benefits of
our platform, they often subscribe
to a paid plan to gain access to
additional functionality.
The Shopify platform provides
merchants with an intuitive user
experience that requires no up-
front training to implement and
use. Merchants can set up their
shop in less than 15 minutes.
S-1 filing
S-1 filingS-1 filing S-1 filing
THEY’RE ALL IN ON
PRODUCT LED GROWTH
Employees are increasingly
empowered to “bring your own
software,” leading to the user-
driven viral adoption of new
software products.
As free hosts realize the benefits of
our platform, they often subscribe
to a paid plan to gain access to
additional functionality.
The Shopify platform provides
merchants with an intuitive user
experience that requires no up-
front training to implement and
use. Merchants can set up their
shop in less than 15 minutes.
People love using Slack and many
become advocates for wider use
inside of their organizations.
S-1 filingS-1 filing
S-1 filingS-1 filing S-1 filing
THEY’RE ALL IN ON
PRODUCT LED GROWTH
Employees are increasingly
empowered to “bring your own
software,” leading to the user-
driven viral adoption of new
software products.
As free hosts realize the benefits of
our platform, they often subscribe
to a paid plan to gain access to
additional functionality.
The Shopify platform provides
merchants with an intuitive user
experience that requires no up-
front training to implement and
use. Merchants can set up their
shop in less than 15 minutes.
People love using Slack and many
become advocates for wider use
inside of their organizations.
We put a commercial transaction
after the customer is experiencing
success with our products. We call
this "inverting the traditional
enterprise sales model."
S-1 filingS-1 filing S-1 filing
S-1 filingS-1 filing S-1 filing
THEY’RE ALL IN ON
PRODUCT LED GROWTH
Employees are increasingly
empowered to “bring your own
software,” leading to the user-
driven viral adoption of new
software products.
As free hosts realize the benefits of
our platform, they often subscribe
to a paid plan to gain access to
additional functionality.
The Shopify platform provides
merchants with an intuitive user
experience that requires no up-
front training to implement and
use. Merchants can set up their
shop in less than 15 minutes.
People love using Slack and many
become advocates for wider use
inside of their organizations.
As individuals increasingly
choose their own tools at work,
purchasing power has become
more decentralized.
We put a commercial transaction
after the customer is experiencing
success with our products. We call
this "inverting the traditional
enterprise sales model."
THE PLG IPO WAVE IS BUILDING
BETTER POST-IPO PERFORMANCE
2019 YTD2018201720162015201420132012
$1B $1.2B $6B
$17B
$21B
$43B
$101B
$208B
-20%
0%
20%
40%
60%
80%
100%
Jul-18
Aug-18
Sep-18
O
ct-18
N
ov-18
Dec-18
Jan-19
Feb-19
M
ar-19
Apr-19
M
ay-19
Jun-19
Jul-19
PLG Index S&P 500 PR SaaS Index NASDAQ Composite
$200B+ MARKET CAP
2019 YTD2018201720162015201420132012
$1B $2B $6B
$17B $21B
$43B
$101B
$208B
THE END USER ERA
IS HERE
THANKS!
@DEVMCDEE
@OPENVIEWVENTURE

More Related Content

What's hot

Product-led Growth: Why and How?
Product-led Growth: Why and How?Product-led Growth: Why and How?
Product-led Growth: Why and How?
Inbar Shaham
 
Get inside your Buyers Head - Improve Funnel Conversion Rates
Get inside your Buyers Head - Improve Funnel Conversion RatesGet inside your Buyers Head - Improve Funnel Conversion Rates
Get inside your Buyers Head - Improve Funnel Conversion Rates
David Skok
 
PLG SaaS Camp - Openview - Feb 2021
PLG  SaaS Camp - Openview - Feb 2021PLG  SaaS Camp - Openview - Feb 2021
PLG SaaS Camp - Openview - Feb 2021
OpenView
 
Product-Led Growth by Amazon Senior Product Manager
Product-Led Growth by Amazon Senior Product ManagerProduct-Led Growth by Amazon Senior Product Manager
Product-Led Growth by Amazon Senior Product Manager
Product School
 
Zero to 100 - Part 3: Founder-led Selling - Pete Kazanjy
Zero to 100 - Part 3: Founder-led Selling - Pete KazanjyZero to 100 - Part 3: Founder-led Selling - Pete Kazanjy
Zero to 100 - Part 3: Founder-led Selling - Pete Kazanjy
David Skok
 
Product Led Growth: The Rise of the User
Product Led Growth: The Rise of the UserProduct Led Growth: The Rise of the User
Product Led Growth: The Rise of the User
OpenView
 
Customer Centric & Hypothesis Driven Innovation by Cruise VP of Product Engin...
Customer Centric & Hypothesis Driven Innovation by Cruise VP of Product Engin...Customer Centric & Hypothesis Driven Innovation by Cruise VP of Product Engin...
Customer Centric & Hypothesis Driven Innovation by Cruise VP of Product Engin...
Product School
 
Zero to 100 - Part 5: SaaS Business Model & Metrics
Zero to 100 - Part 5: SaaS Business Model & MetricsZero to 100 - Part 5: SaaS Business Model & Metrics
Zero to 100 - Part 5: SaaS Business Model & Metrics
David Skok
 
B2B Startup Roadmap.pdf
B2B Startup Roadmap.pdfB2B Startup Roadmap.pdf
B2B Startup Roadmap.pdf
Mohammad Shaar
 
Beyond the Hype: A Realistic Look at Product-Led Growth
Beyond the Hype: A Realistic Look at Product-Led GrowthBeyond the Hype: A Realistic Look at Product-Led Growth
Beyond the Hype: A Realistic Look at Product-Led Growth
Product School
 
Building a sales & marketing machine
Building a sales & marketing machineBuilding a sales & marketing machine
Building a sales & marketing machine
David Skok
 
Zero to 100 - Part 7: The Role of the CEO
Zero to 100 - Part 7: The Role of the CEOZero to 100 - Part 7: The Role of the CEO
Zero to 100 - Part 7: The Role of the CEO
David Skok
 
Building a Repeatable, Scalable & Profitable Growth Process
Building a Repeatable, Scalable & Profitable Growth ProcessBuilding a Repeatable, Scalable & Profitable Growth Process
Building a Repeatable, Scalable & Profitable Growth Process
David Skok
 
A/B Testing for New Product Launches by Booking.com Sr PM
A/B Testing for New Product Launches by Booking.com Sr PMA/B Testing for New Product Launches by Booking.com Sr PM
A/B Testing for New Product Launches by Booking.com Sr PM
Product School
 
TOP 10 Social Media Advertising Hacks of ALL TIME
TOP 10 Social Media Advertising Hacks of ALL TIMETOP 10 Social Media Advertising Hacks of ALL TIME
TOP 10 Social Media Advertising Hacks of ALL TIME
Internet Marketing Software - WordStream
 
Engagement, Retention and Monetization
Engagement, Retention and MonetizationEngagement, Retention and Monetization
Engagement, Retention and Monetization
CleverTap
 
NYT Product Discovery Activity Guide
NYT Product Discovery Activity GuideNYT Product Discovery Activity Guide
NYT Product Discovery Activity Guide
Al Ming
 
WebSummit 2018 - 9 Secrets for Startup Success
WebSummit 2018 - 9 Secrets for Startup SuccessWebSummit 2018 - 9 Secrets for Startup Success
WebSummit 2018 - 9 Secrets for Startup Success
David Skok
 
Ultimate Guide to Funnel Optimization
Ultimate Guide to Funnel OptimizationUltimate Guide to Funnel Optimization
Ultimate Guide to Funnel Optimization
Sean Johnson
 
Zero to 100 - Part 6: Experiences putting Theory into Practice
Zero to 100 - Part 6: Experiences putting Theory into PracticeZero to 100 - Part 6: Experiences putting Theory into Practice
Zero to 100 - Part 6: Experiences putting Theory into Practice
David Skok
 

What's hot (20)

Product-led Growth: Why and How?
Product-led Growth: Why and How?Product-led Growth: Why and How?
Product-led Growth: Why and How?
 
Get inside your Buyers Head - Improve Funnel Conversion Rates
Get inside your Buyers Head - Improve Funnel Conversion RatesGet inside your Buyers Head - Improve Funnel Conversion Rates
Get inside your Buyers Head - Improve Funnel Conversion Rates
 
PLG SaaS Camp - Openview - Feb 2021
PLG  SaaS Camp - Openview - Feb 2021PLG  SaaS Camp - Openview - Feb 2021
PLG SaaS Camp - Openview - Feb 2021
 
Product-Led Growth by Amazon Senior Product Manager
Product-Led Growth by Amazon Senior Product ManagerProduct-Led Growth by Amazon Senior Product Manager
Product-Led Growth by Amazon Senior Product Manager
 
Zero to 100 - Part 3: Founder-led Selling - Pete Kazanjy
Zero to 100 - Part 3: Founder-led Selling - Pete KazanjyZero to 100 - Part 3: Founder-led Selling - Pete Kazanjy
Zero to 100 - Part 3: Founder-led Selling - Pete Kazanjy
 
Product Led Growth: The Rise of the User
Product Led Growth: The Rise of the UserProduct Led Growth: The Rise of the User
Product Led Growth: The Rise of the User
 
Customer Centric & Hypothesis Driven Innovation by Cruise VP of Product Engin...
Customer Centric & Hypothesis Driven Innovation by Cruise VP of Product Engin...Customer Centric & Hypothesis Driven Innovation by Cruise VP of Product Engin...
Customer Centric & Hypothesis Driven Innovation by Cruise VP of Product Engin...
 
Zero to 100 - Part 5: SaaS Business Model & Metrics
Zero to 100 - Part 5: SaaS Business Model & MetricsZero to 100 - Part 5: SaaS Business Model & Metrics
Zero to 100 - Part 5: SaaS Business Model & Metrics
 
B2B Startup Roadmap.pdf
B2B Startup Roadmap.pdfB2B Startup Roadmap.pdf
B2B Startup Roadmap.pdf
 
Beyond the Hype: A Realistic Look at Product-Led Growth
Beyond the Hype: A Realistic Look at Product-Led GrowthBeyond the Hype: A Realistic Look at Product-Led Growth
Beyond the Hype: A Realistic Look at Product-Led Growth
 
Building a sales & marketing machine
Building a sales & marketing machineBuilding a sales & marketing machine
Building a sales & marketing machine
 
Zero to 100 - Part 7: The Role of the CEO
Zero to 100 - Part 7: The Role of the CEOZero to 100 - Part 7: The Role of the CEO
Zero to 100 - Part 7: The Role of the CEO
 
Building a Repeatable, Scalable & Profitable Growth Process
Building a Repeatable, Scalable & Profitable Growth ProcessBuilding a Repeatable, Scalable & Profitable Growth Process
Building a Repeatable, Scalable & Profitable Growth Process
 
A/B Testing for New Product Launches by Booking.com Sr PM
A/B Testing for New Product Launches by Booking.com Sr PMA/B Testing for New Product Launches by Booking.com Sr PM
A/B Testing for New Product Launches by Booking.com Sr PM
 
TOP 10 Social Media Advertising Hacks of ALL TIME
TOP 10 Social Media Advertising Hacks of ALL TIMETOP 10 Social Media Advertising Hacks of ALL TIME
TOP 10 Social Media Advertising Hacks of ALL TIME
 
Engagement, Retention and Monetization
Engagement, Retention and MonetizationEngagement, Retention and Monetization
Engagement, Retention and Monetization
 
NYT Product Discovery Activity Guide
NYT Product Discovery Activity GuideNYT Product Discovery Activity Guide
NYT Product Discovery Activity Guide
 
WebSummit 2018 - 9 Secrets for Startup Success
WebSummit 2018 - 9 Secrets for Startup SuccessWebSummit 2018 - 9 Secrets for Startup Success
WebSummit 2018 - 9 Secrets for Startup Success
 
Ultimate Guide to Funnel Optimization
Ultimate Guide to Funnel OptimizationUltimate Guide to Funnel Optimization
Ultimate Guide to Funnel Optimization
 
Zero to 100 - Part 6: Experiences putting Theory into Practice
Zero to 100 - Part 6: Experiences putting Theory into PracticeZero to 100 - Part 6: Experiences putting Theory into Practice
Zero to 100 - Part 6: Experiences putting Theory into Practice
 

Similar to Product Led Growth: The Rise of the User

9 Secrets to Launch on the AppExchange [Webinar]
9 Secrets to Launch on the AppExchange [Webinar]9 Secrets to Launch on the AppExchange [Webinar]
9 Secrets to Launch on the AppExchange [Webinar]
CodeScience
 
SEOReseller Platform Demo
SEOReseller Platform DemoSEOReseller Platform Demo
SEOReseller Platform Demo
Lokal
 
OrangeScrum and WakeUpSales- Two Powerful SaaS Products of Andolasoft
OrangeScrum and WakeUpSales- Two Powerful SaaS Products of AndolasoftOrangeScrum and WakeUpSales- Two Powerful SaaS Products of Andolasoft
OrangeScrum and WakeUpSales- Two Powerful SaaS Products of Andolasoft
Andolasoft Inc
 
Syscraft profile
Syscraft profileSyscraft profile
Syscraft profile
Tanmay Sharma
 
DF13 - AppExchange Marketing Playbook - Build Your Brand
DF13 - AppExchange Marketing Playbook - Build Your BrandDF13 - AppExchange Marketing Playbook - Build Your Brand
DF13 - AppExchange Marketing Playbook - Build Your Brand
Salesforce Partners
 
The Salesforce Advantage
The Salesforce AdvantageThe Salesforce Advantage
The Salesforce Advantage
Tarik Schmidt
 
SaaS Application Development Explained in 10 mins
SaaS Application Development Explained in 10 minsSaaS Application Development Explained in 10 mins
SaaS Application Development Explained in 10 mins
Inexture Solutions
 
About Roonyx
About RoonyxAbout Roonyx
About Roonyx
K B
 
New delhi sfdc_dg_salesforcesaturday_appexchange (1)
New delhi sfdc_dg_salesforcesaturday_appexchange (1)New delhi sfdc_dg_salesforcesaturday_appexchange (1)
New delhi sfdc_dg_salesforcesaturday_appexchange (1)
Amit Chaudhary
 
RabIT Software Engineering Company Intro
RabIT Software Engineering Company IntroRabIT Software Engineering Company Intro
RabIT Software Engineering Company Intro
Szabolcs Horti
 
Webinar: How to Get Started With AppMachine
Webinar: How to Get Started With AppMachineWebinar: How to Get Started With AppMachine
Webinar: How to Get Started With AppMachine
ResellerClub
 
AppExchange Marketing Program Overview (Spring ’16: February – April 2016 | S...
AppExchange Marketing Program Overview (Spring ’16: February – April 2016 | S...AppExchange Marketing Program Overview (Spring ’16: February – April 2016 | S...
AppExchange Marketing Program Overview (Spring ’16: February – April 2016 | S...
Salesforce Partners
 
How do power apps for nonprofits achieve your futuristic needs
How do power apps for nonprofits achieve your futuristic needsHow do power apps for nonprofits achieve your futuristic needs
How do power apps for nonprofits achieve your futuristic needs
Katy Slemon
 
How to build mvp for startups highlighting the key things to take care of wh...
How to build mvp for startups  highlighting the key things to take care of wh...How to build mvp for startups  highlighting the key things to take care of wh...
How to build mvp for startups highlighting the key things to take care of wh...
Katy Slemon
 
EnactOn Technologies Corporate Profile
EnactOn Technologies Corporate ProfileEnactOn Technologies Corporate Profile
EnactOn Technologies Corporate Profile
enacton
 
Starting A Successful ISV Business with Salesforce (October 13, 2014)
Starting A Successful ISV Business with Salesforce (October 13, 2014)Starting A Successful ISV Business with Salesforce (October 13, 2014)
Starting A Successful ISV Business with Salesforce (October 13, 2014)
Salesforce Partners
 
How to Create Product Driven Growth
How to Create Product Driven GrowthHow to Create Product Driven Growth
How to Create Product Driven Growth
SaaStock
 
Business App Bootcamp: London
Business App Bootcamp: LondonBusiness App Bootcamp: London
Business App Bootcamp: London
Salesforce Partners
 
How to list your app on AppExchange
How to list your app on AppExchangeHow to list your app on AppExchange
How to list your app on AppExchange
Atul Gupta(8X)
 
APP Academy: Marketing (Virtual Classroom)
APP Academy: Marketing (Virtual Classroom)APP Academy: Marketing (Virtual Classroom)
APP Academy: Marketing (Virtual Classroom)
Salesforce Partners
 

Similar to Product Led Growth: The Rise of the User (20)

9 Secrets to Launch on the AppExchange [Webinar]
9 Secrets to Launch on the AppExchange [Webinar]9 Secrets to Launch on the AppExchange [Webinar]
9 Secrets to Launch on the AppExchange [Webinar]
 
SEOReseller Platform Demo
SEOReseller Platform DemoSEOReseller Platform Demo
SEOReseller Platform Demo
 
OrangeScrum and WakeUpSales- Two Powerful SaaS Products of Andolasoft
OrangeScrum and WakeUpSales- Two Powerful SaaS Products of AndolasoftOrangeScrum and WakeUpSales- Two Powerful SaaS Products of Andolasoft
OrangeScrum and WakeUpSales- Two Powerful SaaS Products of Andolasoft
 
Syscraft profile
Syscraft profileSyscraft profile
Syscraft profile
 
DF13 - AppExchange Marketing Playbook - Build Your Brand
DF13 - AppExchange Marketing Playbook - Build Your BrandDF13 - AppExchange Marketing Playbook - Build Your Brand
DF13 - AppExchange Marketing Playbook - Build Your Brand
 
The Salesforce Advantage
The Salesforce AdvantageThe Salesforce Advantage
The Salesforce Advantage
 
SaaS Application Development Explained in 10 mins
SaaS Application Development Explained in 10 minsSaaS Application Development Explained in 10 mins
SaaS Application Development Explained in 10 mins
 
About Roonyx
About RoonyxAbout Roonyx
About Roonyx
 
New delhi sfdc_dg_salesforcesaturday_appexchange (1)
New delhi sfdc_dg_salesforcesaturday_appexchange (1)New delhi sfdc_dg_salesforcesaturday_appexchange (1)
New delhi sfdc_dg_salesforcesaturday_appexchange (1)
 
RabIT Software Engineering Company Intro
RabIT Software Engineering Company IntroRabIT Software Engineering Company Intro
RabIT Software Engineering Company Intro
 
Webinar: How to Get Started With AppMachine
Webinar: How to Get Started With AppMachineWebinar: How to Get Started With AppMachine
Webinar: How to Get Started With AppMachine
 
AppExchange Marketing Program Overview (Spring ’16: February – April 2016 | S...
AppExchange Marketing Program Overview (Spring ’16: February – April 2016 | S...AppExchange Marketing Program Overview (Spring ’16: February – April 2016 | S...
AppExchange Marketing Program Overview (Spring ’16: February – April 2016 | S...
 
How do power apps for nonprofits achieve your futuristic needs
How do power apps for nonprofits achieve your futuristic needsHow do power apps for nonprofits achieve your futuristic needs
How do power apps for nonprofits achieve your futuristic needs
 
How to build mvp for startups highlighting the key things to take care of wh...
How to build mvp for startups  highlighting the key things to take care of wh...How to build mvp for startups  highlighting the key things to take care of wh...
How to build mvp for startups highlighting the key things to take care of wh...
 
EnactOn Technologies Corporate Profile
EnactOn Technologies Corporate ProfileEnactOn Technologies Corporate Profile
EnactOn Technologies Corporate Profile
 
Starting A Successful ISV Business with Salesforce (October 13, 2014)
Starting A Successful ISV Business with Salesforce (October 13, 2014)Starting A Successful ISV Business with Salesforce (October 13, 2014)
Starting A Successful ISV Business with Salesforce (October 13, 2014)
 
How to Create Product Driven Growth
How to Create Product Driven GrowthHow to Create Product Driven Growth
How to Create Product Driven Growth
 
Business App Bootcamp: London
Business App Bootcamp: LondonBusiness App Bootcamp: London
Business App Bootcamp: London
 
How to list your app on AppExchange
How to list your app on AppExchangeHow to list your app on AppExchange
How to list your app on AppExchange
 
APP Academy: Marketing (Virtual Classroom)
APP Academy: Marketing (Virtual Classroom)APP Academy: Marketing (Virtual Classroom)
APP Academy: Marketing (Virtual Classroom)
 

More from OpenView

How to Scale with Usage-Based Pricing with Kyle Poyar from OpenView
How to Scale with Usage-Based Pricing with Kyle Poyar from OpenViewHow to Scale with Usage-Based Pricing with Kyle Poyar from OpenView
How to Scale with Usage-Based Pricing with Kyle Poyar from OpenView
OpenView
 
Investment Bank Overview from OpenView
Investment Bank Overview from OpenViewInvestment Bank Overview from OpenView
Investment Bank Overview from OpenView
OpenView
 
2022 Venture Debt Guide from OpenView
2022 Venture Debt Guide from OpenView2022 Venture Debt Guide from OpenView
2022 Venture Debt Guide from OpenView
OpenView
 
11 PLG Principles for the Age of Connected Work from OpenView
11 PLG Principles for the Age of Connected Work from OpenView11 PLG Principles for the Age of Connected Work from OpenView
11 PLG Principles for the Age of Connected Work from OpenView
OpenView
 
Inventing Product-Led Growth
Inventing Product-Led GrowthInventing Product-Led Growth
Inventing Product-Led Growth
OpenView
 
Developer Documentation Best Practices
Developer Documentation Best PracticesDeveloper Documentation Best Practices
Developer Documentation Best Practices
OpenView
 
What Happened After SaaS Companies Introduced Free Offerings Last Year
What Happened After SaaS Companies Introduced Free Offerings Last YearWhat Happened After SaaS Companies Introduced Free Offerings Last Year
What Happened After SaaS Companies Introduced Free Offerings Last Year
OpenView
 
Developer Buyer Journey Best Practices
Developer Buyer Journey Best PracticesDeveloper Buyer Journey Best Practices
Developer Buyer Journey Best Practices
OpenView
 
Developer Buyer Journey Best Practices
Developer Buyer Journey Best PracticesDeveloper Buyer Journey Best Practices
Developer Buyer Journey Best Practices
OpenView
 
How Organizations Can Focus Sales for Maximum Impact
How Organizations Can Focus Sales for Maximum ImpactHow Organizations Can Focus Sales for Maximum Impact
How Organizations Can Focus Sales for Maximum Impact
OpenView
 
The Recession Planning Framework for Startups
The Recession Planning Framework for StartupsThe Recession Planning Framework for Startups
The Recession Planning Framework for Startups
OpenView
 
Customer Health Scoring Best Practices
Customer Health Scoring Best PracticesCustomer Health Scoring Best Practices
Customer Health Scoring Best Practices
OpenView
 
2019 Expansion SaaS Benchmarks
2019 Expansion SaaS Benchmarks2019 Expansion SaaS Benchmarks
2019 Expansion SaaS Benchmarks
OpenView
 
2019 Expansion SaaS Benchmarks Report
2019 Expansion SaaS Benchmarks Report2019 Expansion SaaS Benchmarks Report
2019 Expansion SaaS Benchmarks Report
OpenView
 
The Future of B2B Growth is Product Led - Latitude59
The Future of B2B Growth is Product Led - Latitude59The Future of B2B Growth is Product Led - Latitude59
The Future of B2B Growth is Product Led - Latitude59
OpenView
 
The Future of SaaS is Product Led. Are You Ready?
The Future of SaaS is Product Led. Are You Ready? The Future of SaaS is Product Led. Are You Ready?
The Future of SaaS is Product Led. Are You Ready?
OpenView
 
Unlocking Scale Through Pricing
Unlocking Scale Through PricingUnlocking Scale Through Pricing
Unlocking Scale Through Pricing
OpenView
 
What the Heck is Product Led Growth?
What the Heck is Product Led Growth?What the Heck is Product Led Growth?
What the Heck is Product Led Growth?
OpenView
 
How to Fix your Broken Pricing Model
How to Fix your Broken Pricing ModelHow to Fix your Broken Pricing Model
How to Fix your Broken Pricing Model
OpenView
 
How Small Teams Can Build Powerful Content Engines
How Small Teams Can Build Powerful Content Engines How Small Teams Can Build Powerful Content Engines
How Small Teams Can Build Powerful Content Engines
OpenView
 

More from OpenView (20)

How to Scale with Usage-Based Pricing with Kyle Poyar from OpenView
How to Scale with Usage-Based Pricing with Kyle Poyar from OpenViewHow to Scale with Usage-Based Pricing with Kyle Poyar from OpenView
How to Scale with Usage-Based Pricing with Kyle Poyar from OpenView
 
Investment Bank Overview from OpenView
Investment Bank Overview from OpenViewInvestment Bank Overview from OpenView
Investment Bank Overview from OpenView
 
2022 Venture Debt Guide from OpenView
2022 Venture Debt Guide from OpenView2022 Venture Debt Guide from OpenView
2022 Venture Debt Guide from OpenView
 
11 PLG Principles for the Age of Connected Work from OpenView
11 PLG Principles for the Age of Connected Work from OpenView11 PLG Principles for the Age of Connected Work from OpenView
11 PLG Principles for the Age of Connected Work from OpenView
 
Inventing Product-Led Growth
Inventing Product-Led GrowthInventing Product-Led Growth
Inventing Product-Led Growth
 
Developer Documentation Best Practices
Developer Documentation Best PracticesDeveloper Documentation Best Practices
Developer Documentation Best Practices
 
What Happened After SaaS Companies Introduced Free Offerings Last Year
What Happened After SaaS Companies Introduced Free Offerings Last YearWhat Happened After SaaS Companies Introduced Free Offerings Last Year
What Happened After SaaS Companies Introduced Free Offerings Last Year
 
Developer Buyer Journey Best Practices
Developer Buyer Journey Best PracticesDeveloper Buyer Journey Best Practices
Developer Buyer Journey Best Practices
 
Developer Buyer Journey Best Practices
Developer Buyer Journey Best PracticesDeveloper Buyer Journey Best Practices
Developer Buyer Journey Best Practices
 
How Organizations Can Focus Sales for Maximum Impact
How Organizations Can Focus Sales for Maximum ImpactHow Organizations Can Focus Sales for Maximum Impact
How Organizations Can Focus Sales for Maximum Impact
 
The Recession Planning Framework for Startups
The Recession Planning Framework for StartupsThe Recession Planning Framework for Startups
The Recession Planning Framework for Startups
 
Customer Health Scoring Best Practices
Customer Health Scoring Best PracticesCustomer Health Scoring Best Practices
Customer Health Scoring Best Practices
 
2019 Expansion SaaS Benchmarks
2019 Expansion SaaS Benchmarks2019 Expansion SaaS Benchmarks
2019 Expansion SaaS Benchmarks
 
2019 Expansion SaaS Benchmarks Report
2019 Expansion SaaS Benchmarks Report2019 Expansion SaaS Benchmarks Report
2019 Expansion SaaS Benchmarks Report
 
The Future of B2B Growth is Product Led - Latitude59
The Future of B2B Growth is Product Led - Latitude59The Future of B2B Growth is Product Led - Latitude59
The Future of B2B Growth is Product Led - Latitude59
 
The Future of SaaS is Product Led. Are You Ready?
The Future of SaaS is Product Led. Are You Ready? The Future of SaaS is Product Led. Are You Ready?
The Future of SaaS is Product Led. Are You Ready?
 
Unlocking Scale Through Pricing
Unlocking Scale Through PricingUnlocking Scale Through Pricing
Unlocking Scale Through Pricing
 
What the Heck is Product Led Growth?
What the Heck is Product Led Growth?What the Heck is Product Led Growth?
What the Heck is Product Led Growth?
 
How to Fix your Broken Pricing Model
How to Fix your Broken Pricing ModelHow to Fix your Broken Pricing Model
How to Fix your Broken Pricing Model
 
How Small Teams Can Build Powerful Content Engines
How Small Teams Can Build Powerful Content Engines How Small Teams Can Build Powerful Content Engines
How Small Teams Can Build Powerful Content Engines
 

Recently uploaded

11 Top Cross Browser Testing Tools to Know About.pdf
11 Top Cross Browser Testing Tools to Know About.pdf11 Top Cross Browser Testing Tools to Know About.pdf
11 Top Cross Browser Testing Tools to Know About.pdf
kalichargn70th171
 
NYGGS 360: A Complete ERP for Construction Innovation
NYGGS 360: A Complete ERP for Construction InnovationNYGGS 360: A Complete ERP for Construction Innovation
NYGGS 360: A Complete ERP for Construction Innovation
NYGGS Construction ERP Software
 
🚂🚘 Premium Girls Call Ranchi 🛵🚡000XX00000 💃 Choose Best And Top Girl Service...
🚂🚘 Premium Girls Call Ranchi  🛵🚡000XX00000 💃 Choose Best And Top Girl Service...🚂🚘 Premium Girls Call Ranchi  🛵🚡000XX00000 💃 Choose Best And Top Girl Service...
🚂🚘 Premium Girls Call Ranchi 🛵🚡000XX00000 💃 Choose Best And Top Girl Service...
bahubalikumar09988
 
Celebrity Girls Call Mumbai 🛵🚡9910780858 💃 Choose Best And Top Girl Service A...
Celebrity Girls Call Mumbai 🛵🚡9910780858 💃 Choose Best And Top Girl Service A...Celebrity Girls Call Mumbai 🛵🚡9910780858 💃 Choose Best And Top Girl Service A...
Celebrity Girls Call Mumbai 🛵🚡9910780858 💃 Choose Best And Top Girl Service A...
norina2645
 
Shivam Pandit working on Php Web Developer.
Shivam Pandit working on Php Web Developer.Shivam Pandit working on Php Web Developer.
Shivam Pandit working on Php Web Developer.
shivamt017
 
Folding Cheat Sheet #7 - seventh in a series
Folding Cheat Sheet #7 - seventh in a seriesFolding Cheat Sheet #7 - seventh in a series
Folding Cheat Sheet #7 - seventh in a series
Philip Schwarz
 
Independent Girls call Service Pune 000XX00000 Provide Best And Top Girl Serv...
Independent Girls call Service Pune 000XX00000 Provide Best And Top Girl Serv...Independent Girls call Service Pune 000XX00000 Provide Best And Top Girl Serv...
Independent Girls call Service Pune 000XX00000 Provide Best And Top Girl Serv...
bhumivarma35300
 
Prada Group Reports Strong Growth in First Quarter …
Prada Group Reports Strong Growth in First Quarter …Prada Group Reports Strong Growth in First Quarter …
Prada Group Reports Strong Growth in First Quarter …
908dutch
 
How To Fill Timesheet in TaskSprint: Quick Guide 2024
How To Fill Timesheet in TaskSprint: Quick Guide 2024How To Fill Timesheet in TaskSprint: Quick Guide 2024
How To Fill Timesheet in TaskSprint: Quick Guide 2024
TaskSprint | Employee Efficiency Software
 
Attendance Tracking From Paper To Digital
Attendance Tracking From Paper To DigitalAttendance Tracking From Paper To Digital
Attendance Tracking From Paper To Digital
Task Tracker
 
The Ultimate Guide to Phone Spy Apps: Everything You Need to Know
The Ultimate Guide to Phone Spy Apps: Everything You Need to KnowThe Ultimate Guide to Phone Spy Apps: Everything You Need to Know
The Ultimate Guide to Phone Spy Apps: Everything You Need to Know
onemonitarsoftware
 
Vip Girls Call ServiCe Hyderabad 0000000000 Pooja Best High Class Hyderabad A...
Vip Girls Call ServiCe Hyderabad 0000000000 Pooja Best High Class Hyderabad A...Vip Girls Call ServiCe Hyderabad 0000000000 Pooja Best High Class Hyderabad A...
Vip Girls Call ServiCe Hyderabad 0000000000 Pooja Best High Class Hyderabad A...
ashiklo9823
 
Maximizing Efficiency and Profitability: Optimizing Data Systems, Enhancing C...
Maximizing Efficiency and Profitability: Optimizing Data Systems, Enhancing C...Maximizing Efficiency and Profitability: Optimizing Data Systems, Enhancing C...
Maximizing Efficiency and Profitability: Optimizing Data Systems, Enhancing C...
OnePlan Solutions
 
React Native vs Flutter - SSTech System
React Native vs Flutter  - SSTech SystemReact Native vs Flutter  - SSTech System
React Native vs Flutter - SSTech System
SSTech System
 
Unleashing the Future: Building a Scalable and Up-to-Date GenAI Chatbot with ...
Unleashing the Future: Building a Scalable and Up-to-Date GenAI Chatbot with ...Unleashing the Future: Building a Scalable and Up-to-Date GenAI Chatbot with ...
Unleashing the Future: Building a Scalable and Up-to-Date GenAI Chatbot with ...
confluent
 
Software development... for all? (keynote at ICSOFT'2024)
Software development... for all? (keynote at ICSOFT'2024)Software development... for all? (keynote at ICSOFT'2024)
Software development... for all? (keynote at ICSOFT'2024)
miso_uam
 
Independent Girls Call ServiCe Hyderabad 0000000000 Tanisha Best High Class H...
Independent Girls Call ServiCe Hyderabad 0000000000 Tanisha Best High Class H...Independent Girls Call ServiCe Hyderabad 0000000000 Tanisha Best High Class H...
Independent Girls Call ServiCe Hyderabad 0000000000 Tanisha Best High Class H...
aslasdfmkhan4750
 
welcome to presentation on Google Apps
welcome to   presentation on Google Appswelcome to   presentation on Google Apps
welcome to presentation on Google Apps
AsifKarimJim
 
Celebrity Girls Call Mumbai 9920725232 Unlimited Short Providing Girls Servic...
Celebrity Girls Call Mumbai 9920725232 Unlimited Short Providing Girls Servic...Celebrity Girls Call Mumbai 9920725232 Unlimited Short Providing Girls Servic...
Celebrity Girls Call Mumbai 9920725232 Unlimited Short Providing Girls Servic...
45unexpected
 
Private Girls Call Navi Mumbai 🛵🚡9820252231 💃 Choose Best And Top Girl Servic...
Private Girls Call Navi Mumbai 🛵🚡9820252231 💃 Choose Best And Top Girl Servic...Private Girls Call Navi Mumbai 🛵🚡9820252231 💃 Choose Best And Top Girl Servic...
Private Girls Call Navi Mumbai 🛵🚡9820252231 💃 Choose Best And Top Girl Servic...
902basic
 

Recently uploaded (20)

11 Top Cross Browser Testing Tools to Know About.pdf
11 Top Cross Browser Testing Tools to Know About.pdf11 Top Cross Browser Testing Tools to Know About.pdf
11 Top Cross Browser Testing Tools to Know About.pdf
 
NYGGS 360: A Complete ERP for Construction Innovation
NYGGS 360: A Complete ERP for Construction InnovationNYGGS 360: A Complete ERP for Construction Innovation
NYGGS 360: A Complete ERP for Construction Innovation
 
🚂🚘 Premium Girls Call Ranchi 🛵🚡000XX00000 💃 Choose Best And Top Girl Service...
🚂🚘 Premium Girls Call Ranchi  🛵🚡000XX00000 💃 Choose Best And Top Girl Service...🚂🚘 Premium Girls Call Ranchi  🛵🚡000XX00000 💃 Choose Best And Top Girl Service...
🚂🚘 Premium Girls Call Ranchi 🛵🚡000XX00000 💃 Choose Best And Top Girl Service...
 
Celebrity Girls Call Mumbai 🛵🚡9910780858 💃 Choose Best And Top Girl Service A...
Celebrity Girls Call Mumbai 🛵🚡9910780858 💃 Choose Best And Top Girl Service A...Celebrity Girls Call Mumbai 🛵🚡9910780858 💃 Choose Best And Top Girl Service A...
Celebrity Girls Call Mumbai 🛵🚡9910780858 💃 Choose Best And Top Girl Service A...
 
Shivam Pandit working on Php Web Developer.
Shivam Pandit working on Php Web Developer.Shivam Pandit working on Php Web Developer.
Shivam Pandit working on Php Web Developer.
 
Folding Cheat Sheet #7 - seventh in a series
Folding Cheat Sheet #7 - seventh in a seriesFolding Cheat Sheet #7 - seventh in a series
Folding Cheat Sheet #7 - seventh in a series
 
Independent Girls call Service Pune 000XX00000 Provide Best And Top Girl Serv...
Independent Girls call Service Pune 000XX00000 Provide Best And Top Girl Serv...Independent Girls call Service Pune 000XX00000 Provide Best And Top Girl Serv...
Independent Girls call Service Pune 000XX00000 Provide Best And Top Girl Serv...
 
Prada Group Reports Strong Growth in First Quarter …
Prada Group Reports Strong Growth in First Quarter …Prada Group Reports Strong Growth in First Quarter …
Prada Group Reports Strong Growth in First Quarter …
 
How To Fill Timesheet in TaskSprint: Quick Guide 2024
How To Fill Timesheet in TaskSprint: Quick Guide 2024How To Fill Timesheet in TaskSprint: Quick Guide 2024
How To Fill Timesheet in TaskSprint: Quick Guide 2024
 
Attendance Tracking From Paper To Digital
Attendance Tracking From Paper To DigitalAttendance Tracking From Paper To Digital
Attendance Tracking From Paper To Digital
 
The Ultimate Guide to Phone Spy Apps: Everything You Need to Know
The Ultimate Guide to Phone Spy Apps: Everything You Need to KnowThe Ultimate Guide to Phone Spy Apps: Everything You Need to Know
The Ultimate Guide to Phone Spy Apps: Everything You Need to Know
 
Vip Girls Call ServiCe Hyderabad 0000000000 Pooja Best High Class Hyderabad A...
Vip Girls Call ServiCe Hyderabad 0000000000 Pooja Best High Class Hyderabad A...Vip Girls Call ServiCe Hyderabad 0000000000 Pooja Best High Class Hyderabad A...
Vip Girls Call ServiCe Hyderabad 0000000000 Pooja Best High Class Hyderabad A...
 
Maximizing Efficiency and Profitability: Optimizing Data Systems, Enhancing C...
Maximizing Efficiency and Profitability: Optimizing Data Systems, Enhancing C...Maximizing Efficiency and Profitability: Optimizing Data Systems, Enhancing C...
Maximizing Efficiency and Profitability: Optimizing Data Systems, Enhancing C...
 
React Native vs Flutter - SSTech System
React Native vs Flutter  - SSTech SystemReact Native vs Flutter  - SSTech System
React Native vs Flutter - SSTech System
 
Unleashing the Future: Building a Scalable and Up-to-Date GenAI Chatbot with ...
Unleashing the Future: Building a Scalable and Up-to-Date GenAI Chatbot with ...Unleashing the Future: Building a Scalable and Up-to-Date GenAI Chatbot with ...
Unleashing the Future: Building a Scalable and Up-to-Date GenAI Chatbot with ...
 
Software development... for all? (keynote at ICSOFT'2024)
Software development... for all? (keynote at ICSOFT'2024)Software development... for all? (keynote at ICSOFT'2024)
Software development... for all? (keynote at ICSOFT'2024)
 
Independent Girls Call ServiCe Hyderabad 0000000000 Tanisha Best High Class H...
Independent Girls Call ServiCe Hyderabad 0000000000 Tanisha Best High Class H...Independent Girls Call ServiCe Hyderabad 0000000000 Tanisha Best High Class H...
Independent Girls Call ServiCe Hyderabad 0000000000 Tanisha Best High Class H...
 
welcome to presentation on Google Apps
welcome to   presentation on Google Appswelcome to   presentation on Google Apps
welcome to presentation on Google Apps
 
Celebrity Girls Call Mumbai 9920725232 Unlimited Short Providing Girls Servic...
Celebrity Girls Call Mumbai 9920725232 Unlimited Short Providing Girls Servic...Celebrity Girls Call Mumbai 9920725232 Unlimited Short Providing Girls Servic...
Celebrity Girls Call Mumbai 9920725232 Unlimited Short Providing Girls Servic...
 
Private Girls Call Navi Mumbai 🛵🚡9820252231 💃 Choose Best And Top Girl Servic...
Private Girls Call Navi Mumbai 🛵🚡9820252231 💃 Choose Best And Top Girl Servic...Private Girls Call Navi Mumbai 🛵🚡9820252231 💃 Choose Best And Top Girl Servic...
Private Girls Call Navi Mumbai 🛵🚡9820252231 💃 Choose Best And Top Girl Servic...
 

Product Led Growth: The Rise of the User

  • 1. PRODUCT LED GROWTH The rise of the user. Devon McDonald, Partner CXO SaaS Summit
  • 2. Our mission is to improve people’s working lives. We do this by: • Investing in the best software products • Driving product led growth Learn more at ov.vc THE PRODUCT LED GROWTH VC
  • 3. IT USED TO BE HARD TO ADOPT NEW SOFTWARE
  • 4. LOTS OF PEOPLE Long sales process Complex implementation Training & certification
  • 5. LOTS OF TIME Complex implementation Long sales process Training & certification
  • 12. END USERS ARE FINDING THESE PRODUCTS
  • 13. AND TELLING THEIR BOSS WHICH ONES TO BUY
  • 14. THE END USER ERA IS HERE
  • 15. AND THE BEST SAAS COMPANIES RECOGNIZE IT S-1 Filing We recognize that users drive the adoption and proliferation of our products. Bottom-up adoption within organizations has been critical to our success as users increasingly choose their own tools at work. S-1 Filing We grow through viral demand driven by individual users. S-1 Filing
  • 16. Everything we buy starts with a little project at the edge of the organization. Some developers tinkering with something. A couple of salespeople, a couple of marketers, and then it ends up on the CIO’s desk. Software buying has been turned on its head, and you need to market and sell to humans and enable those humans to put it to work for you. 1 6“ BRIAN HALLIGAN Co-Founder and CEO HubSpot
  • 20. Executive Era CIO Era End User Era BUYER EVOLUTION 1990s 2000s TODAY
  • 21. DISTRIBUTION EVOLUTION Sales led growth Marketing led growth Product led growth CIO ERA EXEC. ERA END USER ERA
  • 22. EVOLUTION CAN’T BE STOPPED CIO Era Exec. Era End User Era
  • 23. PRODUCT LED GROWTH IS HOW YOU ADAPT Product led growth is a business strategy where product usage serves as the primary driver of user acquisition, conversion and expansion.
  • 24. Appeal to end users Price comes after value Measure everything Invest in customer success FOUR STEPS TO PRODUCT LED GROWTH
  • 25. Executive Pain We need to manage our sales pipeline. End User Pain I hate scheduling meetings.“ “ APPEAL TO END USERS
  • 26. I hate expense reports. So annoying! I hate file sharing. So annoying! I hate internal emails. So annoying! I hate scheduling. So annoying! I hate web conferencing. So annoying! I hate post-it notes. So annoying! ANNOYANCE IS OPPORTUNITY
  • 27. MAKE IT EASY TO GET STARTED – END USERS DEMAND SELF SERVE Request Demo Contract Order Form Configuration Implementation Training Support Tickets Talk to Sales Sign Up Ts & Cs Automated Onboarding Documentation Knowledge Base Bots Community SSO End users hate this End users love this
  • 30. A FREE OFFERING IS TABLE STAKES Data from OpenView 2019 SaaS Benchmarks Survey PLG Companies All SaaS Companies Free trial Product analytics Self-service buying Bottoms-up sales Product qualified leads Referral programs Dedicated growth FTEs Freemium
  • 31. FRICTION ISN’T AN EXCUSE TO GATE YOUR PRODUCT Data from OpenView State of Product Led Growth Survey (N=500) Free Version No Free Version Product can be used practically immediately. There is some friction to start using the product. There are extensive requirements before the product can be used. 41% 52% 7% 14% 59% 27%
  • 32. YOU GET CREATIVE WITH “FREE”
  • 34. SALES = CUSTOMER EXPANSION 55% of customers who spend $100k+ started with one free user
  • 35. USE PRODUCT DATA TO SELL Track PQLs and their funnel conversion Don’t track PQLs, but it’s on our roadmap 23% 32% 45%Don’t track PQLs
  • 36. MEASURE EVERYTHING Set up product analytics Define user activation Run in-product experiments Keep tabs on user cohorts
  • 37. GROWTH TEAMS CATALYZE CHANGE Data from OpenView State of Product Led Growth Survey (N=500) Rarely or never run experiments Occasionally run in- product experiments Almost always running 1+ experiment 21% 27% 52% 55% 26% 20% Growth Team No Growth Team
  • 38. DO YOU WANT TO BE LIKE THESE COMPANIES?
  • 39. S-1 filing THEY’RE ALL IN ON PRODUCT LED GROWTH Employees are increasingly empowered to “bring your own software,” leading to the user- driven viral adoption of new software products.
  • 40. S-1 filing S-1 filing THEY’RE ALL IN ON PRODUCT LED GROWTH Employees are increasingly empowered to “bring your own software,” leading to the user- driven viral adoption of new software products. As free hosts realize the benefits of our platform, they often subscribe to a paid plan to gain access to additional functionality.
  • 41. S-1 filingS-1 filing S-1 filing THEY’RE ALL IN ON PRODUCT LED GROWTH Employees are increasingly empowered to “bring your own software,” leading to the user- driven viral adoption of new software products. As free hosts realize the benefits of our platform, they often subscribe to a paid plan to gain access to additional functionality. The Shopify platform provides merchants with an intuitive user experience that requires no up- front training to implement and use. Merchants can set up their shop in less than 15 minutes.
  • 42. S-1 filing S-1 filingS-1 filing S-1 filing THEY’RE ALL IN ON PRODUCT LED GROWTH Employees are increasingly empowered to “bring your own software,” leading to the user- driven viral adoption of new software products. As free hosts realize the benefits of our platform, they often subscribe to a paid plan to gain access to additional functionality. The Shopify platform provides merchants with an intuitive user experience that requires no up- front training to implement and use. Merchants can set up their shop in less than 15 minutes. People love using Slack and many become advocates for wider use inside of their organizations.
  • 43. S-1 filingS-1 filing S-1 filingS-1 filing S-1 filing THEY’RE ALL IN ON PRODUCT LED GROWTH Employees are increasingly empowered to “bring your own software,” leading to the user- driven viral adoption of new software products. As free hosts realize the benefits of our platform, they often subscribe to a paid plan to gain access to additional functionality. The Shopify platform provides merchants with an intuitive user experience that requires no up- front training to implement and use. Merchants can set up their shop in less than 15 minutes. People love using Slack and many become advocates for wider use inside of their organizations. We put a commercial transaction after the customer is experiencing success with our products. We call this "inverting the traditional enterprise sales model."
  • 44. S-1 filingS-1 filing S-1 filing S-1 filingS-1 filing S-1 filing THEY’RE ALL IN ON PRODUCT LED GROWTH Employees are increasingly empowered to “bring your own software,” leading to the user- driven viral adoption of new software products. As free hosts realize the benefits of our platform, they often subscribe to a paid plan to gain access to additional functionality. The Shopify platform provides merchants with an intuitive user experience that requires no up- front training to implement and use. Merchants can set up their shop in less than 15 minutes. People love using Slack and many become advocates for wider use inside of their organizations. As individuals increasingly choose their own tools at work, purchasing power has become more decentralized. We put a commercial transaction after the customer is experiencing success with our products. We call this "inverting the traditional enterprise sales model."
  • 45. THE PLG IPO WAVE IS BUILDING
  • 46. BETTER POST-IPO PERFORMANCE 2019 YTD2018201720162015201420132012 $1B $1.2B $6B $17B $21B $43B $101B $208B -20% 0% 20% 40% 60% 80% 100% Jul-18 Aug-18 Sep-18 O ct-18 N ov-18 Dec-18 Jan-19 Feb-19 M ar-19 Apr-19 M ay-19 Jun-19 Jul-19 PLG Index S&P 500 PR SaaS Index NASDAQ Composite
  • 47. $200B+ MARKET CAP 2019 YTD2018201720162015201420132012 $1B $2B $6B $17B $21B $43B $101B $208B
  • 48. THE END USER ERA IS HERE