Podcast Description
In this episode of the Value Coffee Talk podcast, Tom Pisello and April Morley discuss the concept of Product-Led Growth (PLG) with guest David Yockelson, a VP analyst at Gartner. They explore the definition of PLG, its limitations, and the addition of Value-Led Growth (VLG) as a necessary evolution in the current business landscape.
The conversation highlights the importance of understanding the buyer’s journey, the roles of pre-sales and post-sales, and the collective responsibility of organizations in delivering value to customers.
The episode concludes with actionable insights for businesses to enhance their value articulation and customer engagement strategies.
Takeaways
- Product-led growth is often misunderstood as purely self-service.
- A product experience is crucial for engaging prospects.
- Value-led growth is necessary for larger deals.
- The user and buyer are often different individuals.
- Product qualified leads (PQLs) are essential for sales.
- Telemetry can help in understanding customer success.
- Removing friction in the buyer’s journey is key.
- All functions in an organization must collaborate for value delivery.
- Buyers are increasingly asking for help with value realization.
- Investing in value delivery can improve customer satisfaction.
Sound Bites
- “You need to build a business case.”
- “PLG focuses on the user of a product.”
- “Free trial signup is not a lead.”
- “Make the investment in value delivery.”
Chapters
00:00 Introduction to Product-Led Growth (PLG)
05:11 Transitioning to Value-Led Growth (VLG)
09:49 The Role of Pre-Sales and Post-Sales in PLG and VLG
15:11 Organizational Responsibility in Value Delivery
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