Great Points. I am moving from a large corp to a startup that has chosen to go with PLG. I love the approach you outline here. Food for thought for sure...even for those are sales led.
I don't think it means focus on SMB - instead I think that specifically means just making sure that the number of targeted people you are marketing towards is big enough. That could be developers, security people, consumers, it doesn't really matter as long as you provide value to them quickly and there are enough of them to drive revenue to your business.
It doesn't necessitate that focus, but PLG does gravitate that way for a few reasons. If none of what follows applies to you, Tyler's comment is the go-to.
Things to keep in mind:
1) If you're going to sell to Enterprise, be ready to service Enterprise at your price point. The initial PLG price point is intentionally set at a level to facilitate a larger number of small deals. Companies that go after small priced deals with a high touch service model end up a notoriously crowded part of the cemetery.
2) Enterprise purchase departments have to earn their keep. Expect the deal's velocity to slow way down once you progress beyond click-through terms and the entry level price point.
3) If we want to be completely honest with what PLG is attempting - it's the implementation of B2C buying and selling patterns in the B2B market. Cybersecurity at Enterprise just isn't there yet. Might not get there ever.
Great points. I’m also an advocate of PLG.
Thanks for the support! Have you had any epiphanies or observations on leading indicators for PLG success in cybersec?
Great Points. I am moving from a large corp to a startup that has chosen to go with PLG. I love the approach you outline here. Food for thought for sure...even for those are sales led.
Thanks! What the problem-to-solve for the startup?
Most awesome! "Abundance of potential users" - does it necessitate focus on SMBs?
I don't think it means focus on SMB - instead I think that specifically means just making sure that the number of targeted people you are marketing towards is big enough. That could be developers, security people, consumers, it doesn't really matter as long as you provide value to them quickly and there are enough of them to drive revenue to your business.
It doesn't necessitate that focus, but PLG does gravitate that way for a few reasons. If none of what follows applies to you, Tyler's comment is the go-to.
Things to keep in mind:
1) If you're going to sell to Enterprise, be ready to service Enterprise at your price point. The initial PLG price point is intentionally set at a level to facilitate a larger number of small deals. Companies that go after small priced deals with a high touch service model end up a notoriously crowded part of the cemetery.
2) Enterprise purchase departments have to earn their keep. Expect the deal's velocity to slow way down once you progress beyond click-through terms and the entry level price point.
3) If we want to be completely honest with what PLG is attempting - it's the implementation of B2C buying and selling patterns in the B2B market. Cybersecurity at Enterprise just isn't there yet. Might not get there ever.
Details coming soon. That is why you have to sub to my stack. right?