{"id":18171,"date":"2021-09-02T10:48:45","date_gmt":"2021-09-02T08:48:45","guid":{"rendered":"https:\/\/chartmogul.com\/blog\/?p=18171"},"modified":"2024-05-01T14:14:01","modified_gmt":"2024-05-01T12:14:01","slug":"replace-your-sales-led-motions-with-product-led-growth","status":"publish","type":"post","link":"https:\/\/chartmogul.com\/blog\/replace-your-sales-led-motions-with-product-led-growth\/","title":{"rendered":"Replace Your Sales-Led Motions with Product-Led Growth"},"content":{"rendered":"\n<p>The SaaS industry is growing, and people&#8217;s expectations around purchasing software are changing. There is a desire and an ability to get into a product without ever needing to talk to anyone. Companies that have been sales-led in the past are now moving in a more product-led direction. They allow potential customers to experience the product straight away on a free plan or a trial, without the intervention of a sales rep.&nbsp;<\/p>\n\n\n\n<p><br>On this week\u2019s podcast, I talk with <a href=\"https:\/\/www.linkedin.com\/in\/esbenfriisjensen\/\" target=\"_blank\" rel=\"noreferrer noopener\">Esben Friis-Jensen<\/a>, co-founder of <a href=\"https:\/\/userflow.com\/\" target=\"_blank\" rel=\"noreferrer noopener\">Userflow<\/a> and Cobalt.io, about moving away from direct sales, and enabling product-led growth instead.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-about-the-episode\">About the episode<\/h2>\n\n\n\n<p><br>Userflow lets your team build customized in-app tours, checklists and surveys, without code. It\u2019s a tool to help drive onboarding and trial conversions. It was a conscious choice of the Userflow team to <a href=\"https:\/\/userflow.com\/product-led-at-userflow\/\" target=\"_blank\" rel=\"noreferrer noopener\">focus on product-led growth<\/a> from day one. They try to avoid hiring people to solve problems and look into improving the product instead.&nbsp;<\/p>\n\n\n\n<p>If you\u2019re product-led, your entire organization revolves around making the product drive growth. Esben <a href=\"https:\/\/www.saasmag.com\/product-led-growth-what-it-is-and-why-you-need-it\/\" target=\"_blank\" rel=\"noreferrer noopener\">recently wrote about product-led growth<\/a> (PLG) and defined it as an approach where you think product-first, instead of people-first.&nbsp;<\/p>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n<p><em>The easiest way to explain product-led growth is to look at the opposite, sales-led growth, where you involve people in every single step of the sales process. Product-led means that you put the product in the hands of the customers.<\/em><\/p>\n<cite><strong><em>Esben Friis-Jensen, Userflow<\/em><\/strong><\/cite><\/blockquote>\n\n\n\n<p>To move away from sales-led growth at his previous company Cobalt, Esben started with a spreadsheet of all manual processes. He was going through them one by one asking himself how to automate them or turn them into self-service.&nbsp;<\/p>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n<p><em>If your business is moving from sales-led to product-led, then it&#8217;s a big change management exercise. Don&#8217;t do everything at once. Do an MVP, iterate, and learn.\u00a0<\/em><\/p>\n<cite><strong><em>Esben Friis-Jensen, Userflow<\/em><\/strong><\/cite><\/blockquote>\n\n\n\n\n\n\n\n<p>Overall, Esben and I talk about:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>What is product-led growth and what is the difference between product-led and sales-led growth<\/li>\n\n\n\n<li>The SaaS industry maturing into PLG<\/li>\n\n\n\n<li>How too much customization can make it harder to move away from sales-led motions<\/li>\n\n\n\n<li>Examining if PLG is working within a company<\/li>\n\n\n\n<li>How to tackle support questions proactively<\/li>\n\n\n\n<li>The best tools for product-led growth<\/li>\n<\/ul>\n\n\n\n<p>Hope you enjoy this SaaS Open Mic episode!<\/p>\n\n\n\n<figure class=\"wp-block-embed is-type-rich is-provider-embed-handler wp-block-embed-embed-handler\"><div class=\"wp-block-embed__wrapper\">\n<simplecast-player shortlink=\"https:\/\/saas-open-mic-by-chartmogul.simplecast.com\/episodes\/episode-41\"><\/simplecast-player>\n<\/div><\/figure>\n","protected":false},"excerpt":{"rendered":"<p>The SaaS industry is growing, and people&#8217;s expectations around purchasing software are changing. There is a desire and an ability to get into a product without ever needing to talk to anyone. Companies that have been sales-led in the past are now moving in a more product-led direction. They allow potential customers to experience the &hellip;<\/p>\n","protected":false},"author":57,"featured_media":18172,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[12],"tags":[98,66,21,118],"class_list":["post-18171","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-gtm","tag-interview","tag-podcast","tag-saas","tag-saas-open-mic"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v25.8 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Replace Your Sales-Led Motions with Product-Led Growth | ChartMogul<\/title>\n<meta name=\"description\" content=\"The SaaS industry is growing, and people&#039;s expectations around purchasing software are changing. There is a desire and an ability to get into a product without ever needing to talk to anyone. Companies that have been sales-led in the past are now moving in a more product-led direction. They allow potential customers to experience the product straight away on a free plan or a trial, without the intervention of a sales rep.\" \/>\n<meta name=\"robots\" content=\"index, follow\" \/>\n<link rel=\"canonical\" href=\"https:\/\/chartmogul.com\/blog\/replace-your-sales-led-motions-with-product-led-growth\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Replace Your Sales-Led Motions with Product-Led Growth | ChartMogul\" \/>\n<meta property=\"og:description\" content=\"The SaaS industry is growing, and people&#039;s expectations around purchasing software are changing. There is a desire and an ability to get into a product without ever needing to talk to anyone. Companies that have been sales-led in the past are now moving in a more product-led direction. They allow potential customers to experience the product straight away on a free plan or a trial, without the intervention of a sales rep.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/chartmogul.com\/blog\/replace-your-sales-led-motions-with-product-led-growth\/\" \/>\n<meta property=\"og:site_name\" content=\"ChartMogul\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/chartmogul\" \/>\n<meta property=\"article:published_time\" content=\"2021-09-02T08:48:45+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2024-05-01T12:14:01+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2021\/08\/blog-Esben-Friis-Jensen.pln_.png\" \/>\n\t<meta property=\"og:image:width\" content=\"3064\" \/>\n\t<meta property=\"og:image:height\" content=\"1276\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/png\" \/>\n<meta name=\"author\" content=\"Olivia Jarvis\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@chartmogul\" \/>\n<meta name=\"twitter:site\" content=\"@chartmogul\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Olivia Jarvis\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"2 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/chartmogul.com\/blog\/replace-your-sales-led-motions-with-product-led-growth\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/chartmogul.com\/blog\/replace-your-sales-led-motions-with-product-led-growth\/\"},\"author\":{\"name\":\"Olivia Jarvis\",\"@id\":\"https:\/\/chartmogul.com\/blog\/#\/schema\/person\/73981dc1e7a136d522f428200bb19967\"},\"headline\":\"Replace Your Sales-Led Motions with Product-Led Growth\",\"datePublished\":\"2021-09-02T08:48:45+00:00\",\"dateModified\":\"2024-05-01T12:14:01+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/chartmogul.com\/blog\/replace-your-sales-led-motions-with-product-led-growth\/\"},\"wordCount\":393,\"publisher\":{\"@id\":\"https:\/\/chartmogul.com\/blog\/#organization\"},\"image\":{\"@id\":\"https:\/\/chartmogul.com\/blog\/replace-your-sales-led-motions-with-product-led-growth\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2021\/08\/blog-Esben-Friis-Jensen.pln_.png\",\"keywords\":[\"interview\",\"podcast\",\"saas\",\"saas open mic\"],\"articleSection\":[\"GTM\"],\"inLanguage\":\"en-US\"},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/chartmogul.com\/blog\/replace-your-sales-led-motions-with-product-led-growth\/\",\"url\":\"https:\/\/chartmogul.com\/blog\/replace-your-sales-led-motions-with-product-led-growth\/\",\"name\":\"Replace Your Sales-Led Motions with Product-Led Growth | ChartMogul\",\"isPartOf\":{\"@id\":\"https:\/\/chartmogul.com\/blog\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/chartmogul.com\/blog\/replace-your-sales-led-motions-with-product-led-growth\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/chartmogul.com\/blog\/replace-your-sales-led-motions-with-product-led-growth\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2021\/08\/blog-Esben-Friis-Jensen.pln_.png\",\"datePublished\":\"2021-09-02T08:48:45+00:00\",\"dateModified\":\"2024-05-01T12:14:01+00:00\",\"description\":\"The SaaS industry is growing, and people's expectations around purchasing software are changing. 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