When You Should Focus on PLG with Alex Bilmes

Revenue Builders

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive into when to focus on product-led growth. John McMahon and John Kaplan discuss product-led growth (PLG) with Alex Bilmes, the founder and CEO of Endgame. They explore the types of products that are well-suited for PLG and those that may not be a good fit. Alex explains that products that are easy to use, provide immediate value to the user, have a short time to value, and have a low price are ideal for PLG. However, more transformative products that require organizational change and have larger deal sizes may require a sales process to facilitate adoption. Alex also shares insights on how to determine if PLG is a good fit for a product and the questions to ask before implementing a PLG strategy.

KEY TAKEAWAYS

• Transformative products that require organizational change and have larger deal sizes may not be a good fit for PLG.
• When considering PLG, it is important to assess the product's interface with different disciplines and other products, as well as its impact on user behavior.
• Endgame focuses on the sales side of PLG and helps companies integrate sales efforts with product data to accelerate revenue growth.
• Understanding the ideal customer profile (ICP) from a product-led perspective and using data to create behavioral-based ICPs are crucial for successful PLG implementation.

HIGHLIGHT QUOTES

• "Humans are tricky. Anything that requires interfacing with humans or interacting with people always adds a layer of complexity." - Alex Bilmes
• "If you don't know what harbor you're sailing for, no winds will get you there." - Alex Bilmes
• "A product-led sales orientation lets you validate what the company is doing using empirical data, meaning you can tell how people are already using your product." - Alex Bilmes

Listen to the full episode with Alex Bilmes through these links:

• Leveraging Product-Led Sales for Growth with Alex Bilmes: https://podcasts.apple.com/in/podcast/leveraging-product-led-sales-for-growth-with-alex-bilmes/id1610203369?i=1000635042791

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/