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Το περιεχόμενο παρέχεται από το Ken Lempit. Όλο το περιεχόμενο podcast, συμπεριλαμβανομένων των επεισοδίων, των γραφικών και των περιγραφών podcast, μεταφορτώνεται και παρέχεται απευθείας από τον Ken Lempit ή τον συνεργάτη της πλατφόρμας podcast. Εάν πιστεύετε ότι κάποιος χρησιμοποιεί το έργο σας που προστατεύεται από πνευματικά δικαιώματα χωρίς την άδειά σας, μπορείτε να ακολουθήσετε τη διαδικασία που περιγράφεται εδώ https://el.player.fm/legal.
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Ep. 53 - Finding PLG Nirvana while avoiding a Hype Cycle beat down with Peter Zawistowicz, Head of Marketing at Pace

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Manage episode 354398624 series 2943493
Το περιεχόμενο παρέχεται από το Ken Lempit. Όλο το περιεχόμενο podcast, συμπεριλαμβανομένων των επεισοδίων, των γραφικών και των περιγραφών podcast, μεταφορτώνεται και παρέχεται απευθείας από τον Ken Lempit ή τον συνεργάτη της πλατφόρμας podcast. Εάν πιστεύετε ότι κάποιος χρησιμοποιεί το έργο σας που προστατεύεται από πνευματικά δικαιώματα χωρίς την άδειά σας, μπορείτε να ακολουθήσετε τη διαδικασία που περιγράφεται εδώ https://el.player.fm/legal.

There’s a lot of hype with Product-Led Growth (PLG) with the promise of low-cost customer acquisition and streamlined expansion.
But as Peter Zawistowicz, Pace’s head of marketing says that when you introduce a PLG motion into an organization with an existing direct sales motion, you get an interesting set of problems.
Most notably, sellers in a PLG motion are almost always left in the dark while still trying to hit their numbers.
Intercede too early and it could artificially inflate price points.
On the flip side, self-serve customers that lack proper guidance when problems arise could leave money on the table and lead to churn.
That’s the problem that Pace is tackling with a new set of tools that are built for customer facing roles that allows them to focus on the users that really need their attention and eliminating the rest of the noise.
In this episode, Zawistowicz draws on his (and the founders’) background with companies like Gremlin and MongoDB that successfully implemented PLG motions to help Pace customers to find enlightenment—the right mix of sales and customer service intervention to maximize growth.
Other notable topics include:

  • What to do when you don’t have product-marketing fit
  • Not getting beat by hype cycles
  • Getting the DIY champion on your side
  • How to provide salespeople with actionable insights vs letting them self-serve

Other resources to check out:

Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publish a yearly report about how B2B buyer behavior is changing.
The Lead Gen Mistake I Guarantee You’re Making – how to create content that better identifies intent from today’s b2b buyer.
And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting.

---
Is your messaging a sales ally or sneaky saboteur? Let us help with our free content audit.
We’ll look at your website’s messaging, content, and conversion potential from the eyes of today’s buyer and deliver a presentation with new combinations to more sales conversations and demos.
And the best part? It’s absolutely free.
Get started today!

  continue reading

115 επεισόδια

Artwork
iconΜοίρασέ το
 
Manage episode 354398624 series 2943493
Το περιεχόμενο παρέχεται από το Ken Lempit. Όλο το περιεχόμενο podcast, συμπεριλαμβανομένων των επεισοδίων, των γραφικών και των περιγραφών podcast, μεταφορτώνεται και παρέχεται απευθείας από τον Ken Lempit ή τον συνεργάτη της πλατφόρμας podcast. Εάν πιστεύετε ότι κάποιος χρησιμοποιεί το έργο σας που προστατεύεται από πνευματικά δικαιώματα χωρίς την άδειά σας, μπορείτε να ακολουθήσετε τη διαδικασία που περιγράφεται εδώ https://el.player.fm/legal.

There’s a lot of hype with Product-Led Growth (PLG) with the promise of low-cost customer acquisition and streamlined expansion.
But as Peter Zawistowicz, Pace’s head of marketing says that when you introduce a PLG motion into an organization with an existing direct sales motion, you get an interesting set of problems.
Most notably, sellers in a PLG motion are almost always left in the dark while still trying to hit their numbers.
Intercede too early and it could artificially inflate price points.
On the flip side, self-serve customers that lack proper guidance when problems arise could leave money on the table and lead to churn.
That’s the problem that Pace is tackling with a new set of tools that are built for customer facing roles that allows them to focus on the users that really need their attention and eliminating the rest of the noise.
In this episode, Zawistowicz draws on his (and the founders’) background with companies like Gremlin and MongoDB that successfully implemented PLG motions to help Pace customers to find enlightenment—the right mix of sales and customer service intervention to maximize growth.
Other notable topics include:

  • What to do when you don’t have product-marketing fit
  • Not getting beat by hype cycles
  • Getting the DIY champion on your side
  • How to provide salespeople with actionable insights vs letting them self-serve

Other resources to check out:

Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publish a yearly report about how B2B buyer behavior is changing.
The Lead Gen Mistake I Guarantee You’re Making – how to create content that better identifies intent from today’s b2b buyer.
And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting.

---
Is your messaging a sales ally or sneaky saboteur? Let us help with our free content audit.
We’ll look at your website’s messaging, content, and conversion potential from the eyes of today’s buyer and deliver a presentation with new combinations to more sales conversations and demos.
And the best part? It’s absolutely free.
Get started today!

  continue reading

115 επεισόδια

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