Gross: PLG fails when self-serve and enterprise sales motions intermingle
Adam Gross · Adam Gross: Why Startups Doing Paid Under $100M ARR are not PLG | E1145 · 20VC with Harry Stebbings · Apr 26, 2024 · at 34:02
Adam Gross, veteran tech executive and former CEO of Vimeo and Heroku, discusses common operational pitfalls when product-led growth (PLG) companies attempt to build out enterprise sales teams.
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“This is where PLG goes south, is when you don't have the clarity in how you run the business of, this is our self-serve product, and this is our self-serve business, and this is how it works. And this is our sales-led business, and this is its value proposition, and this is how it works. The most common failure mode is that those intermingle in, ah, non, you know, in ways that they're not differentiated by motion, by customer, by product and value proposition, by message, even by name, as we were talking about.”
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