PLG companies
6 statements across 1 episodes · 2 bullish · 3 bearish · 1 people on the record · first statement Jan 4, 2024 by Oliver Jay · across every show →
Everything said about PLG companies, oldest first
Jan 4, 2024
The bottleneck for PLG enterprise sales is product-market fit, not headcount
“And I think for PLG companies that are moving into enterprise, your likely bottleneck is not number of heads, number of AEs. Your likely bottleneck is how many companies do you actually have real product market fit on a large scale?”
Jan 4, 2024 negative
PLG companies mistakenly segment sales teams by company size instead of motion
“This is something that I see a lot of PLG companies get wrong, which is they confuse segments and motions. If you take a step back, traditionally enterprise companies are set up and they are split by segments, SMB, mid-market enterprise, right? And of course y…”
Jan 4, 2024 positive
Jay: PLG companies must start executive value sales concurrently with expansion sales
“Phase three starts the same time phase two starts, because it takes that much time to identify the problem, identify the path, and then start building the right team to execute that, that play. It takes a long, long time.”
Jan 4, 2024 negative
PLG companies mistakenly believe they can seamlessly blend into the enterprise
“I think the big mistakes companies make over and over again when I see is when they try to blend, they think they can just seamlessly evolve. And as they scale and Into an enterprise company. I think it's a lot more complicated than that.”
Jan 4, 2024 positive
Jay: PLG-to-enterprise deals require four internal buyer personas
“For PLG companies moving to enterprise, what we found was one, and kudos to my team for figuring this out, I didn't coin this, my team did. First, we call them Intel agents... The next level we call them or change agents... And so those are change agents, and …”