Oliver Jay: PLG focuses on the user journey, enterprise on the customer journey
Oliver Jay · The new PLG playbook | Arming the next generation of product-led companies | Oliver Jay (Asana) · Jan 4, 2024 · at 7:53
Former Asana CRO Oliver Jay contrasts the operational and mental models required for product-led growth versus traditional enterprise sales.
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“Enterprise, we always use the term customer journey. What's the customer journey? Who are the people in the company who receive different Forms of value along the way that eventually makes the right decision of buying your product, right? And that takes a long time. It can take 12 months or 18 months for a big enterprise, but it's a customer journey that you're designing everything towards. It's certainly on the go-to-market side, right? Sales, marketing, support, they're thinking about the customer journey. The PLG, your mindset is not customer, it's user.”
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