Velthuis: 50% of Amplitude Customer Base Started on Free Tier
Mark Velthuis · The Playbook to Blending Product-Led Growth with Sales-Led Growth: Amplitude VP of APJ Mark Velthuis · Mar 10, 2023 · at 13:51
Mark Velthuis, VP of APJ at Amplitude, discusses product-led growth strategy and freemium conversion rates.
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“I can tell you that 50% of all my customers, my install base, started off as a free customer, and they're now paying customers.”
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More from Mark Velthuis
Velthuis: Pure PLG is not realistic for large enterprise deals
“PLG can solve for a whole raft of use cases, but for the large enterprise opportunities, it's gonna be really tough to work with PLG. So pure PLG is not realistic in those scenarios.”
Velthuis: Freemium Beats Time-Bound Free Trials for Software Adoption
“My recommendation is, is that you offer a freemium. A free trial is time bound. I don't know if you've experienced, but I certainly have. When you download something, you register, you play with it once. If the business then takes over different priorities, yo…”
Velthuis: The number of digital products will double by end of 2023
“We actually think that by the end of 20, 23 we'll double the amount of digital products out there in the market.”
Amplitude Tripled Lead-to-Pipeline Conversion Rate via Product-Led Sales
“As a result of product-led sales, we have tripled our lead to pipeline conversion rate. So that means that our sales team is three times more effective in closing a product-led opportunity versus your traditional MQLs or hand raises.”
Velthuis: Software Signups Should Be Entirely Self-Serve Without Sales Reps
“My advice is to keep it self-serve, simple, fast, free, frictionless you don't want any salespeople or BDRs, ah, involved when, ah, people trying to sign up for your, ah, for your piece of software.”
Velthuis: Product-led sales accelerates deals instead of cannibalizing sales pipeline
“It doesn't cannibalize, ah, the sales. It actually frees up the sales team to go after those larger and more complicated deals. And frankly speaking, if you think of an OTE, To ACV or ARR ratio, you're using your sales capacity, your CAC, your cost of acquisit…”