The Ledger
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Epstein: PLG only works when customer workflows are standardized
“For product-led growth to work, you do need a somewhat similar set of best practices and needs by your customer.”
Epstein: Companies should let fast-growing leads self-convert instead of using expensive salespeople
“There is an argument to be had to say the ones that are actually really hot and growing fast are the ones that you should not be putting your expensive salespeople on. Let those go and convert.”
Epstein: PLG and virality are not synonymous
“I think there are a lot of people think of PLG and virality as
It's not synonymous, but they're not. I think you can still have a purebred PLG model where it sells itself because the buyer can get right into the product, and they can actually even use it in a …”