The article discusses two dominant customer acquisition strategies: product-led growth (PLG) and sales-led growth (SLG). PLG focuses on letting customers use the product freely, making the product experience vital for conversion. Companies employing PLG prioritize features like streamlined onboarding and clear value propositions. Conversely, SLG relies on direct engagement from sales teams—either through outbound activities or inbound inquiries—promoting premium services that necessitate a sales force. Understanding the differences between these strategies is essential for businesses aiming for effective growth.
When designing the product, PLG companies focus on streamlined onboarding, clarity of value proposition, and upsell nudges that encourage users to upgrade on their own.
Sales-led growth is an acquisition strategy focusing on direct interactions with prospective buyers, which may involve outbound and inbound sales efforts.
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