Guide into Customer Success Using Product-Led Growth with Kyle Poyar

This episode of the Live Better Seller Better Podcast features Kyle Poyar, Operating Partner at OpenView. Product-led growth (PLG) is a buzzword today, but what does it really mean?

Kyle drills down its definition, what it means for companies to adopt PLG, and some techniques to leverage PLG. The difference of PLG is its focus on end-user growth and success which is not only efficient, but scalable as well.

These characteristics have led to crazy valuations and exits for companies. A main difference in a successful PLG strategy is the sales approach where sales teams instead take on a sales assist role to guide the end user in its adoption leading up to an eventual sale.

HIGHLIGHTS

• Product-led growth defined and PLG techniques companies can leverage
• Have a value proposition that speaks to users not the executive team
• Classic sales approach vs sales assist role for customer success
• Set up good product telemetry and analytics for product visibility 

QUOTES

Kyle: "Product-led growth is an end-user-focused growth model that puts the product front and center in customer acquisition, conversion, expansion, and retention."

Kyle: "With product-led growth what can really happen is, because you are taking things that would normally be done by people and turning those into product-based solutions, it's a very scalable and efficient model."

Kyle: "I think for a lot of folks they treat their product-led growth efforts as separate from the sales team and there's a lot of mistrust between both sides, but to me that could be a really great win-win."

You can find out more about Kyle in the links below:

• LinkedIn: https://www.linkedin.com/in/kyle-poyar/
• Newsletter: https://kylepoyar.substack.com/
• Website: https://openviewpartners.com/