EP. 117 - Sell Big (ABM) and Sell Small (PLG) Are in Your Control

Nov 14, 2024

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In this special episode of Scrappy ABM, host Mason Cosby joins Tushar, Ashish, and Guraish on the Thrivecast podcast to discuss the differences between Product-Led Growth (PLG) and Account-Based Marketing (ABM) strategies for startups. They provide insights on how to effectively implement ABM, when to leverage PLG, and how combining both strategies can drive scalable growth.

Best Moments:

(00:06) Introduction to Scrappy ABM podcast
(00:43) Guest introductions and backgrounds
(02:35) Defining PLG and ABM
(05:59) Considerations for early-stage startups choosing between PLG and ABM
(19:22) The importance of identifying Ideal Customer Profiles (ICPs)
(34:09) Steps to build a target account list for ABM
(42:47) The role of AI in ABM strategies
(54:30) A four-D framework for getting started with ABM
(56:12) Final advice for companies figuring out their go-to-market motions

Guest Bios:

Tushar Ladha: Tushar is a co-host of Thrivecast and an expert in startup growth strategies. He brings valuable insights into how startups can navigate the complexities of choosing between PLG and ABM.
Ashish Bharti: Ashish is a co-host of Thrivecast with extensive experience in product development and marketing. He offers a deep understanding of how AI can be leveraged in ABM strategies.
Guraish Lal: Guraish is a co-host of Thrivecast and specializes in sales and marketing alignment. He provides practical advice on building effective go-to-market motions for startups.
Mason Cosby: Mason is the host of the Scrappy ABM podcast and an expert in Account-Based Marketing. He specializes in building effective ABM programs on low budgets that drive high impact. Over the past three years, he has sourced over $8 million in revenue, driving an 18X ROI. Mason runs various ABM-related content platforms, including a podcast, newsletter, website, and a masterclass in partnership with UserGems.

About Thrivecast:

Thrivecast is a podcast that explores strategies and insights for startups and businesses looking to scale. This episode is a repurposed session from Thrivecast, where Mason was a guest discussing the interplay between PLG and ABM strategies.