The Marketing Millennials The Best of Both Worlds: How PLG and SLG Win Together with Gaurav Agarwal and Kyle Coleman of ClickUp | Ep. 371
Dec 3, 2025
Gaurav Agarwal, COO at ClickUp with expertise in merging growth strategies, and Kyle Coleman, Global VP of Marketing, dive into the synergy between Product-Led Growth (PLG) and Sales-Led Growth (SLG). They debunk the myth that these models are opposites, emphasizing the importance of measuring incremental ROI. The duo explores the roles of demand creation and harvesting, outlines the need for consistent messaging, and argues for user-friendly product experiences. Finally, they discuss realistic AI solutions that enhance collaboration without over-promising.
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Transcript
Episode notes
PLG And SLG Aren't Mutually Exclusive
- Treat PLG and SLG as complementary channels rather than a binary choice.
- Invest where you can measure incremental ROI and manage a portfolio of both motions.
Divide Efforts Into Create vs Harvest
- Separate activities into demand creation and demand harvesting when planning GTM.
- Allocate resources to both and measure which investments drive incremental business value.
Consistency Multiplies Touchpoints
- Modern demand creation requires many more touches across channels than before.
- Consistent messaging and brand promise across channels makes those touches compound into demand.