Office Hours with Tomasz Tunguz & Oliver Jay

00:00 Introduction to Tom and Oliver

03:07 Overview of PLG at Dropbox

05:30 Overview of PLG at Asana

06:07 How to succeed in PLG end user acquisition phase

09:15 Tactics for Generating Awareness

10:17 Customer Expansion Phase

13:15  When Tension Arises Between PLG & Enterprise Security Needs

15:24 Security is an All Consuming Roadmap, not a Feature

18:35 How the Organization Shifts during the Transition from PLG to SLG

20:48 How Pricing Changes from PLG to SLG

26:22 The PLG Trap

28:03 Avoiding the PLG Trap

31:55 Value-Based Selling: Generalizable or Vertical/Use-Case Specific?

35:35 Atlassian v. Asana's Approaches

37:11 Advice for New Startups Pursuing PLG

38:22 Navigating from SLG to PLG

42:19 Resources for Founders

43:06 PLG, SLG & AI