Welcome to another episode of Category Visionaries — the show that explores GTM stories from tech's most innovative B2B founders. In today's episode, we're speaking with Pulkit Agrawal, CEO & Co-Founder of Chameleon, a product adoption platform that has raised $15 Million in funding.

Here are the most interesting points from our conversation:

• The Power of Onboarding: Pulkit shared how Chameleon was born from a personal experience with user onboarding, and how a simple project to revamp onboarding boosted user retention significantly.
• Evolution of Positioning: Initially focused on user onboarding, Chameleon later embraced the broader category of product adoption platforms, inspired in part by market trends and competitive positioning.
• Category Challenges: Pulkit discussed the struggle of accepting and operating within an existing category, like "Digital Adoption Platforms," and how Chameleon aims to differentiate itself while playing in that space.
• PLG Misconceptions: Many companies fail with product-led growth (PLG) because they think of it as an all-or-nothing shift. Pulkit emphasizes the importance of small, iterative changes and learning from current users for PLG success.
• Sophisticated Sales Process: Pulkit highlighted the shift from convincing companies to adopt new tools to winning customers over from competitors, which requires a more sophisticated sales process and depth of product knowledge.
• Content-Led Growth: Pulkit underscored the value of high-quality content in driving inbound growth and how he has taken a hands-on approach to produce valuable, expert-level material, like a comprehensive guide on Digital Adoption Platforms.

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