Ep 24 - The Product-Led Growth Go-to-Market Motion; Digging Deep with Correlated's Breezy Beaumont

In this episode we explore the product-led growth go-to-market motion with Breezy Beaumont, head of growth and marketing at Correlated. It's a SaaS that helps product-led growth companies to find expansion, upsell, cross-sell, and other revenue opportunities based on how people are using their product.

If like us, you're trying to distance your marketing from the "fake" MQL, you might consider a product-led growth go-to-market strategy. It's no small change if your product cannot or does not already support free users and provide you with instrumentation and in-app promos to sell users an upgrade. But the benefits are huge. 

We all know and use one or more PLG applications daily (Slack, LinkedIn, DropBox, Calendly). But can we make it work where we work? If the product was made to support PLG, or can be made to do so, now what?

Among the really interesting subjects we explore are:

• How the pipeline is different for PLG. It's a continuous cycle not linear. And this has benefits beyond the upsell in terms of staying close to your customer.
• How your organization is different with PLG.  Sales, marketing and customer success are now much more integrated and collaborating throughout the customer life cycle.
• How sales can now be customer and product advocates vs driving people through what she calls a "manufactured" pipeline (love this, btw).
• And how the old model for predictable revenue has to give way to a more statistical and usage-based view of where and when revenues will be achieved.

It's a refreshing take on what we all do for a living. Take a listen and let me know what you think!

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