Why Your Free Trial Isn’t Converting—and How to Fix It with PLG

In this episode, Wes Bush, founder and CEO of ProductLed, joins the Passetto team to discuss the critical shifts SaaS companies must make to win with product-led growth (PLG). Wes breaks down the misconceptions around PLG, why so many companies fail at it, and the 9 components needed to build a scalable PLG motion.

We unpack what it takes to move beyond surface-level PLG and into a strategy that actually drives conversion, retention, and revenue. From onboarding mistakes to pricing psychology and team alignment, Wes brings a tactical, no-fluff approach to adopting PLG the right way.

Key Takeaways:

[00:03:19] Why most SaaS free trials fail with <1% conversion

[00:06:31] Wes’s viral freemium product and the lesson on time-to-value

[00:18:06] The 9 levers that drive a successful PLG motion

[00:11:31] Why PLG isn’t just “slapping on” a free trial

[00:21:02] How to fix retention issues before adding PLG

[00:25:08] What to do when your product is high-priced ($5K–$10K)

[00:26:40] When to bring in sales or support in a self-serve journey

[00:38:00] The 5 signs your company is (or isn’t) ready for PLG

[00:44:06] Early indicators your PLG motion is working

Links:

Carolyn Dilks LinkedIn

Trevor Gibson LinkedIn

Passetto

Get the ProductLed Playbook here