ProductLed Podcast

In this episode, Wes Bush interviews Will Royall, founder and CEO of Promotix, on how he bootstrapped a product-led ticketing platform to $25K MRR with no sales team. Will shares how he increased signups by 40% with sharper homepage copy, boosted conversions with simple UX tweaks, and why Promotix is betting big on education to win their market. Key Takeaways: [00:01:31] How Will from an event creator to founder [00:06:12] How calling out competitors led to a 40% increase in signups [00:11:42] Using the "Promised Land" effect on signup pages [00:20:41] How PromoTix cut 50% of their onboarding steps [00:27:02] Launching Promotix University to level up users [00:33:00] Building moats: product, pricing, and education Links: Will Royall on LinkedIn PromoTix – promotix.com

Olly Meakings, founder of Senja.io, shares his remarkable journey bootstrapping a testimonial collection tool to $800K ARR with a remote co-founder he met on Twitter. He discusses launching with an enticing free plan and shipping over 100 features annually despite tough financial times. Olly reflects on their significant growth milestone from $20K to $60K MRR and the transformative decision to adopt a four-day workweek. He emphasizes personal well-being, the support network essential for founders, and the impact of urban environments on productivity.

Integrating onboarding coaching into your strategy can improve customer success and drive acquisitions, especially if your SaaS product is more complex or targets enterprise users. But where do you begin? In this episode, Wes is joined by Clate Mask, CEO and founder of Keap, to talk about the importance of understanding user needs and delivering tailored solutions through coaching sessions. Doing so bridges the gaps in product understanding, knowledge, and skills.    Key Takeaways: [2:30] What SaaS companies benefit the most from onboarding coaches  [8:20] Why Keap started using coaching  [16:30] The economics of hiring onboarding coaches [19:45] Must-have skills for these coaches [26:00] Ways to tailor coaching to your SaaS product [33:30] Clate’s new book Conquering the Chaos About Clate Mask: Clate is the CEO and co-founder of Keap, the leading provider of business automation software for small businesses, and co-authored Conquer the Chaos: The Six Keys to Success for Entrepreneurs. Links: Clate Mask | LinkedIn Conquer the Chaos

Uncover the secrets to crafting a high-converting homepage that captures attention. Learn why a clear offer is essential to stand out in the market. Discover three key components for an irresistible product proposition. Explore how businesses like PromoTix have leveraged this to gain an edge over competitors like Eventbrite. Get insights into the five must-have elements for any effective homepage. Finally, find out how to design a compelling call-to-action that eliminates visitor hesitation and visualize the 'aha moment' before sign-up.

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

In this episode, Wes Bush interviews Adam Robinson, founder of RB2B, about how they built a $5M ARR business in just 13 months. Adam reveals their approach to product development, founder-led marketing, and staying lean while competing in a new category they created. We explore the counterintuitive strategies that allowed RB2B to find rapid success by identifying website visitors at the individual level. Key Takeaways:   [00:01:13] RB2B's journey to $5M ARR with just 5 team members [00:03:30] How Adam's previous business getting stuck at $3M ARR led to retention.com [00:14:15] The viral LinkedIn content moment that sparked RB2B's creation [00:18:37] RB2B's approach to product validation with 300+ discovery calls [00:23:00] Creating a differentiated product with real-time website visitor identification [00:26:40] Pricing challenges and the journey to finding the right model [00:30:58] Creating massive awareness primarily through LinkedIn [00:35:30] The four main product challenges and their plans to overcome them

Discover the art of crafting irresistible offers that skyrocket signups without increasing traffic. Learn about common pitfalls companies face and how strategy forms the backbone of effective offers. Dive into a five-star offer generator framework that lays out the essential components for success. Explore the impact of exclusivity, bonuses, and urgency on conversion rates. A fascinating case study reveals how one company boosted signups by 40%, illustrating the power of a well-structured offer page.

Discover how self-serve revenue is revolutionizing B2B SaaS companies, with insightful data showing its impact on profitability. The discussion highlights performance metrics that reveal top performers almost double their peers' success. Explore how foundational business enhancements come from adopting self-serve models and why intentional free offerings lead to improved conversion rates. Learn practical strategies for scaling self-serve revenue across various growth stages, offering actionable insights for all SaaS businesses.

Elie Khoury, Founder and CEO of Woopra, shares valuable insights from over a decade of building a seven-figure product-led business. He discusses the importance of establishing immediate value perception and when to adopt a product-led model. Elie dives into the transformative role of AI in driving growth and enhancing user experience. He reflects on mistakes made during his journey and offers practical tips for navigating the complexities of product-led growth while emphasizing the need for innovation and strategic partnerships.

In this episode of the ProductLed Podcast, we explore three battle-tested strategies that have helped generate over $1 billion in self-serve revenue. These insights come from analyzing 324+ companies and uncovering what truly drives product-led growth beyond surface-level tactics. Today, we dive into the Bullseye Strategy, the Intentional Free Model, and the Bowling Alley Framework—proven methods to position your business as the obvious choice, create a high-converting free experience, and remove friction from onboarding. Using real-world examples like Tettra and Snappa, we break down how small but strategic shifts can lead to massive growth. Key Highlights: 1:05 – Why most companies fail before they start5:31 – How to design a free model that drives conversions7:19 – Case study: Tettra’s switch to a freemium model12:08 – The Bowling Alley Framework for frictionless onboarding12:50 – Case study: Snappa's 20% boost in conversions13:46 – How to streamline onboarding for faster user activation16:30 – Final takeaways and next steps 📖 Read The Product Playbook – Step-by-step strategies for scaling self-serve revenue. 📩 Subscribe to the ProductLed Newsletter here.