ProductLed Podcast

A better understanding of product-led sales will help you succeed and grow as a successful product-led business. In today’s podcast, Wes Bush welcomes Thomas Schiavone, co-founder, and CEO of Calixa to share his insights on how to turn signups into revenue. Learn about the different tests to implement, how to prioritize your projects, and the crucial questions you need to ask yourself to monetize your product-led funnel.  Show Notes: [02:12] These are the three questions you need to consider.  [04:25] What should you think about your sign-ups?  [07:08] Why you need to test your PLG motion. [09:48] It’s important to prioritize users, but what’s next? [17:29] These are what you should consider to start an effective revenue machine. [21:29] What else can you to for testing and generating revenue? [30:17] The two crucial elements you need to watch out for.  [32:02] Yes – company size matters, too About Thomas Schiavone He is a co-founder and CEO of Calixa, a platform for product-led sales. Thomas Schiavone has also worked as a Product Team at Twilio in the past. About Calixa Calixa offers sales teams the insights they need to prioritize, close, and develop clients in a sea of self-service signups. Profile Thomas Schiavone on LinkedIn

Esben Friis-Jensen, Co-founder and Chief Growth Officer of Userflow, shares insights on bootstrapping a 7-figure SaaS with just three people. He emphasizes the importance of a product-led approach, focusing on UI/UX and direct customer feedback. Esben discusses critical initial steps for scaling the business, differentiates between SEM and SEO, and highlights the role of authentic messaging and customer focus. He also reveals how refining value propositions and crafting engaging onboarding experiences contribute to sustained growth.

Explore transformative goal-setting strategies for SaaS growth in 2025. Discover the importance of selecting one pivotal goal that can drive success. Learn how to craft focused plans and utilize the 80/20 principle for efficient achievement. Overcome common bottlenecks and roadblocks with actionable insights. This engaging session provides you with a roadmap to set audacious goals and make achieving them inevitable.

Wes Bush dives into the essentials of executing a product-led playbook. He emphasizes the significance of a structured roadmap for success and the stages crucial for growth. Listeners learn how to build a solid foundation, unlock self-serve customers, and ignite exponential growth. Constant updates to the product-led components are vital for long-term success. Plus, Wes shares actionable steps to personalize a game plan that drives results. Tune in for insights on becoming the obvious choice in a competitive market!

Explore how to build an elite, high-performing team in a product-led environment. Discover the importance of an accountability chart to define roles and optimize critical functions. Learn how quick performance audits can help align individual values with company goals. Uncover strategies to motivate team members by connecting their personal vision with meaningful incentives. Finally, find out how targeted training and one-on-one coaching can foster continuous skill growth, ensuring every team member contributes effectively.

Explore the secrets of predictable growth in a product-led business. Discover three essential meeting types: Strategic Alignment Meetings for long-term planning, Monthly Focus Meetings for breaking down goals, and quick Weekly Accelerator Meetings for tracking progress. These structured meetings enhance disciplined execution, foster alignment, and ensure that the team focuses on high-impact tasks. Learn how to transform strategy into action to drive your business to new heights!

Discover how essential metrics can drive the growth of a product-led business. Learn to track six core metrics that reveal user behavior and highlight bottlenecks. A weekly scorecard is introduced as a simple tool to monitor these metrics and spot trends over time. Plus, dive into the concept of Product Qualified Leads (PQLs) – users deeply engaged and ready to upgrade. By focusing on PQL tracking, teams can better prioritize and convert valuable users, fueling their path to success.

In this limited series of the ProductLed Podcast, Wes Bush shares the contents of his new book—The Product-Led Playbook. Each week, we’re releasing one chapter at a time, providing you with practical, no-nonsense guidance on how to build a multi-million-dollar product-led business with a lean team. In this episode, Wes dives into the pricing component of the ProductLed System to share how to craft a pricing strategy that converts users into high-paying customers without sales calls. He begins by emphasizing the importance of identifying value metrics, which allow SaaS companies to align pricing with the actual benefits users seek. Next, Wes discusses building a pricing matrix, a tiered structure that presents different options based on user needs. He then shares how to determine the ideal price point by testing market willingness and balancing value perception. Finally, he reveals the best practices for building a compelling pricing page, addressing user objections, and showcasing a clear ROI. This approach enables SaaS businesses to create a transparent, user-friendly pricing model that encourages upgrades and reflects real customer value. Key Highlights: 00:00: Introduction to value-based pricing.05:10: Identifying your value metrics.10:25: Building an effective pricing matrix.15:30: Determining the ideal price point.20:45: Constructing a compelling pricing page.23:55: Addressing common user objections.28:40: Demonstrating a clear ROI to encourage upgrades. Here’s where you can purchase The Product-Led Playbook.

Discover how to create a frictionless onboarding experience that showcases your product's value in under seven minutes. Learn about the innovative Bowling Alley Framework, which guides users seamlessly from sign-up to success. Explore the importance of reducing unnecessary steps in the onboarding process. Delve into the role of product bumpers, like tooltips and progress bars, as well as conversational bumpers, such as support messages, to keep users engaged and boost retention rates.

Discover how to craft an irresistible offer that potential users can't resist. The discussion highlights three key pillars: result, advantage, and assurance, ensuring your product stands out. Common mistakes like vague messaging and poor structure are addressed, helping you avoid pitfalls. Learn about enhancers such as scarcity and urgency that can boost your offer's appeal. Plus, get insights into structuring a compelling offer page, complete with strategies for maximizing user engagement and signups.