Product Led
Welcome to the Force and Friction Podcast, your go-to show for the latest RevOps strategies, discussions, and interviews.
In today’s episode we are joined by Wes Bush, from Product led
Wes Bush
Product Led
Wes Bush started his journey working at VC-backed, hypergrowth startups in demand generation, where he thrived by generating a high volume of leads for their sales teams. However, everything changed in 2016 during his tenure at Vidyard, when Wes launched a free product.
In 2019, Wes released the bestselling book Product-Led Growth: How to Build a Product That Sells Itself. This book popularized this new approach to doing business and sold more than 100,000 copies internationally from word-of-mouth alone.
The monumental success of the book led to the rebranding of his consultancy in 2020, which emerged as ProductLed.com, now recognized as the leading education company dedicated to advancing product-led growth.
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Here are the core areas we discuss in today's episode:
Wes Bush's Journey into PLG
Wes Bush began his career in digital marketing for sales-led SaaS companies, where he quickly realized the inefficiencies in traditional software selling methods. His curiosity about improving sales strategies led him to explore product-led growth, a model that focuses on allowing the product itself to drive user acquisition, conversion, and expansion.
Transition from Sales-Led to Product-Led Strategies
Bush shared his transition from sales-led to product-led strategies, highlighting his experiences at a company where they initially failed at launching a free trial but succeeded remarkably with a freemium model. This shift not only attracted a significant number of users but also proved to be a sustainable growth strategy, underscoring the potential of PLG to transform business growth and user engagement.
The Importance of a Product-Led Onboarding Experience
A significant part of the discussion was dedicated to the importance of effective onboarding in a product-led business model. Wes emphasized that the initial user experience is crucial, as it sets the stage for user retention and conversion. He explained that simplifying the onboarding process and ensuring users recognize the value of the product early on are key components of a successful PLG strategy.
PLG as a Scalable and Sustainable Model
Bush argued that PLG is not only a method for accelerating growth but also a strategy for building a sustainable business. He discussed how PLG aligns with modern consumer preferences for trying products before purchasing and how it can lead to lower customer acquisition costs and higher lifetime value.
Future of Product-Led Growth
Looking ahead, Wes Bush shared his optimism about the future of PLG, suggesting that it will continue to gain traction across various industries. He encouraged companies to consider how PLG could be integrated into their business models to enhance user acquisition and retention, ultimately leading to growth driven by product usage and satisfaction.
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Mike Midgley runs a portfolio career, a dynamic hands on digital entrepreneur, founder of the Scrubbing Squad, NXD, strategist, public speaker, Winning by Design certified Revenue Architect and Host at The Force & Friction Podcast.
Mike has achieved multiple exits over a 30+ year career, raised Venture Capital and franchised his businesses 68 times.
