Product-Led Podcast

After 9 years of working with SaaS companies on product-led growth, we've tried everything - consulting, services, cohorts, bestselling books. We've seen what works, what doesn't, and what most companies get wrong. The breakthrough came when we realized something: companies don't need more advice. They need someone to actually do the work with them. In this episode, Wes pulls back the curtain on exactly how ProductLed works as your PLG partner, revealing the proven system that's powered over $1 billion in self-serve revenue and why most companies fail at product-led growth. Key Highlights: 01:11: Why ProductLed exists and what we actually do01:52: The $1M+ revenue guarantee (and what it takes to qualify)03:00: The winning formula: System + Implementation + Results04:25: The full-stack PLG system breakdown07:33: Why you shouldn't waste time on random LinkedIn experiments09:09: The embedded operator approach vs. hiring specialists14:48: The 3-stage ProductLed System (Start, Build, Scale)17:20: Your hands-on implementer: Cross-functional VP of Growth19:23: The 90-day results guarantee (unheard of in consulting)20:00: What a typical engagement looks like (the full laundry list)27:00: Why DIY PLG takes 2-3x longer and costs more long-term Your product has the potential to sell itself. This is how you unlock it. Resources: ✨ Book your free Product-Led Growth Session

Most product-led businesses are tracking too many metrics and missing the ones that actually matter. They're drowning in data from 35+ different sources while their biggest growth bottlenecks go unnoticed. In this episode, Wes breaks down the exact metrics that matter for product-led growth and reveals the Reverse Funnel Scorecard - a simple tool that pinpoints your #1 bottleneck so you can focus your team's efforts where they'll have the biggest impact. Key Highlights: 01:54: The "vacation bottle" test - What 10 metrics would you track?03:43: The 3 categories of metrics every PLG business needs04:29: The 6 go-to-market metrics that actually matter05:19: What makes a "first strike" vs just clicking around your product06:21: Why tracking key usage indicators prevents churn10:23: The Reverse Funnel Scorecard walkthrough11:01: Why most founders confuse strategy problems with execution problems14:16: Live example walkthrough20:02: Why you should maximize upgrades in week 1 Stop guessing what's broken in your funnel. Use this data-driven approach to identify your biggest growth bottleneck and create focused projects that actually move the needle. Resources: ProductLed Scorecard - 07 Data_ProductLed Scorecard.pdf Reverse Funnel Planner - ProductLed Reverse Funnel Planner Project Summary Template - Project Summary - Template Partner with a ProductLed Implementer to scale your GTM to 8 figures and beyond. Sign up for our weekly newsletter to receive more actionable advice and learn about the best PLG playbooks from fast-growing SaaS companies: ProductLed Newsletter

In this episode, Wes Bush interviews Gaurav, founder and CEO of Jeeva AI, about how they pivoted from a failed startup to building a $5M ARR AI sales platform in just 8 months.  Gaurav reveals their unconventional approach to being "different not better," and how they recently launched a PLG motion that generated 10,000+ users and $100K ARR in their first week. Key Takeaways: [00:01:32] Gaurav's origin story [00:05:26] Building "the cursor for sales" [00:15:05] The launch strategy: Getting 320 form fills and 27 customers  [00:25:05] The feature trap: Focusing too much on new features instead of funnel optimization  [00:30:01]  The Ogilvy principle that shaped their positioning strategy [00:37:01] Breaking down their Product Hunt launch that generated 900+ upvotes [00:42:12] The two-team approach during transitions [00:51:15] Why product, customers, and hiring/firing are the only three things that matter [00:54:09] How consistent posting (2x daily) grew from 500 to 23,000 followers  [01:01:17] The mindset shift to maintaining high energy Resources: 

Most SaaS founders track too many metrics and still have no clue where their biggest growth bottleneck actually is. They're drowning in data but starving for insights. In this episode, Wes reveals the concept of building a "reverse funnel" - a simple framework that not only identifies exactly where users are dropping off, but shows you precisely which lever to pull to hit your revenue goals. Key Highlights: 01:39: How to structure your revenue goals (MRR, ARPU, units sold)02:40: The problem with tracking too many metrics without context03:43: How to identify bottlenecks in your quarterly planning04:26: The power of increasing ARPU vs. acquiring more customers06:30: Why founders consistently miss their revenue goals Resources: 

In this episode, Wes Bush interviews Philippe-Antoine Lehoux, co-founder of Missive, about how they built a $7.5M ARR email collaboration platform with a lean team of just 15 people over 9 years. Philippe reveals their unconventional approach to growth, why they ignored startup playbooks for years, and how focusing on the "first five pages" of product fundamentals helped them compete against well-funded competitors like Front. Key Takeaways: [00:02:25] The biggest challenge: scaling the founders, not just the product [00:05:45] Why they ignored startup playbooks for years [00:06:59] How Front became their biggest growth channel by creating the market category [00:12:06] The differentiation strategy: Email-centric vs customer service-centric approach [00:15:49] Philosophy of fixing "paper cuts"  [00:24:47] The depression after hitting $100K/month  [00:34:03] Current channel breakdown [00:39:41] The lean team structure [00:46:31] The 3-4 year grind from $300K to $1.2M ARR [00:50:51] Positioning as the alternative to every funded competitor early [00:56:17] What he'd do differently Resources: 

Most founders think they're "doing PLG” simply by launching a free trial. They add a signup form, make pricing transparent, and let people try the product for free. Then they wonder why it's not working. But you've only scratched the surface. In this episode, Wes reveals why most PLG attempts fail using a perfect analogy - the "We repair what your husband fixed” marketing campaign. Just like that leaky faucet that got worse after a DIY attempt, most founders unknowingly break their growth engine by doing surface-level PLG without building the foundation underneath. Key Highlights: 01:14: Why founders need professional PLG help02:37: The surface-level PLG trap 03:43: The fastest path to value problem06:08: Strategy misalignment and unknown ideal users07:03: Random free models that deliver no outcome08:03: Missing the right data to track user success09:25: No organizational buy-in for the PLG transition11:03: Why you can't bolt PLG onto a sales-led business12:15: The $1M ARR guarantee (and July bonus offer) Stop building your house from the roof down. Use this framework to build the real foundation that makes PLG actually work. Resources: 

Only 3% of B2B buyers actually want to talk to sales before trying your product. So why are most SaaS companies still structuring their entire go-to-market around that tiny minority?  Because they don't know how to execute it without destroying their current revenue. It's time to flip the script. In this episode, Wes breaks down the complete 7-part framework for transforming your business from sales-led to product-led, plus reveals why 85% of PLG transformations fail and how to avoid those fatal mistakes. Key Highlights: 01:03: The PLG spectrum - It's not all-or-nothing03:58: The compelling business case for PLG11:28: Why 85% of PLG transformations fail (and how to avoid it)14:15: 6 readiness questions before starting your transformation20:46: Building a CFO-approved business case with real ROI calculations27:29: The complete ProductLed System breakdown29:16: 4 proven strategies to get started without disrupting sales32:04: Boomi case study - How a $4B company made the switch Stop leaving money on the table with outdated sales processes. Use this battle-tested roadmap to unlock millions in hidden revenue while building a more efficient, scalable business that grows without you. Resources:

Creating effective SaaS pricing can be challenging. You need to balance customer value with business goals while making it easy for prospects to choose the right plan. In this episode, Wes reveals the exact 4-step Value Ladder Framework that top SaaS companies use to nail their pricing strategy - plus shows you how to build a complete pricing page in under 15 minutes using AI. Key Highlights: 01:03: The Value Ladder Framework overview02:06: Identifying your value metric 03:17: Finding your ideal price point04:30: Live demo - Using the ProductLed Pricing Page GPT10:00: How to determine pricing based on competitor research12:08: Designing the final pricing page with AI tools Stop guessing at your pricing.  Use this scientific framework to build pricing pages that actually convert prospects into paying customers. Resources:

In this episode, Wes Bush interviews Ricardo, founder of BetterPic, about how he acquired and scaled an AI headshot company from $1.5K to $270K MRR in just 18 months - all while working part-time. Ricardo reveals his acquisition strategy, focus on fundamentals, and the three key moats that make BetterPic hard to compete with in the crowded AI photo generation market. Key Takeaways: [00:01:17] The unconventional $1 acquisition story [00:05:55] The product was "complete shit" initially - 10% refund rate vs 2% today [00:11:17] Why they invested in SEO and marketing automation early on [00:14:15] Building the foundations: marketing automation flows for 20-30 users that scale to thousands [00:16:30] Scaling AOV from $15 to $47 and how it unlocked new channels [00:21:25] How 9% conversion rates attracted top affiliates (vs industry standard 1-2%) [00:24:44] The 3 moats: 24/7 support, SEO dominance, and lowest COGS in the industry [00:27:16] Building a 50/50 marketing-tech team (unusual for most tech companies) [00:32:12] Channel breakdown: 80K from affiliates, 80K from Google Ads, plus SEO and Reddit [00:39:17] Current metrics: 7,000 monthly clients, 20 team members, 3-minute support response time [00:42:07] What he'd do differently: go all-in sooner instead of staying part-time Learn more about Ricardo: Connect with Stijn on LinkedIn

After analyzing dozens of software company acquisitions and scaling teams at Microsoft, Stijn Hendrikse has identified the specific patterns that separate companies achieving explosive growth from those that plateau at $5-10M ARR. In this conversation, Wes Bush sits down with Stijn, who breaks down the T2D3 framework (Triple, Triple, Double, Double, Double) - not as a theoretical model, but as a practical roadmap he's seen work across his PE portfolio and enterprise scaling experience. This isn't about growth hacking tactics. But it's about understanding that each stage of rapid scaling requires completely different strategic muscles. The discussion reveals why most founders fail at T2D3 by trying to solve the right problems at the wrong time, how to navigate the brutal transition from startup agility to enterprise execution, and the counterintuitive reality that people - not product or market - become your primary growth constraint after $20M ARR. Key Highlights:  01:27: The T2D3 framework decoded 13:56: Why chasing new customers kills growth 17:51: The muscle-building phase that breaks most companies 24:40: The people scaling crisis 47:19: The founder bottleneck  Learn more about Stijn's work: T2D3 Book Kalungi - B2B SaaS Marketing Agency Connect with Stijn on LinkedIn

In today's episode, Wes Bush announces the launch of the Product-Led MBA, a comprehensive nine-week program designed to address the massive talent shortage in product-led growth (PLG). After nine years of helping over 400 companies generate $1 billion in self-serve revenue, he identifies a critical gap: there's a real shortage of talent that understands the full spectrum of PLG implementation.  The Product-Led MBA teaches "full stack product-led growth," covering everything from strategy and user research to pricing, data analytics, and team building. This implementation-focused program provides real-world skills, templates, and a proven system that participants can immediately apply to any company, making it a valuable career investment in an AI-driven economy where PLG skills remain highly sought after. Key Highlights: 00:47: Massive talent shortage in PLG 03:49: Get templates and systems we use with our clients05:16: AI-proof your career with high-demand PLG skills07:34: Limited time: $549 (50% off) for first 100 people Learn more about the Product-Led MBA program

In today's episode, Wes explores creating a frictionless onboarding experience to showcase a product's value in under seven minutes. He introduces the Bowling Alley Framework, a strategy to direct users quickly to the value of a product by mapping out the shortest path—from sign-up to success. Wes explains that effective onboarding should eliminate unnecessary steps, label essential ones, and set up “bumpers” to guide users back if they stray. Product bumpers, like tooltips and progress bars, keep users on track, while conversational bumpers, such as emails and support messages, re-engage users who have dropped off. This combined approach helps retain new users and boosts their likelihood to upgrade. Key Highlights: 00:44: Importance of an effortless experience for retention.02:09: Overview of the Bowling Alley Framework.04:36: Building a straight line for users to see value.10:08: Adding profiling questions to personalize the user journey.14:28: How to streamline onboarding and reduce the number of steps19:05: Role of product and conversational bumpers to re-engage users You can buy The Product-Led Playbook here.

I'm taking you behind the scenes of ProductLed's wild 8-year ride. From our embarrassing original name (“Traffic is Currency” - yikes) to helping 400+ companies generate $1B in self-serve revenue, it's been anything but linear. I share the honest truth about riding the pandemic capital wave, the year I was completely lost, and how accidentally discovering our implementation program changed everything. Key Takeaways: [00:01:55] My first client took a chance on me [00:05:03] I was making $33K/month but was miserable [00:09:44] Writing my book in a 6-month sprint [00:13:23] How COVID forced us to pivot from workshops to cohorts [00:20:07] The accidental discovery that transformed our business model Looking back, my journey followed exactly what Jim Collins calls the “Hedgehog Concept” - first finding what makes money, then following my energy to PLG, and finally creating a unique system that could become world-class. The intersection of these three elements is where unstoppable businesses are built.

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

In this episode, Wes Bush interviews Olly Meakings, founder of Senja.io, about his journey bootstrapping a testimonial collection tool to $800K ARR. Olly reveals his unique story of building the business with a co-founder he's never met in person, their product-led approach, and how they maintained motivation through the challenging early years. Key Takeaways: [00:01:31] Origin story and meeting his co-founder Wilson via Twitter [00:06:38] Launching with the most generous free plan in the market [00:11:49] Shipping 100+ features per year while struggling financially [00:24:22] Year 3 breakthrough - growing from $20K to $60K MRR [00:29:05] Moving to a four-day workweek [00:38:09] Current team structure - just two co-founders and one technical hire [00:51:30] Knowing yourself and building a support network as a founder Links Olly Meakings on LinkedIn Senja

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

In this episode, Wes Bush breaks down how to create a high-converting homepage for your product-led growth business. He shares a framework for crafting an irresistible offer that will help you become the obvious choice in your market and increase conversions by at least 10% with the same traffic. Key Takeaways: [00:01:08] Why a clear offer is critical [00:04:00] The three components of an irresistible offer [00:05:47] How PromoTix positioned against Eventbrite with a clear advantage [00:07:17] The five essential components of a high-converting homepage [00:12:24] Crafting a CTA that overcomes hesitation [00:15:41] How to help visitors visualize the "aha moment" before signup  Links & Resources

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

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

In this episode, we explore how to craft an irresistible offer that significantly increases signups with the same amount of traffic. Companies with compelling offers convert at much higher rates by making their value proposition more attractive. Key Takeaways: [03:00] Why strategy is the foundation of a good offer [00:04:06] Three major mistakes companies make with their offers [05:50] Introduction to the five-star offer generator framework [15:06] How to enhance your offer using exclusivity and bonuses [18:37] The five key sections of an effective offer page [32:04] Case study: How Promo Tix increased signups by 40% with their new offer [32:28] Actionable takeaways 

In this episode, the host Wes Bush shares findings from analyzing 446 B2B SaaS companies, revealing how self-serve revenue is the key factor that separates top performers from the rest. Companies with self-serve revenue outperform peers across all metrics and are nearly twice as likely to be profitable. Key Takeaways: [00:00:09] Introduction to self-serve revenue as the overlooked feature in B2B SaaS growth [00:00:38] Performance metrics of companies with self-serve revenue [00:01:44] Why self-serve revenue forces foundational business improvements [00:03:10] Intentional free models lead to better conversion rates [00:03:38] Time to value acts as a growth multiplier [00:04:06] Recommendations for companies at $0-$100K in self-serve revenue [00:05:00] Recommendations for companies at $100K-$500K [00:05:42] Recommendations for companies at $500K-$4M [00:06:50] Practical takeaways for all SaaS businesses Get the 2025 State of B2B SaaS here.

Discover the secrets to building and scaling a bootstrapped product-led business to seven-figure success. Our guest is Elie Khoury, the founder and CEO of Woopra, a company specializing in customer journey and product analytics.  Elie shares the nuances of when a product-led model makes sense (and when it doesn't), emphasizing the importance of swiftly establishing the perception of value. He also sheds light on AI's role in driving product-led growth strategies. Key Takeaways: [01:40] Strategic product-led evolution [07:50] AI Integration for quick value [15:00] AI as the next UI/UX iteration [18:00] Data control and AI [20:20] Reflecting on mistakes and learnings [28:45] Future of AI and product-led businesses About Elie Khoury: Elie is a product-first CEO who believes innovation and user experience are, above all else, the keys to creating great companies. Sales, marketing, recruiting, and every other aspect of a company is meaningless without an exceptional product. He co-founded Woopra, Inc., which Appier acquired in 2022.  Links:  Elie Khoury | LinkedIn

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

In this limited series of the ProductLed Podcast, Wes Bush shares the contents of his new book—The Product-Led Playbook. Over the next three months, 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 today's episode, Wes explores the critical decision-making process of what to give away versus what to monetize in a product-led business. He emphasizes that the most successful models are intentional and strategic. Using real-world examples like Tettra, Wes illustrates how a freemium model can unlock long-term user value and how offering limited free features can lead to higher retention and conversions.  He dives into the different types of free models—such as freemium, opt-in, and usage-based trials—and provides actionable tips on finding the best fit for your business. He introduces the DEEP framework (Desirable, Effective, Efficient, Polished) to help businesses design a powerful free model that delivers tangible value upfront without overwhelming users.  Key Highlights: 1:14: What makes an intentional free model2:12: Case study: Tettra's switch to freemium3:17: Key benefits of the DEEP framework6:40: How to build user trust with value11:20: Practical steps to define your beginner level22:05: The PCR test for finding solutions32:06: Understanding opt-in and opt-out models You can buy The Product-Led Playbook here. Subscribe to ProductLed Newsletter here.

In this episode, Wes Bush interviews Marie Martens, co-founder of Tally, about how they built a $2M ARR business in the crowded form builder market. Marie reveals their strategic approach to pricing, product development, and building in public as a bootstrapped team competing against established players. We explore the counterintuitive strategies that allowed Tally to find success where others saw saturation. Key Takeaways: [00:00:09] Introduction to Tally and their journey to $2M ARR with just 5 team members [00:01:39] The initial insight: Forms were boring, expensive, and visually unappealing [00:02:50] How Tally positioned as "the Notion of forms" with a new approach [00:04:06] The evolution from lifestyle business ambitions to $10M ARR goals [00:08:40] The three strategic moats: Free plan, pricing model, and simplicity [00:18:37] Tally's approach to user feedback and product decisions [00:20:04] The power of building in public [00:26:24] Tally's future plans and focus on doing one thing exceptionally well [00:32:37] How Marie and Filip manage their small team structure (5 full-time people)  Links: Marie Martens LinkedIn https://tally.so/

In this episode, we explore the strategic reasons behind free AI tools and the fierce competition in the AI space. Wes reveals why companies are burning through billions to offer free access, explaining the brutal high-stakes war where only a few AI tools will ultimately survive.  We break down the competitive flywheel driving the AI market and the six strategies AI companies will deploy in 2025 to secure market dominance. Key Takeaways: [00:00:10] Introduction to AI companies giving away tools for free [00:00:33] The explanation: "This is a land grab" for future market dominance [00:00:58] How the AI competitive flywheel works (users → data → improvements → stickiness) [00:01:21] ChatGPT's current market dominance (62.5% share, 300M weekly active users) [00:02:17] Three current strategies AI companies are using [00:04:02] Six billion-dollar strategies AI companies will deploy in 2025 [00:11:50] Predictions for which AI tools will survive the competitive landscape

In this episode, Wes Bush shares his process for finding the #1 bottleneck holding your product-led business back from growth. He shares the six key metrics for product-led businesses, covering each stage of the customer lifecycle –from acquisition to monetization.  Wes stresses simplifying data tracking to identify business bottlenecks effectively, and avoiding common mistakes like tracking too many metrics and lacking accountability. He shares insights from coaching sessions and real-world examples to illustrate these points, aiming to provide actionable takeaways for listeners. Read the article here. Key Takeaways [5:10] Why it's important to simplify data [8:05] The most common mistakes product-led companies make with data. [10:05] The only six key metrics you need to monitor. [12:30] A deep dive into each of the six metrics. [19:05] What you can expect once you've created your scorecard. [2:00] Next steps to take action.  About the ProductLed System™️ Stop guessing how to execute a product-led strategy. Instead, follow a proven system that dials in your focus to 2x your self-serve revenue in 12 months by focusing on the nine components that make up a product-led business. 

In this limited series of the ProductLed Podcast, Wes Bush shares the contents of his new book—The Product-Led Playbook. Over the next three months, 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 today's episode, Wes dives into the user component and shares what it takes to know your users better than anyone else. He shares how identifying an "ideal user" and focusing on serving them can lead to a stronger product-market fit, higher engagement, and stronger user loyalty. Wes introduces the "User Endgame Roadmap Model" to help businesses identify, understand, and serve their ideal users more effectively. He also emphasizes the importance of differentiating between users and buyers, particularly in B2B scenarios, to create a product that users genuinely love. Key Highlights 1:08: Lessons from LucidLink: Focusing on a single user profile.3:41: The difference between users and buyers.5:15: Identifying your "ideal user."8:03: The importance of user-centricity in product development.10:34: Step-by-step guide to defining your ideal user.15:41: Introducing the "User Endgame Roadmap Model" and how to implement it to your business.19:24: Clarifying your "User Endgame Statement" and defining core outcomes for successful users. You can buy The Product-Led Playbook here.

Hila Qu is the director of growth at GitLab, a developer platform. GitLab offers a powerful platform that enables developers, engineers, and teams to build, release, and deploy very efficiently. The company started as an open-source product, but it became a PLG business as it has the criteria to be one. Due to its large free user base, GitLab was able to launch a PLG motion. Data on how users utilize the platform also allowed them to understand which features they use and what behaviors indicate that they are likely to convert to potential PQ. Hila provides details on how she created all these from scratch to grow GitLab and gives the six steps to launch a PLG motion. Show Notes [00:47] What GitLab is and how they started the PLG motion [08:44] How existing sales motion works before getting into the PLG side of things [17:18] Aligning on the customer journey and funnel design [31:00] Organize the right teams the right way [36:07] Recommendations for infrastructure and tool stack dependent on company size [40:45] How to identify the highest ROI focus area for PLG efforts [46:28] Anticipating common challenges and building the PLG culture [49:56] Hila's advice for starting a PLG motion  About Hila Qu Hila is a uniquely talented growth leader. Prior to her current role at GitLab, Hila worked at Acorns, a financial technology, and services company that specializes in micro-investing and robo-investing. At Acorns, she founded and developed the growth team into a 20+ member team, drove the customer base from 1M to over 4M, and launched two new product lines. Now at GitLab, she leads their growth product team that has since generated over $1.5M incremental ARR from growth product initiatives & experiments in just the first six months. Needless to say, Hila lives every day in the world of growth, retention, analytics, and products (some nights too). Link GitLab Profile Hila's Linkedin

A remarkable growth story unfolds in this episode of the Product-Led Podcast as David, CEO and founder of Submagic, shares how his company scaled from $0 to $1 million ARR in just three months. Learn the strategies behind their success, including timing with the AI boom, a unique affiliate program, and an unwavering focus on customer feedback. Discover the practical steps and tools used by Submagic to build a sustainable business, and how their lean team of 15 now serves over 2 million users globally. Show Notes: [00:09] Introduction: From $0 to $1 Million ARR in 3 Months [00:40] The Perfect Timing: Leveraging the AI Boom [01:16] Submagic's Vision and MVP Process [02:03] Building the Affiliate Strategy with Small TikTok Creators [05:13] Gamification and Incentives for Affiliates [07:00] Scaling Beyond the Affiliate Model [09:12] Focus on Three Pillars: Product, Distribution, and Customer Experience [12:10] Structuring a Lean Team for Growth [13:14] Insights into Customer Engagement and Feedback Loops [16:04] Sustaining 10% Monthly Growth and Competing in the Market [18:06] Upcoming Features: Saving Time with Magic Clips [20:09] Habits for Product-Led Growth: Listening and Prioritizing [21:27] Final Takeaways for Founders About David David is the CEO and founder of Submagic, a bootstrapped SaaS company that focuses on empowering businesses with short-form content creation tools. His leadership blends creative expertise and a relentless focus on customer-centric growth. About Submagic Submagic revolutionizes short-form content creation for businesses with AI-powered tools designed for simplicity, efficiency, and scalability. Connect with David LinkedInSubmagic

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 is the Co-founder and Chief Growth Officer at Userflow, a no-code builder for in-app onboarding and surveys that allows SaaS businesses to be more product-led. Userflow is 100% bootstrapped, and with just 3 people they have achieved 400+ customers and a 7-figure ARR (annual recurring revenue). Let's learn how they have been able to do this by having a product-led growth approach that focuses on the UI/UX of their product as well as building the strongest product possible. Show Notes [2:59] Do they just need a growth person, and how did the whole idea start? [5:35] Product-Led Growth facilitates the retention of direct customer feedback [8:13] What are the first big initial steps that he took to scale up his business? [11:43] You need to have a lot of integrity and certainty in what you're doing.You need to believe in the product that you're selling [14:15] How does he differentiate SEM from SEO? [17:12] What's the next big step that he took to 5x the business? [21:12] Esben walks us through how he refines value propositions [33:26] The more open your messaging is, the more different kinds of users you will have [42:44] How does his company maintain customer focus? [50:12] Esben's deliberate game plan for his business About Esben Friis-Jensen Esben Friis-Jensen is the co-founder of Userflow, a no-code platform for building onboarding guides and product tours.Before working on Userflow, he co-founded an application security platform called Cobalt. Additionally, he has a background as an Accenture consultant with more than three years of experience in test and deployment management of global IT implementations. Links Userflow Cobalt Monday Profile Esben's LinkedIn

Welcome to the final episode of The ProductLed Podcast for 2024!  In this solo session, Wes dives deep into goal-setting strategies for 2025 using the game-changing "Impossible to Inevitable Framework."  After hosting the incredible ProductLed Founders Strategy Summit, which drew hundreds of SaaS founders, Wes is ready to share with you the key insights from this event experience. Here's what you will learn in this episode:   How to set a single, transformational goal for your SaaS growth in 2025How to craft a focused plan to achieve that goal and make your success inevitableHow to leverage proven techniques like the 80/20 principle, rituals, and strategic resources. Whether you're looking to scale your SaaS with PLG, identify the bottlenecks you're currently facing, or focus on one specific growth area in 2025, this episode is packed with actionable advice to help you crush your targets.  By the end, you'll walk away with a clear roadmap to not only set audacious goals but also ensure you achieve them. Jump to your favorite section:  [0:00] The groundbreaking framework for SaaS growth in 2025 [2:22] The top goal-setting mistakes you're probably making [6:45] Why one goal can change everything [11:10] The 80/20 Path to Achieving Big Goals [15:22] Making Sure You Actually Achieve Your Goals [19:35] The Secret to Overcoming Roadblocks Faster [24:05] A Free Gift to Help You Plan Your 2025 Goals Links & Resources: Free Figma WorksheetLearn more about The Product-Led Playbook here Learn more about our #1 PLG program: ProductLed Academy, a done-with-you program to help you scale your SaaS with Product-Led Growth. Learn more about The ProductLed Implementer Program. A done-for-you program where one of our implementers will guide your team through your growth process. 

In this limited series of the ProductLed Podcast, Wes Bush shares the contents of his new book—The Product-Led Playbook. This is the final week in the series and concludes with a detailed overview of how to make the most of the playbook and execute it. In this episode, Wes summarizes what you've learned so far in the book: how to build an unshakeable foundation, how to unlock self-serve customers, and how to ignite exponential growth for your product-led business. He shares the importance of cycling through the ProductLed System many times per year and the three steps you can take today to start taking action.  Key Highlights:  01:12: Importance of a structured roadmap for PLG success01:37: Stage One: Building a solid foundation03:02: Stage Two: Unlocking self-serve customers05:22: Stage Three: Igniting exponential growth07:15: Importance of continually updating PLG components09:20: Personalized game plan for long-term growth We hope you enjoyed listening to The Product-Led Playbook! → Book your game plan here. → Buy the playbook here. 

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 covers the four essential phases of building a high-performing team. First, he shares how to create an accountability chart by defining roles to focus efforts on critical functions. Next, he focuses on how to assess alignment with company values and performance by using quick and thorough audits to optimize each role. Then, he emphasizes understanding each team member's personal vision to motivate them and aligning company goals with meaningful incentives. Finally, he speaks about how to foster continuous skill growth through targeted training and one-on-one coaching, ensuring that each team member is equipped to advance company objectives effectively. Key Highlights: 00:13: Why it's important to build an elite team03:00: Designing the team with accountability roles07:37: Conducting team audits to assess fit and performance09:00: Using quick and performance audits15:03: Aligning incentives with individual goals18:15: Setting meaningful goals and rewards21:02: Developing skills through focused coaching → Here's where you can purchase The Product-Led Playbook.

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 covers the process component for predictable growth for a product-led business. He focuses on three key meeting types. First are Strategic Alignment Meetings, held quarterly to align the leadership team on long-term objectives and quarterly goals. Second, Monthly Focus Meetings break down quarterly goals into actionable monthly targets, ensuring the team dedicates 80% of their effort toward a single, high-impact focus. Finally, Weekly Accelerator Meetings are quick check-ins designed to track progress, address issues, and provide accountability on critical tasks. This rhythm of meetings drives disciplined execution, continuous alignment, and predictable growth by transforming strategy into impactful action. Key Highlights: 02:16: The importance of disciplined execution.03:30: Overview of Strategic Alignment Meetings.10:00: What Monthly Focus Meetings are and how to structure them.14:03: Purpose and structure of Weekly Accelerator Meetings.18:45: Importance of prioritizing goals and projects.22:23: Benefits of maintaining a fast execution rhythm. Here's where you can purchase The Product-Led Playbook.

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 today's episode, Wes outlines the three phases of the data component essential for scaling a SaaS business. First, he reveals the six core metrics that matter most. These metrics are crucial to understanding user behaviour and pinpointing bottlenecks. Next, Wes introduces the weekly scorecard, a simple yet powerful tool to monitor these core metrics over time, making it easier to spot trends, identify bottlenecks, and make data-driven decisions. Finally, he explains the concept of Product Qualified Leads (PQLs) users who demonstrate high engagement and are likely to upgrade. By installing PQL tracking, teams can prioritize and convert users who are already getting value from the product. Key Highlights: 05:15: Importance of identifying core metrics.09:30: The top metrics to track for a product-led business.12:45: Setting up a weekly scorecard for your team.16:00: Identifying the biggest bottleneck through the scorecard.19:20: Understanding and identifying PQLs.23:50: How to leverage PQLs to increase conversions. Here's where you can purchase The Product-Led Playbook.

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.

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 today's episode, Wes explores creating a frictionless onboarding experience to showcase a product's value in under seven minutes. He introduces the Bowling Alley Framework, a strategy to direct users quickly to the value of a product by mapping out the shortest path—from sign-up to success. Wes explains that effective onboarding should eliminate unnecessary steps, label essential ones, and set up “bumpers” to guide users back if they stray. Product bumpers, like tooltips and progress bars, keep users on track, while conversational bumpers, such as emails and support messages, re-engage users who have dropped off. This combined approach helps retain new users and boosts their likelihood to upgrade. Key Highlights: 00:44: Importance of an effortless experience for retention.02:09: Overview of the Bowling Alley Framework.04:36: Building a straight line for users to see value.10:08: Adding profiling questions to personalize the user journey.14:28: How to streamline onboarding and reduce the number of steps19:05: Role of product and conversational bumpers to re-engage users You can buy The Product-Led Playbook here.

The Product-Led Playbook: Build an Offer So Good Your Ideal Users Can't Say No In this limited series of the ProductLed Podcast, Wes Bush shares the contents of his new book—The Product-Led Playbook. For the next two months, 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 today's episode, Wes focuses on building an irresistible offer for your business. He emphasizes three essential pillars of an offer: result, advantage, and assurance. The "result" targets measurable outcomes, while the "advantage" differentiates the product from competitors, and "assurance" addresses user concerns about switching. He warns against common mistakes like vague messaging, lack of enhancements, and poor structure, which weakens the offer. Wes explains enhancers, such as scarcity, urgency, and bonuses, to elevate the offer's appeal. He also provides a structured approach to a compelling offer page with sections like hero, problem, solution, risk reversal, and call-to-action.  Key Highlights 00:44: Importance of a compelling, self-serve offer.01:20: Key mistakes in when presenting your offer. 05:19: Introduction to the Five-Star Offer Generator Framework.07:00: Explanation of the three pillars: result, advantage, and assurance.18:06: Enhancing offers with exclusivity and bonuses.31:33: Structure of an ideal offer page. You can buy The Product-Led Playbook here.

In this limited series of the ProductLed Podcast, Wes Bush shares the contents of his new book—The Product-Led Playbook. Over the next three months, 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 today's episode, Wes explores the critical decision-making process of what to give away versus what to monetize in a product-led business. He emphasizes that the most successful models are intentional and strategic. Using real-world examples like Tettra, Wes illustrates how a freemium model can unlock long-term user value and how offering limited free features can lead to higher retention and conversions.  He dives into the different types of free models—such as freemium, opt-in, and usage-based trials—and provides actionable tips on finding the best fit for your business. He introduces the DEEP framework (Desirable, Effective, Efficient, Polished) to help businesses design a powerful free model that delivers tangible value upfront without overwhelming users.  Key Highlights: 1:14: What makes an intentional free model2:12: Case study: Tettra's switch to freemium3:17: Key benefits of the DEEP framework6:40: How to build user trust with value11:20:  Practical steps to define your beginner level22:05: The PCR test for finding solutions32:06: Understanding opt-in and opt-out models You can buy The Product-Led Playbook here.

In this limited series of the ProductLed Podcast, Wes Bush shares the contents of his new book—The Product-Led Playbook. Over the next three months, 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 today's episode, Wes dives into the user component and shares what it takes to know your users better than anyone else. He shares how identifying an "ideal user" and focusing on serving them can lead to a stronger product-market fit, higher engagement, and stronger user loyalty. Wes introduces the "User Endgame Roadmap Model" to help businesses identify, understand, and serve their ideal users more effectively. He also emphasizes the importance of differentiating between users and buyers, particularly in B2B scenarios, to create a product that users genuinely love. Key Highlights 1:08: Lessons from LucidLink: Focusing on a single user profile.3:41: The difference between users and buyers.5:15: Identifying your "ideal user."8:03: The importance of user-centricity in product development.10:34: Step-by-step guide to defining your ideal user.15:41: Introducing the "User Endgame Roadmap Model" and how to implement it to your business. 19:24: Clarifying your "User Endgame Statement" and defining core outcomes for successful users. You can buy the book here.

In this limited series of the ProductLed Podcast, Wes Bush shares the contents of his new book—The Product-Led Playbook. Over the next three months, 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 today's episode, Wes dives into the strategy component and shares what it takes to become the obvious choice in your market. Just as Southwest Airlines dominated by making key strategic choices, you'll discover how to simplify your approach and focus your energy on what truly matters. You'll explore the Bullseye Strategy Framework that helps product-led businesses move from struggling in competitive, commoditized markets to becoming industry leaders—like Canva, HubSpot, and Atlassian. Whether you're aiming to perfect your product, refine your ideal user profile, or build competitive moats, this episode  Key Highlights 1:18: Breakdown of Southwest Airlines' strategy, highlighting how strategic choices enabled their rapid growth. 3:15: The importance of saying "no" to non-aligned projects to maintain focus and avoid the "action trap." 6:24: Explanation of the "Commodity Zone," where early-stage businesses struggle with fierce competition and low profits. 9:34: How ProductLed client Paubox focused on mental health professionals to become the obvious choice in a specific niche. 13:30: The "moats" you can use as strategic defences that make a business hard to copy. 30:08 – Introduction to the importance of making strategic choices. 41:51: The importance of aligning your team with a one-page strategy document called the "One-Page Endgame Canvas."

In this special episode of the ProductLed Podcast, Wes Bush shares the introduction to his new book that's out today—The Product-Led Playbook. Over the next three months, we'll be 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. Wes Bush dives deep into why most product-led companies struggle to achieve meaningful scale and shares a 9-part system that has already helped over 400 SaaS companies generate over $1B+ in self-serve revenue. This book isn't about convincing you to go product-led; it's a hands-on manual for those ready to take their product-led journey to the next level. Whether you're a seasoned SaaS founder or new to product-led growth, this series is packed with actionable insights you won't want to miss. Tune in now to learn how to build an unshakeable foundation, unlock self-serve customers, and ignite exponential growth for your business. Your journey to becoming the obvious choice in your market starts here. You can buy the book here.

In this episode of the ProductLed Podcast, Wes Bush and Laura Kluz discuss Wes' new book, The Product-Led Playbook, set to launch on October 8, 2024. This playbook is the no-BS guide to actually implementing PLG, and explores why some product-led companies see millions in ARR, while others don't. The book is structured around nine components, which guide companies from building a solid foundation to scaling for exponential growth. The first stage includes crafting a winning strategy, identifying the ideal user, and creating an intentional product model. The second stage involves establishing a frictionless onboarding process and developing effective pricing strategies. The final stage focuses on data analysis, growth processes, and team development. The playbook offers a step-by-step approach to operationalizing PLG and is full of templates and canvases designed for team collaboration. Intended primarily for B2B software founders and early-stage go-to-market teams, this playbook provides a structured method for effectively implementing PLG. Key Moments: 00:00 – What The Product-Led Playbook is and its release date. 02:03 – Exploration of why some companies succeed with PLG while others don't. 03:00 – The customer patterns Wes saw, which led to the creation of the ProductLed System.  06:32 – Explanation of the nine components of the ProductLed System. 15:11 – The three main outcomes you can expect when you implement the system into your business 20:21 – A juicy gift for podcast listeners.

Ken Babcock, Co-Founder of Tango and Zachary Dewitt of Wing Venture Capital, is in the show today to give us the nit and grit on how their company achieved 10,000 sign-ups in just less than two weeks. These business connoisseurs will also guide us through how we should target the right buyers and celebrate our end-users success—ensuring that there's connectivity between what you're building and what your customers need. They will also reveal the story behind Tango and how it evolved throughout its first initial launch. Grasp as much knowledge as you can by listening to these two geniuses.  Show Notes [2:12] Tango helps create a flexible documentation tool that allows you to generate documentation for your workflow. And alleviate your maintenance burden. [7:13] On optimizing the right go-to-market [9:23] What other tools is Tango replacing, and what do you need to do for the documentation you are creating? [15:40] The importance of setting up suitable measurement gates and understanding when to know how things are successful [16:31] How does the operation cadence work? [18:18] Being data-driven is important and complementing that with a customer focus [23:00] Why is it essential to be time-bound? [23:47] Honing your most active users in the pilot is key [24:47]On Finding different company sizes and types to understand your customer and your persona [34:49] Sales vs. Product led is different in terms of messaging  [36:12] There's a different approach to targeting buyers and users [39:27] What does it take to have your first successful launch? [45:55] Your end-users success will eventually become your success About Ken and Zach Ken is the CEO and Co-Founder of Tango. Before diving into the world of Tango, he spent more than four years at one of the world's famous platforms, Uber. After learning the depths of entrepreneurship at Atomic VC, he teamed up with his co-founders and founded Tango in 2020.  Zachary "Zach" Dewitt is a partner at Wing Venture Capital. Wing Venture helps founders establish businesses around their ideas. In the company, Zach mainly focuses on enterprise application, technology and product-led growth to propel businesses forward. Links: Wing Venture Capital Tango Product Hunt Profiles: Zach Dewitt Ken Babcock

David Rostan is Head of Revenue (Sales & Marketing) at Stonly in New York. Stonly is a company that created a unique widget to build interactive guides to lead clients' customers to activation, issue resolution, and success on their terms. He has previously worked with fascinating product-led companies such as Calendly as VP for sales and marketing and Dashly as Head of organic and product marketing. These companies are known for effectively scaling that improved their onboarding experiences. In this episode, David will talk about the topic at hand -- how to use customer intent to build product onboarding that scales. Show Notes [01:19] How David got fascinated in customer intent and product onboarding and scales [03:45] The importance of tailoring onboarding for different user intent for him [05:51] His view on the differences of customer intent at different stages [07:59] What customer intent is for him [10:59] On ‘asking' as the first step to meaningfully understand customer intent  [14:39] On testing and seeing what resonates as the second step [17:27] On identifying the pattern, replicate successes, and observe as the last steps [23:13] What he does best to scale the business right now [26:23] His favorite companies using user intent [29:12] What intent signals he looks for to ensure success for clients [31:36] The results of the experiments he had on user intent to scale onboarding [35:27] On how to further use customer intent to scale and deliver superb onboarding experiences  [37:53] Ways on building the empathy muscle for him [40:26] Where to find out more about David About David Rostan David Rostan is a marketing bigshot with a track record of starting up and expanding mobile products and applications on the web in Fortune 100 and start-up environments. He has outstanding experience in leading all aspects of marketing strategy, such as but not limited to customer acquisition, product innovation, customer research, branding, and data analytics, to accomplish business objectives. He has accomplished so much as an entrepreneur. He has launched 3 SaaS applications and grew them via online and offline sales and marketing channels. He specializes in the following fields: digital marketing and strategy, customer acquisition and channel prioritization, customer development and market research, technology innovation and product management, team building or hiring, strategic planning (OKRs), and leadership. Profile David Rostan on LinkedInDavid Rostan's Email AddressStonly

Krish Subramanian, CEO, and Co-founder of the leading subscription and billing software called Chargebee, will be sitting in today's show to answer that question. Chargebee is a global subscription management platform that automates revenue operations of over 4,500 high-growth subscription-based businesses from startups to enterprises across verticals, including SaaS, eCommerce, e-learning, IoT, Publications, and more. Krish and his extremely dynamic mind will be sharing first-hand experiences on how they evolve their go-to-marketing strategy over the years and learn how to straddle sales-led and product-led motions together to drive fast growth. He also talks about the trials and setbacks that they've encountered and how they move past those obstacles to generate wins. Shownotes [0:59] Krish talks about their journey of reflecting on their mistakes and wins at Chargebee [1:56] What got them into solving this problem of helping subscription companies understand their business much better? [7:11] The relevance of understanding your subset of customers  [8:42] How do they identify their best customers? [10:36] Getting that value metric and Northstar metric is the biggest revelation for them [15:33] On building more features for your most successful customers [{21:21 Why does he think the pricing is so important to be Product-Led as a business? [25:03] Your end user's success will eventually become your success  [30:00] Advantages of having both self-service and pre-sales [31:15] How did Chargebee evolve the way they structure their teams? About Krish Subramanian: Krish Subramanian is the co-founder and CEO of Chargebee, a global leader in subscription billing and revenue management solution for scaling businesses. He is an engineer by profession and a problem solver at heart with over 20 years of experience in the software field. As an ex-consultant, Krish strongly believes that business value is defined by service and experience to the customers and the people. He is referred to as the “nice guy” within the company, the tech community, the media, and his mom.  Profile Chargebee Krish on LinkedIn Krish on Twitter

Mariam Hakobyan is the Co-Founder and CEO at Softr. She's an engineer turned entrepreneur and has a pang for technology, product, and design. At Softr, she pioneers in building the right product, listening to customers, and building ecosystems for software enthusiasts. She prioritizes the customer's needs by simplifying software building so anyone can set up businesses without being intimidated by their tech skills. Today, let's listen to Mariam as she tells how Softr went from zero to 45,000 users in just a year.  Show Notes [0:57] What initially drove her to start Software.io?  [1:56] How did she start exploring different ideas for the platform? [6:01] What did she do to get the product into people's hands? [9:20] On pursuing user growth and monetizing your product [12:20] The passionate software community, the product's simplicity, and virality got them from zero to 45,000 users  [18:33] Mariam talks about empowering the community, creating ecosystems and a place for people to thrive [21:53] The importance of being mindful of anything that you add to the platform  [29:04] Understanding what customers value and how much they want to customize? [29:59] Intuition and understanding of the customers on what types of things are they trying to build  [38:55] Build a great product where people feel like a magician About Mariam Hakobyan Mariam is a graduate of Yerevan State University. Her colleagues highly respect her as she is passionate about her job and is always one step ahead in providing service to others. She started her engineering career in her early 20s and is now a force to be reckoned with in her field. But most importantly, Mariam is now a loving mother of two.  Links Softr.io  Airtable Profile Mariam on LinkedIn

Tom Ronen is the head of customer success at monday.com. Monday.com is a global software company founded in 2014. Its product is a simple and super customizable Work Operating System (Work OS), a tool that powers teams to run projects and workflows with confidence. In this episode, Tom will talk about how product and customer success collaborate on monday.com. Show Notes [01:56] What monday.com is and its customers [03:05] The importance of customer success and product teams to work closely together for him [06:14] On finding the north star for both teams and KPIs to prioritize [08:00] Who are the ‘active customers' for monday.com [10:13] Propagating the culture of transparency in all teams at monday.com [12:31] Strategies to encourage collaboration from the teams at monday.com [14:28] The evident effects of the system of doing things at monday.com [18:00] His advice for product-led leaders and growth people on setting priorities [20:25] His advice for customer success people in product-led organizations on getting their voices heard [22:08] How to connect with Tom About Tom Ronen Tom Ronen is an experienced Customer Team Lead working for various companies in the software industry. He possesses the following skills in sales, public speaking, management in a fast-paced startup environment. Aside fromHe was previously connected with Israeli Defense Forces (IDF) as a Commanding Officer - Combat Patrol Ship Unit for three years and two months.  Profile monday.comTom Ronen on LinkedIn

In this podcast, Wes Bush dives into the essential strategies for building a product-led business. Drawing from his experience of working with 408+ SaaS companies, Wes outlines the pitfalls of what he calls "surface-level PLG" and introduces a comprehensive approach that involves nine core components— the ProductLed System. When you implement the system into your business, you'll grow faster with less effort. Tune in to learn how. Key Highlights: 01:30: Introduction to the importance of standing out in a commoditized market. 3:08: The shift from sales-led to product-led growth. 5:14: Common mistakes in product-led growth. 10:02: Key outcomes of successful product-led businesses. 17:24: Scaling up with the ProductLed System. 33:07: Final thoughts and next steps for building a product-led organization.