Episode description
On this episode of the Traction podcast, I welcome Daniel Saks, Co-Founder & Co-CEO at AppDirect.
As more and more enterprises put employees in the driver’s seat to pick the right tools for their organizations, you need to balance between designing for both end-users and the IT department to stay competitive.
Daniel shares tips on how to transition from a traditional sales-led model to a product-led growth (PLG) model and how that transition helped AppDirect get more enterprise customers.
Specifically, Daniel will discuss:
1:29 - AppDirect's journey from startup to unicorn
5:55 - Pivoting from enterprise sales-led to PLG
10:52 - What PLG means and how companies should think about it
17:05 - Comparing enterprise sales to PLG
24:49 - Key traits for success when transitioning from sales-led to PLG
27:43 - Reducing the friction during transition in an 800-person company
34:02 - An example of a collaborative PLG project at AppDirect and the outcomes it produced
37:20 - Issues that deter collaboration, and solutions to improve collaboration
43:31 - Resources to implement PLG
47:24 - PLG metrics that drive the leading indicators of success
55:00 - Coming up with the price point for your first PLG offering
Learn more at https://tractionconf.io
Connect with Daniel Saks: https://www.linkedin.com/in/danielsaks/
Learn more about AppDirect at https://www.appdirect.com/
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