SaaStr Annual 2024: Supercharge Your GTM With Product-Driven Growth with General Catalyst

SaaStr Annual 2024: Supercharge Your GTM With Product-Driven Growth with General Catalyst

1. Supercharge your GTM with Product-Driven Growth Andrea Wang Partner General Catalyst

2. Why product-led is not a nice-to-have Drive distribution and market share Reduce cost to serve & unit economics Drive long term, efficient growth

3. What is product-led growth? Product as the main vehicle to acquire, activate, and retain customers

4. Different models of PLG Freemium Free trial Reverse trial

5. When is PLG the right motion? Hint: it’s not for everyone!

6. Balancing Product & Sales Motions

7. Common failure modes ICPs for different motions are not distinct enough Lack of organizational alignment and accountability Doing too much and lacking a primary focus

8. How to balance sales & product-led motions Leadership alignment on the company strategy Organize your team around your different GTM motions Create aligned incentives across sales and product / marketing org

9. Key Takeaways

10. Key Takeaways PLG is not for every business model Success with PLG requires an intentional company strategy It’s a constant, iterative process to finetune the machine

11. Connect with Andrea on LinkedIn