Vice President of RevOps | Head of RevOps | SaaS | Head of Operations | FP&A | Data & Analytics | Operational Excellence | Restructuring |
#plg has been an emerging solution for some time. However, this phenomenon faces a few challenges and potential limitations. Consultative selling using PLG is complex, although not impossible. PLG aims to create value through a self-serve model where the product “sells itself.” That's obvious, as we all know. However, this is in contrast to consultative selling, which focuses on building relationships, understanding client pain points, and providing tailored solutions. PLG is unlikely to offer professional services or custom features. That would go against its principle based on the existing definition. The second problem that PLG faces is connected with Guillaume Jacquet from Vasco's point in the video. Would you buy something for $100K without talking to your salesperson or solution engineer? Wouldn't you want to ask questions about the products to someone who can answer these questions on the spot? Guillaume made a perfect point about the PLG falling short with larger deals. You need a handholding process from the person who can help you wrap this up at the minimum level. You will need assurance before you start asking your boss to approve. The point is that whether you start as a PLG or SLG company, at some point, you will need a human touch to try to get a larger deal or move up in segments of your customers/ prospects. The key is to know how to scale this effectively without overspending and making the sale more straightforward for your sales folks. #sales #digitalmarketing #gtm #startups
Vasco CEO Guillaume Jacquet Key Insights on Product-Led Growth & Go-to-Market Motion: 🎯 PLG Works, But Not for Every Deal Size: PLG is highly scalable and can validate product fit quickly. However, for large deals ($100K+ ACV), PLG often falls short—those deals require significant sales effort, services, and internal stakeholder buy-in. 🎯 Unit Economics Matter: For deals under $50K, inbound and outbound can work. But adding outbound sales for lower-value contracts risks scaling unprofitably. Your strategy must be based on your ICP and deal size, not just a popular GTM trend. #ProductLedGrowth #GoToMarketStrategy #Sales #GTM
