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Users, Buyers, and Accounts: The Heart of Scaling Product-Led Growth - Shared screen with speaker view
Wesley Bush
20:31
Question: What's your favorite actor?
Gretchen Duhaime
21:57
Benedict Cumberbatch. I love him in Dr Strange, Star Trek, Sherlock
Omari Starks
22:03
Got to see Mandy if you haven’t.
Francis Brero
22:08
I have
Melissa Johnson
28:09
Sales-assisted
Dee Dellovo
28:16
Sales assisted :)
Andy Keehn
28:18
Sales-assisted
Claudiu Dascalescu
28:19
self-serve
Dan Hitomi
28:20
Top-Down
Tammy Tilzey
28:20
sales assistend
Helena Tude
28:20
As a social platform, self-served
Alan Sincich
28:25
Half-Serve & Sales Assisted
Lilah Nielsen
28:28
Top down
Rick Stern
28:29
Sales Assisted
Omari Starks
28:29
Self serve but we’re new at this
Stéfano Willig
28:34
sales assisted
Zain Ul Abideen
28:38
Sales-assisted
Diego von Sohsten
28:42
Self-serve + sales-assisted, based on cohort.
Erin McEwen
28:46
sales assisted
Trent Johnsen | liveweb
28:48
Sales assisted working to move to Self-serve
Massimo Arrigoni
28:51
self serve + sales assisted
Lorena
28:58
sales assisted + top-down
Wesley Bush
28:59
Believe this is the report: https://tomtunguz.com/top-10-learnings-from-the-redpoint-free-trial-survey/
Dee Dellovo
29:46
We have self serve but we need to work on our traffic funneling and nurture so now sales picks it right up
Deepa Buddhavarapu
34:34
That happens because they may have used the product; happens at PagerDuty too. We call them onboarding Skippers
Wesley Bush
35:04
Love that label, Deepa!
Deepa Buddhavarapu
35:14
Haha, yeah!
Wesley Bush
36:14
Watching Lord of the Rings is the homework FYI
Massimo Arrigoni
36:22
We've had companies with 30+ individual (or few user) subscription, and yet the "company" is really not a Customer yet.
Deepa Buddhavarapu
37:14
My hypothesis is that we need a Buy Now button In addition to Free Trial on Pricing for Onboarding Skippers.
Sudharshan Karthik
38:26
Buy now buttons are a great idea! In the past, the objection to it comes from CSM teams though.
Deepa Buddhavarapu
39:11
What was the objection?
Sudharshan Karthik
39:53
Their fear was that these accounts churn faster. It was a valid fear but felt that was an easily addressable concern :)
Deepa Buddhavarapu
41:15
I’m curious what’s the definition of MQLs? Asking because there is standard definition. Specifically when do users MQL?
Eric Kim | Sendbird | PM
41:29
Just booked the demo. Really liked the fast lane flow
Deepa Buddhavarapu
41:29
There is *no standard definition
Hana Jacover
43:59
Two types of MQLs for MadKudu: Handrasiers (want to talk now and good+ fit) and Natural MQLs (determined by lead grade)
Deepa Buddhavarapu
44:49
Got it, thanks Hana. We define Hand raisers as someone who wants to talk to sales and have filled out contact sales form
Eric Kim | Sendbird | PM
45:04
Is active accounts = existing accounts?
Daniel Pirciu
45:48
Hi everyone, sorry I’ve just joined the webinar … can we get the slides? :D
Wesley Bush
47:32
Yep, we can send them out after :)
Katherine Greig
47:42
Thanks!
Eric Kim | Sendbird | PM
47:46
IS PQA used for upselling? Cross selling applied for expansion stage of customers?
Eric Kim | Sendbird | PM
48:27
When you say active users = is it co-workers that they invite to our product?
Deepa Buddhavarapu
49:02
Do you mainly use PQAs for ABM accounts?
Deepa Buddhavarapu
51:29
That answers my question, thanks
Josh Schwartz
53:53
Target Account
Eric Kim | Sendbird | PM
53:59
From my understanding PQL is used to represent non-paying users that can become paying user (Account) for the first deal. In the meantime, PQA is used to represent existing paying users(Account) that are qualified for 2nd,3rd, nth deals. Basically they are qualified for expansion
Tammy Tilzey
54:09
1
Francis Brero
54:13
1
Massimo Arrigoni
54:19
1
Lorena
54:20
1
Melissa Johnson
54:20
1
Stephanie Diaz
54:21
1
Lauren Oldham
54:22
4,1
Robbie Faibish
54:27
4
bj
54:29
1
Stephanie Diaz
54:31
4
Josh Schwartz
54:33
4
Dan Hitomi
54:35
1 (MQL), but largely direct sellers and channel sellers.
Mithula Senthilarasu
54:41
4
Bethany Ward (she/her)
54:42
1
Jocelyn Brown
54:47
2
Massimo Arrigoni
56:27
We are PLG, but it's still 1. They raise their hand after they've started experiencing the value.
Eric Kim | Sendbird | PM
56:42
What are the industry standard ratio in number of deal and the revenue on SLG (Sales Led Growth) : PLR (Product Led Growth)? (i.e. sales led account: product led account = 7:3 & sales led revenue: product led account = 8:2)
Wesley Bush
57:28
Awesome! What's the main reason you have them raise the hand to purchase, Massimo?
Massimo Arrigoni
59:23
For larger companies, they raise their hand to get peace of mind, quite often.
Eric Kim | Sendbird | PM
01:01:26
We are in transition of SLG -> PLG at the moment. We want to be able to recognize the fast growing core users and be able to support them as if they were a hand raiser.
Eric Kim | Sendbird | PM
01:02:56
I like this approach :-) we definitely have this challenge in our table which we are working on it as consolidating the all the email flow based on their persona
Eric Kim | Sendbird | PM
01:04:47
Does Madkudu help with these customized email shipment?
Eric Kim | Sendbird | PM
01:04:58
Based on the user segment?
Erin McEwen
01:05:15
Would a buyer and a core user ever be the same person— if so how can we make sure our messaging is apt for both
Eric Kim | Sendbird | PM
01:05:52
@erin : I think if they are an early startup. Yes… probably the same person
Erin McEwen
01:07:10
Thanks!
Sudharshan Karthik
01:08:46
https://www.madkudu.com/plg-challenges/simpsons-paradox#:~:text=In%20short%2C%20Simpson's%20Paradox%20occurs,school%20admissions%20to%20UC%2DBerkeley.
Wesley Bush
01:08:58
Thanks!
Hana Jacover
01:09:48
Thanks, Sudharshan! You can learn more about Simpson’s Paradox here, as well, in our full ebook: https://www.madkudu.com/plg-challenges
Omari Starks
01:10:38
How about the guide without downloading?
Hana Jacover
01:10:53
Yep! It’s all there on the page with the option to download :)
Dan Hitomi
01:11:56
We experienced this and we called this cohort “Window Shoppers”. It would be unnatural in a physical sales model for a retail salesperson to leave the prospects inside their store to pursue the window shoppers outside their store.
Omari Starks
01:12:26
Solid Dan
Omari Starks
01:13:11
Do you have a collective similar to AppCue?
Wesley Bush
01:16:12
Feel free to drop any questions you have here or raise your hand if you have a question
Deepa Buddhavarapu
01:16:46
Wes, will you be sharing the recording and the slides after?
Wesley Bush
01:16:51
Yep
Deepa Buddhavarapu
01:16:55
Have to drop off. Great info! Very insightful! Thank you!
Wesley Bush
01:17:03
Thanks for coming!
Eric Kim | Sendbird | PM
01:17:49
We use pando and hope we can integrate with Madkudu
Omari Starks
01:17:55
Sweet!!!!
Hana Jacover
01:18:21
If you haven’t checked out our Marketing Ops Confessions series, it’s a great Thursday hangout and chance to learn from MOPs leaders: https://www.madkudu.com/mops-confessions
Katherine Greig
01:18:23
Thanks so much!
Erin McEwen
01:18:29
Thanks!
Bethany Ward (she/her)
01:18:30
Thank you so much!
Eric Kim | Sendbird | PM
01:18:33
Thanks for the great session
Heather Robinette
01:19:08
Thank you!
Alan Sincich
01:19:11
Thank you! Great topics!