Read on Twitter
Insightful session by Archana Agrawal, CMO at @airtable & earlier at @Atlassian speaking about Product Led Growth @saasboomi 
1. Airtable started with a mission to help knowledge worker. Someone on front line.
2. The idea was to unlock the power of horizontal workflow
1. Airtable started with a mission to help knowledge worker. Someone on front line.
2. The idea was to unlock the power of horizontal workflow
Strategy;
1. Enable the business user - someone could come, try & buy
2. Learn & deeply empathise with early users
3. If you’re using a spreadsheet other than number crunching, it should become a relationship management tool.
#SaaSBOOMiPLG
1. Enable the business user - someone could come, try & buy
2. Learn & deeply empathise with early users
3. If you’re using a spreadsheet other than number crunching, it should become a relationship management tool.
#SaaSBOOMiPLG
As the company scales, various job functions solidifies vs in the early days the team is very horizontal.
Product Marketing is API between the Product team, sales team & customer-facing team.
On the Freemium model;
1. PLG can fuel human interaction from a user perspective to a customer perspective.
2. Some people can buy immediately while some users want to wait for the, “aha” moment before buying.
1. PLG can fuel human interaction from a user perspective to a customer perspective.
2. Some people can buy immediately while some users want to wait for the, “aha” moment before buying.
On solidifying Growth once PMF kicks in;
1. Focus on empirical data- quick iteration, delivering on value, no friction,
2. Opening on APIs, unlock more value to fuel virality
1. Focus on empirical data- quick iteration, delivering on value, no friction,
2. Opening on APIs, unlock more value to fuel virality
The idea of iterating fast without thinking through the full funnel conversion can be harmful.
How to improve;
1. Being able to think about drop-offs.
2. Think about tweaks & verifying through change in cohort chart - D3, D30 user change
How to improve;
1. Being able to think about drop-offs.
2. Think about tweaks & verifying through change in cohort chart - D3, D30 user change
Few examples of Aha moment;
1. In team-based software - When someone invites someone to a new coworker & starts engaging well.
2. Multiplayer model is easier than a single user case
3. Should be a recurring use case - easy to validate the engagement
#SaaSBOOMiPLG
1. In team-based software - When someone invites someone to a new coworker & starts engaging well.
2. Multiplayer model is easier than a single user case
3. Should be a recurring use case - easy to validate the engagement
#SaaSBOOMiPLG
Customer Success Team
1. Best place for product feedback
2. Check how often your PM teams sit with CS teams to fix issues - internal feedback loops
1. Best place for product feedback
2. Check how often your PM teams sit with CS teams to fix issues - internal feedback loops
4 things to keep in mind for PLG
1. Business model - value can be demonstrable
2. Discoverability & simply - how many nouns your product has.
3. Customer obsessed - How many teams they interact
4. Build Data Infrastructure or Data-Driven for quick feedback, interaction.
1. Business model - value can be demonstrable
2. Discoverability & simply - how many nouns your product has.
3. Customer obsessed - How many teams they interact
4. Build Data Infrastructure or Data-Driven for quick feedback, interaction.
On Atlassian;
1..Cold mailed the President of Atlassian for a job because I was a fan of Jira.
2. It spends a lot on R&D with a very lean team. It had a first-mover advantage. Timing is critical
3. Atlassian is a multi-product company vs a Airtable is a single product company
1..Cold mailed the President of Atlassian for a job because I was a fan of Jira.
2. It spends a lot on R&D with a very lean team. It had a first-mover advantage. Timing is critical
3. Atlassian is a multi-product company vs a Airtable is a single product company
How to handle churn;
1. If it is a horizontal product, demonstrate more use cases.
2. Do a lot of churn, NPS survey
3. Make value demonstrable before pricing
1. If it is a horizontal product, demonstrate more use cases.
2. Do a lot of churn, NPS survey
3. Make value demonstrable before pricing
2 key GTM practices;
1. Being able to speak on thought leadership on your space as people are looking to learn about best practices, joining communities
2. Ensure close PMM & sales coordination. Shared goals to help achieve bigger end goals.
#SaaSBOOMiPLG
1. Being able to speak on thought leadership on your space as people are looking to learn about best practices, joining communities
2. Ensure close PMM & sales coordination. Shared goals to help achieve bigger end goals.
#SaaSBOOMiPLG
