Enterprise software leaders: add a PLG backbone in 2022
About ATTACH
My point is not to replace your winning sales team building relationships and selling to executives, but to equip that sales team to operate on a PLG backbone that scales growth.
Benefits of selling to executives
PLG from an enterprise software perspective ATTACH
What does PLG mean from an enterprise software perspective? It means the product not only extends vertically, but also horizontally.
The vertical product extension is your current sales strategy to capture more and more of your customer’s value chain, with a land & expand model.
The horizontal product extension is the new self-serve component of your product strategy which we call the „PLG backbone“
The PLG backbone delivers the end-to-end onboarding, using, buying and expanding capability of your product.
Four reasons why enterprise software vendors should add a PLG backbone
- Win the POC experience
- Entry-level protection today, approximately 50% of enterprise users already want to try products first and then make recommendations to their managers (buyer), without talking to the vendor. (source?)
- Scaleable sales & service
- Lower CAC, higher gross profit & NRR