In this episode of Unpack Pricing, Jesse Miller, VP of Product Growth at Kong joins host Scott Woody, CEO and co-founder of Metronome, to discuss the interplay between product-led and sales-led growth. Jesse exposes common misconceptions about product-led growth, and offers insights into the critical role of user experience, product design, and pricing in successful PLG implementations.

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FULL TRANSCRIPT AVAILABLE HERE:

https://metronome.com/podcast/unpack-pricing/lessons-on-plg-from-dropbox-postman-and-kong-with-jesse-miller

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FOLLOW ON SOCIAL

Scott:

https://x.com/l3amm

https://www.linkedin.com/in/scott-woody-21677121/

Jesse:

https://x.com/jesse_miller

https://www.linkedin.com/in/jessejmiller/

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CHECK OUT

Kong:

https://konghq.com/

Metronome:

https://metronome.com/

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TIMESTAMPS:

(00:00) Intro

(00:45) Jesse Miller's Background & Focus

(01:29) Defining Product-Led Growth

(02:12) The Evolution of Product-Led Growth

(04:06) Should Every B2B Software Company Have PLG?

(05:33) PLG in the Future of B2B Software

(06:16) Growth Team Structures at Dropbox & Postman

(08:30) Skills to Look for in a PLG-Focused PM

(10:09) Prioritizing Skill Sets for a PLG Team

(12:14) Building Relationships with Other Teams

(13:01) Overcoming Friction with a Sales-Led Organization

(14:38) Kong's Journey

(17:16) PLG as a Lead Generation Tool for Sales

(23:57) Different User Personas

(25:07) The Challenges of Building PLG on Top of an SLG Motion

(29:53) Tactical Tips for Building PLG on Top of SLG

(31:24) Every Company Can Have Some PLG

(34:19) The Benefits of Easy-to-Access Trials

(35:26) Pricing and Packaging

(37:53) The Importance of Pricing Transparency

(38:35) Techniques for Optimizing the Pricing Experience

(41:19) The Most Common Misconception about PLG

(42:45) Wrap