Why it's not about whether you want to do PLG / PLS but whether you can
A thing I noticed in a ton of PLG / PLS posts from my network is the assumption that a lot of businesses (SMB's) "don't get it" and are stuck in their old ways because they are oblivious.
After consulting for half a year I noticed a different thing though, most companies are actually aware of what's going on, they just don't know how to transition, to get buy-in for what seems to be risky moves. The ones I encountered knew what product-led means but they don't have any in-house knowledge to actually do the transformation or their runway is in today's climate so short they feel it's too big of a risk to take (and then they risk dying in beauty).
A personal favorite of mine was "if we provide a freemium, won't our competitors see our entire technology?"
Sure, you can send your PM's to a workshop where they learn how to focus on outcomes and how to reduce friction in the acquisition funnel, but if your org does not support these motions they will return to old habits.
I feel like that's why the transformation is going so sluggish, there are few leaders around that can take an existing org, analyze how to transform it and then pull through.
#consulting #productled #transformation
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