Pricing challenges in PLG | Kyle Poyar

Growth Machines: Combining Product-Led Growth and Sales

In the second episode of the Growth Machines podcast, I talk with Kyle Poyar, Operating Partner at Openview and writer of the Growth Unhinged newsletter. We talk about what to do when you have a pricing model in place for a sales motion and are considering to introduce PLG.
Pricing and packaging can be an enabler or blocker when thinking about product-led approaches. Kyle talks about the different challenges this can present. He includes suggestions how to gradually introduce the product-led elements and points out common pitfalls to watch out for. At the end, we cover some trends and other observations of what’s happening in the market.
[02:32] Barriers to adopting Product-Led Growth
[06:31] Strategies for transitioning to Product-Led Growth
[11:07] Using PLG to create shared incentives across Go-to-Market teams
[13:07] Which companies aren’t the best fit for Product-Led Growth?
[17:10] Current market developments around Product-Led Growth
[22:32] A common mistake when going from PLG to enterprise
[25:02] Moving beyond user journey automation in PLG
This interview is part of a series from my book about Product-Led Sales. More info on that on www.PLGandSales.com.