Boost Lead Generation with PLG and Outbound: Shifting Cost to Users for Business Growth

Name: Boost Lead Generation with PLG and Outbound: Shifting Cost to Users for Business Growth
Uploaded: 2024-06-28T13:04:56+00:00
Duration: 45 s
Channel: Jason M. Lemkin
Description: PLG outbound shifts qualification costs to users instead of your sales team. An ungated interactive demo lets people try the product, then choose whether…

28 Jun 2024 · 1 min

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PLG outbound shifts qualification costs to users instead of your sales team. An ungated interactive demo lets people try the product, then choose whether to talk to sales or start a trial, generating fewer leads but keeping your SDR team lean.

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And so you have qualification scenarios. The question is like, who's doing the qualification? Who's bearing the cost? And then in the PLG outbound model, the user's bearing the cost, right? And in the sales-led model, you, the company, is bearing the cost, which is why we're all seeing this shift from the company to PLG outbound because yeah, we want to shift the cost to the users. That's what's going on.
Yeah, that interactive demo is completely ungated. So anyone can try it. We're not asking you for your email. And then at the very end, we just say, are you interested in chatting with someone from the sales team? Or are you interested in starting a trial? And we let them just choose on their own. It does reduce the amount of leads that we're generating, but we don't want a large SDR team.