Webinar recording of the panel discussion on “Decoding Product-Led Growth" held on 28th October 2021, featuring some of the stellar entrepreneurs from the Nexus family who are building truly product-led growth companies.
Moderated by Abhishek Sharma - Managing Director, Nexus Venture Partners and joined by:
Ankit Sobti - Co-Founder & CTO, Postman
Ankit Gupta - Co-Founder & CEO, Quizziz
Dan Pinto - Co-Founder & CEO, FingerprintJS
Tanmai Gopal - Co-Founder & CEO, Hasura
Tim Zheng - Founder & CEO, Apollo.io

The key topics covered during the session are:
05:40 : Lead and user acquisition during 0 to 1 journey.
14:53 : Transitioning from a sales-led GTM motion to a product-led growth company.
17:27 : Eliminating friction from the overall product experience.
29:13 : Engaging with early users without the functional product.
31:43 : Setting up the sales motion and hiring the first salespeople.
41:07 : Balancing between self-serve versus human touch in the user journey.
44:31 : Deciding the value in free tier and optimising the pricing model.
54:44 : Achieving PLG in an API-first organisation. Defining culture in a PLG company.
58:17 : Realising that you have hit the product-market fit.
59:21 : Building a product when you are far away from your users both geographically and culturally.
1:05:00 : Organic expansion of self-serve customers for a business like FingerprintJS.
1:06:52 : Reasons to move from sales-led growth to PLG and simplifying the product along the way.
1:08:30 : The success of PLG in a B2B vs B2C product.
1:11:13 : Hiring and team building for product-led growth businesses compared to a sales-led business?
1:13:43 : Building a developer-focused business.
1:15:47 : Metrics to measure the success of PLG.
1:17:12 : Indicators for product-market fit.
1:19:20 : Deciding on when and how to involve marketing to drive PLG.
1:21:09 : Do the co-founders need to come from a technology background for building a PLG company?
1:23:07 : Driving retention in b2b product offering with limited access to users.
1:24:53 : Product marketing communication for PLG.
1:25:45 : Self-serving a product when it's used by two types of personas.
1:27:24 : Converting freemium users to paid.