Office Hours with Tomasz Tunguz & Oliver Jay
10/12/23 • 48 min
00:00 Introduction to Tom and Oliver
03:07 Overview of PLG at Dropbox
05:30 Overview of PLG at Asana
06:07 How to succeed in PLG end user acquisition phase
09:15 Tactics for Generating Awareness
10:17 Customer Expansion Phase
13:15 When Tension Arises Between PLG & Enterprise Security Needs
15:24 Security is an All Consuming Roadmap, not a Feature
18:35 How the Organization Shifts during the Transition from PLG to SLG
20:48 How Pricing Changes from PLG to SLG
26:22 The PLG Trap
28:03 Avoiding the PLG Trap
31:55 Value-Based Selling: Generalizable or Vertical/Use-Case Specific?
35:35 Atlassian v. Asana's Approaches
37:11 Advice for New Startups Pursuing PLG
38:22 Navigating from SLG to PLG
42:19 Resources for Founders
43:06 PLG, SLG & AI
00:00 Introduction to Tom and Oliver
03:07 Overview of PLG at Dropbox
05:30 Overview of PLG at Asana
06:07 How to succeed in PLG end user acquisition phase
09:15 Tactics for Generating Awareness
10:17 Customer Expansion Phase
13:15 When Tension Arises Between PLG & Enterprise Security Needs
15:24 Security is an All Consuming Roadmap, not a Feature
18:35 How the Organization Shifts during the Transition from PLG to SLG
20:48 How Pricing Changes from PLG to SLG
26:22 The PLG Trap
28:03 Avoiding the PLG Trap
31:55 Value-Based Selling: Generalizable or Vertical/Use-Case Specific?
35:35 Atlassian v. Asana's Approaches
37:11 Advice for New Startups Pursuing PLG
38:22 Navigating from SLG to PLG
42:19 Resources for Founders
43:06 PLG, SLG & AI
Previous Episode
Office Hours with Tomasz Tunguz & Fredrik Haga
On November 29th at 9am Pacific Time, Office Hours hosted Fredrik Haga, founder & CEO of Dune. Dune is the authoritative source of web3 data. For information on Decentralized Exchange activity, lending volumes, or even the current FTX account balances. I used Dune to make the State of Web3 Presentation. During this Office Hours, Fredrik & I will talked about - the importance of data in a decentralized world - the impact of the three major collapses this year: FTX, Luna, & ThreeArrows on the ecosystem - the evolution of web3 in 2022 - building a startup through tough market conditions Thanks to Fredrik for the great session.
Next Episode
Office Hours with Tom Tunguz & Raj Sarkar
00:11 Introduction
02:54 What is Outbound Fury (OBF)?
03:34 Inspiration for OBF
05:03 OBF Tactics
07:44 Determining the Line
11:22 The Challenger Sale
14:11 Personas & OBF
16:05 Product-Led Growth (PLG), ABM & Outbound Fury
19:35 Setting Up Your Team for Success
21:54 Managing Internal Stakeholders
25:28 Measuring Success
27:16 Brand & OBF Campaigns
29:25 Pricing in Marketing Considerations
31:47 Analyst Community (e.g. Gartner) & OBF
33:43 Company Scale & OBF
36:23 Conclusions
Materials Mentioned in Today's Session:
-- Raj Sarkar's Post: https://rajsarkar.substack.com/p/mark...
-- Marc Benioff, Behind the Cloud https://www.amazon.com/Behind-Cloud-S...
-- Matthew Dixon, The Challenger Sale https://www.amazon.com/The-Challenger...
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