Helping today's saas leaders with PLG
SaaS organisations that lead with a demo so the sales team can walk the prospect to the finishing line keep everything tight at the top of the funnel.
With a PLG strategy, you flip that model and open up the solution to scrutiny, widening the top of the funnel with alternative options like a freemium or free trial. However, this is more than simply implementing a freemium model or a free trial. It’s about fully committing to the product being the lead sales tool, not the sales team.
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Adopting a Product-led Strategy
Adopting a product-led strategy isn’t for every SaaS platform. There are reasons that some SaaS products don’t fit a PLG approach. For example, specific enterprise solutions do require a demonstration-led approach. These platforms suit the sales-led approach, and whilst you can still run processes to establish a concrete decision, it’s often easier to lead with sales.
When your software can be opened up to a freemium model, of which there are a minimum of eight different options, and the organisation has the ability, from a financial perspective, to carry a large swathe of free users, PLG can make sense. If you can’t, then obviously less so.
However, again, it’s not about freemium. It’s about a wholesale mindset and organisational change that requires several departments' alignment to achieve a product-led approach.
BIAS has simplified this further to these four stages:
Marketing onboarding
Platform onboarding
Value
onboarding
Peer-led onboarding
PLG and Inbound combine for accelerated results
Once you nail your PLG approach and optimise your onboarding, the top of the funnel is wide open. You will need more than that to solve your problems, and you still need to drive traffic to your website. For many companies, this becomes a layered approach using inbound marketing, demand generation, or even a combination of inbound and ABM.
By combining the two flywheels, you are maximising the opportunity to deliver the right qualified traffic into a wide-open platform where your user can evaluate your product and build their own experience.
This should lead to higher conversions, quicker time-to-value and quicker time-to-revenue.
Optimising User Onboarding
How Digital BIAS can help:
- Streamlined onboarding process: Digital Bias can implement a product-led onboarding strategy that simplifies the process, reduces friction, and ensures users quickly reach their "aha" moment. This involves creating personalised onboarding experiences, interactive tutorials, and in-app guidance to help users navigate the product efficiently.
- Continual optimisation: By continuously monitoring user behaviour and feedback, Bias Digital can refine the onboarding process to address pain points and improve user satisfaction. See our Growth-Driven Design services.
Enhancing User Experience
How Digital Bias Can Help:
- User-Centric Design: Digital Bias can help design and implement user interfaces that are intuitive and user-friendly, ensuring that users can easily navigate and utilise your product features.
- In-App Messaging and Guidance: Implementing contextual in-app messages and tooltips can guide users through complex features, enhancing their overall experience and ensuring they make the most of the product.
Driving User Engagement and Retention
- Engagement Strategies: Digital Bias can deploy various engagement strategies such as gamification, personalised content, and regular feature updates to keep users engaged and invested in the product.
- Retention Metrics: By tracking key metrics such as activation rate, churn rate, and user engagement, Digital Bias can provide insights and strategies to improve user retention and reduce churn.
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Reducing Customer Acquisition Costs (CAC)
How Digital Bias Can Help:
- Freemium and Free Trial Models: Implementing freemium models or free trials can attract new users by allowing them to experience the product's value before committing financially.
- Referral Programs: Encouraging existing users to refer new users through referral programs can organically grow the user base while keeping acquisition costs low.
Leveraging Data for Continuous Improvement
- Product Analytics: Bias Digital can set up comprehensive product analytics to track user behaviour, identify pain points, and gather actionable insights for product improvements.
- Data-Driven Decisions: Using data to inform decisions, Bias Digital can help you prioritise features and updates that will significantly impact user satisfaction and product adoption.
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A unique combination of strategy, tech know-how and implementation
