Lessons on PLG from Dropbox, Postman, and Kong with Jesse Miller

In this episode of Unpack Pricing, Jesse Miller, VP of Product Growth at Kong joins host Scott Woody, CEO and co-founder of Metronome, to discuss the interplay between product-led and sales-led growth. Jesse exposes common misconceptions about product-led growth, and offers insights into the critical role of user experience, product design, and pricing in successful PLG implementations.

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FULL TRANSCRIPT AVAILABLE HERE:

https://metronome.com/podcast/unpack-pricing/lessons-on-plg-from-dropbox-postman-and-kong-with-jesse-miller

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FOLLOW ON SOCIAL

Scott:

https://x.com/l3amm

https://www.linkedin.com/in/scott-woody-21677121/

Jesse:

https://x.com/jesse_miller

https://www.linkedin.com/in/jessejmiller/

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CHECK OUT

Kong: 

https://konghq.com/

Metronome:

https://metronome.com/

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TIMESTAMPS:

(00:00) Intro

(00:45) Jesse Miller's Background & Focus

(01:29) Defining Product-Led Growth

(02:12) The Evolution of Product-Led Growth

(04:06) Should Every B2B Software Company Have PLG?

(05:33) PLG in the Future of B2B Software

(06:16) Growth Team Structures at Dropbox & Postman

(08:30) Skills to Look for in a PLG-Focused PM

(10:09) Prioritizing Skill Sets for a PLG Team

(12:14) Building Relationships with Other Teams

(13:01) Overcoming Friction with a Sales-Led Organization

(14:38) Kong's Journey

(17:16) PLG as a Lead Generation Tool for Sales

(23:57) Different User Personas

(25:07) The Challenges of Building PLG on Top of an SLG Motion

(29:53) Tactical Tips for Building PLG on Top of SLG

(31:24) Every Company Can Have Some PLG

(34:19) The Benefits of Easy-to-Access Trials

(35:26) Pricing and Packaging

(37:53) The Importance of Pricing Transparency

(38:35) Techniques for Optimizing the Pricing Experience

(41:19) The Most Common Misconception about PLG

(42:45) Wrap