GTM Workshop - How to choose between a PLG & sales-led GTM motion with Harrison Rose

It's critical for any business having acquired their initial set of customers to build out a repeatable go-to-market (GTM) motion. Your exciting idea, some reference clients, and a huge market won't be enough to grow at a rate which meets your ambitions, and repeatability will be critical in raising a successful funding round in the future.

At this juncture a business needs to determine what GTM Motion is most likely to yield success for them. On the one hand, Product-led-Growth (PLG) is the talk of the SaaS world right now, given its ability to drive self-serve adoption and expansion at a low cost of acquisition. Meanwhile, some of the most successful B2B SaaS companies globally are largely sales-led, think Salesforce, Snowflake among others.

In this workshop we'll breakdown the pros/cons of each model, next we'll share an evaluation criteria to determine what's best for your business, and the impact your decision has on the org you need to design & build. Eventually concluding that the most successful SaaS companies, in some instances despite their best efforts (see Slack), end up adopting both models at some point in their lifecycle anyway.