Piercing the "Product-LED Growth" strategy for SAAS: Use the website as the number one cell.

"Our website looks good ... but why does the customer refuse to apply?" SAAS problems that have not used the Product-LED Growth strategy.

For the founders or teams that do the SAAS (Software-AS-A-Service) business). Have you ever felt this way? You have dedicated the marketing budget to draw people into the website. Organize the cell calling team to call the product (Demo) is not free. In the end ... the rate of change from "visitors" to "real applicants" (Sign-Up Rate) back low and low clay. Many customers come in and leave. Leaving only the question of "What do we do wrong?" Or more painful is Customers requesting demo But when the bid is quiet, it disappears into the clouds. The sales cycle is prolonged and full of invisible costs. If this is the situation you are facing You are not alone. And this big problem may not be with your product, but on the "method" that you present the product to customers.

Prompt for illustrations: The graphics compare between the old sales model (Sales-LED), which has many complicated steps with the Product-LED model that users can access the product immediately. Demonstrate the irritability of the Sales-LED side and smooth on the Product-LED side.

Why is the old strategy "not" in the age that the customer wants "Try before buying"

The main reason that the traditional growth strategy (Sales-LED Growth) that must rely mainly on the cell team It is not effective for the SAAS business. Currently, because "buyer behavior" has changed completely. In the past, customers have no choice. To know a software must go through the cell talking. See presentation documents And waiting for the product demonstration, but now the buyer is in the world where the information is easily accessible They want to "control" the decision -making process by themselves. Want to "touch" and "experiment" to see if it really helps to solve the problem for them. You create a wall between customers and products with long form. Or always forced to talk to the cell first Is like indirect customers that "You still don't trust our products to try it yourself." This is the point that makes the Product-LED Growth (PLG) strategy to turn the game completely from OpenView Venture Partners . Point out that the company that uses the PLG model can grow faster and more efficiently.

Prompt for illustrations: Infovic shows Journey of the current software buyers. Emphasizing that they are searching online, read reviews and want to try the product by themselves. Before deciding to contact the sales department

If allowing the web to be just "Online brochure" What will happen to your SAAS business?

Ignoring consumer behavior changes and still attach to the website to be just "Online catalog" with beautiful information But the user cannot interact or try the product at all Will have a more terrifying impact than expected What you must inevitably encounter:

• Customer Acquism Cost (CAC) is rising: You have to hire a larger cell team. Have to increase the advertising budget to "push" customers through the long and ineffective sales process
• The customer rate is highly discontinued: when the customer decides to buy without "touch" the true value of the product. They tend to expect the truth. And when encountering a small problem in use, it is ready to stop using and leave immediately
• Sales cycle for a long time and difficult to guess: selling must go through many steps. From finding customers (Lead) assessment (Qualify) Democation, bargaining to closing deals Which takes enormous time and energy
• Disadvantages that use PLG: While you are trying to make a demo Your competitors may get hundreds of new users who are "fall in love." Their products have passed the Freeemium or Free Trial models, making you grow later and lose the market share in the end. If you want to see how to create a SAAS website for growth Take a look at the way in the article. Creating a website for Startup Saas for this growth .

Prompt for illustrations: The graph that shows 2 trend lines, one line belongs to the Sales-LED company that has a higher CAC cost. And constant growth And the other line belongs to the PLG company that CAC lower and growth

Turn the game with Product-LED Growth: Change the website to "Genius cell" at work 24 hours

The solution of this problem is to change all perspectives and strategies. Come to the so-called "Product-LED Growth" or PLG. Its heart is "The use of products is the main tool for finding new customers, causing customers to make a purchase, and maintain customers" and "center" of this strategy is ** your website **

Instead of the website, just providing information You have to change it to "Gate to experience" that opens for users to "experiment" and "value" of the product by yourself and as fast as possible. Where should I start? This is the main axis that must be focused:

• Makes the "start" Frictionless Sign-up: reduce application procedures as short as possible. Stop asking unnecessary information. Allowing users to access the product in a few clicks
• Give "AHA! Moment" as soon as possible (Rapid Time-Value): Design a good onboard to guide the users to discover the main features and understand how your products will help them within the first few minutes.
• Use Freemium or Free Trial models: Opportunity for users "Try before buying" fully so that the product can "sell themselves" through the value that the user has actually received.
• Create content that "Help" is not just "sell": create Resource Center, Blog, or Knowledge Base that provides knowledge and teaching products to solve various problems. Which will help build credibility and attract quality users

Deep understanding of PLG strategy is important. Try to study more from leading information sources such as Products to see the overall strategy.

Prompt for illustrations: Dai Gram, which shows the main components of the Product-LED Growth website, including FRICIONLESS SIGN-UP, Interactive Demo, Self-Service Onboarding, and RSOURCE HUB that are all connected to the middle of the product.

The real PLG: "Calendly", how to use a boring appointment website to become a billion business?

If talking about the sample of SAAS, which uses the Product-LED Growth strategy through the website perfectly, the name of "Calendly" must be first. Calendly solves the problem that everyone has encountered is "The difficulty of meeting the meeting time" that has to email and ask for many times.

Before bang: Imagine that if Calendly uses old models They have to hire cells to present that "We have software to help meet the meeting." Which no one can easily see the picture and understand the value.

The PLG strategy used: But what Calendly does is to change the website into a "tool" to solve the problem immediately. Their first page is clear and has The only Call-to -ction is "Get Started for Free" when users apply. (Which does not take time to connect with Google/Microsoft Calendar). They can create their faces for their own appointments and send links to others immediately. "AHA! Moment" occurred when the user saw that someone had booked a meeting queue to automatically into his calendar. Without him having to do anything!

Results: Calendly products "sell itself" and viral growth because every time the user sends a link to others The receiver has experienced Calendly's simple and becoming a new user. Finally, this makes Calendly grow leaps without having to rely on a large cell team in the first phase. This is the power of UX design for great

Prompt for illustrations: Calendly Journey screen model from the webpage, apply for free in one click, set your own booking page, and see an appointment in the automatic calendar, showing the "impressive" expression of users.

Want to create a saas website to be a "mango number". What to do? (Checklist that can be used immediately)

Ready to change your SAAS website into a product-LED marketing machine? This is the checklist that you can use to check and adjust immediately:

1. Update the first page (Homepage) to be clear: Headline must communicate "value" that users will receive. It's not just saying that "features" are. Call-to-to -ction (CTA) must be clear and lead to "trial", not "contact the sales department".
2. Make the application process (Sign-up) seamless: cut off all unnecessary phones Allow to apply through Google/Microsoft/Linkedin To reduce the steps Let's see more ideas about SAAS website features that enhance applications
3. Design the first Experience for "Wow": Create a short product Tour or Welcome Checklist to guide new users to "AHA! Moment" as soon as possible. Don't let them get lost in your product.
4. Create a transparent pricing page and support PLG: design PRICING Page that is easy to understand, has a clear Free Trial and makes "upgrade" easy when users are ready.
5. Invest with Self-Service Support: Build a help center or knowledge base (Knowledge Base) that is comprehensive so that users can search for answers by themselves. Which will help reduce the team, support and create a good experience
6. Use Zero-Party Data to understand users: During the onboarding process, you may ask 1-2 short questions to understand the user's goal (such as "What position do you work in?" "What is the main goal of using our products?") To present more experience. Learn more about Zero-Party Data marketing.

If you need an expert in SAAS website development for Startup , which deeply understands the Strategy of Product-LED Growth, our team is ready to give advice.

Prompt for illustrations: Beautiful checklist images. Summary of 6 steps to change the SAAS website to a product-lred growth with each icon.

Questions that SAAS people suspect about Product-LED Growth (and the most clear answer)

Q1: Is the Product-Seed Growth strategy suitable for all types of saas?
A: PLG is the most suitable for products that users can learn and see value by themselves is quite fast (Fast Time-to-Value) and often has a wide user base, but for very complex SAAS Must have complicated settings Or the price is very high (such as software for large organizations). It may require a mixture strategy (Hybrid), which is to use the PLG to find the preliminary customers. And allowing the cell team to help take care of the organization customers who are likely to pay highly

Q2: If switching to PLG, what must the cell team do?
A: Their role will change. The marketing team will focus more on the "Product Marketing" is to create content and campaigns that attract people. "Try using the product". The cell team will change from "seller" to "consultant". They will use the product usage information to help customers who use Free Trial/Freeemium. Seriously and likely to upgrade (called Product -Qualified Leads (PQLS), which has the opportunity to close the sales much higher.

Q3: How can we measure the success of the PLG strategy?
A: The indicators (Metrics) are important to change from the original. Instead of looking at the number of leads, we will turn to look:

• Activation Rate: The ratio of applicants that start using the main feature (to AHA! Moment)
• Time-TO-VALUE (TTV): The time that new users use to discover the main value of the product.
• Conversion to paid: The rate of change from free users is a spending user.
• Expansion Revenue: Increased income from existing customers who upgrade or buy more features

Q4: How important is the UX/UI design in the PLG?
A: Very important! May be called the heart at all Because when the product has to act "selling themselves", the user's experience (UX) and the look (UI) is good and easy to understand is what the user will "continue" or "from the first 5 minutes. Investment with UX/UI design experts is one of the most worthwhile investments for SAAS companies that will walk in this route.

PROMPT for illustrations: 4-5 icons, representatives of each question, such as the product icon and the wrong mark, the icon of the cell team and Marketing together, the graph icon displayed, and the brush-shaped icon and the mouse design.

It's time to unlock the growth: give your "products" work to the fullest potential.

At this point, I believe that you should clearly see that the Product-LED Growth strategy is not just the "trend" that comes, but it is the "evolution" of the SAAS business that meets the behavior of the buyer in the digital age. Changing your website from "Online brochure" into a "genius cell man" that opens the door for customers to come to experience the value of the product by themselves. Is an important key to unlock the leaping growth, reducing costs and creating a loyal customer base for your brand in the long run.

Don't let your website be just a way. It's time to "do it". Try bringing the checklist that we gave to review and improve your website step by step. Today's little change may affect your business in the future.

Ready to change your SAAS website to a tool to create one level of growth? Consult with our SAAS and UX/UI website experts for free! We are ready to help you place strategies and create experiences that will make customers "click" and "love". Your product from the first time

Prompt for illustrations: The final image that inspired the SAAS TOT (SAAS TOT) that is soaring into the sky. With fuel as "product" and "Website" is a strong rocket releasing base

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