The Pace Blog

In the second part of this series on building your own "PLG CRM," we'll explain how to prepare your CRM of choice to receive data about how your users are engaging with your product.

In the first part of this series on building your own "PLG CRM," we'll explore how to model your data to map to key moments in your customer journey.

As their name implies, product-qualified leads are a logical progression from the traditional sales and marketing funnel, but modified for a product-led world. Determining exactly when and how to route users into no-/low-touch and high-touch swimlanes can sometimes feel like more of an art than a science. To bring some clarity to the problem, here are a few common pitfalls to avoid when implementing a PQL model.

As more companies adopt a product-led approach, sellers are no longer the gatekeepers for using and buying products. Successful reps are mediators, distilling the challenges of disjointed teams into cohesive business pain points, and orchestrators, thoughtfully deploying the right tactics and resources to build consensus.

Product-led growth (PLG) has become one of the most widely discussed topics in enterprise software, and for good reason: customers love it, and companies who embrace it are the ones growing the fastest. Introducing PLG into an existing sales-led GTM is anything but straightforward. We believe Pace will change that.