I went straight to the horse’s mouth and asked PLG champ, author, and founder Wes Bush how to become a successful, product-oriented company.
April 23, 2021
Should You Be More Product Oriented? Practical Advice
From Wes Bush
April 23, 2021
When I was still teaching, the three main points of advice I found myself repeating were:
1. Take your time.
2. Keep it simple.
3. Don’t bite off more than you can chew.
As it turns out, those three statements apply to most things in life – including business.
I know. We’ve been in an era of calculated risk, mainlining entrepreneurial spirit, and the
pervasive (-ly annoying) go-big-or-go-home philosophy for so long that “going above and
beyond” isn’t even status quo; it’s bare minimum requirements.
Hear me out.
No matter what else you’re doing with your company, you have to take care of your
customers. You have to understand them: what they want, what they need, and what they will
need down the road.
That understanding of your customer and their relationship with your product is a crucial
aspect of becoming a successful product-oriented business.
So you’ve read our previous post on product-led growth (PLG) and now know all the nuts and
bolts of a PLG go-to-market strategy. It’s a super-exciting concept and exactly the direction
you’ve wanted to take your company in.
But. (There’s always a “but.”)
Your business – the entire customer lifecycle every user of your product goes through –
revolves around the traditional sales-led approach of painstakingly coaxing every customer
through each step of the sales cycle from demo to trial to paying user.
You can’t go in tomorrow morning, clear out all your established processes, and tell your
sales team: Right, we’re totally changing everything right this second. Even if your sales team
doesn’t laugh you out of the office, it’s not going to work.
So how do you navigate that transition and maintain your success?
I didn’t know the answer to that, so for this Process Street post, I went straight to the horse’s
mouth (д) and asked PLG champ, author, and founder Wes Bush about how to make PLG
work and become a su