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   This week we talk about product-led sales. What is it? What does it look like in practice?
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   ‌ ‌ ‌
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                    SaaS Roundup #357
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                    Hi there,
                   </p>
                   <p style="margin:0;margin-bottom:24px">
                    Welcome to another fiery edition of SaaS Roundup 🔥
                   </p>
                   <p style="margin:0;margin-bottom:24px">
                    This week we talk about product-led sales. What is it? What does it look like in practice? And when should you start baking it into your go-to-market motion?
                   </p>
                   <p style="margin:0;margin-bottom:24px">
                    As always, we also share our top three reads from the wonderful world of SaaS.
                   </p>
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                    Happy reading,
                    <br/>
                    <strong>
                     Sid @ ChartMogul
                    </strong>
                   </p>
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                    New from ChartMogul.
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                        Being “Product-Led” in 2023 Means Product-Led Sales
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                    <p style="margin:0;font-size:14px;mso-line-height-alt:23.400000000000002px;letter-spacing:normal">
                     <span style="color:#999999;font-size:13px;">
                      Bianca Wilk
                      <br/>
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                     <br/>
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                    <p style="margin:0;mso-line-height-alt:25.2px;letter-spacing:normal">
                     Product-led growth is often presented as a silver bullet to hypergrowth. But in reality, many PLG success stories leverage traditional inside sales motions alongside self-service to speed up customer acquisition. This is called product-led sales.
                    </p>
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                    <p style="margin:0;mso-line-height-alt:25.2px;letter-spacing:normal">
                     With a panel of experts, we discussed what product-led sales looks like in practice and when B2B SaaS leaders should start baking it into their go-to-market.
                    </p>
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       ">
                    "If you are a product-led business, product-led sales is what you can add on top of that, to support that process. It's basically a way to extract more value from your product-led growth model, by adding sales into it. Use your product as a growth engine.”
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                       Read More
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                   <strong>
                    Our top SaaS reads.
                   </strong>
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                      Finance
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                     <span style="font-size:18px;">
                      <a rel="noopener" style="text-decoration: none; color: #1c79ed;" target="_blank">
                       How CFOs Think About Software Spend
                      </a>
                     </span>
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                    <p style="margin:0;mso-line-height-alt:23.400000000000002px">
                     <span style="color:#999999;font-size:13px;">
                      CJ Gustafson, Mostly Metrics
                     </span>
                     <br/>
                     <br/>
                     What goes in the mind of a CFO when you ask them for a new tool? Here is an insightful post on how FP&amp;A influences decisions on which products companies buy.
                    </p>
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       ">
                    "When someone brings a tool to me and asks for budget, I instantly think - Is this a vitamin or a painkiller? In other words, does our business cease to exist without this? Does this improve something we already are doing? Is this a nice to have?"
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                      Sales
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                      <a rel="noopener" style="text-decoration: none; color: #1c79ed;" target="_blank">
                       SaaS SDR Data and Metrics
                      </a>
                     </span>
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                     <span style="color:#999999;font-size:13px;">
                      Sammy Abdullah, Blossom Street Ventures
                     </span>
                     <br/>
                     <br/>
                     How much time does it take for an SDR to ramp up? How many calls does it take to book one meeting? How many SDRs should you have for each AE? Here is an insightful piece that goes into all that data and more.
                    </p>
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       background-color:#ebeaec;
       padding:15px;
       text-align:left;
       margin-bottom:35px;
       margin-left:5px;
	   margin-right:5px;
       ">
                    "The typical SDR has only 1.2 years of experience. Average ramp time of an SDR is 3.1 months and the average tenure is only 1.8 years, so you get 17 months of full productivity. To improve these metrics, promote your SDRs frequently (junior, associate, senior SDR) and give them the opportunity to become AEs."
                   </div>
                  </div>
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                   <!--[if mso]><v:roundrect xmlns:v="urn:schemas-microsoft-com:vml" xmlns:w="urn:schemas-microsoft-com:office:word" style="height:38px;width:63px;v-text-anchor:middle;" arcsize="0%" stroke="false" fillcolor="#cbffc2"><w:anchorlock/><v:textbox inset="0px,0px,0px,0px"><center style="color:#000000; font-family:Arial, sans-serif; font-size:14px"><![endif]-->
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                     <span dir="ltr" style="word-break: break-word; line-height: 28px;">
                      Product
                     </span>
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                   <!--[if mso]></center></v:textbox></v:roundrect><![endif]-->
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                  <div style="font-family:Arial,sans-serif">
                   <div class="" style="font-size:14px;font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;mso-line-height-alt:25.2px;color:#202020;line-height:1.8">
                    <p style="margin:0;font-size:14px;mso-line-height-alt:32.4px">
                     <span style="font-size:18px;">
                      <a rel="noopener" style="text-decoration: none; color: #1c79ed;" target="_blank">
                       Best Onboarding Examples From Over 150 Product-Led Businesses
                      </a>
                     </span>
                    </p>
                    <p style="margin:0;mso-line-height-alt:23.400000000000002px">
                     <span style="color:#999999;font-size:13px;">
                      Laura Kluz, Ramli John, ProductLed
                     </span>
                     <br/>
                     <br/>
                    </p>
                    <p style="margin:0;mso-line-height-alt:23.400000000000002px">
                     Most product-led businesses focus on signup conversion. But if you do the math, optimizing the user onboarding process is much more impactful to your company's growth. Here are some user onboarding traits that the most successful companies share.
                    </p>
                   </div>
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       font-size:13px;
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       background-color:#ebeaec;
       padding:15px;
       text-align:left;
       margin-bottom:30px;
       margin-left:5px;
	   margin-right:5px;
       ">
                    "Email verification walls are conversion killers. We've found that 30-50% of signups don't verify their email. For example, Snappa required every new signup to activate their email address before logging into the product. But 27% of all Snappa’s signups never ended up activating their email address."
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                   <strong>
                    Chart of the week.
                   </strong>
                  </h1>
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                 <td class="pad" style="padding-bottom:10px;padding-left:5px;padding-right:5px;padding-top:10px">
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                    <p style="margin:0;font-size:14px;mso-line-height-alt:25.2px">
                     <strong>
                      Which cloud platform do the developers use the most?
                     </strong>
                     AWS is the most used cloud platform (51% of developers use it), followed by Microsoft Azure (29%) and Google Cloud Platform (27%).
                    </p>
                   </div>
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                    <p style="margin:0;font-size:14px;mso-line-height-alt:16.8px">
                     Source:
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                      Stack Overflow Survey
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