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More companies are adopting product-driven growth (PLG), where the product itself makes the bulk of sales, and usage-based pricing (UBP) — meaning users pay based on consumption, not on seats — than ever before. A new wave of startups is helping them succeed. Let’s investigate. — Anna

Enabling product-driven growth

SaaS companies adopting product-driven growth – as they do more and more – often have a problem: they know that masses of people are signing up for their product, but they don’t know which of these users their customer success team should contact to get a paid tier or upsell. to pitch features.

Finding the right leads is one of the key challenges of freemium models: some customers will never convert beyond the free tier, while others can generate very valuable revenue as long as they get the right offer at the right time. But to know who’s who, you need to make the connection between product usage and the tools that marketing and sales teams use every day.