?? Balancing PLG & Sales: The $100M Playbook

Hey, Game Changer! ??

Ever wonder how the perfect mix of product-led innovation and a powerhouse sales strategy could build a $100 million business?

In last week’s Game Changers session, Amanda Malko , Chief Revenue and Marketing Officer at Thinkific , shares how her team transformed two seemingly different approaches into a seamless customer journey.

Learn how they shifted from running separate PLG and sales funnels to creating one integrated, revenue-generating engine that puts the customer in the driver’s seat.

[Watch the replay]

Here are 4 key insights from Amanda’s $100M Playbook:

1. A Unified Customer Journey: The first step is to break down the silos—recognizing that PLG and sales-led motions aren’t separate funnels, but different modes of engagement on a continuum. The focus is on letting customers choose their own path, whether starting with self-serve trials or engaging directly with sales for premium offerings.
2. Operational Excellence is Non-Negotiable: Building a successful sales motion requires more than just great ideas—it demands a significant operational lift. Robust processes (from tight sales request forms to seamless back-office systems) are crucial for delivering a superior customer experience and ensuring sales efficiency.
3. Data-Driven Customer Signals: Rather than pre-emptively segmenting prospects, use?in-product metrics (like usage intensity, transaction volume, or customer engagement during onboarding) as signals to identify when a customer is ready for a higher-touch, sales-led experience. This approach helps align the right resources with the right customer at the right time.
4. Experimentation with CTAs: Amanda and her team is actively testing different CTAs on their website—balancing “Talk to Us” against “Free Trial” options. By letting customers self-select their preferred journey, her team gains valuable insights into what truly drives conversion and maximizes long-term revenue.

"Both PLG and sales-led approaches are not separate funnels; they're a seamless continuum in the customer's journey. When they work together, you maximize value for both the customer and the business." — Amanda Malko, CRO at Thinkific

How an ABM-Driven Webinar Series Can Influence Millions in Pipeline

In this Masterclass on Feb. 18th, 6sense 's Adam Kaiser & Victoria Squire will delve into the framework used to build their video-game inspired Level Up webinar series.

Not only did they drive 8,600+ registrations, 11,000+ site-wide page views, and countless social media mentions, but their webinar program also resulted in millions in pipeline influenced. Now it's your turn to replicate their playbook!

[Register here]

NEXT UP ON GAME CHANGERS

[Feb 12th] How Niche, Data-Driven Content is Shaping Traditional Industry Engagement ?? Feat. John Huntinghouse , VP of Marketing at TAB Bank

Register here

[Feb 20th] 2025 CRM Revolution: How to Future-Proof Your Business and Scale Customer Relationships ?? Feat. Bettina Isabelle Berntsen , CMO at SuperOffice

Register here

[Feb 27th] $0 to $20 Million: Top 5 Tactics for Sustainable Growth??? Feat. Erin May , CMO at User Interviews

Register here

See other upcoming Game Changers sessions, here.

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