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Reverse Freemium: Scaling Product from Enterprise to Pro to Free to Drive Massive Growth [PRE-RECORDED]

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Oji Udezue
VP of Product & Design at Calendly
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Reverse Freemium: Scaling Product from Enterprise to Pro to Free to Drive Massive Growth [PRE-RECORDED]
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About speakers

Oji Udezue
VP of Product & Design at Calendly
Michael Litt
Co-founder and CEO at Vidyard
Lloyed Lobo
Co-Founder at Boast.AI

An innovation focused and multi-disciplined business leader and general manager with a proven track record for building products and bringing them to market, while managing and mentoring high performance teams.Pragmatic, hands-on operator and an effective communicator with a cut through mindset; at the same time really good at using creative analytics to solve complex problems and develop strategic insight.Known for: Strategic clarity, Customer focus, Engineering minded, Business focused, Leadership.Specialties: Product Innovation, General Management, Product Management, Product Marketing, Business strategy, Lean startup and customer development, Agile teams and Application lifecycle Management (ALM), DevOps, Remote teams, Software as a Service (SAAS).

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I'm very interested in the way web-technology and streaming media are colliding.Video has already changed the way we communicate. It will change the way we sell, engage, convert and purchase - we're leading these innovations with Vidyard.

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Lloyed Lobo is the cofounder of Boast.AI where he runs product and growth. He also chairs the annual TractionConf.io, a top rated conference by Inc, Forbes and Huffington Post that helps businesses scale.Previously, Lloyed led sales, marketing and product for several startups, and was a venture partner at Silicon Valley-based Plug and Play Ventures.Lloyed holds a B.Eng. in Software Engineering from Lakehead University

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About the talk

The most successful IPOs and fastest-growing private companies of the past decade all started with a freemium, self-service product. Zoom, Atlassian, Slack, Dropbox are just a few.

But building a freemium, self-service product when you already have a successful enterprise business can seem like a daunting task. There are a million questions - will it cannibalize my sales efforts? Will I lose existing clients? What mindset and skills do I need to have on the team?

The reality is that freemium and self-service can dramatically open up the top of the funnel. Your sales team won't have to waste their time on tiny deals or prospects who are just kicking the tires. And they will be able to sell more and sell faster because prospects will be better qualified.

00:05 Intro

03:12 Reverse freemium

06:08 Marketing automation

13:00 Time

16:18 PLG

17:50 Product led growth

20:33 PLG benefits

24:58 PLG basics

33:25 Transitioning to PLG: team structure

36:20 How hard can it be?

47:30 Summary of points

50:43 Making it shareable

53:40 Getting a broad audience

55:17 Projects and challenges

1:01:45 PLG product

1:05:21 Right time to contact a customer

1:09:05 Feedback

1:13:25 Tips for growing a business

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August 12 - 13, 2020
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