      tomtunguz.com · 2022-01-28
      · 1588d
    

Why You Should Expect Your VP Product to Sign Up for a Lead Quota

Product-Led Growth (PLG) and Product-Led Sales (PLS) are becoming standard go-to-market motions across SaaS companies, with 55% of PLG companies already operating with sales teams. The article argues that VP of Product should take explicit lead generation quotas alongside VPs of Sales and Marketing, as product-qualified leads (PQLs) become a critical customer acquisition channel. Key data shows variation in PQL engagement timing, with 36% of companies contacting after sign-up, 48% after algorithm qualification, and 62% after user request.

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Metrics in this report

PLG Companies Planning to Add Sales or Complement Models

43percent

Companies with classic growth or PLG motions planning to add the complement soon

PLG Company Sales Team Adoption

55percent

PLG companies that have integrated sales teams (2021 Pocus/First Round Capital survey)

PQL Engagement Timing - Post Algorithm Qualification

48percent

SaaS companies contacting prospects after PQL algorithm declares potential

PQL Engagement Timing - Post Sign-up Contact

36percent

SaaS companies contacting prospects immediately after sign-up

PQL Engagement Timing - Post User Request

62percent

SaaS companies contacting prospects after user explicitly requests engagement