Re-thinking growth strategies in software industry: Hybrid approach

Re-thinking growth strategies in software industry: Hybrid approach

McKinsey is challenging the conventional wisdom surrounding growth strategies in the software industry. The long-held belief that product-led growth (PLG) is only suitable for small and medium-sized businesses (SMBs) and tech-savvy consumers, while sales-led growth (SLG) is the preferred choice for enterprise customers, is being put to the test.

Based on extensive research and experience, McKinsey & Company is pushing back against the notion of a strict divide between these two approaches. They argue that most B2B software companies can incorporate elements of a product-led approach to varying degrees. The lines between PLG and SLG are increasingly blurred, with pure PLG companies now employing sales teams to target larger enterprises. At the same time, more traditional SLG-driven companies are investing in product-led experiences to attract SMBs.

Discover the full article here:
https://www.mckinsey.com/industries/technology-media-and-telecommunications/our-insights/from-product-led-growth-to-product-led-sales-beyond-the-plg-hype