Ep. 53 - Finding PLG Nirvana while avoiding a Hype Cycle beat down with Peter Zawistowicz, Head of Marketing at Pace

SaaS Backwards - Reverse Engineering SaaS Success

Send us a text

There’s a lot of hype with Product-Led Growth (PLG) with the promise of low-cost customer acquisition and streamlined expansion.
But as Peter Zawistowicz, Pace’s head of marketing says that when you introduce a PLG motion into an organization with an existing direct sales motion, you get an interesting set of problems.
Most notably, sellers in a PLG motion are almost always left in the dark while still trying to hit their numbers.
Intercede too early and it could artificially inflate price points.
On the flip side, self-serve customers that lack proper guidance when problems arise could leave money on the table and lead to churn.
That’s the problem that Pace is tackling with a new set of tools that are built for customer facing roles that allows them to focus on the users that really need their attention and eliminating the rest of the noise.
In this episode, Zawistowicz draws on his (and the founders’) background with companies like Gremlin and MongoDB that successfully implemented PLG motions to help Pace customers to find enlightenment—the right mix of sales and customer service intervention to maximize growth.
Other notable topics include:

• What to do when you don’t have product-marketing fit
• Not getting beat by hype cycles
• Getting the DIY champion on your side
• How to provide salespeople with actionable insights vs letting them self-serve

Other resources to check out:

Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publish a yearly report about how B2B buyer behavior is changing.
The Lead Gen Mistake I Guarantee You’re Making – how to create content that better identifies intent from today’s b2b buyer.
And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting.

---
Not Getting Enough Demos?

Your messaging could be turning buyers away before you even get a chance to pitch.

🔗 Get a Free Messaging & Conversion Review

We’ll analyze your website and content through the eyes of your buyers to uncover what’s stopping them from booking a demo. Then, we’ll give you a personalized report with practical recommendations to help you turn more visitors into sales conversations.

And the best part?

💡 It’s completely free.

No commitments, no pressure—just actionable advice to help you book more demos.

Your next demo is just a click away—claim your free review now.