Ep. 74 - Inside the PLG motion and out, with Freshworks CMO Stacey Epstein

SaaS Backwards - Reverse Engineering SaaS Success

Send us a text

When Stacey Epstein became the CMO of Freshworks a few years ago, their PLG motion was doing okay. But approaching marketing from her success with other enterprise SaaS startups, Epstein expanded the marketing and sales motion to include more traditional demand gen tactics—direct sales, events, Account-Based Marketing.

Now they can fully meet the buyer where they’re at—calling it Buyer Led Growth.

In this episode recorded live at the Ascent Conference in San Francisco, Epstein shares her expertise including:

1. How the PLG motion is different and should be treated.
2. Dealing with churn in the early years
3. Freshworks incorporation of AI and why you might not want to share everything with ChatGPT.

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.