Elena Verna: evaluation

Transcript context

…Mm-hmm. Amplitude, individual, what is individual wanted with Amplitude? I need data at my fingertips to make better decisions for my product, so I'm going to put an Amplitude SDK into my product and it gives me behavioral data to help me build my pillar better. What is the company-level solution? Well, it's more self-serve ability of the data. It's democratization of data. It's enhanced insights in the more data-driven culture. That's what company's solving for. Individual is not solving for data-driven culture. Individual is just solving for data insights for them. Company's solving for data-driven culture. In product-led growth, you can just have an individual be very happy with their solution for their job to be done. However, what product-led sales assumes is that there is an escalator to an enterprise-level solution, and enterprise escalator is valuable to attach sales resources to because products fundamentally do a really bad job at communicating enterprise-level value prop. They're very good at showing you as a user what you can do. They've very terrible at showing what organization actually can benefit out of the solution. Sales can tell that story. Sales can bridge that gap, and then you can increase the perceived value in order to bridge the gap to that $15,000, 20, hundred-thousand dollar contract. I would say self-serve monetization is very much an individual use case versus product-led sales is turning that individual use case and self-serve usage into a sales pipeline with enterprise-level value. I really like that way of thinking about it. Basically product-led growth has a ceiling. You're only going to get-…

Stored transcript either side of the excerpt. The highlighted words are the published quote; the surrounding text is unedited source, never generated.