![]() The other problem is that while other monitoring solutions have done that in the past, they were so difficult to use that even though they did solve a problem it was a problem to actually make it solve a problem.”ĭatadog offers such a good solution that a large portion of their trial business comes from word of mouth. Half of it is the fact that we do solve the needs and problems that our customers have. ![]() “Datadog is taking a lot of things that have been done previously in monitoring companies, and made the experience so easy, so straightforward, so intuitive that it’s no biggie. I met with Alex Rosemblat, VP of Marketing at Datadog, in their New York headquarters. But Datadog has managed to build a successful and rapidly-growing business by simplifying and improving the experience. Similar to submitting expense reports, monitoring servers is not in itself a novel idea – it’s been around for decades. Building a Better Solutionĭatadog, also an OpenView portfolio company, is a monitoring service for dynamic cloud infrastructure that delivers a unified, integrated view of platform services at scale. These “happy campers” translate to the bottom-line: Expensify has a very low customer churn rate, a high user growth rate and positive word of mouth. You get paid using Expensify the next day.” Then we go through the entire approval process, and voila. We’ll take the merchant name, the transaction date and amount, stuff accounting and finance cares about, and then attach it to a corporate card transaction, if that’s also something that your company is using. And then we’ll take all the interesting and relevant information out of that receipt. So we provide a very easy-to-use mobile app that has a great technology called Smartscan…You just need to take a picture using our mobile app on your phone. “Let’s be honest, expense reports are one of those things that no one wants to do, but everyone has to do. Jason Mills, Director of Sales and Success, shared with me their approach to the flagship product: Today, Expensify “has millions of happy campers”. Tired of suffering from the pain of submitting expense reports, Expensify’s founders recognized there had to be a better, more efficient process. The website of Expensify, a San Francisco-based OpenView portfolio company, lays out their purpose in simple, clear language: to make expense reports that don’t suck. Expensify is especially successful with automated customer success, Datadog with free trials and Slack with product virality, but as you’ll see in the examples below, they all build these practices upon a strong product foundation. Suggestions that a user upgrade to a more advanced set of features will be ignored if the basic functionality doesn’t deliver as expected.Įxpensify, Datadog and Slack are companies with robust PLG practices. ![]() ![]() Users won’t make referrals if they don’t think their friends will have a good experience. And it’s the underlying user experience – how the product solves the user’s problem in an effective, efficient, engaging, way – that has to be outstanding for any PLG strategy to be effective.Īfter all, free trials users will not turn into paying customers if prospects don’t believe that the product will meet their needs. You’ll learn more about how to do this in coming posts.īut before choosing tools from your shiny new PLG toolkit, make sure you’re building a PLG strategy on a strong foundation. The good news: there is no one right answer, and regardless of where you are in the product maturation cycle, there are specific steps you can take that are right for you and your customers. Now you want to bring that kind of success to your own product practice, but where do you start? Free trials? Referral programs? Upselling your existing customers? In our last post you learned that a product led growth (PLG) strategy is a capital-efficient way to engage prospects, turn them into passionate customers, and drive explosive growth. Product led growth is a go-to-market strategy that relies on product features & usage as the primary drivers of customer acquisition, retention and expansion. Editor’s Note: This is the second article in a series by OpenView’s Entrepreneur in Residence, Natalie Diggins, where she explores and defines product led growth.
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