A lot of PLG products are productivity tools that individual users adopt and make popular across their company. The challenge is that often individual users don't have a budget to pay for them and have a tough time getting a budget for new tools. Similarly, Parabol is an agile meeting tool for remote teams that help connect, reflect, and progress in less time.

Takeaways from the bottom-up sales motion

Here are some of the key takeaways on how they're working through a bottom-up sales motion :

Usage limits instead of time-based trials.

For productivity tools, usage tiers are a better way to convert users than limiting the trial to X days. Parabol bases its free tier on usage limits and the number of users when they are indeed receiving value from the product.

Be generous with your champions.

When your usage limits are breached don’t immediately revoke access to the tool. Use it as a bargaining chip to get your champions to help with intros into the company and navigating the buying process.

Sales folks at Parabol are empowered to extended additional time-bound, gratis usage as long as they are getting compensated in other ways.

Don't be afraid to take the product away.

Sometimes, a purchase won't happen unless an organization learns what life is like without your productivity tool.

Parabol sometimes returns an account to the allowed usage parameters within their free tier, which creates the internal momentum necessary for an Enterprise purchase to be made.
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They've closed 4X more enterprise accounts with this playbook. If you’re building team productivity tools, you should apply these lessons immediately!