EP. 117 - Sell Big (ABM) and Sell Small (PLG) Are in Your Control

This is a podcast episode titled, EP. 117 - Sell Big (ABM) and Sell Small (PLG) Are in Your Control. The summary for this episode is: <p>In this special episode of <em>Scrappy ABM</em>, host <a href="https://www.linkedin.com/in/masoncosby/" rel="noopener noreferrer" target="_blank">Mason Cosby</a> joins Tushar, Ashish, and Guraish on the <em>Thrivecast</em> podcast to discuss the differences between Product-Led Growth (PLG) and Account-Based Marketing (ABM) strategies for startups. They provide insights on how to effectively implement ABM, when to leverage PLG, and how combining both strategies can drive scalable growth.</p><p><br></p><p><strong>Best Moments:</strong></p><ul><li><strong>(00:06)</strong> Introduction to <em>Scrappy ABM</em> podcast</li><li><strong>(00:43)</strong> Guest introductions and backgrounds</li><li><strong>(02:35)</strong> Defining PLG and ABM</li><li><strong>(05:59)</strong> Considerations for early-stage startups choosing between PLG and ABM</li><li><strong>(19:22)</strong> The importance of identifying Ideal Customer Profiles (ICPs)</li><li><strong>(34:09)</strong> Steps to build a target account list for ABM</li><li><strong>(42:47)</strong> The role of AI in ABM strategies</li><li><strong>(54:30)</strong> A four-D framework for getting started with ABM</li><li><strong>(56:12)</strong> Final advice for companies figuring out their go-to-market motions</li></ul><p><br></p><p><strong>Guest Bios:</strong></p><ul><li><strong>Tushar Ladha:</strong> Tushar is a co-host of <em>Thrivecast</em> and an expert in startup growth strategies. He brings valuable insights into how startups can navigate the complexities of choosing between PLG and ABM.</li><li><strong>Ashish Bharti:</strong> Ashish is a co-host of <em>Thrivecast</em> with extensive experience in product development and marketing. He offers a deep understanding of how AI can be leveraged in ABM strategies.</li><li><strong>Guraish Lal:</strong> Guraish is a co-host of <em>Thrivecast</em> and specializes in sales and marketing alignment. He provides practical advice on building effective go-to-market motions for startups.</li><li><strong>Mason Cosby:</strong> Mason is the host of the <em>Scrappy ABM</em> podcast and an expert in Account-Based Marketing. He specializes in building effective ABM programs on low budgets that drive high impact. Over the past three years, he has sourced over $8 million in revenue, driving an 18X ROI. Mason runs various ABM-related content platforms, including a podcast, newsletter, website, and a masterclass in partnership with UserGems.</li></ul><p><br></p><p><strong>About Thrivecast:</strong></p><p><em>Thrivecast</em> is a podcast that explores strategies and insights for startups and businesses looking to scale. This episode is a repurposed session from <em>Thrivecast</em>, where Mason was a guest discussing the interplay between PLG and ABM strategies.</p>