ADPList Product-led Growth: Transition from sales-ked to product-led growth

Takeaways:
- The speaker talked about how they used to go with sales-led approach with medium and large enterprises which involved meetings and demos followed by involving legal and contracts to sign. This can take weeks. Startups were a game changer for them since the user persona consists of CTO, PMs, and engineers who want to try before buying. They expect a consumer-grade experience and were impatient.
- Challenges with sales-led - human-intensive, cost-in-effective, variable time (negotiations can take time, the process is lengthy and manual), multiple touchpoints can slow the business growth
- Their product conducted a usability test where they found that the UX was not up to the mark. It was a giant ball of features and the product was barely functional.
- Actionable steps to transition from sales led to product-led -> Team composition from all disciplines (Engineer, design, PMs, customer support -> add that as automation, community team, academy team), Design thinking into the process, Design system, customer journey (humans are emotional), IA (where they are, where they can go, how they can complete the task)
- Tools that helped Yellow.ai in PLG journey: 
    - Figma for designs
    - HotJar,  (view heatmaps, see videos of users using platform -> understand how much time user takes in a section, where a user is stuck on a page)
    - mixpanel, twilio segment (gather click stream data), 
    - Snowflake (data collected during onboarding and various phases, stored in a central database)
    - Clearbit enhances UX to prefil some of the info asked during onboarding. 
    - Userpilot to create a demo bot experience and to create product nudges in the platform
    - Active campaign for transactional emails, marketing emails