Wes Bush > Quotes

“And by “tell the story right,” I mean be a good storyteller: Open with a hook. Lure the reader from one line to the next. Start in the middle of the action. Create compelling characters. Set the story around a central conflict. If you don’t have conflict, you don’t have a story (or a hook). And who would read that?”
― Wes Bush, Product-Led Growth: How to Build a Product That Sells Itself

“Risk comes from not knowing what you’re doing. - Warren Buffett”
― Wes Bush, Product-Led Growth: How to Build a Product That Sells Itself

“To help you find the right inputs, recall the UCD framework and why companies fail: You don’t understand your value. You aren’t communicating your value well enough. You aren’t delivering on your value fast enough.”
― Wes Bush, Product-Led Growth: How to Build a Product That Sells Itself

“in a product-led business, your revenue and customer acquisition model are married together. (It’s an arranged marriage, but a marriage nonetheless.) In a sales-led business, the revenue and customer acquisition models are separated.”
― Wes Bush, Product-Led Growth: How to Build a Product That Sells Itself

“To chip away at your ability debt, you need to be ruthless about reducing friction. Even non-trivial steps like activation emails can crater your free-to-paid conversion rate.”
― Wes Bush, Product-Led Growth: How to Build a Product That Sells Itself

“Often, it’s easy to think that we sell products based on the functional outcome they accomplish. Businesses need live-chat software, right? No. Businesses do not need live-chat software. But, businesses do need a new and better way to acquire customers.”
― Wes Bush, Product-Led Growth: How to Build a Product That Sells Itself

“What do my best customers do regularly in the product? What do my best customers not do in the product?”
― Wes Bush, Product-Led Growth: How to Build a Product That Sells Itself

“Functional value metrics are “per user” or “per 100 videos.” Pricing scales around a function of usage. Outcome-based value metrics charge based on an outcome, like how many views a video received or how much money you made your customer.”
― Wes Bush, Product-Led Growth: How to Build a Product That Sells Itself

“By making it easy for people to experience the value of our product, we transformed it into a powerful customer acquisition model.”
― Wes Bush, Product-Led Growth: How to Build a Product That Sells Itself

“A value metric is the way you measure value exchange in your product.”
― Wes Bush, Product-Led Growth: How to Build a Product That Sells Itself

“This isn’t limited to the Business to Consumer (B2C) space. Three out of every four Business to Business (B2B) buyers would rather self-educate than learn about a product from a sales representative,according to Forrester.”
― Wes Bush, Product-Led Growth: How to Build a Product That Sells Itself

“Given how hard it is to distill the value of a social outcome, I like to leave it as the cherry on the top. We should always over deliver. One of the most powerful ways to do is to make the customer look like a badass for choosing your product.”
― Wes Bush, Product-Led Growth: How to Build a Product That Sells Itself

“Understand your value. Communicate the perceived value of your product. Deliver on what you promise.”
― Wes Bush, Product-Led Growth: How to Build a Product That Sells Itself

“B2B buyers may, in fact, be even more emotional than their B2C counterparts.”
― Wes Bush, Product-Led Growth: How to Build a Product That Sells Itself

“Until you know what your users are trying to accomplish in your product, you’ll lead them to mountaintops they never wanted to climb.”
― Wes Bush, Product-Led Growth: How to Build a Product That Sells Itself

“Some will say you should go with your gut. Others say that you should go with your gut, then double it. Either way, it seems most pricing advice out there is gastrointestinal-based rather than brain-based.”
― Wes Bush, Product-Led Growth: How to Build a Product That Sells Itself

“If you go with a bottom-up selling strategy that attracts middle management and teams, you help your potential buyers use the product, experience meaningful value, and make the case to purchase your solution to upper management.”
― Wes Bush, Product-Led Growth: How to Build a Product That Sells Itself

“A go-to-market (GTM) strategy10 is an action plan that specifies how a company will reach target customers and achieve a competitive advantage.”
― Wes Bush, Product-Led Growth: How to Build a Product That Sells Itself

“When you know what makes your users tick, you can proactively address challenges and design a product-led model that helps users accomplish something meaningful, albeit for free.”
― Wes Bush, The Product-Led Playbook: How to Unlock Self-Serve Revenue and Dominate Your Market (With a Tiny Team)