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The Product-Led Playbook: How to Unlock Self-Serve Revenue and Dominate Your Market (With a Tiny Team)
"This book is the go-to manual for building a successful product-led business."
— Esben Friis-Jensen, Co-Founder, Userflow (5M ARR with 3 Employees)
How do you scale your revenue without increasing your headcount?
Let me give you a it’s called product-led growth.
Yet, it’s only half of the story.
Simply slapping on a free trial or freemium model to your existing software doesn’t guarantee you’ll suddenly drive millions in revenue—in fact, it could backfire if you don’t know what you’re doing.
After 8 years of working alongside hundreds of SaaS companies, I identified what separates wildly successful product-led businesses from the rest.
And no, they don’t just have great onboarding. An irresistible offer. Or transparent pricing.
These companies became fully product-led, unlocking Effortless ARR, Lean Scale, and Durable Growth. They followed 9 core components that form an exact system for scaling a product-led company to 7, 8, or even 9 figures in revenue.
That’s what I’m here to share with you today.
In this book, I’m revealing the ProductLed System™—the same system that’s helped our clients generate over $1 billion in self-serve revenue. Now, it’s available for you to implement and scale your SaaS with a lean team.
Inside, you’ll
How to decide what to give away for free vs. what to monetize (Ch. 6)How to identify your best-fit users (Ch. 5)Simple pricing strategies to convert users without sales calls (Ch. 9)How to boost sign-ups with small homepage tweaks (Ch. 7)And much more!Packed with actionable insights and tools, this book is your step-by-step roadmap to scaling a SaaS business the smart way.
“This playbook is a non-negotiable read for every founder and their team.”
– Bridget Harris, Co-Founder & CEO, YouCanBookMe
“There’s only one way to build a $40M+ ARR, bootstrapped SaaS company without a large sales team—you must become product-led. This book shows you exactly how to do it.”
— Nathan Barry, Founder & CEO, ConvertKit
— Esben Friis-Jensen, Co-Founder, Userflow (5M ARR with 3 Employees)
How do you scale your revenue without increasing your headcount?
Let me give you a it’s called product-led growth.
Yet, it’s only half of the story.
Simply slapping on a free trial or freemium model to your existing software doesn’t guarantee you’ll suddenly drive millions in revenue—in fact, it could backfire if you don’t know what you’re doing.
After 8 years of working alongside hundreds of SaaS companies, I identified what separates wildly successful product-led businesses from the rest.
And no, they don’t just have great onboarding. An irresistible offer. Or transparent pricing.
These companies became fully product-led, unlocking Effortless ARR, Lean Scale, and Durable Growth. They followed 9 core components that form an exact system for scaling a product-led company to 7, 8, or even 9 figures in revenue.
That’s what I’m here to share with you today.
In this book, I’m revealing the ProductLed System™—the same system that’s helped our clients generate over $1 billion in self-serve revenue. Now, it’s available for you to implement and scale your SaaS with a lean team.
Inside, you’ll
How to decide what to give away for free vs. what to monetize (Ch. 6)How to identify your best-fit users (Ch. 5)Simple pricing strategies to convert users without sales calls (Ch. 9)How to boost sign-ups with small homepage tweaks (Ch. 7)And much more!Packed with actionable insights and tools, this book is your step-by-step roadmap to scaling a SaaS business the smart way.
“This playbook is a non-negotiable read for every founder and their team.”
– Bridget Harris, Co-Founder & CEO, YouCanBookMe
“There’s only one way to build a $40M+ ARR, bootstrapped SaaS company without a large sales team—you must become product-led. This book shows you exactly how to do it.”
— Nathan Barry, Founder & CEO, ConvertKit
- GenresBusinessTechnology
347 pages, Kindle Edition
Published October 8, 2024
99 people are currently reading
84 people want to read
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Displaying 1 - 7 of 7 reviews
July 10, 2025
Excelente libro. La verdad me sorprende cómo el autor transmite todo el proceso de PLG de una manera muy completa, pero a la vez muy sencilla, logrando que sea muy fácil comprender cada concepto y cada paso. Se siente realmente como una sesión de consultoría, donde Wes Bush primero explica la teoría paso a paso, luego da ejemplos prácticos y finalmente te desafía a pensarlos para tu negocio.
Si bien el libro está dirigido en mayor parte a CEOs y founders, como PO me pareció muy valioso valioso para entender todo lo que debe abarcar una estrategia PLG eficaz.
El libro estructura el proceso de PLG en tres etapas clave:
1. Stage 1: Build an unshakeable foundation. El objetivo es pasar de un negocio disperso a uno alineado. Esto se logra a través de tres pasos fundamentales: definir una estrategia ganadora, identificar al usuario ideal y diseñar un modelo de negocio intencional.
2. Stage 2: Unlock self-serve customers. Aquí el foco está en evolucionar de una atención "high-touch" a una experiencia "zero-touch", escalable y eficiente. Para ello se deben construir ofertas irresistibles, diseñar procesos de onboarding sin fricciones y definir una estrategia de precios potente.
3. Stage 3: Ignite exponential expansion. La meta en esta fase es escalar el negocio. Se logra a través de tres pilares: acceso a datos accionables, adopción de un proceso de crecimiento continuo y construcción de un equipo de alto rendimiento.
Recomiendo muchísimo este libro no solo para quienes trabajamos en producto, sino para cualquier profesional que forme parte de una empresa con enfoque PLG, porque, como bien señala el libro, PLG is a go-to-market motion, not a product strategy.
Si bien el libro está dirigido en mayor parte a CEOs y founders, como PO me pareció muy valioso valioso para entender todo lo que debe abarcar una estrategia PLG eficaz.
El libro estructura el proceso de PLG en tres etapas clave:
1. Stage 1: Build an unshakeable foundation. El objetivo es pasar de un negocio disperso a uno alineado. Esto se logra a través de tres pasos fundamentales: definir una estrategia ganadora, identificar al usuario ideal y diseñar un modelo de negocio intencional.
2. Stage 2: Unlock self-serve customers. Aquí el foco está en evolucionar de una atención "high-touch" a una experiencia "zero-touch", escalable y eficiente. Para ello se deben construir ofertas irresistibles, diseñar procesos de onboarding sin fricciones y definir una estrategia de precios potente.
3. Stage 3: Ignite exponential expansion. La meta en esta fase es escalar el negocio. Se logra a través de tres pilares: acceso a datos accionables, adopción de un proceso de crecimiento continuo y construcción de un equipo de alto rendimiento.
Recomiendo muchísimo este libro no solo para quienes trabajamos en producto, sino para cualquier profesional que forme parte de una empresa con enfoque PLG, porque, como bien señala el libro, PLG is a go-to-market motion, not a product strategy.
October 22, 2025
Exceptionally good: Complete playbook for the PLG / Product Led Growth Go-To-Market approach for software and SaaS. I've read all of Gartner's research reports on PLG -- this book is better than any of them. It covers everything, from understanding your customer and constructing a great offer, to onboarding and removing roadblocks, to pricing and expansion, to collecting the right usage data, to managing a team for success. Highly recommended.
October 24, 2025
I really enjoyed The Product-Led Playbook. It’s easy to read and gives clear advice on growing a SaaS business by focusing on the product and user experience. The examples and frameworks show how all parts of a company can work together, and the tips on onboarding and delivering value quickly are especially helpful. Definitely worth a read.
October 23, 2024
Pack with models, a clear roadmap, and an engaging way understanding the product led approach, this was a thoroughly enjoyable and interesting read. Even though I am not a SaaS business, I got huge value from this book. A must read.
November 9, 2024
Inspiring Read!
As I read this book, I just kept thinking, I need everyone at my company to understand this too. Especially leadership.
Great principles and very actionable.
As I read this book, I just kept thinking, I need everyone at my company to understand this too. Especially leadership.
Great principles and very actionable.
January 6, 2025
I like how easy to read is the book.
May 21, 2025
Very practical and easy to read and probably quite easy to apply to your organization. if you like the books that are like a detailed recipe of a good dish, this is for you.
Displaying 1 - 7 of 7 reviews