When to adopt product-led growth and when to ditch it | Troops founder Scott Britton

Nathan Wangliao1 min read
Listen on:

Click here if you’re using another podcast platform.

Scott Britton founded Troops in 2015. Troops started off completely product-led. Then, it took away the self-serve motion and became sales led. Now, it’s back to product-led growth. 

Why did they make so many transitions? What was the framework that Scott Britton, used to decide what to do? And what are some of the limitations of product-led growth that Scott discovered over his 6+ years growing Troops to a Series B company?

Listen to this episode to find out:

  1. How Troops found product-market fit, and how it started as a skincare company 
  2. Why did Troops transition away from PLG and then back again
  3. What the downsides of PLG can be and how to overcome them
  4. How Troops uses data in its own go-to-market motion

Check out Troops.ai and their new product, Grid

Connect with Scott on Linkedin

Readers from 100s of top PLG companies get our insights, tips, and best practices delivered weekly


Latest articles

Pete von Burchard: How Product Led Sales teams proactively guide users towards conversion

Pete, who leads sales at social media management platform Hootsuite, shares tips on how consultative sales can drive users towards upgrade

8 min read

How PQLs drive revenue growth in PandaDoc’s freemium funnel

Bernard Desarnauts, PandaDoc's VP of Product, gave us an insider's peek into how PandaDoc leverages PQLs to achieve precise and efficient upsell

5 min read

Chris Lauer: Product Led Sales as Slow Play — how to refine PQLs as your company evolves

Chris shares tips on building a successful PQL system from his past decade as a revenue leader at product-led growth pioneer Heroku

6 min read