Agency & Operations Infrastructure
How Startups Get Their First 100 Customers
Choose a first-customer acquisition motion by business model, beachhead, proof and fulfillment evidence—without fake benchmarks or universal channel advice.
Insights Category
Product-Led Growth (PLG)
3 articles
Freemium or Free Trial? How SaaS Startups Can Choose
An evidence-led decision matrix for choosing freemium, free trial or a hybrid SaaS access model without invented conversion benchmarks or growth promises.
Brand, Positioning & Category Design
PLG, Sales-Led or Hybrid? Match the Motion to the Buyer
Match the motion to the buyer, not to the deck. Four decision factors (ACV, buyer complexity, product-usage clarity, time-to-value), operator anchors (Bush, Olsen, Ellis/Brown, Croll/Yoskovitz), OpenView PLG Index reference and peer-reviewed evidence (Shepherd & Gruber 2020; Sarasvathy 2001).