Offering free(!) software might seem like a gimmick, but it's a strategic move in a skeptical market. 🧐

We decided in a market full of noise.

We have to buck up and go against the grain.

We say F U to the market. 🖕

Because incumbents have taught the market that it cost more than $15k for software to get SOC 2 compliance

In each of our onboarding calls, we reassured customers and converted skeptics into believers

How to do this?

• Make Onboarding Trustworthy ⭐️: Our onboarding calls weren’t just demo calls or sales calls. We tackled any doubts head-on and cement our credibility. We talked about the landscape; see April Dunford for more context.

• A Trusted Guide for Them 🧭: On day 1, we guide their SOC 2 journey. With free access to the product, their journey begins.

• A Believer One Onboarding at a Time 🙏: Once we send a customer off on their journey, every one of them "Say WOW, this is amazing!" 🤩 

Harness onboarding calls as a feedback tool in your PLG strategy. Every onboarding call is an opportunity to turn skeptics into potential advocate and champions. Stay tune for future posts about flywheels in PLG engines 

I am Gary Yau Chan. Product Growth specialist. 26x hackathon winner. I write about #PLG and #BuildInPublic. Please follow me on LinkedIn, or read about what you can hire me for on my Notion page.

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