EP. 117 - Sell Big (ABM) and Sell Small (PLG) Are in Your Control

Scrappy ABM

In this special episode of Scrappy ABM, host Mason Cosby joins Tushar, Ashish, and Guraish on the Thrivecast podcast to discuss the differences between Product-Led Growth (PLG) and Account-Based Marketing (ABM) strategies for startups. They provide insights on how to effectively implement ABM, when to leverage PLG, and how combining both strategies can drive scalable growth.

Best Moments:

• (00:06) Introduction to Scrappy ABM podcast
• (00:43) Guest introductions and backgrounds
• (02:35) Defining PLG and ABM
• (05:59) Considerations for early-stage startups choosing between PLG and ABM
• (19:22) The importance of identifying Ideal Customer Profiles (ICPs)
• (34:09) Steps to build a target account list for ABM
• (42:47) The role of AI in ABM strategies
• (54:30) A four-D framework for getting started with ABM
• (56:12) Final advice for companies figuring out their go-to-market motions

Guest Bios:

• Tushar Ladha: Tushar is a co-host of Thrivecast and an expert in startup growth strategies. He brings valuable insights into how startups can navigate the complexities of choosing between PLG and ABM.
• Ashish Bharti: Ashish is a co-host of Thrivecast with extensive experience in product development and marketing. He offers a deep understanding of how AI can be leveraged in ABM strategies.
• Guraish Lal: Guraish is a co-host of Thrivecast and specializes in sales and marketing alignment. He provides practical advice on building effective go-to-market motions for startups.
• Mason Cosby: Mason is the host of the Scrappy ABM podcast and an expert in Account-Based Marketing. He specializes in building effective ABM programs on low budgets that drive high impact. Over the past three years, he has sourced over $8 million in revenue, driving an 18X ROI. Mason runs various ABM-related content platforms, including a podcast, newsletter, website, and a masterclass in partnership with UserGems.

About Thrivecast:

Thrivecast is a podcast that explores strategies and insights for startups and businesses looking to scale. This episode is a repurposed session from Thrivecast, where Mason was a guest discussing the interplay between PLG and ABM strategies.