On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Lee Gladish, Managing Director of DemandScience. He discusses that motivation is needed to use a complex product. Knowing this, PLG companies need to be flexible with their activation methods and know when to layer sales into their PLG. Lee also shares that product education should be treated as a marketing cost rather than a support cost.HIGHLIGHT QUOTESExperiment on activation methods - Lee: "Remember a hundred percent of your customers, a hundred percent of your users, a hundred percent of your trial customers all go through the same process. They all have to go through the website. They all have to activate, and they all have to sign up. They all see the same thing. They all go through the same. So remember, when it comes to triggers, how do you know when to trigger certain users based on, most likely,  based on actions."An end user must have the motivation to use a high learning curve product - Lee: "For a user to take action, they must have motivation. It must be easy enough to do, and if that's the case, you can really layer on your triggers, and then it’s just like rinse and repeat." You can find out more about Lee in the link below:LinkedIn: https://www.linkedin.com/in/leegladish/ Check out more Hot Takes on revenue acceleration on our website below!Catch the second edition of Hot Takes Live and enter to win a free ticket to SaaStock 2023 + $500 for travel expenses! Save your seat here: www.HotTakesLive.com

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