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Podcast episode graphic. Text: Episode 117. Sell Big (ABM) and Sell Small (PLG) Are in Your Control. Scrappy ABM with Mason Cosby, with a drawing of a microphone.

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.

 

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.

Listen on Apple

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

Transcript not available.

LINKS MENTIONED

LinkedIn: https://www.linkedin.com/in/masoncosby/
TikTok: https://www.tiktok.com/@marketingmason

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