Founders Friday – Building a Successful Product-Led Growth Business
“I look at PLG as our lead gen funnel. Basically the folks that are in the funnel are paying us well, and we are potentially growing with their organization later on. It is a dynamic where you have to figure out when is the right time to have a human start to interact with a customer.”
About The Guest
Prior to founding Trellis, Nicole Clark was a business litigation and labor and employment attorney who handled litigation in both state and federal courts. She regularly represented multinational corporations in claims ranging from high-profile trade secret disputes to complex class-action litigation.
Frustrated by sending internal emails and collecting anecdotes on judges in order to make strategic case recommendations, she built Trellis to solve her own need for access to data, information, and analytics at the state trial court level. Prior to law school, Nicole attended Bard College, beginning her college coursework at the age of sixteen. She graduated with honors from University of Massachusetts Amherst with a BA in Journalism, and received her Juris Doctorate from Rutgers School of Law in Newark, NJ. Nicole sat for the Bar Exam in California, Massachusetts, and Connecticut, and remains licensed to practice law in all three states.
What We Cover
Having access to the right data can improve every organization or business. In this episode, Nicole takes us on a journey on how she digitized litigation data initially for her own use, that eventually led her to founding Trellis to democratize the use of that data for every litigator.
How do you take a bunch of fragmented legal databases that exist at the county level, and pull the data to research a specific case? The key is to create an effective and efficient data structure and normalize and digitize the data across these systems.
Nicole shares the challenges of acquiring data for litigators; she speaks on data integration, the importance of a product that sells value, and Trellis Research’s secret sauce to their successful PLG motion. She also shares her own story of moving from a litigator to a founder and CEO.
Through the use of Trellis, unlimited real-time data is easily accessible for every litigator.
What You Will Learn
The need for normalizing legal data, and the origin story of Trellis Research
How do you set up a Product-led Growth (PLG) motion for your startup?
What signals to look for to convert free customers to paid accounts?
Are PLG and B2B Enterprise motions mutually exclusive or complementary?
When is the right time to use a PLG approach vs. direct enterprise sales model?
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