Playbook
Enterprise & PLG Playbook
Combine product-led growth with a sales motion that closes big deals
5 skills 124 insights
Who This Is For
Target Audience
B2B SaaS PMs, growth leads, and sales leaders
Stage
Post-PMF, moving upmarket or adding self-serve
When to Use
You're layering sales onto PLG, or PLG onto sales, without breaking either
Key insight
PLG and sales aren't rival motions; the product qualifies the pipeline. The handoff moment, not the motion choice, is what most teams get wrong.
1. Nail Self-Serve
Get the product-led foundation converting and activating on its own.
2. Integrate Sales
Use product signals to route the right accounts to humans at the right moment.
3. Move Upmarket
Build the enterprise motion: readiness, procurement, and expansion.
Common Mistakes to Avoid
- Gating the aha moment behind a sales call
- Letting sales discount what self-serve sells transparently
- Building enterprise features before an enterprise ICP exists