For years, Product-Led Growth (PLG) has been the gold standard for B2B SaaS. We’ve all focused on optimizing the self-serve funnel, reducing friction, and letting the product sell itself. But many of us are hitting the same wall: PLG is fantastic for acquiring users and teams, but it often stalls when it’s time to land major enterprise accounts. How do you convert that bottoms-up adoption into a top-down, high-ACV deal?
Enter Product-Led Sales (PLS). It’s the logical next step: using product usage data to arm your sales team with intelligence. Instead of cold outreach, sales engages with accounts that are already showing strong buying signals within the product—like hitting a usage ceiling, inviting multiple team members, or using features that correlate with enterprise needs. This isn’t just a sales strategy; it’s a product strategy. It requires PMs to instrument the right analytics, define what a ‘product-qualified lead’ (PQL) looks like, and build a seamless journey from self-serve to a sales-assisted close. It’s about building a bridge, not a wall, between the product and sales teams.
How are you bridging the gap between self-serve user love and high-value enterprise contracts? Is Product-Led Sales a formal strategy at your company, or still an ad-hoc effort?