For years, Product-Led Growth (PLG) has been the gold standard for SaaS, and for good reason. Building a product that sells itself is the ultimate dream. But many of us are hitting a familiar ceiling: the self-serve model gets you thousands of users, but it often struggles to land the high-value enterprise accounts that drive major revenue growth.
Enter Product-Led Sales (PLS). This isn’t about abandoning PLG but evolving it. PLS uses rich product usage data to identify the most promising accounts and arms the sales team with deep insights to engage them at the perfect moment. Instead of cold calls, sales can have context-rich conversations like, “I see you’ve invited 10 team members and are using our new integration feature. Let’s talk about how our enterprise plan can support that workflow across your entire organization.”
This fundamentally changes the game for PMs. It means we aren’t just building features for end-users; we’re also building a data pipeline for our sales colleagues. The product itself becomes the primary source of qualified leads.
How are you bridging the gap between your product’s self-serve funnel and the needs of your enterprise sales team?