The New GTM Playbook: PLG + SLG for SaaS Growth

Introduction The days of choosing between Product-Led Growth (PLG) and Sales-Led Growth (SLG) are over. In 2025, the most successful SaaS companies are blending both strategies to build more resilient and scalable growth engines.

What is PLG and SLG?

• PLG: A strategy where product experience drives acquisition, expansion, and retention.
• SLG: Traditional approach where sales teams manage lead generation and conversion.

Why Hybrid Models Work

• PLG as a Funnel: Drives bottom-up adoption.
• SLG for Expansion: Converts free users into enterprise clients.
• Better Customer Journey: Seamless handoffs between product and people.

Execution Tips

• Align Metrics: Ensure product and sales teams use common KPIs.
• Invest in Enablement: Train sales on product nuances and vice versa.
• Segment Smartly: Use PLG for SMBs and SLG for enterprise.

Conclusion A hybrid GTM strategy isn't just a compromise—it's a force multiplier. By integrating PLG and SLG, SaaS companies can capture more value across the customer journey.