The New GTM Playbook: PLG + SLG for SaaS Growth
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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.