I used to think Product-Led Growth was just for those cool, small tools. You know, the ones where you sign up for free and upgrade if you like it.
But for big company software? Enterprise SaaS? I was not so sure. Sales teams, long contracts, big deals – that was the world I knew.
Then I saw it happen. And it changed my mind.
Enterprise PLG: Not What You Think
It's not always about a free individual plan. That can be hard with complex enterprise needs.
Instead, it’s about letting the product show its value. Fast. Even to busy executives or large teams.
Think interactive demos that solve a small, real problem. Or a pilot program that’s super easy to start.
The product itself becomes the main sales tool. Not just PowerPoint slides.
My Sales Team Freaked Out (A Bit)
"Will this replace us?" some asked. Good question.
No. It makes them better. More focused.
Salespeople can spend time with customers who already get the product. Who have touched it, used it, seen its power.
Less cold calling, more closing deals with happy, informed users.
When users experience the magic of your product first-hand, they become your best salespeople. Enterprise or not.
The Big Shift
It means your product team and marketing team need to think like sales. How does the product explain itself? How does it guide a new user to that "aha!" moment?
The first experience is everything. If it's confusing, they are gone. Big company or small.
We started building onboarding flows directly into our enterprise trials. Small wins, quick value.
Challenges in the Big Leagues
Sure, it's not all easy. Enterprise customers have big security questions. Complex integration needs. Lots of stakeholders.
You can’t just open the doors and hope for the best. The PLG motion needs to be smart.
Maybe it's a "product-led sales assist". The product gets them interested, sales helps with the tricky parts.
What We Gained
- Faster feedback. We saw where users got stuck in the product itself.
- Better leads for sales. People who *wanted* to talk.
- More product advocates inside big companies.
My View Now
Product-Led Growth in enterprise SaaS is real. It’s happening.
It requires a change in how we build, market, and sell.
But if your product is good, letting it speak for itself is the most powerful sales pitch you have. Even to the biggest customers.