Product & metrics
Product-led growth (PLG)
By Rubén García · 3 min
A strategy where the product itself is the main channel for acquisition, activation and conversion.
It usually relies on free trials or freemium. According to ProductLed (2022), 58% of B2B SaaS companies already have a PLG motion.
In a traditional model, sales convinces the customer before they try the product. In PLG it's the other way round: users try it, get value and then pay or expand usage.
It requires a product that's easy to start using unaided, shows value quickly and has mechanisms to invite others or upgrade.
It doesn't exclude sales: many companies pair PLG with sales teams serving the highest-potential users ("product-led sales").
