{"id":519,"date":"2025-03-21T21:47:22","date_gmt":"2025-03-21T22:47:22","guid":{"rendered":"http:\/\/www.hudsonpcrepair.com\/?p=519"},"modified":"2025-03-22T16:21:35","modified_gmt":"2025-03-22T16:21:35","slug":"how-to-navigate-the-shift-from-product-led-growth-to-enterprise","status":"publish","type":"post","link":"http:\/\/www.hudsonpcrepair.com\/index.php\/2025\/03\/21\/how-to-navigate-the-shift-from-product-led-growth-to-enterprise\/","title":{"rendered":"How to navigate the shift from Product-Led Growth to Enterprise"},"content":{"rendered":"

Hello and welcome to The GTM Newsletter by GTMnow <\/strong>\u2013 read by 50,000+ to scale their companies and careers. GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. GTMnow highlights the strategies, along with the stories from the top 1% of GTM executives, VCs, and founders behind these strategies and companies.<\/em><\/p>\n

\n
\n<\/div>\n

Every great Product-Led Growth (PLG) company eventually faces a crossroads: When and how to introduce a Sales-Led Growth (SLG) motion. Many make this shift reactively rather than strategically.<\/p>\n

PLG and SLG aren\u2019t competitors, they\u2019re partners in growth. Companies that seamlessly bridge the two unlock incredible scale. Success requires a data-driven approach, a customer-first mindset, and a willingness to embrace change.<\/p>\n

In this piece, GTM leaders share key lessons on how to navigate this transition effectively while keeping a customer-first approach.<\/p>\n

\n
\n
\"\"<\/div>\n<\/figure>\n<\/div>\n

Growth isn\u2019t a choice, your customers decide it<\/strong><\/h2>\n
\u201cYou don\u2019t decide to make the shift from PLG to SLG, your customers do.\u201d<\/em><\/p>\n
\u2014Jessica Gilmartin<\/em><\/div>\n<\/div>\n

Companies often reach a tipping point where users demand enterprise features, security, and team-wide adoption. Rather than resisting the transition, companies should follow customer behavior signals and build a sales motion that complements, rather than competes, with PLG.<\/p>\n

3 key indicators that it\u2019s time to introduce SLG:<\/strong><\/p>\n

    \n
  1. Customers requesting enterprise features (SSO, security, admin controls).<\/li>\n
  2. Teams organically growing within accounts.<\/li>\n
  3. Inbound requests for larger contracts and enterprise agreements.<\/li>\n<\/ol>\n

    PLG to PLS: Understanding the evolution<\/strong><\/h2>\n

    Growth strategies evolve as companies scale. Holly Chen<\/a> breaks it down:<\/p>\n

    \n
    \n
    \"\"<\/div>\n<\/figure>\n<\/div>\n

    In the early days, PLG can feel like magic \u2013 users sign up and adoption grows without direct sales interaction. But as companies move upmarket, they often transition from PLG to PLS.<\/p>\n

    Why make this shift? Andrew Johnston<\/a> explains:<\/p>\n

      \n
    1. Complex customer needs:<\/strong> Larger customers demand more personalized support, security, and integrations.<\/li>\n
    2. Enterprise sales cycles:<\/strong> Moving upmarket means more stakeholders, approvals, and custom solutions.<\/li>\n
    3. Revenue potential:<\/strong> Without a sales motion, high-value accounts may remain untapped.<\/li>\n<\/ol>\n

      The PLG-SLG hybrid is harder than it looks<\/strong><\/h2>\n

      While hybrid PLG-SLG models offer massive upside, they also introduce complexity. Common pitfalls:<\/p>\n