B2B product-led growth

B2B PLG reaches users before the buyer. User loves product, brings it into team, team adopts, enterprise deal follows.

Examples

• Slack
• Figma
• Notion
• Loom

Stages

• Individual user adopts
• Invites teammate
• Team buys plan
• Company-wide enterprise

Motion requirements

• Self-serve onboarding
• Immediate value in free tier
• Natural expansion paths
• Enterprise sales team for deals above certain size