Not every product should rely on a viral sign‑up flow, and not every deal needs a quota‑carrying AE. Challenge your instincts on when to let the product sell itself and when to marshal a sales force.
Which revenue model most naturally aligns with a product‑led motion?
One‑off hardware sales with field installation.
Seven‑year enterprise licences paid upfront.
Commission‑only reseller agreements.
Freemium or usage‑based pricing with self‑serve expansion.
2025 benchmarks show companies often layer a sales‑assist model once average contract value surpasses ______ per year.
$250 000–$500 000
$30 000–$50 000
$500–$1 000
$2 000–$5 000
A core advantage of sales‑led GTM for complex deals is ______.
eliminating procurement reviews entirely.
coordinating multiple stakeholders through human guidance.
reducing onboarding resource needs to zero.
avoiding CRM investment.
In product‑led funnels, the primary north‑star metric for early‑stage health is ______.
product‑qualified leads (PQLs) based on activation events.
trade‑show badge scans.
cold‑call dials per hour.
newsletter click‑through rate.
Which cost grows fastest in pure PLG as the free user base scales?
Print advertising expense.
Cloud and infrastructure spend driven by non‑paying usage.
Business‑class air travel for AEs.
Commissions to channel partners.
Why do 2025 SaaS teams embed granular product analytics in PLG motions?
To instrument user behaviour and trigger iterative adoption loops.
To replace need for customer interviews.
To satisfy GDPR reporting quotas.
To auto‑generate quarterly board decks.
Outbound SDR sequences typically appear earliest in ______ GTM.
community‑led only
open‑source monetisation
product‑led
sales‑led
Choosing a sales‑led approach is advisable when the target market’s procurement process is ______.
fully automated through app stores.
invisible to finance teams.
limited to individual credit‑card spend.
highly regulated and requires formal RFPs.
Which hybrid pattern became popular in 2025 for moving from PLG to SLG?
Land with free tier, then assign account executives once usage crosses a threshold.
Start with outbound only, then shut down all sales staff.
Block free trials after Series A.
Offer no‑touch enterprise licences.
Why must marketing messages differ between PLG and SLG channels?
Search algorithms penalise mixed keywords.
Colour palettes are incompatible across motions.
Self‑serve users need quick‑win value proofs, whereas SLG buyers prioritise ROI and risk mitigation.
Data privacy laws forbid shared messaging.
Starter
Brush up on PLG mechanics and sales cycles to match motion to model.
Solid
Solid choices—now align metrics and budgets to the motion you picked.
Expert!
Masterful: you deploy the right motion, or blend, for each market and stage.
