Building Blocks for PLG-to-SLG Transition

Johnston identifies five core pillars for successfully layering sales-led motion onto product-led growth:​​

1. ICP Refinement: Use PLG data to identify buyers (not just users). Superhuman discovered their ICP shifted from individual power users to "outbound professionals" handling 30-50+ emails daily across

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100% of product-led companies end up adding a sales team, if not going sales-led completely

For medium and established companies, we've focused more on the sales motion, in particular the bottoms-up product-led motion. What happens is you get inside a company, and the success team over there says, "Well, that's pretty cool." Then some sales leader says, "It'd be cool to have this one tool across the whole journey." And then the support... See more