Product-Led Growth (PLG)

[01]What It Means

Users start through a free tier or trial without talking to anyone, and usage growth inside an account creates the commercial opening. It coexists with sales-led motions rather than replacing them: the product acquires the team, the sales organisation consolidates the enterprise.

[02]Why It Matters

For European entry, self-serve adoption can build local proof before a single hire, and gives a first conversation something to point at. It also raises data-protection questions early, since the product now collects the behavioural data the sales team wants to act on.

[03]Where It Goes Wrong

Assuming product usage removes the need for a local commercial motion in enterprise segments.Bottom-up adoption that procurement later blocks on security or data residency.Measuring signups while nobody owns activation.

[04]Related Terms

All glossary terms ➔

Product-Led Growth (PLG)

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