PLG SaaS: Outbound for Activation and Upgrade
How a product-led SaaS used outbound to accelerate enterprise deals
Segment Overview
PLG (Product-Led Growth) SaaS has a specific outbound use case: activating dormant users, enterprise upgrades, and multi-seat expansion. Outbound isn't cold prospecting but warm activation.
Business Situation
Productivity tool with freemium model, €8M ARR. 500K+ free users. Challenge: low conversion to paid (2%) and difficult enterprise penetration. Goal: activate high-value dormant accounts.
Core Challenges
Why Outbound?
PLG limit: free users don't convert without intervention. Outbound to companies with multiple free users enabled proactively offering enterprise value.
Ideal Customer Profile
Companies with 5+ registered users or high usage signals. Personas: IT Admins, Department Heads, Operations. Focus: accounts with team usage patterns indicating enterprise need.
Our Approach
Product-qualified lead (PQL) scoring. Personalized outreach based on usage data. Enterprise feature education. Expansion plays for existing paid accounts.
What Worked
What Didn't Work
Key Lessons Learned
Recommendations for Similar Cases
PLG outbound: leverage product data. Focus on multi-user accounts. Educate on enterprise value. Time outreach to usage milestones.
Disclaimer: This use case is a generalized scenario based on experience from similar projects. It does not constitute a promise of specific results. Actual results depend on product, market, pricing, and follow-up quality.
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