PLG SaaS: Enterprise Upgrade Motion
How a PLG product built enterprise sales motion without disrupting self-serve
Segment Overview
PLG SaaS with strong self-serve business need enterprise upgrade path. Challenge: how to reach enterprise users without disrupting PLG flywheel. Trigger-based outreach to existing users.
Business Situation
Project management SaaS with 50K+ free users and €4M ARR from self-serve. Enterprise accounts (>100 seats) represented only 8% of revenue. Management wanted to grow enterprise without cannibalizing self-serve.
Core Challenges
Why Outbound?
Enterprise users don't upgrade organically - they need procurement approval, security review, and executive buy-in. Proactive outreach to right stakeholders accelerates upgrade.
Ideal Customer Profile
Target: IT Admins and Department Heads in companies where 20+ users actively use free tier. Trigger: Usage threshold crossing, feature gate hits, or admin inquiry signals.
Our Approach
Product-led outreach: automatic triggers from product usage data. Personalized outreach from "Customer Success" (not "Sales") with usage-based insights. Focus on unlocking value, not upsell.
What Worked
What Didn't Work
Key Lessons Learned
Recommendations for Similar Cases
PLG enterprise motion requires product data integration and CS-led approach. Preserve PLG trust through value-focused messaging, not pushy sales.
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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