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Why we picked it The clearest thresholds anyone has published for this decision, plus the warning that matters: the pipeline your new sales team works was built by the product motion you are about to defund.
Why, When, and How to add Sales to your Product-Led Growth motion
From elenaverna.com by Elena Verna Long read
- Verna's rule: add sales to product-led growth, never substitute it, no matter how good the first 100k dollar deal felt.
- Sales starts earning its keep once average order value climbs above about 10,000 dollars and a buying committee appears.
- Above roughly 1,000 employees, end users can no longer trial a rogue tool on their own, which is a sales trigger.
- All product-led growth is self-serve, but not all self-serve is product-led growth.
