Write the rules of engagement down before the first conflict, and make them about the account rather than about the person. Pick a clear line, usually company size or spend threshold, above which an account is owned by a rep and below which it stays self-serve forever, and publish it. Then decide the harder question: when a self-serve user inside a named account upgrades on their own, does the rep get credit. Say yes, because the alternative is reps quietly discouraging self-serve adoption in their territory, which costs you far more than the commission does. Review the threshold every two quarters, since a line drawn at 50 seats stops making sense once your average deal doubles.
4 hand-picked resources, 1 India-specific, 4 link-checked. Pick how you want to dig in.
Why we picked it The later chapter of the same story: how Postman layered enterprise sales onto a developer flywheel without breaking it. This is the transition most Indian PLG companies get wrong.
On SaaStr on YouTube by Abhinav Asthana 30 min watch
Why we picked it Kazanjy is blunt that almost every bottom-up company eventually adds sales, so the only questions are when and how. He covers the sequencing, the data plumbing, and the mistakes, including delegating the first sales conversations too early.
From Lenny's Newsletter by Pete Kazanjy 25 min read
Open lennysnewsletter.com →Why we picked it The clearest breakdown of the three PQL types (hand-raiser, usage-based, needs-help) and the playbook each one deserves, which is the difference between a useful signal and a list nobody works.
From OpenView by Kyle Poyar 15 min read
Open openviewpartners.com →Why we picked it Verna lists the seven things founders wrongly believe PLG means, including that it replaces sales. Reading it early saves you from building a motion around a misunderstanding.
From Elena's Growth Scoop by Elena Verna 8 min read
Open elenaverna.com →How product-led growth reads from a different seat.
The same ground, over in Grow & market, our Starting Up track.
