They treat product usage as the qualification step and let sales start the conversation already knowing what the customer is trying to do, rather than bolting an SDR team onto a signup list. The badly copied version keeps the two motions on separate scoreboards, so the rep's opening line is a generic discovery call and the user thinks the product just sold their email address. The good version has the rep referencing something specific the account did last week, and it works because the data plumbing was built before the headcount was hired. The other habit worth stealing is that they keep the self-serve path fully open at every size, including for enterprises, so a team can start without permission and sales arrives to make it official rather than to unlock the door.
5 resources, 1 India-specific, 5 link-checked.
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
GitHub is the company everyone points at when they say hybrid PLG plus sales, and here two of its own leaders walk through how the product signal actually reaches a rep. It shows the qualification step being done properly rather than an SDR team bolted onto a signup list.
On Drift by Thibault Imbert and Morgane Palomares 29 min
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
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 →A five step process for building your first PQL definition, and the advice to start in a spreadsheet with a 30 to 60 day test before buying any tooling. That order saves most teams a wasted quarter.
From Pocus by Alexa Grabell 15 min read
How product-led growth reads from a different seat.
The same ground, over in Grow & market, our Starting Up track.
