How We Scaled This: Accelerating revenue by adding a sales-led motion to your PLG

In this How We Scaled This, Pete Giordano (Google, VMware) outlines how SaaS companies can pursue larger enterprise deals, navigate complex buying processes, and unlock new revenue potential by adding a sales-led motion to an existing PLG motion.Pete breaks the process down into four key steps: mapping the buyer’s journey, which helps identify stakeholder roles and decision-making bottlenecks; mapping customer business value, ensuring the sales motion aligns with enterprise-level strategic goals; managing sales efficiency, including revisiting quotas, compensation, and financial metrics like CAC payback and LTV-to-CAC ratios; and aligning internal leaders, securing cross-functional buy-in for the shift.The playbook provides a structured approach for PLG-first companies to layer in sales without losing the efficiency and scalability of their existing motion.