How to Transition Customers to Product-Led Growth (PLG) Models
Designed for Customer success leads and sales enablement managers at mid-to-large SaaS companies pivoting from sales-led to product-led growth (PLG) strategies to spark real collaboration and high-energy learning.
A 90-minute virtual workshop for SaaS customer success and sales enablement professionals. Participants are feeling pressure to reach growth targets with fewer resources and are skeptical about customer readiness for self-serve adoption and changes to account management.
PLG Iceberg Reveal
Kick things off with a fast-paced polling game: ‘What’s the biggest difference between sales-led and product-led growth?’ Display a visual iceberg with customer-facing features above water and hidden operational shifts below. Participants guess which elements are ‘above’ (obvious) vs. ‘below’ (often missed) in the move to PLG.
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Why this works
This sparks curiosity by uncovering less-visible PLG shifts, priming minds for the deeper challenges ahead.
PLG Myth-Busting Bingo
Participants receive a digital bingo card with common misconceptions about PLG—like ‘PLG means the sales team is obsolete’ or ‘Customers always want live demos.’ As you read statements, they check off those they’ve heard internally or from customers. First to bingo shares which myths were most believable and why.
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Why this works
This gently exposes persistent myths and normalizes the confusion, laying groundwork for accurate understanding.
Fast-Facts Roundtable
Invite everyone to privately type in one word or phrase they associate with ‘customer resistance to PLG.’ Then, share a word cloud and discuss similarities and surprises. No judgment—just noticing patterns.
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Why this works
Low-pressure and anonymous, this lets quieter voices contribute while surfacing real barriers the room is already anticipating.
‘PLG Relay’ Customer Journey
Teams compete in a fast-paced, scenario-based relay. Each group is given a scenario (e.g., ‘A legacy customer expects white-glove onboarding’). They must ‘pass the baton’ by outlining one step at a time to guide this customer to PLG self-serve, under time pressure. The next group must build on the previous team’s move.
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Why this works
Injects energy and collaboration while forcing creative, sequential thinking about real-life transitions.
‘Would You Push the Button?’
Present a real-world dilemma: ‘Your largest client refuses to use the new self-serve dashboard and demands quarterly business reviews. If you push them, you risk churn. If you don’t, your PLG adoption numbers suffer.’ Ask: If you had a big red button that would force their adoption, would you push it? Debrief the trade-offs and emotions.
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Why this works
Hooks participants emotionally and frames the nuanced decisions they’ll face, making the trade-offs concrete.
Personal Transition Pacts
Each participant writes a ‘PLG transition pact’—one concrete action they commit to take within two weeks, tailored to their context (e.g., ‘Pilot self-serve onboarding with two hesitant key accounts’). Optionally, they share with a peer for gentle accountability.
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Why this works
Anchors learning in immediate action, making the transition personal and real. Reflection plus commitment supercharges follow-through.
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