16 articles
Product AnalyticsA practical framework for selecting a north star metric that predicts retention, guides product decisions, and aligns teams around the outcome that matters most to your business.
PLGA systematic framework for defining, instrumenting, and optimizing the PLG activation metric — with templates, event schema examples, and stage-specific benchmarks.
PLGA rigorous analysis of when bottom-up (PLG) distribution outperforms top-down (sales-led) distribution in B2B SaaS — with decision criteria, market conditions, and hybrid sequencing.
PLGA rigorous framework for designing PLG free tiers that convert — covering limit selection, unit economics, conversion psychology, and the most common free tier design failures.
PLGA practical guide to instrumenting the aha moment in PLG SaaS — covering event schema design, property standards, account-level aggregation, and the most common instrumentation failures.
PLGEmpirical evidence and implementation guidance on how SaaS onboarding checklists affect trial-to-paid conversion — with design principles, completion benchmarks, and anti-patterns to avoid.
PLG & Self-ServeA precise, stage-specific framework for defining Product-Qualified Leads in PLG SaaS — covering behavioral signals, scoring thresholds, and handoff logic at every ARR milestone.
PLGIndustry benchmarks for time-to-value across PLG SaaS categories — with measurement methodology, segmentation frameworks, and optimization levers to accelerate TTV.
PLG & Self-ServeA rigorous decision framework for choosing between free trial and freemium GTM models in PLG SaaS — covering economics, conversion benchmarks, and the hybrid cases.
DistributionA direct comparison of partner-led growth (PLG-partner) and product-led growth (PLG-product) — the market conditions, product characteristics, and stage dynamics that determine which motion generates better unit economics.
RetentionHow expansion and churn interact differently by customer segment — covering expansion churn (accounts that expand then churn), the binge-and-purge pattern in PLG companies, segment-specific expansion churn rates, contraction as a leading churn indicator, and cohort-level expansion churn diagnosis.
Vertical GTMThe bottoms-up sales playbook for developer tools: how individual developer adoption converts to paid team accounts, the metrics that signal expansion readiness, and the exact sequence for converting PLG momentum into enterprise revenue.
Growth StrategyThe PLG motion for devtools differs from standard SaaS in three critical ways: documentation-driven acquisition at 40–60% of signups, a PQL definition anchored to API calls rather than feature usage, and a land-with-dev-expand-to-org expansion motion.
AcquisitionLearn what a product-qualified lead actually is, how to build a PQL scoring model using usage depth, breadth, and aha moment signals, and the conversion benchmarks you should be hitting by score band.
AcquisitionCompare free trial, freemium, and reverse trial acquisition models with conversion benchmarks, CAC implications, activation rate data, and a decision framework by product type and ACV.
AcquisitionCompare PLG vs SLG vs hybrid go-to-market models with benchmarks, failure modes, and a decision framework for B2B SaaS founders at every stage.