Product & Business

Mapping the Modern B2B SaaS PLG Funnel

Product Management diagram · made in Skemio

A 5-stage funnel showing the B2B PLG flow from Free Signup, Habitual Usage, PQL Trigger, Sales Expansion, to Enterprise Contract.
A 5-stage funnel showing the B2B PLG flow from Free Signup, Habitual Usage, PQL Trigger, Sales Expansion, to Enterprise Contract.
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What it shows

  • Product signups replace gatekept demo forms as the primary entry point.
  • Product Qualified Leads (PQLs) trigger sales outreach based on usage depth.
  • Sales-assisted motions target account expansion, not initial validation.

The takeaway

Let usage prove value first, then layer sales assistance to close enterprise deals.

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