PLG, SLG, and RevOps: Unravelling Revenue Intelligence, GTM, and Revenue Leaks

In the constantly evolving landscape of Revenue Operations (RevOps), two growth paradigms reign supreme: Product-Led Growth (PLG) and Sales-Led Growth (SLG). Diving deeper, we uncover their connections with revenue intelligence, Go-To-Market (GTM) strategies, and revenue leaks.

1. Product-Led Growth (PLG): A strategy where the product stands front and centre. By offering freemium models or trials, PLG banks on the user experiencing the product’s value firsthand.

Impact on RevOps:

• Revenue Intelligence: PLG generates vast user interaction data, granting unparalleled insights into customer behaviours and preferences.
• GTM: PLG-driven GTM strategies lean heavily on user feedback, ensuring the product aligns closely with market demands.
• Revenue Leaks: By closely monitoring product engagement, PLG can identify potential churn risks or under-monetization, thereby spotting revenue leaks early.

2. Sales-Led Growth (SLG): Here, direct customer interactions, demonstrations, and sales negotiations take precedence.

Impact on RevOps:

• Revenue Intelligence: SLG provides deep insights into sales processes, conversion rates, and customer objections.
• GTM: SLG-driven GTM strategies are bespoke, tailoring pitches and presentations for specific customer segments.
• Revenue Leaks: Direct sales interactions allow quick identification of friction points, helping to plug potential revenue drains.

Harnessing both PLG and SLG in RevOps creates a robust system where product and sales insights coalesce, paving the way for optimised GTM strategies and meticulous revenue leak prevention.