The product-led handoff to sales

Product-led growth is great at top-of-funnel. It's less great when an enterprise prospect signs up, runs into a feature gap or procurement question, and there's no human to talk to.

Signals that a human is needed

• Domain match against named accounts.
• User count growing fast on a self-serve plan.
• Specific feature usage that suggests enterprise needs.
• Visits to /security or /compliance pages.

The handoff itself

The first sales touch should feel like a continuation, not an interruption. The rep should know what the user has done, what they care about, and what gap they probably ran into. Anything less feels like a discovery call from scratch — and it kills the velocity that PLG promised in the first place.

PLG doesn't replace sales. It changes when sales should show up.