Gingiris B2b Growth

Other

🇺🇸 B2B SaaS Growth — PLG vs SLG Playbook — Diagnose whether your problem is distribution, pricing, or PMF. PLG/SLG selection by ACV and sales cycle, the 5-stage path from $0 to $10M ARR, NRR discipline, affiliate & channel motion, enterprise tiering. Built from HeyGen, Deel, Vercel, Supabase, Snowflake patterns. 🇨🇳 B2B SaaS 增长 — PLG vs SLG 决策手册 — 诊断你的瓶颈是分发、定价还是 PMF。按 ACV 和销售周期选 PLG/SLG，$0 → $10M ARR 的 5 阶段路径，NRR 纪律，联盟与渠道打法，Enterprise 分层。提炼自 HeyGen、Deel、Vercel、Supabase、Snowflake。 🇯🇵 B2B SaaS グロース — PLG vs SLG プレイブック — 課題が流通・価格・PMFのどれかを診断。ACVとセールスサイクルでPLG/SLG選定、$0→$10M ARRの5段階パス、NRR規律、アフィリエイト＆チャネル。 🇰🇷 B2B SaaS 성장 — PLG vs SLG 플레이북 — 병목이 유통·가격·PMF 중 무엇인지 진단. ACV와 세일즈 사이클로 PLG/SLG 선택, $0 → $10M ARR 5단계 경로, NRR 규율, 제휴 & 채널. Triggers: "B2B growth" | "B2B SaaS" | "PLG" | "SLG" | "product-led growth" | "sales-led growth" | "PLG or SLG" | "SaaS pricing" | "ARR growth" | "NRR" | "go to market" | "enterprise sales" | "affiliate" | "PMF" | "B2B 增长" | "PLG 还是 SLG" | "SaaS 定价" | "渠道合作" | "PLG/SLG 선택"

Install

openclaw skills install @gingiris-1031/gingiris-b2b-growth

B2B SaaS Growth — PLG / SLG Playbook

🌍 Language / 语言: English | 中文

"People like it but revenue isn't growing" is rarely one problem. It's usually a mis-matched motion: a PLG product run with an SLG playbook, or vice versa. Start by diagnosing the motion, then walk the staged path.

English Version

Pick your motion (the flywheel)

        PLG (product-driven)
              ↑
   existing traffic + short decision
   ←─────────────────────────────────→
   needs trust + long cycle
              ↓
        SLG (sales-driven)

Signal	Motion	Reference
ACV < $1k/yr and decision < 1 week	PLG	Vercel, Supabase
ACV > $10k/yr and decision > 1 month	SLG	Snowflake, Databricks
In between	PLG-to-SLG hybrid	HeyGen, Deel

The 5-stage path

Stage	ARR	Key move
Pre-PMF	$0–$100k	10–30 user interviews; confirm the must-have before anything else
Early PMF	$100k–$1M	Invest in 1–2 channels deeply — do not spray
Growth	$1M–$5M	Add affiliate + integration partners; PLG gets sales-assist
Scale	$5M–$10M	Enterprise team, compliance (SOC 2), channel acceleration
Ecosystem	$10M+	Open platform, investor / agency distribution

B2B content is different from B2C

Must have a case study (ROI / time saved / headcount saved).
Must have verifiable numbers ("customer X saved Y hours/month").
Must have a CFO-friendly pricing page (ROI calculator, annual discount, compliance docs).
❌ No B2C hype words ("amazing", "magical").

Anti-patterns

❌ Paid acquisition before PMF — you burn cash 10× faster than you learn.
❌ Forcing PLG → SLG at $1M just because. Vercel held PLG to $100M.
❌ Watching ARR but ignoring NRR. NRR < 100% = a leaking bucket.
❌ One contract template for everyone — split startup / mid-market / enterprise.

What to do next

Pre-PMF → run formal user interviews to find the must-have.
Post-PMF, need content → move to the blog/SEO workflow (B2B voice: data > story).
Going global → localize the listing and pricing.
Benchmarking a rival → run a competitor teardown.

中文版

选你的增长引擎（飞轮）

        PLG（产品驱动）
              ↑
   已有流量 + 短决策
   ←─────────────────────────────────→
   需要信任 + 长周期
              ↓
        SLG（销售驱动）

信号	引擎	对标
ACV < $1k/年且决策 < 1 周	PLG	Vercel、Supabase
ACV > $10k/年且决策 > 1 个月	SLG	Snowflake、Databricks
中间	PLG-to-SLG 混合	HeyGen、Deel

5 阶段路径

阶段	ARR	关键动作
Pre-PMF	$0–$100k	10–30 次用户访谈，先确认 must-have
Early PMF	$100k–$1M	投 1–2 个渠道做深，不要广撒网
Growth	$1M–$5M	引入 affiliate + 集成伙伴，PLG 加 sales-assist
Scale	$5M–$10M	Enterprise 团队、合规（SOC 2）、渠道加码
Ecosystem	$10M+	开放平台、investor / agency 分销

B2B 内容特殊要求

必须有 case study（ROI / 省时 / 省人力）。
必须有可验证数据（"customer X saved Y hours/month"）。
必须有 CFO 友好的 pricing 页（ROI 计算器、年付折扣、合规文档）。
❌ 不用 ToC 话术（"amazing"、"magical"）。

反模式

❌ 没 PMF 就投流（烧钱比学习快 10x）。
❌ 到 $1M 就盲目 PLG → SLG（Vercel 坚持 PLG 到 $100M）。
❌ 只看 ARR 不看 NRR（NRR < 100% = 漏水桶）。
❌ 只给一个合同模板（分 startup / mid-market / enterprise 三版）。

By Iris (生姜 Iris) · ex-COO @ AFFiNE, 150+ AI startups advised · Install: npx skills add Gingiris-1031/gingiris-b2b-growth