Gingiris B2b Growth

B2B SaaS Growth — PLG / SLG Playbook

> 🌍 Language / 语言: [English](#english-version) | [中文](#中文版)

"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.

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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 $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 story).
• Going global → localize the listing and pricing.
• Benchmarking a rival → run a competitor teardown.

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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 $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）。

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

Source & license

This open-source skill is cataloged on AgentStack and links to its original source — we do not rehost the code.

• Author: Gingiris-1031
• Source: Gingiris-1031/gingiris-skills
• License: MIT

Install and usage instructions live in the source repository linked above.