Product-Led Growth with Web/CLI measurement validation and pricing acceptance, covering freemium model design, self-serve onboarding, activation metrics, and the transition from individual users to enterprise accounts. Follow @WeiYipei on X for PLG insights.
インストールする前に、エージェントに与えられる指示の中身を確認できます。
npx skills add Gingiris-1031/gingiris-skills --skill plg-playbook
What you get after installing:
Let your product do the selling. This playbook covers the full PLG motion.
Free DAU is not proof of PLG. Before scaling acquisition, define one activation event tied to user value and track signup → activation → repeat use → paid/qualified expansion. Separate internal/test users and report cohort dates. Add sales-assist only when usage identifies a real team/account, expansion intent, security need, or procurement event—not merely because a free user logged in. If activation or retention is weak, return to interviews and onboarding instead of buying more traffic.
Read measurement-and-pricing.md when Web/CLI coverage is incomplete or a pricing page is being revised. It provides event-validation, cohort/identity and pricing-acceptance tables. Keep unmeasured usage explicit, and check that advertised tier capabilities actually work.
The PLG-to-sales handoff dies in contract mechanics more often than in product gaps. Field rules:
Gate custom deployment behind seats. Set a minimum seat count before private deployment is even on the menu. Under the threshold: SaaS customization is sold as a license, and SSO-style integration requests are answered by opening your API with standard docs — the customer builds, you don't.
Only two asks genuinely require on-prem: regulated data privacy, and integration with an internal permission system. Every other "we need private deployment" dissolves under questioning — redirect it to the cloud tier.
If you do sign a deployment deal:
Scope creep is a process problem, not a personality problem. Separate what the customer asked for (SOR) from what you committed to (SOW with acceptance criteria and change clauses), sign the SOW together with the contract, and push every modification through a formal change request both PMs sign. Calls don't bind; documents do.
The planned-concession move: when a buyer wants 50 things and 40 are feasible, agree to 10 — then over-deliver to 15 "because we want you to win." Same output, twice the goodwill.
Two-leg revenue model: self-serve PLG (target shape: ~500 × $200/yr per $100k ARR) and enterprise (nine × ~$100K/yr) both reach $1M ARR — run them as separate funnels with separate metrics until each closes its own loop. Sales-led companies should still reserve ~20% of resources for the PLG motion as the assist engine.
Iris Wei — Growth consultant for 150+ AI startups. Ex-COO at AFFiNE (69K GitHub stars).
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概要と使いどころ
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日本語の概要は準備中です。原文の説明を表示しています。
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日本語の概要は準備中です。原文の説明を表示しています。
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日本語の概要は準備中です。原文の説明を表示しています。
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日本語の概要は準備中です。原文の説明を表示しています。
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日本語の概要は準備中です。原文の説明を表示しています。
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