{"id":146904,"date":"2023-10-27T10:24:42","date_gmt":"2023-10-27T10:24:42","guid":{"rendered":"https:\/\/userpilot.com\/blog\/plg-for-enterprise\/"},"modified":"2026-03-30T13:39:21","modified_gmt":"2026-03-30T13:39:21","slug":"plg-for-enterprise","status":"publish","type":"post","link":"https:\/\/userpilot.com\/blog\/plg-for-enterprise\/","title":{"rendered":"PLG for Enterprise: Best Practices for Scalable Business Growth"},"content":{"rendered":"<p><a href=\"https:\/\/userpilot.com\/solutions\/product-led-growth\/\" target=\"_blank\" rel=\"noopener noreferrer\">PLG<\/a> for enterprise? Is this even possible to make it work?<\/p>\n<p>This is the main question that the article tackles.<\/p>\n<p>We look at how you can combine the two seemingly incompatible worlds and examine examples of companies that have managed to achieve this.<\/p>\n<p>Let&#8217;s get right to it!<\/p>\n<h2 id=\"f1a\">Summary of PLG for enterprise<\/h2>\n<ul>\n<li>We define <a href=\"https:\/\/userpilot.com\/blog\/product-led-growth\/\">product-led growth<\/a> (PLG) as a business strategy that uses the product to boost its own growth.<\/li>\n<li><a href=\"https:\/\/userpilot.com\/blog\/product-led-vs-sales-led\/\" target=\"_blank\" rel=\"noopener noreferrer\">Unlike sales-led businesses, a product-led growth company<\/a> relies on product virality to drive customer acquisition and <a href=\"https:\/\/userpilot.com\/blog\/frictionless-customer-experience\/\" target=\"_blank\" rel=\"noopener noreferrer\">frictionless experiences<\/a> that enable users to realize the <a href=\"https:\/\/userpilot.com\/blog\/product-value\/\" target=\"_blank\" rel=\"noopener noreferrer\">product value. <\/a><\/li>\n<li>As <a href=\"https:\/\/userpilot.com\/blog\/enterprise-saas-marketing\/\" target=\"_blank\" rel=\"noopener noreferrer\">enterprise <\/a>products tend to be complex, their value may be difficult to experience through <a href=\"https:\/\/userpilot.com\/blog\/freemium-free-trial-jana-frejova-spendesk\/\" target=\"_blank\" rel=\"noopener noreferrer\">free trials or freemium.<\/a> Moreover, the enterprise sales funnel is more complicated than a product-led growth funnel.<\/li>\n<li>Even though <a href=\"https:\/\/userpilot.com\/blog\/product-demos\/\" target=\"_blank\" rel=\"noopener noreferrer\">product demos<\/a> or presentations may be the best way to explain the product, offer users other ways to experience the value like interactive demos.<\/li>\n<li>Another way to make the <a href=\"https:\/\/userpilot.com\/blog\/saas-sales-process-stages\/\" target=\"_blank\" rel=\"noopener noreferrer\">sales process<\/a> more PLG is by adding <a href=\"https:\/\/userpilot.com\/blog\/self-service-software-model\/\" target=\"_blank\" rel=\"noopener noreferrer\">self-service <\/a>elements wherever it\u2019s possible, like a resource center for <a href=\"https:\/\/userpilot.com\/blog\/after-hours-support\/\" target=\"_blank\" rel=\"noopener noreferrer\">after-hours support.<\/a><\/li>\n<li><a href=\"https:\/\/userpilot.com\/blog\/personalized-onboarding-for-saas\/\" target=\"_blank\" rel=\"noopener noreferrer\">Personalized onboarding<\/a> can help enterprise users learn how to best use the product<a href=\"https:\/\/userpilot.com\/blog\/reduce-time-to-value-saas\/\" target=\"_blank\" rel=\"noopener noreferrer\"> in less time.<\/a><\/li>\n<li>To aid <a href=\"https:\/\/userpilot.com\/blog\/improve-feature-discovery-product-adoption\/\" target=\"_blank\" rel=\"noopener noreferrer\">feature discovery<\/a>, use contextual<a href=\"https:\/\/userpilot.com\/blog\/in-app-messages\/\" target=\"_blank\" rel=\"noopener noreferrer\"> in-app messages<\/a> that show users the relevant features at the exact moment when they need them.<\/li>\n<li>Using analytics tools like <a href=\"https:\/\/userpilot.com\/blog\/funnel-analysis\/\" target=\"_blank\" rel=\"noopener noreferrer\">funnel <\/a>and paths analysis or session recordings helps teams identify <a href=\"https:\/\/userpilot.com\/blog\/user-friction\/\" target=\"_blank\" rel=\"noopener noreferrer\">friction.<\/a><\/li>\n<li>Another way to gather <a href=\"https:\/\/userpilot.com\/blog\/customer-experience-insights\/\" target=\"_blank\" rel=\"noopener noreferrer\">insights<\/a> on how to <a href=\"https:\/\/userpilot.com\/blog\/in-app-surveys\/\" target=\"_blank\" rel=\"noopener noreferrer\">improve the product<\/a> is by collecting user feedback through<a href=\"https:\/\/userpilot.com\/blog\/build-in-app-surveys-saas\/\" target=\"_blank\" rel=\"noopener noreferrer\"> in-app surveys.<\/a><\/li>\n<\/ul>\n<h2 id=\"fdroi\">What is product-led growth for enterprise customers?<\/h2>\n<p>Product-led growth (PLG) for enterprise customers is a business strategy that focuses on using the product itself as the main driver of <a href=\"https:\/\/userpilot.com\/blog\/customer-acquisition\/\" target=\"_blank\" rel=\"noopener noreferrer\">customer acquisition<\/a>, retention, and <a href=\"https:\/\/userpilot.com\/blog\/account-expansion-saas\/\" target=\"_blank\" rel=\"noopener noreferrer\">expansion<\/a> within the enterprise software market.<\/p>\n<p>The approach is characterized by <a href=\"https:\/\/userpilot.com\/blog\/product-centric-vs-customer-centric\/\" target=\"_blank\" rel=\"noopener noreferrer\">user-centric <\/a>product design that enables users to realize the product value<a href=\"https:\/\/userpilot.com\/blog\/frictionless-customer-experience\/\" target=\"_blank\" rel=\"noopener noreferrer\"> with minimum friction<\/a>. This translates into increased customer satisfaction leading to higher retention and <a href=\"https:\/\/userpilot.com\/blog\/saas-metrics-101-ltv-lifetime-value\/\" target=\"_blank\" rel=\"noopener noreferrer\">customer lifetime value.<\/a><\/p>\n<p>Product-led growth allows quick and sustainable growth and is aligned with the trend to empower end-users within enterprise organizations to try, buy, and expand their <a href=\"https:\/\/userpilot.com\/blog\/product-usage-metrics\/\" target=\"_blank\" rel=\"noopener noreferrer\">product usage<\/a> independently.<\/p>\n<h2 id=\"3uj7\">Product-led growth strategy vs. sales-led growth strategy for enterprise<\/h2>\n<p><a href=\"https:\/\/userpilot.com\/blog\/product-led-vs-sales-led\/\" target=\"_blank\" rel=\"noopener noreferrer\">Sales-led growth and product-led growth<\/a> are 2 different approaches to customer acquisition and product expansion.<\/p>\n<p>In the traditional sales-led approach, it&#8217;s the enterprise sales team that nurtures potential buyers and eventually closes the deals.<\/p>\n<p>In contrast,<a href=\"https:\/\/userpilot.com\/blog\/plg-companies\/\" target=\"_blank\" rel=\"noopener noreferrer\"> product-led companies<\/a> aim to reduce the dependence on sales teams to drive customer acquisition and retention. They rely on<a href=\"https:\/\/userpilot.com\/blog\/product-virality\/\" target=\"_blank\" rel=\"noopener noreferrer\"> product virality<\/a> and <a href=\"https:\/\/userpilot.com\/blog\/customer-advocacy\/\" target=\"_blank\" rel=\"noopener noreferrer\">customer advocacy<\/a> to gain a foothold in enterprise organizations before expanding from within.<\/p>\n<p>It doesn&#8217;t mean, however, that PLG companies don&#8217;t need sales or <a href=\"https:\/\/userpilot.com\/blog\/how-to-build-saas-product-marketing-team\/\" target=\"_blank\" rel=\"noopener noreferrer\">marketing teams. <\/a>Even the most successful PLG organizations use a combination of both PLG and sales tactics in what we call <a href=\"https:\/\/userpilot.com\/blog\/product-led-sales\/\" target=\"_blank\" rel=\"noopener noreferrer\">product-led sales.<\/a><\/p>\n<p>This is particularly the case in the <a href=\"https:\/\/userpilot.com\/blog\/enterprise-saas-marketing\/\" target=\"_blank\" rel=\"noopener noreferrer\">enterprise <\/a>software context.<\/p>\n<h2 id=\"352n0\">What are the challenges of PLG for enterprise companies?<\/h2>\n<p>You will often hear that product-led growth and <a href=\"https:\/\/userpilot.com\/blog\/enterprise-saas-marketing\/\" target=\"_blank\" rel=\"noopener noreferrer\">enterprise<\/a> companies don&#8217;t go together.<\/p>\n<p>While it&#8217;s a massive exaggeration, there are a couple of reasons why implementing PLG for enterprise products can be tricky.<\/p>\n<h3 id=\"ahi9m\">Enterprise products are hard to experience and explain<\/h3>\n<p>In product-led growth, users explore the product independently through<a href=\"https:\/\/userpilot.com\/blog\/freemium-free-trial-jana-frejova-spendesk\/\" target=\"_blank\" rel=\"noopener noreferrer\"> free trials or freemium<\/a>. If the product delivers value and helps them achieve their goals in less time, they gradually adopt it and <a href=\"https:\/\/userpilot.com\/blog\/how-to-boost-trial-to-paid-conversion\/\" target=\"_blank\" rel=\"noopener noreferrer\">convert into paying customers.<\/a><\/p>\n<p>The problem is that enterprise products are often more <a href=\"https:\/\/userpilot.com\/blog\/plg-for-complex-products\/\" target=\"_blank\" rel=\"noopener noreferrer\">complex <\/a>than solutions for small or medium-sized companies.<\/p>\n<p>This means it&#8217;s more difficult for a person to discover what the product has to offer on their own, without help from a sales rep or<a href=\"https:\/\/userpilot.com\/blog\/customer-success-roles\/\" target=\"_blank\" rel=\"noopener noreferrer\"> customer success manager<\/a>.<\/p>\n<p>This reduces the ability of companies to use the product as the sole <a href=\"https:\/\/userpilot.com\/blog\/customer-acquisition-channels\/\" target=\"_blank\" rel=\"noopener noreferrer\">driver of customer acquisition.<\/a><\/p>\n<h3 id=\"d4o3i\">Traditional enterprise sales are complex<\/h3>\n<p>In the enterprise sector, it&#8217;s not only the products but also the <a href=\"https:\/\/userpilot.com\/blog\/saas-sales-process-stages\/\" target=\"_blank\" rel=\"noopener noreferrer\">sales processes<\/a> that are more complex.<\/p>\n<p>For once, it&#8217;s rarely one individual who has the power to make purchasing decisions. More often than not, large organizations have to follow complex and lengthy decision-making processes with lots of back and forth between stakeholders.<\/p>\n<p>There are also more regulations that they have to comply with, for example, data privacy, accessibility, or contract and procurement laws.<\/p>\n<p>A dedicated sales team is often the only way to navigate the process and negotiate the deal.<\/p>\n<h2 id=\"6oclp\">Best practices for integrating PLG into the traditional enterprise model<\/h2>\n<p>Even though product-led growth may not be the most suitable for an enterprise business, you can still use many of the techniques to aid your sales team and deliver a <a href=\"https:\/\/userpilot.com\/blog\/customer-experience-improvement\/\" target=\"_blank\" rel=\"noopener noreferrer\">better customer experience.<\/a><\/p>\n<h3 id=\"8lj25\">Offer multiple ways to experience the product<\/h3>\n<p>A freemium or free trial may not work if the product is complex or the end users don&#8217;t make the actual purchasing decisions.<\/p>\n<p>This doesn&#8217;t mean that <a href=\"https:\/\/userpilot.com\/blog\/free-trial-and-product-demo\/\" target=\"_blank\" rel=\"noopener noreferrer\">sales demos <\/a>are the only way to explain the <a href=\"https:\/\/userpilot.com\/blog\/product-value\/\" target=\"_blank\" rel=\"noopener noreferrer\">product value<\/a> to potential customers. For example, you could create an interactive demo or provide <a href=\"https:\/\/userpilot.com\/blog\/demo-content\/\" target=\"_blank\" rel=\"noopener noreferrer\">demo content <\/a>that allows users to simulate actual product usage and <a href=\"https:\/\/userpilot.com\/blog\/customer-perceived-value\/\" target=\"_blank\" rel=\"noopener noreferrer\">experience its value.<\/a><\/p>\n<h3 id=\"6vsmh\">Offer a self-service experience wherever possible<\/h3>\n<p>If it works, the self-service model is always more cost-effective than traditional sales processes. That&#8217;s why it&#8217;s always worth trying to embed self-serve elements in your sales <a href=\"https:\/\/userpilot.com\/blog\/user-funnel\/\" target=\"_blank\" rel=\"noopener noreferrer\">funnel<\/a> whenever possible.<\/p>\n<p>For example, if your sales team uses benchmarks to sell the product, you could develop a website or <a href=\"https:\/\/userpilot.com\/blog\/video-tutorials\/\" target=\"_blank\" rel=\"noopener noreferrer\">video resource<\/a> that allows users to get familiar with the data on their own.<\/p>\n<p>Or even if the company is not ready to make software purchases by credit card just yet, they might be happy to upgrade to a higher plan or add extra seats in this way.<\/p>\n<p>You can also massively <a href=\"https:\/\/userpilot.com\/blog\/improve-customer-satisfaction-saas\/\" target=\"_blank\" rel=\"noopener noreferrer\">increase customer satisfaction<\/a> and reduce costs by providing <a href=\"https:\/\/userpilot.com\/blog\/self-service-support-saas\/\" target=\"_blank\" rel=\"noopener noreferrer\">self-service support. <\/a>Most users prefer not to talk to support agents if they don\u2019t have to, so providing a <a href=\"https:\/\/userpilot.com\/blog\/knowledge-base-benefits\/\" target=\"_blank\" rel=\"noopener noreferrer\">knowledge base <\/a>with product documentation is an easy win.<\/p>\n<figure class=\"video strchf-type-video regular strchf-size-regular strchf-align-center\">\n<div class=\"embed-container\">\n<div style=\"max-width: 100%; position: relative; height: 400px;\"><iframe loading=\"lazy\" style=\"position: absolute; top: 0px; left: 0px; width: 100%; height: 100%; border: none;\" title=\"The Product-led Growth Playbook for Complex Products By Leah Tharin\" src=\"https:\/\/www.youtube.com\/embed\/wDoVyvVRQqc?feature=oembed\" width=\"200\" height=\"113\" frameborder=\"0\" allowfullscreen=\"allowfullscreen\"><\/iframe><\/div>\n<\/div><figcaption><a href=\"https:\/\/userpilot.com\/blog\/leah-tharin\/\">Leah Tharin<\/a>: PLG for enterprise and complex products.<\/figcaption><\/figure>\n<h3 id=\"en0tn\">Create a personalized onboarding flow to activate new users<\/h3>\n<p>Once your users get inside the product, enterprise or not, it&#8217;s imperative that they quickly learn how to use it to achieve their goals.<\/p>\n<p>To help them with that, invest in <a href=\"https:\/\/userpilot.com\/blog\/personalized-onboarding-for-saas\/\" target=\"_blank\" rel=\"noopener noreferrer\">personalized onboarding<\/a> experiences that focus on the key features relevant to their use cases.<\/p>\n<p>When the user first logs into the product, <a href=\"https:\/\/userpilot.com\/blog\/welcome-survey\/\" target=\"_blank\" rel=\"noopener noreferrer\">ask individual users<\/a> about their role in the company and objectives and trigger the right <a href=\"https:\/\/userpilot.com\/blog\/onboarding-flow-best-practices\/\" target=\"_blank\" rel=\"noopener noreferrer\">onboarding flow <\/a>based on their responses.<\/p>\n<figure class=\"image strchf-type-image regular strchf-size-regular strchf-align-center\"><picture><source srcset=\"https:\/\/blog-static.userpilot.com\/blog\/wp-content\/uploads\/2026\/03\/welcome-survey-plg-for-enterprise_035a297aecf9d2a8ce3ae4c35f2da907_800.png 1x, https:\/\/images.storychief.com\/account_6827\/welcome-survey-plg-for-enterprise_035a297aecf9d2a8ce3ae4c35f2da907_1600.jpg 2x\" media=\"(max-width: 768px)\" \/><source srcset=\"https:\/\/blog-static.userpilot.com\/blog\/wp-content\/uploads\/2026\/03\/welcome-survey-plg-for-enterprise_035a297aecf9d2a8ce3ae4c35f2da907_800.png 1x, https:\/\/images.storychief.com\/account_6827\/welcome-survey-plg-for-enterprise_035a297aecf9d2a8ce3ae4c35f2da907_1600.jpg 2x\" media=\"(min-width: 769px)\" \/><img decoding=\"async\" src=\"https:\/\/blog-static.userpilot.com\/blog\/wp-content\/uploads\/2026\/03\/welcome-survey-plg-for-enterprise_035a297aecf9d2a8ce3ae4c35f2da907_800.png\" alt=\"Welcome survey\" \/><\/picture><figcaption>Welcome survey.<\/figcaption><\/figure>\n<h3 id=\"e69mf\">Prompt in-app messages to boost feature discovery<\/h3>\n<p>Contextual<a href=\"https:\/\/userpilot.com\/blog\/in-app-messaging\/\" target=\"_blank\" rel=\"noopener noreferrer\"> in-app messages<\/a> are a great tool for secondary onboarding.<\/p>\n<p>That&#8217;s the stage when users are familiar with the basic features and are ready to explore more complex functionality. This could be existing features or ones that you&#8217;re only <a href=\"https:\/\/userpilot.com\/blog\/software-rollout\/\" target=\"_blank\" rel=\"noopener noreferrer\">rolling out.<\/a><\/p>\n<p>For example, if you know that a user hasn&#8217;t used a particular feature that could save them time and energy, you prompt them to try it the next time they&#8217;re performing a particular task.<\/p>\n<figure class=\"image strchf-type-image regular strchf-size-regular strchf-align-center\"><picture><source srcset=\"https:\/\/blog-static.userpilot.com\/blog\/wp-content\/uploads\/2026\/03\/tooltip-builder-plg-for-enterprise_42655b30b07df00e3933da78c570c79f_800.webp 1x, https:\/\/images.storychief.com\/account_6827\/tooltip-builder-plg-for-enterprise_42655b30b07df00e3933da78c570c79f_1600.jpg 2x\" media=\"(max-width: 768px)\" \/><source srcset=\"https:\/\/blog-static.userpilot.com\/blog\/wp-content\/uploads\/2026\/03\/tooltip-builder-plg-for-enterprise_42655b30b07df00e3933da78c570c79f_800.webp 1x, https:\/\/images.storychief.com\/account_6827\/tooltip-builder-plg-for-enterprise_42655b30b07df00e3933da78c570c79f_1600.jpg 2x\" media=\"(min-width: 769px)\" \/><img decoding=\"async\" src=\"https:\/\/blog-static.userpilot.com\/blog\/wp-content\/uploads\/2026\/03\/tooltip-builder-plg-for-enterprise_42655b30b07df00e3933da78c570c79f_800.webp\" alt=\"Tooltip builder\" \/><\/picture><figcaption>Tooltip builder.<\/figcaption><\/figure>\n<h3 id=\"6714k\">Remove friction points from the customer journey<\/h3>\n<p>In-app messages are also an effective way to remove friction from the <a href=\"https:\/\/userpilot.com\/blog\/b2b-saas-customer-journey-map\/\" target=\"_blank\" rel=\"noopener noreferrer\">user journey.<\/a><\/p>\n<p>For example, if you know that lots of users fail to complete a task because they cannot find a feature on the dashboard, you can help them with a <a href=\"https:\/\/userpilot.com\/blog\/tooltip-ui-design\/\" target=\"_blank\" rel=\"noopener noreferrer\">tooltip <\/a>or hotspot.<\/p>\n<p>How do you find <a href=\"https:\/\/userpilot.com\/blog\/friction-points\/\" target=\"_blank\" rel=\"noopener noreferrer\">friction points<\/a>?<\/p>\n<p>Start with <a href=\"https:\/\/userpilot.com\/blog\/funnel-analysis\/\" target=\"_blank\" rel=\"noopener noreferrer\">funnel analysis <\/a>to track their conversions from one stage of the journey to another. Once you pinpoint the stage in the journey where users get stuck, conduct a more detailed analysis with tools like session recordings or paths\/journeys.<\/p>\n<p>This will help you to identify not just the root cause of friction but also how <a href=\"https:\/\/userpilot.com\/blog\/power-users\/\" target=\"_blank\" rel=\"noopener noreferrer\">successful users<\/a> manage to overcome it. You can then use the insights to guide other users.<\/p>\n<figure id=\"attachment_632576\" aria-describedby=\"caption-attachment-632576\" style=\"width: 1468px\" class=\"wp-caption alignnone\"><img decoding=\"async\" class=\"size-full wp-image-632576\" src=\"https:\/\/blog-static.userpilot.com\/blog\/wp-content\/uploads\/2026\/03\/funnel-settings-userpilot_625ed39682ce020a77794d9c15d49558.gif\" alt=\"\" width=\"1468\" height=\"832\" \/><figcaption id=\"caption-attachment-632576\" class=\"wp-caption-text\">Performing a funnel analysis.<\/figcaption><\/figure>\n<h3 id=\"9sv4v\">Identify and target active users to increase expansion revenue<\/h3>\n<p>One way to increase customer lifetime value and stimulate revenue growth is through <a href=\"https:\/\/userpilot.com\/blog\/upselling-techniques\/\" target=\"_blank\" rel=\"noopener noreferrer\">upsells<\/a>.<\/p>\n<p>In companies where the end users are also the decision-makers, this is fairly easy.<\/p>\n<p>You simply target them with contextual <a href=\"https:\/\/userpilot.com\/blog\/upselling-examples-saas\/\" target=\"_blank\" rel=\"noopener noreferrer\">upsell <\/a>messages and watch them convert. For example, when the user reaches their usage limit, you throw in the lifeline &#8211; an opportunity to upgrade to a plan with a higher cap.<\/p>\n<p>In enterprise companies, it may require a bit more creativity but it&#8217;s not possible. By <a href=\"https:\/\/userpilot.com\/blog\/product-usage-analytics-saas\/\" target=\"_blank\" rel=\"noopener noreferrer\">tracking product usage<\/a>, you can easily identify the power users within the organization.<\/p>\n<p>If you manage to convince them about the <a href=\"https:\/\/userpilot.com\/blog\/adding-value-to-products\/\" target=\"_blank\" rel=\"noopener noreferrer\">additional value<\/a> that higher plans can deliver, they might become your champions within the organization and lobby for the upgrade from the inside.<\/p>\n<figure class=\"image strchf-type-image regular strchf-size-regular strchf-align-center\"><picture><source srcset=\"https:\/\/blog-static.userpilot.com\/blog\/wp-content\/uploads\/2026\/03\/upsell-message-plg-for-enterprise_d8bf12e6bf46af0f59c312c3c42aa4eb_800.png 1x, https:\/\/images.storychief.com\/account_6827\/upsell-message-plg-for-enterprise_d8bf12e6bf46af0f59c312c3c42aa4eb_1600.jpg 2x\" media=\"(max-width: 768px)\" \/><source srcset=\"https:\/\/blog-static.userpilot.com\/blog\/wp-content\/uploads\/2026\/03\/upsell-message-plg-for-enterprise_d8bf12e6bf46af0f59c312c3c42aa4eb_800.png 1x, https:\/\/images.storychief.com\/account_6827\/upsell-message-plg-for-enterprise_d8bf12e6bf46af0f59c312c3c42aa4eb_1600.jpg 2x\" media=\"(min-width: 769px)\" \/><img decoding=\"async\" src=\"https:\/\/blog-static.userpilot.com\/blog\/wp-content\/uploads\/2026\/03\/upsell-message-plg-for-enterprise_d8bf12e6bf46af0f59c312c3c42aa4eb_800.png\" alt=\"Upsell message\" \/><\/picture><figcaption>Upsell message.<\/figcaption><\/figure>\n<h3 id=\"7hel3\">Collect and act on customer feedback to retain them<\/h3>\n<p><a href=\"https:\/\/userpilot.com\/blog\/customer-feedback-collection\/\" target=\"_blank\" rel=\"noopener noreferrer\">Collecting customer feedback <\/a>is essential for improving your product and <a href=\"https:\/\/userpilot.com\/blog\/customer-retention-strategies\/\" target=\"_blank\" rel=\"noopener noreferrer\">retaining <\/a>customers, regardless of their size.<\/p>\n<p>SaaS companies have the advantage over other industries that they can easily reach their customers with <a href=\"https:\/\/userpilot.com\/blog\/build-in-app-surveys-saas\/\" target=\"_blank\" rel=\"noopener noreferrer\">in-app surveys.<\/a><\/p>\n<p>Such surveys are straightforward to create and you can use them to collect both quantitative and <a href=\"https:\/\/userpilot.com\/blog\/qualitative-feedback\/\" target=\"_blank\" rel=\"noopener noreferrer\">qualitative <\/a>data.<\/p>\n<p>For example, you can trigger regular surveys to track such metrics as <a href=\"https:\/\/userpilot.com\/blog\/in-app-nps-survey\/\" target=\"_blank\" rel=\"noopener noreferrer\">NPS <\/a>or <a href=\"https:\/\/userpilot.com\/blog\/customer-effort-score-survey-template\/\" target=\"_blank\" rel=\"noopener noreferrer\">CES <\/a>and follow up with open-ended questions to gather more in-depth insights about the &#8216;why&#8217; behind the scores.<\/p>\n<figure class=\"image strchf-type-image regular strchf-size-regular strchf-align-center\"><picture><source srcset=\"https:\/\/blog-static.userpilot.com\/blog\/wp-content\/uploads\/2026\/03\/survey-plg-for-enterprise_cf6335059e44ecfb233669c1939ce86c_800.png 1x, https:\/\/images.storychief.com\/account_6827\/survey-plg-for-enterprise_cf6335059e44ecfb233669c1939ce86c_1600.jpg 2x\" media=\"(max-width: 768px)\" \/><source srcset=\"https:\/\/blog-static.userpilot.com\/blog\/wp-content\/uploads\/2026\/03\/survey-plg-for-enterprise_cf6335059e44ecfb233669c1939ce86c_800.png 1x, https:\/\/images.storychief.com\/account_6827\/survey-plg-for-enterprise_cf6335059e44ecfb233669c1939ce86c_1600.jpg 2x\" media=\"(min-width: 769px)\" \/><img decoding=\"async\" src=\"https:\/\/blog-static.userpilot.com\/blog\/wp-content\/uploads\/2026\/03\/survey-plg-for-enterprise_cf6335059e44ecfb233669c1939ce86c_800.png\" alt=\"In-app survey\" \/><\/picture><figcaption>In-app survey.<\/figcaption><\/figure>\n<div class=\"poptin-embedded\" data-id=\"616a658c4a50a\"><\/div>\n<h2 id=\"7r5qc\">Examples of successful enterprise product-led growth companies<\/h2>\n<p>Now that we know how you can embed PLG strategies to aid enterprise software sales, let&#8217;s look at a few examples of <a href=\"https:\/\/userpilot.com\/blog\/plg-companies\/\" target=\"_blank\" rel=\"noopener noreferrer\">SaaS companies <\/a>that have successfully managed to do it.<\/p>\n<h3 id=\"1ijff\">SEON creates a personalized customer experience<\/h3>\n<p>Companies used to believe that fraud prevention software was too complex for the PLG model. And then came SEON and showed that it was possible.<\/p>\n<p>One PLG tactic that they use is<a href=\"https:\/\/userpilot.com\/blog\/saas-personalized-user-experience\/\" target=\"_blank\" rel=\"noopener noreferrer\"> personalization of the customer experience.<\/a><\/p>\n<p>When the user logs into the product for the first time, a welcome survey pops out. It asks users about their objectives and uses the information to personalize their onboarding and dashboard.<\/p>\n<figure class=\"image strchf-type-image regular strchf-size-regular strchf-align-center\"><picture><source srcset=\"https:\/\/blog-static.userpilot.com\/blog\/wp-content\/uploads\/2026\/03\/seon-plg-for-enterprise_09ae9fbf4bba60da5c1c6cd5e6c3d6c7_800.png 1x, https:\/\/images.storychief.com\/account_6827\/seon-plg-for-enterprise_09ae9fbf4bba60da5c1c6cd5e6c3d6c7_1600.jpg 2x\" media=\"(max-width: 768px)\" \/><source srcset=\"https:\/\/blog-static.userpilot.com\/blog\/wp-content\/uploads\/2026\/03\/seon-plg-for-enterprise_09ae9fbf4bba60da5c1c6cd5e6c3d6c7_800.png 1x, https:\/\/images.storychief.com\/account_6827\/seon-plg-for-enterprise_09ae9fbf4bba60da5c1c6cd5e6c3d6c7_1600.jpg 2x\" media=\"(min-width: 769px)\" \/><img decoding=\"async\" src=\"https:\/\/blog-static.userpilot.com\/blog\/wp-content\/uploads\/2026\/03\/seon-plg-for-enterprise_09ae9fbf4bba60da5c1c6cd5e6c3d6c7_800.png\" alt=\"PLG for Enterprise: SEON welcome survey\" \/><\/picture><figcaption>PLG for Enterprise: SEON welcome survey.<\/figcaption><\/figure>\n<h3 id=\"134jf\">Airtable increases feature discovery with tooltips<\/h3>\n<p>Airtable is a cloud-based collaboration platform that allows teams to collectively create and manage databases.<\/p>\n<p>Although it boasts a user-friendly interface, it&#8217;s a fairly complex product with tons of features.<\/p>\n<p>To help users <a href=\"https:\/\/userpilot.com\/blog\/improve-feature-discovery-product-adoption\/\" target=\"_blank\" rel=\"noopener noreferrer\">discover the features<\/a> that they need to complete their tasks, it prompts <a href=\"https:\/\/userpilot.com\/blog\/in-app-guidance-saas\/\" target=\"_blank\" rel=\"noopener noreferrer\">in-app guidance<\/a> in the form of contextual tooltips. As soon as you hover over a feature, a <a href=\"https:\/\/userpilot.com\/blog\/onboarding-tooltips-saas\/\" target=\"_blank\" rel=\"noopener noreferrer\">tooltip <\/a>explaining its purpose appears.<\/p>\n<figure class=\"image strchf-type-image regular strchf-size-regular strchf-align-center\"><picture><source srcset=\"https:\/\/blog-static.userpilot.com\/blog\/wp-content\/uploads\/2026\/03\/airtable-plg-for-enterprise_8d7f3223d1b56f45431ccffefe5028c2_800.webp 1x\" media=\"(max-width: 768px)\" \/><source srcset=\"https:\/\/blog-static.userpilot.com\/blog\/wp-content\/uploads\/2026\/03\/airtable-plg-for-enterprise_8d7f3223d1b56f45431ccffefe5028c2_800.webp 1x\" media=\"(min-width: 769px)\" \/><img decoding=\"async\" src=\"https:\/\/blog-static.userpilot.com\/blog\/wp-content\/uploads\/2026\/03\/airtable-plg-for-enterprise_8d7f3223d1b56f45431ccffefe5028c2_800.webp\" alt=\"PLG for Enterprise: Airtable tooltip\" \/><\/picture><figcaption>PLG for Enterprise: Airtable tooltip.<\/figcaption><\/figure>\n<h3 id=\"1nfd7\">Zoho CRM provides in-app support to retain users<\/h3>\n<p>Zoho CRM is a customer relationship management (CRM) and customer data platform designed to help businesses manage their customer interactions, sales processes, and <a href=\"https:\/\/userpilot.com\/blog\/customer-success-vs-customer-support\/\" target=\"_blank\" rel=\"noopener noreferrer\">customer support<\/a> in an organized and efficient way.<\/p>\n<p>How do they handle support for their own customers?<\/p>\n<p>Through <a href=\"https:\/\/userpilot.com\/blog\/in-app-customer-support\/\" target=\"_blank\" rel=\"noopener noreferrer\">in-app support.<\/a> Users get access to a chatbot that provides them with trouble-shooting guidance. This reduces the risk of users giving up and <a href=\"https:\/\/userpilot.com\/blog\/reasons-for-customer-churn\/\" target=\"_blank\" rel=\"noopener noreferrer\">churning<\/a>.<\/p>\n<figure class=\"image strchf-type-image regular strchf-size-regular strchf-align-center\"><picture><source srcset=\"https:\/\/blog-static.userpilot.com\/blog\/wp-content\/uploads\/2026\/03\/zoho-plg-for-enterprise_bd0039f31c7376468fb1ac53e78b80c0_800.png 1x, https:\/\/images.storychief.com\/account_6827\/zoho-plg-for-enterprise_bd0039f31c7376468fb1ac53e78b80c0_1600.jpg 2x\" media=\"(max-width: 768px)\" \/><source srcset=\"https:\/\/blog-static.userpilot.com\/blog\/wp-content\/uploads\/2026\/03\/zoho-plg-for-enterprise_bd0039f31c7376468fb1ac53e78b80c0_800.png 1x, https:\/\/images.storychief.com\/account_6827\/zoho-plg-for-enterprise_bd0039f31c7376468fb1ac53e78b80c0_1600.jpg 2x\" media=\"(min-width: 769px)\" \/><img decoding=\"async\" src=\"https:\/\/blog-static.userpilot.com\/blog\/wp-content\/uploads\/2026\/03\/zoho-plg-for-enterprise_bd0039f31c7376468fb1ac53e78b80c0_800.png\" alt=\"PLG for Enterprise: Zoho in-app support\" \/><\/picture><figcaption>PLG for Enterprise: Zoho in-app support.<\/figcaption><\/figure>\n<h3 id=\"abdgr\">Jira collects feedback for product improvements via an in-app survey<\/h3>\n<p>Jira is an enterprise-level project management tool from Atlassian and it&#8217;s used widely in software development.<\/p>\n<p>To collect customer feedback and <a href=\"https:\/\/userpilot.com\/blog\/customer-requests\/\" target=\"_blank\" rel=\"noopener noreferrer\">requests<\/a>, Jira uses <a href=\"https:\/\/userpilot.com\/blog\/in-app-surveys\/\" target=\"_blank\" rel=\"noopener noreferrer\">in-app surveys.<\/a><\/p>\n<p>These are triggered at regular intervals to track metrics like NPS and contextually to collect insights about particular aspects of the <a href=\"https:\/\/userpilot.com\/blog\/product-experience\/\" target=\"_blank\" rel=\"noopener noreferrer\">product experience.<\/a><\/p>\n<p>For example, when a user completes an action, a quick survey pops out to ask them about their experience while it&#8217;s still fresh in their mind.<\/p>\n<figure class=\"image strchf-type-image regular strchf-size-regular strchf-align-center\"><picture><source srcset=\"https:\/\/blog-static.userpilot.com\/blog\/wp-content\/uploads\/2026\/03\/jira-survey-plg-for-enterprise_9324dc6388d50821b792ac6a63a82ad8_800.webp 1x\" media=\"(max-width: 768px)\" \/><source srcset=\"https:\/\/blog-static.userpilot.com\/blog\/wp-content\/uploads\/2026\/03\/jira-survey-plg-for-enterprise_9324dc6388d50821b792ac6a63a82ad8_800.webp 1x\" media=\"(min-width: 769px)\" \/><img decoding=\"async\" src=\"https:\/\/blog-static.userpilot.com\/blog\/wp-content\/uploads\/2026\/03\/jira-survey-plg-for-enterprise_9324dc6388d50821b792ac6a63a82ad8_800.webp\" alt=\"PLG for Enterprise: Jira survey\" \/><\/picture><figcaption>PLG for Enterprise: Jira survey.<\/figcaption><\/figure>\n<h2 id=\"fmm2i\">Conclusion<\/h2>\n<p>Product-led growth and enterprise products don&#8217;t necessarily exclude each other.<\/p>\n<p>While enterprise products may be more complex and the sales funnel more complicated, PLG tactics can still be used to enhance the product and deliver a better customer experience.<\/p>\n<p>To see how <a href=\"https:\/\/userpilot.com\/\">Userpilot<\/a> can help you do this, <a href=\"https:\/\/userpilot.com\/userpilot-demo\/\" target=\"_blank\" rel=\"noopener noreferrer\">book the demo!<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Product-led growth and enterprise products don&#8217;t necessarily exclude each other. While enterprise products may be more complex and the sales funnel more complicated, PLG tactics can still be used to enhance the product and deliver a better customer experience.<\/p>\n","protected":false},"author":56,"featured_media":146906,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[82],"tags":[1607,1039,440,1678,292,124,5481,5671],"class_list":["post-146904","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-growth","tag-boost-growth","tag-drive-growth","tag-plg","tag-product-adoption-platform","tag-product-growth","tag-product-led-growth","tag-product-value","tag-self-service"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.2 (Yoast SEO v27.2) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>PLG for Enterprise: Best Practices for Scalable Business Growth<\/title>\n<meta name=\"description\" content=\"What&#039;s PLG for enterprise? 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