Product-Led Growth (PLG)

Product-Led Growth (PLG) is a way of growing a software company where the product does the selling. Instead of a salesperson reaching out first, people sign up themselves — usually through a free trial or a free tier — start using the product, and upgrade to a paid plan once they see the value.

This matters for scoring because PLG companies have a signal most others don't: product-usage data. How much someone actually uses the product is often the best predictor of whether they'll buy or expand, so scoring models at PLG (and "hybrid" companies that mix self-serve with a sales team) can fold in usage alongside the usual company-fit signals.