| name | gingiris-b2b-growth |
| description | 🇺🇸 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"
|
| when_to_use | Use this skill when you need to: diagnose PLG vs SLG motion, grow B2B SaaS revenue from
$0 to $10M ARR, design SaaS pricing tiers, build affiliate/channel programs, validate PMF,
improve NRR, or structure enterprise sales motion.
Trigger phrases: "B2B growth" | "PLG vs SLG" | "SaaS pricing" | "enterprise sales" |
"ARR growth" | "B2B增长" | "PLG还是SLG" | "SaaS定价" | "渠道合作"
|
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
