PLG vs Sales-Led Pricing Comparison Calculator
PLG (Product-Led Growth) pricing: $50-2K/mo self-serve, free tier, conversion 1-5% trial→paid. CAC $100-500. Sales-led: $5K-500K+ contracts, demos required, conversion 15-40% pipeline→close. CAC $5K-50K. Choose based on ACV, complexity, target persona.
PLG Economics
Low CAC, low conversion, fast scale. Free tier acquires, paid tier converts. Self-serve checkout. Time-to-value <1 hour critical.
Sales-Led Economics
High CAC, high conversion, slow scale. Demos, contracts, procurement, security review. Time-to-close 30-180 days. AE owns relationship.
Hybrid Common in B2B
Product self-serve for SMB ($0-5K ARR). Sales-led for mid-market ($25K-250K). Strategic sales for enterprise ($250K+). Slack, Notion, Atlassian — all hybrid.
Source and Disclaimer
OpenView SaaS Benchmarks 2025, Bessemer State of the Cloud 2025. ACV thresholds shift over time.
Source: OpenView, Bessemer, ProductLed. Last updated: May 2026.