GTM Motion Chooser Deck
Fast recall reduces random GTM decisions.
When should PLG lead the motion? When the target ICP can reach meaningful value largely alone and buying risk stays low. Use product value as the main proof engine. Add human help later only where the account hits adoption friction. When should SLG lead the motion? When the target ICP cannot buy safely without human help, internal selling, or process navigation. A rep should reduce real risk, not compensate for vague targeting. PLG reflex vs. hybrid move Hybrid is strongest when product proof is real but organizational trust is not automatic yet. Broad market story vs. operating ICP Keep both,…
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