Sales assist should enter where adoption risk rises, not where leadership anxiety rises.
A RevOps manager activated the workspace alone, invited two teammates, and imported pipeline data. Usage is real, but wider adoption stopped once admin and rollout questions appeared. Use sales assist only at the mainstream-risk step PLG should carry discovery and early value. SLG should enter when the ICP needs a human to reduce rollout, procurement, or committee risk. Let the product prove user value first, then use a rep to help the account cross from champion excitement to early-majority confidence. The account has one active champion but no teammate invites yet. What is strongest? Two teammates are now active and…
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