Strategy
Scaling PLG to Enterprise: A 40-Person SaaS Scale-Up
Overview
What this challenge is about.
You are a growth strategist at TaskFlow. Your task is to propose a strategy to acquire enterprise customers without alienating the existing PLG base. Constraints: limited sales team (5 reps), no enterprise features yet, and a 6-month timeline to land first 5 enterprise accounts. Success means defining a hybrid go-to-market model, identifying necessary platform changes (e.g., SSO, audit logs), and creating a pricing tier. Deliverables include a GTM plan, a product roadmap for enterprise features, and a sales playbook.
The Brief
What you'll do, and what you'll demonstrate.
How can TaskFlow transition from a PLG model to a hybrid PLG + enterprise sales model without disrupting its existing user base or growth engine?
Earning criteria — what you'll demonstrate
- Design a hybrid go-to-market strategy combining PLG and enterprise sales
- Understand platform evolution from consumer to enterprise
- Analyze pricing and packaging for multi-sided platforms
- Evaluate trade-offs between user growth and revenue per user
Program Fit
Where this fits in your program.
Sharpens the same skills your degree expects you to demonstrate.
Skills
Skills you'll demonstrate.
Each one shows up on your verified credential.
Careers
Roles this prepares you for.
Real titles. Real skill bridges. Pick the one closest to your trajectory.
Career mappings coming soon.