Average Contract Value
<$25K
Below this threshold, SLG economics rarely justify the rep cost
PLG viable
Self-serve CAC scales with volume
ICP Sophistication
Technical
Buyer and user are the same person — can self-serve
PLG viable
Developer and analytics tools fit naturally
Time-to-Value
<24h
Aha moment achievable without human assistance
PLG viable
Weeks of TTV means SLG at acquisition layer
Product Complexity
Low
No integration, migration, or change management required
PLG viable
Complex products need sales-led delivery