Failure 01
Launch Before Instrumenting
Adding a free tier before adding analytics. You cannot define PQL thresholds or measure activation.
Flying blind from day 1
Failure 02
Skip Compensation Alignment
Sales reps get no commission on self-serve conversions, so they steer every lead to a discovery call.
Sales quietly undermines PLG
Failure 03
Treat PLG as Pure Self-Serve
Removing sales entirely. The outperformers run Product-Led Sales, not pure self-serve.
Reposition sales, don't remove it