Product-Led Sales
Product-led sales is a hybrid motion where the product drives self-serve adoption, then sales steps in only when usage signals an expansion or enterprise opportunity. It sits between pure product-led growth (no humans) and traditional sales-led growth (humans from the first touch). The product does the top-of-funnel work for free, and a salesperson engages product-qualified leads who've already found value.
This matters to a lean founder because it inverts the cost structure of sales. You're not cold-calling strangers or paying reps to chase unqualified pipeline. Instead, usage data tells you exactly who to call and why, often with the account, seats, and use case already visible. You add a human touch precisely where it lifts deal size, and nowhere else. It's the most capital-efficient way to layer revenue expansion on top of a self-serve base.