Growth
Growth
PQLs Are the New MQL
The signals that predict conversion aren't email opens and webinar sign-ups — they're the sequence of features a user adopts in their first week.
Growth
Consumption Comp Won't Kill ACV, It'll Absorb It
Databricks' usage-based rep pay isn't the death of bookings comp; it's a maturity stage that only works after ACV comp funds the land.
Growth
The Activation Metric Problem
58% of B2B SaaS runs PLG, but only 34% track activation — that gap is the whole PLG story in one statistic.