Definition
Hybrid growth combines product-led acquisition with sales-assisted conversion for larger accounts or more complex use cases.
How to use it
- Define routing rules: when does a lead become sales-assisted-
- Measure by cohort to avoid over-crediting sales for self-serve conversions.
Measured as
Measure Hybrid Growth (PLG + Sales) on the same customer segment, time window, and revenue basis each time you review it.
Operator takeaway
- Define routing rules: when does a lead become sales-assisted-
- Measure by cohort to avoid over-crediting sales for self-serve conversions.
- Keep Hybrid Growth (PLG + Sales) consistent by cohort, segment, and period before you use it as a decision signal in planning or reporting.
- Interpret the metric alongside retention, margin, or payback so one ratio does not hide the real operating trade-off.
Next decision
- Read PLG metrics hub: activation, trial conversion, stickiness, and adoption if the decision depends on interpretation, policy, or trade-offs beyond the raw formula.
- Decide whether Hybrid Growth (PLG + Sales) is a growth, retention, or efficiency signal before you set targets around it.
Where to use this on MetricKit
Guides
- PLG metrics hub: activation, trial conversion, stickiness, and adoption: A practical hub for product-led growth metrics: activation rate, trial-to-paid, DAU/MAU and WAU/MAU stickiness, feature adoption, and PQL-to-paid conversion.
- Sales ops metrics hub: quota, pipeline, win rate, and capacity planning: A practical hub for sales ops planning: quota attainment, pipeline coverage, required pipeline, sales capacity with ramp, and OTE math.