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SaaS Metrics

Hybrid Growth (PLG + Sales)

Hybrid growth combines product-led acquisition with sales-assisted conversion for larger accounts or more complex use cases.

Updated 2026-01-24

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.

Why this matters

This term matters because small changes compound in SaaS metrics. Use consistent definitions by cohort and segment so you can diagnose retention, payback, and growth quality.

Practical checklist

  • Write a 1-line definition for "Hybrid Growth (PLG + Sales)" that your team will use consistently.
  • Keep the time window consistent (weekly/monthly/quarterly) when comparing trends.
  • Segment results (channel/plan/cohort) before drawing big conclusions from blended averages.
  • Sanity-check with a related calculator from the same category on MetricKit.
  • Read the related guide (e.g., PLG metrics hub: activation, trial conversion, stickiness, and adoption) for context and common pitfalls.

Where to use this on MetricKit

Calculators

  • CAC Calculator: Calculate Customer Acquisition Cost (CAC) from total acquisition spend and new customers.
  • Fully-loaded CAC Calculator: Calculate fully-loaded CAC by including paid spend plus sales & marketing costs (salaries, tools, and other acquisition costs).
  • LTV Calculator: Estimate customer Lifetime Value (LTV) using ARPA, gross margin, and churn rate.
  • LTV Sensitivity Calculator: See how gross profit LTV changes as churn and gross margin vary (simple 3x3 sensitivity).
  • LTV:CAC Calculator: Compute LTV:CAC ratio and CAC payback using ARPA, gross margin, churn, and CAC.

Guides