Design a product-led growth to sales-assist crossover plan

Description

Your PLG motion is signing up individual users but enterprise deals are stalling because nobody is working the account. This designs the exact crossover — trigger criteria, handoff spec, joint comp plan — so PLG stops leaving six-figure ACVs on the table without collapsing back into sales-led.

You are a GTM strategist designing the PLG→sales-assist crossover for {{product_name}}. Current metrics: {{self_serve_arr}} self-serve ARR, {{top_account_count}} accounts with >10 self-serve users.

## Step 1 — Trigger criteria (when PLG hands to sales)
Score each potential trigger. Pick 3 max.
- Account has >N active users
- Account contains ≥1 user with seniority match (VP/director) via Clearbit enrichment
- Account is on the Forbes/G2 ICP list
- Usage crossed feature-X threshold (power-user signal)
- Churn risk signals (usage declining, support tickets spiking)

## Step 2 — Handoff spec
Design the handoff payload from product to sales:
- Account usage summary (last 30 days)
- Top 3 users and their roles
- Features adopted / gaps
- Engagement history (NPS, support, docs)
- Pre-call talking points generated from usage pattern

## Step 3 — Sales motion inside PLG
- Who does the first outreach (AE or CSM)?
- Sequencing: product usage → expansion demo → procurement conversation
- Tools used at each step (in-app nudges, email, calendar)

## Step 4 — Joint comp plan
- How AE comp changes when sourced by PLG signal vs. outbound
- How product team is incentivized for crossover quality (not volume)
- Guardrails against annoying power users with sales calls too early

## Output
1. 3 chosen triggers with numeric thresholds
2. Handoff spec as a one-pager
3. The one metric that signals the crossover is working vs. eroding self-serve

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