Product-Led vs. Sales-Assisted: Differences in Time To Value

In a pure Product-Led Growth (PLG) model, the software does the hard work. The user signs up, configures, and wins—all without talking to a human. In a Sales-Assisted model, a human (CSM, Account Executive, or Onboarding Specialist) holds the user's hand.

Measuring TTV for these two motions requires completely different lenses.

The PLG Lens (Self-Serve)

The Vibe: Speed and Autonomy.
The User: Impatient. "Don't make me think."
The Benchmark: Minutes or Hours.
Key Driver: UI/UX Clarity.
Tivalio Strategy: Optimize the automated flow. Remove every click possible.

The Sales-Assisted Lens (Enterprise)

The Vibe: Relationship and Customization.
The User: Evaluative. "Make sure this fits my security policy."
The Benchmark: Days or Weeks.
Key Driver: The "First Kickoff Call" and White-Glove Setup.
Tivalio Strategy: Optimize the handover. Ensure the CSM has the data to guide the user.

The Hybrid Trap

Most successful SaaS companies eventually become Hybrid. You have 10,000 "Self-Serve" users and 50 "Enterprise" customers in the same database.

If you blend their TTV metrics, you get garbage.

The Enterprise users will look like "failed" Self-Serve users (too slow = 14 days).
The Self-Serve users will look like "low value" Enterprise users.

Segment or Die

You MUST filter your Tivalio dashboards by Plan Type or Acquisition Channel.

Dashboard A: "Free Trial TTV" (Target: < 24h).
Dashboard B: "Enterprise Onboarding TTV" (Target: < 14d).

The "Assisted" Value Moment

For Sales-led deals, the "Value Moment" might happen during a call.

CSM: "Okay, I've configured your account. Look at this screen."
Customer: "Wow, that's exactly what we needed."