Why PLG Products Should Gate Enterprise Features Behind Usage

Episode 40 of Product-Led Growth with Fexingo digs into a counterintuitive strategy: instead of gating advanced features behind a paywall or contract, some PLG companies tie them to usage milestones. Lucas and Luna examine how Figma unlocked team libraries only after a certain number of collaborative projects, and how Notion delayed its admin panel until a workspace hit 10 members. They discuss the psychology — users earn features through demonstrated need, not just willingness to pay — and the metrics impact: higher activation rates, lower churn, and faster expansion revenue. They also warn about pitfalls, like confusing power users who hit usage limits too fast. The hosts frame this as a middle path between the generous self-serve model and the rigid enterprise sales motion, citing concrete data from a 2025 OpenView report. If you’re building a product that serves both individual users and teams, this episode offers a tactical framework for deciding what to gate and when. #ProductLedGrowth #PLG #UsageBasedPricing #FeatureGating #SaaS #EnterpriseFeatures #Figma #Notion #UserActivation #ExpansionRevenue #CohortAnalysis #ProductStrategy #SelfServe #Business #Technology #FexingoBusiness #BusinessPodcast #GrowthStrategy Keep every episode free: buymeacoffee.com/fexingo