Most enterprise PLG conversations are about the early stages. This one is about what comes after: two or three years in, the motion is established, the initial sales-team battles are resolved, and you are operating at volume. What does the mature version actually look like? Panelists cover how the model has evolved at scale — the metrics that matter now versus early on, the organizational changes that became unavoidable, and where the hybrid model created new tensions the initial design did not anticipate. Attendee takeaways - How the metrics that matter in a mature hybrid GTM differ from those in year one, and when to make the switch - The organizational changes that become unavoidable once the PLG motion reaches scale - Where the hybrid model creates new tensions at scale that did not exist at the start, and how panelists have managed them

The activation playbook was written for knowledge workers with a laptop and a broadband connection. It does not translate cleanly to a warehouse operative with a handheld scanner, a field technician with a ruggedized tablet, or a store manager checking in for thirty seconds between shifts. Getting adoption in operational, industrial, and frontline B2B contexts requires a fundamentally different approach to onboarding, interface design, and what you even count as successful activation. This panel brings together operators who have built for those environments. Panelists will share the specific adaptations they made to their activation model for non-desk users: how they defined the first-value moment in a workflow context, how they designed onboarding for intermittent and interrupted use, how they measured adoption in environments where traditional analytics instrumentation does not work cleanly, and what the support model needs to look like when your user cannot easily stop and read a help article. Expect a practically grounded conversation with examples from manufacturing, logistics, retail, and field services.