Case Study: Enterprise PLG & Monetisation Strategy

How Arise GTM Designed a Product-Led Growth Model for a $50M+ ARR SaaS Company

Redesigning pricing, packaging, and onboarding to transition a complex, sales-led enterprise platform into a scalable product-led motion.

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Overview

Aquant is a $50M+ ARR SaaS platform delivering AI-powered service intelligence for enterprise field service organisations across medical equipment, foodservice, industrial equipment, and beyond.

Despite strong revenue and enterprise traction, Aquant’s growth model was primarily sales-led. Leadership recognised an opportunity to:

Accelerate user activation
Reduce friction in early adoption
Introduce usage-based monetisation
Expand beyond heavy enterprise deal cycles

Arise GTM was engaged to design a structured Product-Led Growth (PLG) strategy that aligned pricing, onboarding, and product value with scalable growth.

The Challenge

Aquant’s platform delivers deep AI analysis on service data — powerful, but complex.

Challenges included:

High onboarding friction
Limited visibility of value during early use
Sales-led engagement model limiting self-serve growth
Premium feature gating without structured upgrade paths
Usage tied to data processing capacity, complicating pricing

The core problem wasn’t demand.
It was how value was packaged, accessed, and monetised.

Objectives

The engagement focused on monetisation architecture redesign.

Defining a scalable PLG framework

Designing a usage-based pricing model aligned to product economics

Introducing free trial and freemium mechanics

Improving early user activation

Creating a clear path from self-serve to enterprise expansion

The Strategic Insight

Aquant’s value was strongest once customers saw their own data in action.

So instead of gating insight behind enterprise contracts, we designed a model where:

Users could upload data and see real value early
Usage thresholds introduced natural upgrade moments
Premium features aligned to backend processing costs
Pricing reflected product economics, not sales tradition

PLG was not replacing sales.
It was feeding sales with better-qualified, activated users.

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Our Approach

1. Value Mapping & Activation Design

Identified the critical “aha” moment within the product
Mapped onboarding milestones to activation metrics
Reduced friction during initial product interaction

3. Free Trial & Freemium Model

Built a hybrid model allowing limited data upload
Introduced credit-based usage during trial
Defined premium upgrade triggers based on usage depth

4. Enterprise Alignment

Ensured PLG model fed enterprise pipeline
Created clear expansion paths from self-serve to full contract
Maintained enterprise credibility while introducing accessibility

Why This Case Study Matters

This is not a startup PLG experiment.

This is a $50M+ ARR enterprise SaaS company evolving its growth model without destabilising revenue.

It demonstrates:

How to introduce PLG into complex enterprise software
How to align pricing to product economics
How to reduce activation friction at scale
How to design hybrid sales-led + product-led growth

Note that we engaged with Aquant at around the $20M ARR.

Case Study: Enterprise PLG & Monetisation Strategy

How Arise GTM Designed a Product-Led Growth Model for a $50M+ ARR SaaS Company

Overview

The Challenge

Objectives

The Strategic Insight

Our Approach

1. Value Mapping & Activation Design

2. Usage-Based Pricing Architecture

3. Free Trial & Freemium Model

4. Enterprise Alignment

Results

Why This Case Study Matters

Redesign Your Monetisation for Scalable Growth

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