How to Setup Product Qualified Leads
15
How to setup Product qualified leads
Transcript of How to Setup Product Qualified Leads
How to setup
Product qualified leads
Quick primerUse the customer stack to explain orchestration as closed loops.
Profile
Compute
Tracking
Messaging
Action
PQL-powered outreach grew account value and usage by 30%
Using product usage data to direct sales to the right accounts and cue them with what to say, DigitalOcean this drove an average 30% increase in account value across a cohort of their 500,000 customer accounts
Product qualified leads eliminated 30% of leads from Appcues’ sales funnel
You don’t need to be DigitalOcean’s size and scale. Working with Appcues, we slashed 30% of their trial leads from sales funnel, whilst also giving sales the insights and reasoning how the account was getting value for
outreach.
Messaging
Tracking
Compute
Profile
Action
Can sales say something better than “let’s have a call”.
Use product usage data to inform sales who is getting value.
Compute
Profile
Action
Messaging
Tracking
➔ Analytics tools➔ Product database
But “streams” of product usage data are not easy to sync straight to CRMs. Compute
Profile
Action
Messaging
Tracking
➔ Every action➔ For every person➔ In every account Compute
Profile
Action
And it’s overwhelming to sales reps.
Messaging
Tracking
Transform “streams” of user actions into a CRM-friendly, rep-friendly insights.
Action
➔ projects_created = 24➔ last_active = 2 days ago➔ trial_limits_modal_viewed = TRUE
Profile
Tracking
Messaging
Compute
Enrich profiles with company data too.
Messaging
Action
Compute
➔ employee_count = 500➔ industry = software
Profile
Tracking
Create a real-time segment of product qualified leads
Messaging
Action
Compute
Profile➔ Latest actions➔ Updated segments
Tracking
Sync product qualified leads to your sales CRM. Action
Profile
Tracking
Compute
Messaging
➔ New PQLs added➔ Fading PQLs removed
Have reps engage each user based on the actions they’ve just taken
Action
Profile
Tracking
Compute
Messaging
Action
Profile
Tracking
Compute
MessagingContinue to engage qualified accounts➔ Automated insights for reps➔ Proactive messages➔ Personalised to user actions
Explore orchestrations for your teamshull.io/recipes
Action
Compute
Messaging
Tracking
Profile
