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The devtools sales playbook
One of the reasons we started Correlated was based on our experience building and selling products to developers. PLG is a natural GTM motion for devtools because developers often like to self-onboard and tinker before making a decision on adopting a product and ultimately buying it. As a result the best approach for selling software to developers is quite a bit different than with other categories. In this guide we walk through some of our lessons learned in an effort to help founders and salespeople at devtools companies more effectively go-to-market.
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Insider TipsThe devtools sales playbook
One of the reasons we started Correlated was based on our experience building and selling products to developers. PLG is a natural GTM motion for devtools because developers often like to self-onboard and tinker before making a decision on adopting a product and ultimately buying it. As a result the best approach for selling software to developers is quite a bit different than with other categories. In this guide we walk through some of our lessons learned in an effort to help founders and salespeople at devtools companies more effectively go-to-market.
Insider TipsWhy you need Correlated to run your PLG motion, even if you have Reverse ETL
Learn what Reverse ETL is and why it’s a powerful tool, as well as why you still need a product-led sales tool like Correlated to drive your go-to-market. The most amazing thing about PLG is that if you get it right, you can truly scale your revenue in an exponential way. By combining Reverse ETL with Correlated, you’ll be well on your way to driving an efficient, product-led revenue engine!
Insider TipsCase Study: How Intercom uses Correlated to drive expansion revenue
When Intercom decided they wanted to build a world class Product Led Sales motion to drive expansion and cross-sell, they turned to Correlated to help. In a few short weeks they were generated an increase in 218% in expansion pipeline and now they're using Correlated Playbooks for a wide variety of GTM Playbooks. Read this case study to learn why Intercom chose Correlated and see how they are driving expansion and cross-sell.
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Insider TipsA deep dive into driving expansion with automated workflows
A deep dive into building automated expansion playbooks that work using Correlated and ZoomInfo. How to leverage product based intent triggers to sell more effectively with specific examples.
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Insider TipsHow to do B2B account scoring, a practical guide
Getting account scoring right can significantly improve the efficiency of your business by allocating resources towards the best accounts. But how is account scoring different than lead scoring, why do you need it, and why is it so hard to build scoring models the right way? This guide walks through methods of account scoring and how to implement them so you can drive more revenue for your business.
Insider TipsWhen should you chart your PQL/PQA journey?
Are you an early-stage founder, startup, or a scale-up wondering what you need todo to jump on the PQL / PQA bandwagon? If so, this post walks you through how to think about implementing product-led lead scoring in your business.
Insider TipsDrive Expansion Revenue using Correlated's Customer Lifecycle Scoring
Learn how to build playbooks using Correlated's new Customer Lifecycle Scores that drive expansion revenue. Combine data from different sources to identify high intent users and accounts. Trigger emails and alerts from sales teams that convert.
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Insider TipsWhy PLG Marketers are using Marketo and Correlated together
Marketo is an extremely powerful marketing automation platform. Many leading marketing teams at Product Led Growth (PLG) companies have adopted it to power lead scoring and customer lifecycle campaigns. Unfortunately Marketo on its own has a few limitations.
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Insider TipsThe Secret to Upgrading Lead Scoring: Hitting Multiple Stages of the Funnel with PQLs and PQAs
Why one lead score doesn’t work: how to utilize lead scoring across your customer lifecycle. Lead scoring currently prioritizes website sign ups and firmographic or demographic criteria, but this misses a lot of lifecycle stages.
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Insider TipsSalesforce for Product-Led: How to add and update your best PQLs and PQAs
Bringing existing Salesforce implementations into the new world of PLG has proven to be one of the most complex challenges companies face. Many companies are unsure what data to pipe into Salesforce and how to route leads who may or may not be relevant to sales. Here are some ways to handle it!
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Insider Tips3 Reasons to Move from Sales Led to Product Led
Moving from a traditional go-to-market motion (often called Sales-Led or Marketing-Led) to a product-led growth strategy is no easy walk in the park. Knowing that it’s such a big change, why are many companies still eager to make the swap? Here are 3 common reasons.
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Insider TipsWhat is PLG Orchestration?
PLG orchestration is an umbrella term for the processes, team setup, tools, and practices a company uses to run their product-led strategy. Here's a breakdown of how product led growth (PLG) companies should be thinking about their go-to-market strategy, and with that – what tools and processes they need to be most effective.
Insider TipsPQL & Product Led Revenue Platform: Build or Buy?
Can you build your own product led revenue platform internally? Probably. But it might come at a cost of not fully enabling your team with the context and real-time insights they need, not to mention the time spent internally to build and consistently maintain these systems. Let's weigh the pros and cons together!
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Insider TipsHow Reveal used PQLs to generate >$400,000 in revenue using Correlated
As a PLG company, Reveal was experiencing rapid growth via self-serve and freemium. Using Correlated, they uncover hundreds of product qualified lead (PQL) opportunities per month, $400,000+ in revenue pipeline generated, and run over 70 automated product led revenue playbooks.
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Insider TipsChecklist: Data You Need to Track for Product Led Growth Success (21 data points)
The data you need for PLG is different. Here are the key events, customer lifecycle data points, and firmographic data points that you should be tracking to be successful in your product-led revenue efforts.
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Insider TipsHow Growth teams are driving more revenue from self-serve users
Leading Growth teams at PLG companies are starting to leverage dynamic personalization targeting self-serve users to drive conversion rates higher and generate more pipeline. Read on to find out why the current "spray and pray" approach to targeting self-serve doesn't work and how to leverage personalization to drive better results!
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Insider Tips5 challenges Data Teams face supporting PLG revenue teams and how to address them
After speaking to hundreds of product-led companies, we identified 5 common obstacles data teams need to address when it comes to enabling GTM teams with product data. In this post, we’ll elaborate on these challenges and give suggestions on how to address them.
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Insider TipsHow to set up your data for PLG using Hightouch, BigQuery, Salesforce, and Segment
Some practical tips on how to set-up your data warehouse and the modern data stack to drive a PLG GTM motion. Customer data is the life blood of Product Led Growth (PLG) strategy. With data about your customers centralized in a data warehouse, you can provide them with the most relevant and proactive buying experience.
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Insider TipsTaking a walk, crawl, run approach to PLG
In this blog interview series, Brandon Redlinger, Senior Director of Product Marketing at Revenue.io talks through his view on the product led space, ideas for a move from sales-led to product-led, and his advice for a company thinking about making the switch.
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Insider TipsCulture isn’t what you say, Culture is what you do
Correlated has officially doubled in size since I started 120 days ago. There's something uniquely special about the experience of joining a startup so early, says Cotille Davis, Head of People Operations at Correlated. Read this full post to hear about Correlated's culture, values, and how we work together as a team.
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Insider TipsEmail examples and strategies for sales to engage and convert PQLs
Sales at a PLG company is incredibly rewarding, but it also comes with some challenges. In this post, we'll walk through knowing when to reach out, examples of emails to send, and other strategies for converting and expanding your users.
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Insider TipsHow to set up Segment CDP at a Product Led Growth (PLG) company
For SaaS companies there is an increasing focus on expanding revenue from users of your product. This means that tracking user behavior from initial sign up through to buying an enterprise package is critical. Here's a step by step guide for setting up Segment for Product Led Growth.
Insider TipsHow product should collaborate with sales in PLG companies
It’s easy to think that being product-led means that product is the end all be all. Your product should sell itself! Raise your hand ✋ if you know someone who believes this! However, you’re making a mistake if you’re ignoring sales.
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Insider TipsHow and what to send in your sales emails to Developers
Yes, There Are Screenshots. Here Are the Best Performing Emails and Lessons on How to Write Good Sales Emails to Developers, with Examples from Rockset, Auth0 and Datadog.
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Insider TipsA 5-Step Plan to Enable Data-Driven Decisions for Revenue Teams at Developer Tools Startups
Here's Your Step-By-Step Guide for Making Data-Driven Decisions at Developer Tools Startups. You'll Learn Things Like: The Basics of How Product Usage and Customer Data is Stored, Pointers on What Tools to Use in Your Data Stack, and Share Thoughts on How to Make Data Actionable for Revenue Teams.