The Product Led Revenue Blog
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MQL vs PQL: how product led companies find revenue opportunities (examples)
As companies make the transition to a product led growth strategy, the introduction of the product qualified lead (PQL) is essential to prioritizing sales outreach. Let’s breakdown the marketing qualified lead (MQL) and product qualified lead (PQL), along with a peek into how product-led companies are solving this today.
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Automate (almost) any PQL Playbook with Correlated Webhooks
Correlated makes it easy to identify PQLs and automate fine-tuned, personalized Playbooks by piping PQLs directly into downstream applications. With our new support for Webhooks, you’ll be able to connect Correlated to almost any application you can think of!
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Announcing the Correlated destination for Segment: send Product Qualified Leads (PQLs) to your revenue team
Our Segment integration makes it easy to send product qualified leads (PQLs) and product qualified accounts (PQAs) directly to your revenue teams so they're work on the customers most likely to drive revenue. It’s easy to get started with the launch of our public Segment destination!
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Product Led Growth Unlocked: explore Correlated’s new PQL Playbook Builder!
It’s never been easier to implement a product qualified lead (PQL) strategy! Correlated’s new PQL Playbook Builder provides the tooling you need to run a PQL strategy end-to-end, helping you: identify product qualified leads, create automated playbooks, and measure revenue goals and outcomes.Â

PQL & 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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Uncover and act on Product Qualified Leads (PQLs) by combining Salesloft with Correlated
Salesloft makes it possible to run consistent sales playbooks that align well with your product-led strategy. Correlated makes it possible to discover PQLs and send them to the right Salesloft cadences or directly to a sales rep depending on who the PQL is and what they’ve done in product.
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How 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.

Want PQLs? Leverage customer product usage data in your data warehouse to find better leads
Enabling sales and other go-to-market teams to convert more leads, expand existing revenue, and move the needle forward for their companies in the most efficient way possible through a product-led model is a difficult task. We’ve made it our mission at Correlated to help solve this.
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Checklist: 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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How 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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How to build a Product-Led Sales team
Building a product led sales team from the ground up or pivoting your sales team for a product led strategy is no easy feat. Here are some of the core responsibilities, how to drive alignment, and ultimately how you can increase pipeline with a product led sales team.
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5 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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Product Led Sales: what it is and how to get started
Product led sales means enabling your sales team with product usage insights so they can have insightful conversations with the right people, at the right time. Product usage data shows us what features people are using, how often they log in, if they're inviting other users to join their workspace, and so on.
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Level-Up Your PLG Game: use Correlated “Goals” to determine if your strategy is working
Goals make it easy to measure conversion rates throughout your entire customer lifecycle. Goals offer the best way to take a strategy from “we think this is what makes someone a successful customer” to “we know.” Read more.
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How 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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PLG Signals and Playbooks for Every Stage of the Customer Journey
Whether you’re just starting to make the leap into a product-led growth strategy, or you’ve been doing it for years and already have a definition for your first PQL (product qualified lead), this post will help you determine what other signals and playbooks leading PLG companies are using across their customer’s lifecycle.
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Who are Correlated's competitors?
Do people often ask you who your competitors are? SaaS buyers have gotten more savvy when it comes to the buying process and they’ll do quite a bit of research before jumping into any buying decisions. I thought I’d save everyone some time and just tell you all about our competitors.Â
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A Peek Into Hubspot's Product Led Revenue Strategy
HubSpot is a household name in the tech world at this point. Their product-led motion comes from two angles, says Carl Ferreira, their previous Sales Team Lead, and currently Director of Sales at Refine Labs. Hear how their team uses product data to inform sales actions.

Personalized email at scale: trigger Hubspot emails on customer behavior and product usage
Send automated emails, campaigns, and sequences based all through Hubspot, using your Correlated Signals. Learn what other companies are doing, how to get started, and best practices along the way.
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What’s new in Correlated? January 2022 recap
It’s been a busy start to 2022 and the Correlated team has shipped a ton of new features. Here’s a round up of the latest features in Correlated!
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How to run a sales-assisted PLG playbook
PLG revenue teams are often expected to sift through out-dated, complex dashboards to identify which customers to talk to and why. Correlated is changing that. We’ll walk through how you can discover the best customers and deliver those insights directly to your team to take action.
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Your Product Qualified Lead (PQL) strategy is wrong, here’s how to fix it
More product-led growth companies are developing a strategy around Product Qualified Leads (PQL), but many are frustrated by the results. Here’s how you can set-up your approach for success.
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Taking 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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Correlated and Census = Product Led Revenue Nirvana
By combining Correlated with Census, you’ll be able to easily build Signals and power downstream workflows for sales and CS teams to help uncover who to talk to, when to talk to them, and the right messaging to use. The result? Convert leads at a higher percentage and uncover more expansion revenue.
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Culture 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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How Duolingo increased conversion and retention with a new pricing tier
Duolingo is a language-learning website and mobile app. The company uses a freemium model: the app and the website are accessible without charge, although Duolingo also offers a premium service for a fee. Mateo Creamer worked with Duolingo as part of his MBA internship at Stanford.
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How Hightouch and Correlated can superpower your PLG Sales Stack
By combining Correlated with Hightouch, you’ll be able to leverage your existing data models in Hightouch to power Correlated, unlocking a ton of new revenue opportunities for your team. Reach the right person, at the right time, with the right message.
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5 Predictions for Product Led Revenue Trends in 2022
Somehow we’re almost at the end of 2021 and 2022 is right around the corner! As I look back at a explosive year for Correlated and the Product Led Revenue category, I can’t help but imagine what might lie ahead next year. Before we dive into 2022, let’s take a quick look at some of the top trends in 2021.
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Want to know which product signals are driving revenue? Build this Salesforce report
Product usage data is a sales person’s best friend for expansion revenue, converting trial users, or anything in between. With Correlated, you can use Salesforce Tasks to build powerful, meaningful reports that show which sales activity drives new opportunities and closed-won expansion deals. Here’s a step-by-step guide.
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Turn product usage insights into sales action with Correlated and Salesforce Tasks
If you aren’t using product usage insights to inform sales motions, you’re leaving revenue on the table. Providing your sales teams with actionable insights just got a whole lot easier with Correlated + Salesforce.
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How product usage can improve your Outreach Sequence conversion
Have you started using product usage-based Sequences in Outreach? Personalizing and automating your Outreach Sequences based on actions people took in your product improves the likelihood of conversion and expansion. Read the essential product usage signals you should be incorporating into your go-to-market motion today.
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How to build better, personalized sequences with Correlated and Salesloft
By combining Salesloft with Correlated, you can make your end-to-end sales motion even smarter by layering on data-driven insights, allowing you to reach out to the right customers at the right time based on what they are doing in your product
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3 Ways to Score PQLs and the Most Common PLG Challenges with Andrew Capland
Andrew lays out the 3 ways he sees most PLG companies scoring their Product Qualified Leads (PQL) and some of the challenges he faced in his role at Wistia, as well as working with a number of PLG teams at Delivering Value.
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Email 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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How SalesIntel’s sales team converts more trials with customer usage data
SalesIntel is a sales intelligence software company who offers free trials during their sales process. Here's a breakdown of how their sales team is looking at customer usage data to close more revenue.

OpenView's #PLG123 video on Correlated - see what they say
OpenView is one of the primary voices leading the Product Led Growth movement. Here's their take on what we're building at Correlated.
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How 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.
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The Four Pillars of Trimble’s Product Led Growth Strategy
Trimble is a publicly traded company with almost 8,000 employees. They're leveraging a product-led approach to driving expansion and cross-sell. Hear from Anne Hollander, Senior Director of Product Marketing and Growth at Trimble.
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Correlated is SOC 2 Type 2 Compliant
Correlated has completed SOC 2 Type 2 compliance as determined by an independent audit. By undergoing SOC 2 Type 2 compliance, any customer or partner that works with Correlated can be confident that we are taking security and privacy very seriously.

Correlated’s Hubspot CRM integration is now in Beta
If you’re using Hubspot as a CRM but are struggling to make it work for your product-led sales motion, we’ve got good news for you. Our Hubspot CRM integration is now available in Beta!

Correlated Launches to Bring Product Led Revenue to Market with $8.3M in Funding
We’re launching Correlated out of beta with some fantastic initial customers and $8.3 million to build the leading expansion platform for Product Led Revenue.

How 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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Want to drive expansion revenue? Sales needs to lead the charge
Previously, the SaaS sales process was linear, but product led growth is changing that. Read this blog to see the steps sales teams can take to own upsell and cross-sell to drive net dollar retention.
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What is Product-Led Revenue? Insights from IBM, Zoom, etc.
Don't Want to Listen to the Full Session? Here Are the Highlights from the Recent Webcast: "Product Led Revenue Best Practices" Co-Hosted by Correlated Labs' CEO, Tim Geisenheimer and Jorge Soto, the Head of Community at Reprise.
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What is Product Led Growth (PLG) and Why Should You Care?
See Why Product-Led-Growth is the Dominant Business Model for Today's Software Companies and How It Impacts Go-To-Market Teams like Sales, Marketing and Customer Success.
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What is a Product-Led Growth (PLG) CRM?
PLG CRM is a way for sales and go-to-market teams at product led companies to get insight into all users of their product whether they're on a free plan, trial version, or are paying customers.
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4 SQL queries to find customer engagement and expansion opportunities
Want to see which product signals are driving expansion and upsell at your company? Here are four SQL queries you can use to uncover user insights from your product data for your sales and revenue team.
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Three Ways Your Sales Team Should Use Product Signals
These are the Three Most Effective Ways We've Seen Sales Teams Use Product Signals to Drive Expansion and Upsell Opportunities.
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Why B2B SaaS Sales and Customer Success Teams Need a Revenue Expansion Platform
Is the Rise of Product-Led Growth Leaving Behind Sales and Customer Success Teams? Here's Why Teams Need a Revenue Expansion Platform.
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Product Qualified Leads (PQLs) are the key to revenue expansion
There is a Growing Trend Towards Bottoms-Up Adoption in Enterprise Software. Product Qualified Leads (PQLs) are Becoming Commonplace Metrics to Help Sales Teams Be More Effective at Closing New Deals and Expanding Revenue. What Else Can Sales Teams Do with Product Usage Data?
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The Ultimate Product Led Growth Tech Stack
Product Led Growth is table stakes for software companies but without a proper PLG tech stack, there’s not much teams can do to adopt a PLG motion. See software that the best PLG companies have adopted.
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How the best sales and CS teams are finding expansion opportunities with Slack
Know Exactly How Your Top Accounts are Using Your Product (for Better or for worse) in Real Time, Delivered Directly into Slack. Here’s How You Can Find New Customers and Expansion Opportunities with Product Signals Delivered When You Need Them.
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How 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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Want to uncover expansion and upsell at your PLG startup? Try SQL
One of the most important measures for a user’s potential value is how they are using your product. Knowing a bit of SQL can help jumpstart your process towards data-driven decision making.
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A 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.
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Correlated is SOC 2 Compliant
Correlated has completed SOC 2 Type 2 compliance as determined by an independent audit. This means we are following the highest standards of security, privacy and reliability in our product and processes.
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5 Playbooks for Sales Teams at PLG Companies to Close More Deals
Balancing new logos, expansion, and trying to figure out just the right message to send to your product users is a tall order. Let’s dive into the five ways the top sales teams at PLG companies use product data to increase sales and crush their quota.