A 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.

Tim Geisenheimer

Correlated is an official Hightouch destination!

Correlated is an official destination of Hightouch, a leading Reverse ETL solution that allows you to sync data from your warehouse to 125+ SaaS tools (now including Correlated 🎉) in a matter of minutes.

Matty Leech

B2B lead scoring best practices in 2023

Getting lead scoring right can significantly improve the efficiency of your business by allocating resources towards the best leads. But what is it, why do you need it, and why is it so hard to build lead scoring models the right way? This post walks through methods of lead scoring and how to implement them.

Diana Hsieh

When 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.

Priya Bhatia

Drive 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.

Matty Leech

Announcing Customer Lifecycle Scoring: Target your best customers using AI-powered propensity scores

Diana Hsieh

Why 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.

Tim Geisenheimer

2023 Product Led Revenue Predictions

This post grades predictions for 2022 and provides five predictions for Product Led Revenue trends we're likely to see in 2023.

Tim Geisenheimer

Introducing Correlated’s Newest Integration: Marketo

We are excited to announce the integration of Correlated and Marketo! With this integration, you can now automatically create or update leads in Marketo, and then enroll customers in your Smart Campaigns, making it possible to fully automate nurture campaigns throughout the customer journey.

Matty Leech

The 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.

Tim Geisenheimer

Salesforce 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!

Matty Leech

3 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.

Breezy Beaumont

How Correlated’s PQL scoring works

If you’ve been following along with best practices in the PLG space, you’ve probably heard of PQL Scoring. PQL Scores help product-led companies monetize their user base by identifying which accounts have the highest likelihood to convert. Here's how they work at Correlated.

Diana Hsieh

What’s new at Correlated? September 2022 PLG update

It’s the dog days of summer, but in between enjoying some sunny days, we’ve had a busy September filled with many highly-requested releases here at Correlated! Here’s an overview of some of the features we’ve recently launched.

Tim Geisenheimer

What 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. 

Tim Geisenheimer

Correlated launches PQL Scoring to accelerate your product-led strategy

We've spent the last 18 months building Correlated to scratch an itch that we personally experienced. Today we're launching PQL scoring so you can leverage machine learning to automatically uncover your best PQLs and PQAs.

Tim Geisenheimer

3 Examples of PQLs from Product-led Companies

If you’ve been following the evolution of product-led growth, you’ve probably heard of PQLs. PQL stands for “Product Qualified Lead”. They are similar to MQLs (Marketing Qualified Leads) in that they are “qualified” leads, but PQLs are qualified when users do certain things in the product, whereas MQLs are qualified when prospects engage in certain ways with the company’s marketing assets. 

Diana Hsieh

Now in Beta: Correlated’s ML-Powered PQL Scoring Engine

If you’re looking to implement PQLs without devoting months of engineering time and countless dollars in resources, you’re in luck! With Correlated’s new PQL Scoring Engine powered by Machine Learning, you can set up PQLs and PQAs with just a few button clicks. Correlated handles all the hard work.

Diana Hsieh

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.

Breezy Beaumont

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!

Diana Hsieh

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!

Tim Geisenheimer

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. 

Matty Leech

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!

Breezy Beaumont

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.

Diana Hsieh

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.

Diana Hsieh

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.

Matty Leech

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.

Matty Leech

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!

Tim Geisenheimer

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.

Ryan Mack

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.

Diana Hsieh

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.

Tim Geisenheimer

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.

Matty Leech

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.

Diana Hsieh

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.

Matty Leech

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. 

Breezy Beaumont

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.

Breezy Beaumont

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.

Diana Hsieh

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!

Diana Hsieh

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.

Diana Hsieh

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.

Tim Geisenheimer

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.

Breezy Beaumont

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.

Tim Geisenheimer

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.

Cotille Davis

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.

Breezy Beaumont

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.

Diana Hsieh

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.

Tim Geisenheimer

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.

Diana Hsieh

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.

Diana Hsieh

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.

Diana Hsieh

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

Diana Hsieh

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.

Breezy Beaumont

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.

Tim Geisenheimer

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.

Breezy Beaumont

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.

Breezy Beaumont

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.

Tim Geisenheimer

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.

Anne Hollander

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.

Tim Geisenheimer

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!

Diana Hsieh

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.

Tim Geisenheimer

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.

Diana Hsieh

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.

Tim Geisenheimer

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.

Diana Hsieh

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.

Tim Geisenheimer

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.

Breezy Beaumont

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.

Diana Hsieh

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.

Tim Geisenheimer

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.

Tim Geisenheimer

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?

Tim Geisenheimer

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.

Arpit Choudhury

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.

Tim Geisenheimer

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.

Tim Geisenheimer

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.

Diana Hsieh

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.

Diana Hsieh

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.

Tim Geisenheimer

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.

Tim Geisenheimer