If you aren’t using product usage insights to inform sales motions, you’re leaving revenue on the table.
We all know how valuable it is to use firmographic data, like company size or territory to determine which customers to reach out to... But firmographic data only describes who a customer is, not what they are doing, how they are engaging with your product, and if they’re expressing intent to buy.
That’s where product usage data comes in.
If a customer is using key features and inviting more people, and on top of that, they are at a Fortune 500 company, it’s obvious that the time spent on reaching out to this customer is time well spent!
Companies know product usage insights are crucial, but they run into two key challenges:
- Getting the data in a form that sales teams can understand
- Making it easy for sales teams to actually act on product usage insights
Companies looking to get data into the hands of sales teams either build static reports for the sales teams to access or attempt to pipe data directly into Salesforce. The problem with static reports is that it requires sales reps to actively go into a report and pull the data they need. Sales reps waste valuable time digging through data rather than doing what they do best: selling.
On the other hand, while piping product usage data directly into Salesforce can be incredibly powerful since it gives sales teams useful context right in the tools they use every day, it’s not the best solution either. Salesforce fields show only single values and it’s hard to identify trends and understand how values have changed over time. On top of that, it still requires sales reps to go in and explicitly pull information about an Account or Contact. Yikes. That means that even if you were able to get all the data sales reps needed to prioritize which accounts to reach out to, you are still met with the challenge of making sure they actually act on it.
Actionable usage-based insights for sales just got a whole lot easier
Correlated is the leading product led revenue platform focused on helping sales teams reach out to the right customers at the right time with the right message.
We make it easy to set alerts and notifications on customers based on what they are doing in your product and who they are, as well as automate any downstream actions you want to take using those insights. You can create alerts, notifications, and automations that are personalized to you and your use case in just a couple clicks.
“I want my reps to work in Salesforce”
As a sales manager, you’re probably wondering how Correlated interacts with Salesforce, and whether your team should be spending time in Correlated or in Salesforce. The good news is you don’t have to choose! We just released support for automatic Salesforce Task creation based on alerts and notifications generated by Correlated. This means that you can dive into Correlated to discover more opportunities and see those opportunities directly in Salesforce in the views that you’re familiar with.
Correlated delivers insights sales reps can act on immediately through Salesforce Tasks
By combining our product insights with Salesforce, you’re able to notify sales reps directly in Salesforce via Tasks. You can route tasks to the appropriate sales owner and even embed context about what the sales rep should do with the delivered insight in just a few minutes. By using Correlated with Salesforce Tasks, you can make sure your sales team acts on the best opportunities at the right time.
Example: using Correlated + Salesforce for expansion opportunities
You can use Correlated to:
- Identify all the accounts that grew more than 50% over the last month in terms of usage, and
- Immediately notify the account’s Salesforce owner to reach out via a Task.
In that Task, you can include information about the account, including their current license utilization, the number of users they have, and when their account is going to expire. Now, all a sales rep needs to do is take a look at the task and fire off an email to reach out to the customer! (Or use our Outreach or Salesloft integrations to automate this!)
The other amazing thing that comes with Salesforce Tasks is the ability to test and improve your sales motion. Salesforce Tasks can be used to build reports to track outcomes. When you discover new product usage opportunities, you can ensure that your sales teams executes on those findings, as well as measure how effective your strategy is overall.
Get started for free
We are incredibly excited to see the amazing Workflows our customers will be able to build with the addition of Salesforce Tasks. Correlated supports a number of other integrations, including SalesLoft and Outreach. By leveraging all of our integrations, you can truly operationalize and automate your sales motions across multiple platforms on the most relevant and useful data insights. If you’re interested in testing out Correlated, you can get started for free here!