How Reveal used PQLs to generate >$400,000 in revenue using Correlated
Key results
- Hundreds of new product qualified lead (PQL) opportunities per month
- >$400,000 in revenue pipeline generated from free users influenced by Correlated
- 70+ automated product led revenue playbooks that proactively identify and nurture lead
Reveal
's product led approach
‍Reveal is a collaborative growth SaaS platform that believes that partnerships are one of the most powerful and cost-effective revenue channels for B2B companies. With Reveal, partners can securely connect their CRM, instantly identify all common accounts, and easily collaborate to source and influence more deals together. Since 2020, Reveal has created a community of over 5,000 companies, 9,000 partnerships, and 11,000 community members globally. Â
Go-to-market overview
- Self-Serve Signup
- Freemium with Enterprise Upsell
- Viral Growth via Partners inviting more Partners
The Problem
As a product-led growth company, Reveal was experiencing rapid growth from their self-serve funnel and freemium plan.
Reveal had a large number of self-serve users to engage with, and wanted to reach out in a meaningful way. They knew opportunities within their existing user base would benefit from a human touch to engage, nurture, and eventually convert them to a paid plan, but didn't have the resources to do so at scale for all their users.
Their existing tech stack included tools like Amplitude, BigQuery, and Salesforce. But they still ran into some issues: Amplitude’s product analytics solutions didn’t match the Account and User framework that GTM teams worked off, piping data from BigQuery into Salesforce required data engineering involvement for every change, and they were limited by Salesforce’s custom field capabilities.
Reveal needed a platform that could integrate with all their customer data sources and generate a pipeline of product qualified leads based on the highest intent signals, allowing business users to act on those leads to drive better customer outcomes.
Why
Reveal
chose Correlated
- Correlated's flexible data platform supports BYOD (bring your own data), accommodates unique data stored in BigQuery, and provides easy-to-use querying and automation capabilities on top of that data.
- Enable business users to easily build Signals that triggered proactive engagement automatically in a “set it and forget it” way.
- Aligned vision of building a product-led automation platform to scale the best PLG GTM playbooks to serve large, self-serve funnels.
How
Reveal
uses Correlated
Reveal is using Correlated to run their entire product-led GTM motion from a single platform, leveraging all their available customer data to inform their actions.
Reveal has over 70 playbooks running in Correlated that cover Onboarding, Activation, and Use Case Expansion. Within each stage, they further segment out their Playbooks so that they spend their team's time on the largest, best customers while automating their outreach with smaller customers. Playbooks within each customer lifecycle stage proactively execute actions depend on each customer's unique data: whether they've successfully accomplished enough to become a sales opportunity, failed to complete onboarding, or even if they're about to churn.
In addition to automating playbooks, Correlated provides visibility into how these playbooks are performing so that they can be improved over time. Reveal uses Correlated’s Goals feature to track conversion rates for their playbooks that automatically add users to Outreach Sequences and they use this data to test, iterate, and improve those touchpoints.
Reveal
's PLGÂ tech stack
From day one, the team at Correlated began working with Reveal’s team in a very consultative manner. Reveal was working to make sure their data platforms could support the scaling use cases they wanted to achieve with Correlated and involved their data engineering team early on to ensure success.
Segment
Reveal used Segment for near real-time event tracking and added in unique account identifiers in their Segment events to ensure that user-level events could be mapped to accounts.
June
They use June to build account-based reports for visibility into product usage, not only at the user-level, but also at the company-level.
Big Query
They also built several views in BigQuery to expose customer usage patterns in processed and easily consumable formats for downstream tools like Correlated.
Salesforce
Reveal uses Salesforce as both a data source and downstream destination. Firmographic data, plan data, and account ownership is stored and managed in Salesforce. Correlated integrates with Salesforce to generate a comprehensive data graph so that revenue teams have all the information they need about Accounts and Users at their fingertips.
Outreach
Downstream to Correlated, Reveal uses Outreach and Slack to send leads, opportunities, and other customer activity notifications directly to the teams best equipped to act.
Slack
Downstream to Correlated, Reveal uses Outreach and Slack to send leads, opportunities, and other customer activity notifications directly to the teams best equipped to act.
"With Correlated, we've been able to find hundreds of new product qualified lead (PQL) opportunities each month. It's helped improve our entire go-to-market function."
Ready to see how Correlated can help you find more PQLs and convert 5x more opportunities?
Revenue leaders at PLG companies, like yourself, are faced with unique challenges. Correlated helps sales and marketing teams identify new accounts that are ready to convert, or can help to notify your team for expansion & upsell opportunities.
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