PLG Playbook Library
No need to reinvent the wheel. Leverage our pre-built library of product-led playbooks to use for your most important product qualified leads and accounts.
Submit your own PLG GTM PlaybookOnboarding
Trialing account gets stuck in onboarding -> Send auto-email with next steps to gain value
Hubspot
Outreach
Salesforce
SalesLoft
Slack
- Use CRM data to track when an account's trial is ending. Examples:
- ~Days Until Trial Ends
- ~Days Since Trial Start
- Use product-usage data to monitor when features required for trial success are not activated. Examples:
- ~No Integrations Added
- ~No Logins
![](https://assets-global.website-files.com/60d259097084d53f9a996f07/63e517b90f3642c8d9b0fd77_Screen%20Shot%202023-02-09%20at%2010.55.06%20AM.png)
![](https://assets-global.website-files.com/60d259097084d53f9a996f07/62fab62a41c5d010585754d8_Screen%20Shot%202022-08-15%20at%202.01.29%20PM.png)
![](https://assets-global.website-files.com/60d259097084d53f9a996f07/62fab638cc74d291adbd71c5_Screen%20Shot%202022-08-15%20at%202.09.23%20PM.png)
Account achieved first onboarding milestone -> Notify CSM and auto-email with next steps
Hubspot
Outreach
Salesforce
SalesLoft
Slack
- Use product-usage data to pinpoint when a "first" onboarding milestone was reached. Examples:
- ~First Invite Sent
- ~First Integration Connected
- ~First Key Feature Activated
![](https://assets-global.website-files.com/60d259097084d53f9a996f07/63e5186ff2e0779464b108b4_Screen%20Shot%202023-02-09%20at%2010.57.52%20AM.png)
![](https://assets-global.website-files.com/60d259097084d53f9a996f07/62fab7b42363181991478fd2_Screen%20Shot%202022-08-15%20at%202.15.34%20PM.png)
Adoption
Identify power users in top percentile of usage -> Invite to join community
Hubspot
Outreach
Salesforce
SalesLoft
Slack
- Use product-usage data and Correlated's built in thresholds to determine who's the most active. Examples:
- ~Product Events Increase by Percentile X
- ~Workflows Run Increase by Percentile Greater Than X
![](https://assets-global.website-files.com/60d259097084d53f9a996f07/63e513751fd6ae5fe8a362d7_Screen%20Shot%202023-02-09%20at%2010.38.16%20AM.png)
![](https://assets-global.website-files.com/60d259097084d53f9a996f07/631f45b7faa73c5a642db89c_Screen%20Shot%202022-09-12%20at%2010.40.23%20AM.png)
Usage growing 30% WoW → Reach out to write customer story
Hubspot
Outreach
Salesforce
SalesLoft
Slack
- Use product usage data to track overall usage growth WoW. Examples:
- ~Overall Product Events
- ~Sign Ins WoW
- Use firmographic data to confirm they're longer term customers and are healthy. Examples:
- ~Days Since Converted
- ~Customer Success Status
![](https://assets-global.website-files.com/60d259097084d53f9a996f07/63e51426e34e3449c220d5a8_Screen%20Shot%202023-02-09%20at%2010.39.58%20AM.png)
![](https://assets-global.website-files.com/60d259097084d53f9a996f07/631f7eb76f778429138c64ce_Screen%20Shot%202022-09-12%20at%202.41.44%20PM.png)
Identify power users in enterprise accounts -> Send auto-email to collect customer feedback / sentiment
Hubspot
Outreach
Salesforce
SalesLoft
Slack
- Use key product-usage data to surface power users.
- OR use data warehouse modeling to develop your own complex power user criteria.
- Use CRM data to track customer plan. Examples:
- ~Enterprise Account
- ~Premium Plan
![](https://assets-global.website-files.com/60d259097084d53f9a996f07/63e514f64c19449abcc0e9a9_Screen%20Shot%202023-02-09%20at%2010.43.50%20AM.png)
![](https://assets-global.website-files.com/60d259097084d53f9a996f07/62fab0886d182214b8803af1_Screen%20Shot%202022-08-15%20at%201.45.20%20PM.png)
Conversion
Prioritize the most active accounts → Sales outreach to drive conversion
Hubspot
Outreach
Salesforce
SalesLoft
Slack
- Use Correlated’s built-in Activity Score based on your unique product-usage data. Examples:
- ~Activity Score is Excellent
- ~Activity Score is Very Good
- OR come up with your own key metrics to indicate high activity. Examples:
- ~Signed In Events
- ~Total Sessions
- ~Total Product Events
![](https://assets-global.website-files.com/60d259097084d53f9a996f07/63e5434fb3d40d05141b7bec_Screen%20Shot%202023-02-09%20at%202.02.26%20PM.png)
![](https://assets-global.website-files.com/60d259097084d53f9a996f07/631f7a049eb52708eec6832f_Screen%20Shot%202022-09-12%20at%202.26.55%20PM.png)
Company invited multiple users to account and has > 50 employees → Assign Salesforce Task to Account Owner
Hubspot
Outreach
Salesforce
SalesLoft
Slack
- Use CRM firmographic data to track size of company. Examples:
- ~Total Employees
- ~Market Segment (SMB, MM, Enterprise)
- Use product events to track user invites sent
![](https://assets-global.website-files.com/60d259097084d53f9a996f07/63e5438bd7ea04a0291de2e0_Screen%20Shot%202023-02-09%20at%202.03.25%20PM.png)
![](https://assets-global.website-files.com/60d259097084d53f9a996f07/631f440dea26cab94210ba45_Screen%20Shot%202022-09-12%20at%2010.35.15%20AM.png)
Executive title user signed up and used one key feature → Create task for sales outreach
Hubspot
Outreach
Salesforce
SalesLoft
Slack
- Leverage CRM demographic data to identify the user. Examples:
- ~Role
- ~Title
- ~Decision-Maker
- Combine with key product feature usage. Examples:
- ~Feature Activated
- ~Feature Clicked
![](https://assets-global.website-files.com/60d259097084d53f9a996f07/63e544286e46bd1176d5c4ea_Screen%20Shot%202023-02-09%20at%202.04.52%20PM.png)
![](https://assets-global.website-files.com/60d259097084d53f9a996f07/631f7ae01a980ea5868e175d_Screen%20Shot%202022-09-12%20at%202.30.31%20PM.png)
Expansion
New users added to an existing paying account → Auto-email to welcome users
Hubspot
Outreach
Salesforce
SalesLoft
Slack
- Use CRM or billing data to track customer stage. Examples:
- ~Customer Plan is Active
- ~Stripe Subscription Success
- Use product-usage data to track users invited. Examples:
- ~Invite Sent
- ~Total Users Grown by x
![](https://assets-global.website-files.com/60d259097084d53f9a996f07/63e51937b19698970b8d9ed0_Screen%20Shot%202023-02-09%20at%2011.02.51%20AM.png)
![](https://assets-global.website-files.com/60d259097084d53f9a996f07/62fabaa0cd7dddfc168d3337_Screen%20Shot%202022-08-15%20at%202.28.10%20PM.png)
![](https://assets-global.website-files.com/60d259097084d53f9a996f07/62fbca0e22a90124be114c13_screenshot.png)
Credits close to hitting threshold → Slack DM to Account Owner and send automated email
Hubspot
Outreach
Salesforce
SalesLoft
Slack
- Use CRM data to track credits included in plan. Examples:
- ~Credits Used
- ~Credits Available
- OR use a data warehouse to model your own data. Examples:
- ~Percent of Credits Used
- ~Credit Usage Percent Relative to Included Credits
![](https://assets-global.website-files.com/60d259097084d53f9a996f07/63e53edc33012585554f547e_Screen%20Shot%202023-02-09%20at%201.42.23%20PM.png)
![](https://assets-global.website-files.com/60d259097084d53f9a996f07/62fbcc71c45523c71402e33c_Screen%20Shot%202022-08-16%20at%209.56.40%20AM.png)
![](https://assets-global.website-files.com/60d259097084d53f9a996f07/62fbcc9b26e6883779d880ec_Screen%20Shot%202022-08-16%20at%209.56.08%20AM.png)
Usage is growing and renewal is < 60 days away → Salesforce Task to Account Owner
Hubspot
Outreach
Salesforce
SalesLoft
Slack
- Use a data warehouse model combined with CRM data to track days until contract renewal.
- Use product-usage data to monitor an increase in usage. Examples:
- ~Total Product Events
- ~Total Sign Ins
![](https://assets-global.website-files.com/60d259097084d53f9a996f07/63e53f8e16621210d1871a5f_Screen%20Shot%202023-02-09%20at%201.45.28%20PM.png)
![](https://assets-global.website-files.com/60d259097084d53f9a996f07/62fbcdb190216805da9ea688_Screen%20Shot%202022-08-16%20at%2010.01.26%20AM.png)
Account is highly active, but has no Account Owner → Notify Sales Manager to triage
Hubspot
Outreach
Salesforce
SalesLoft
Slack
- Use Correlated’s built-in Activity Score based on your product-usage data, or come up with your own key metrics to indicate high activity. Examples:
- ~Activity Score is Excellent
- ~Signed In Events
- ~Total Product Events
- Use your CRM owner IDs to track ownership. Examples:
- ~Account Owner ID
- ~Customer Success Owner ID
![](https://assets-global.website-files.com/60d259097084d53f9a996f07/63e5404c8bc5037e3657c653_Screen%20Shot%202023-02-09%20at%201.49.36%20PM.png)
![](https://assets-global.website-files.com/60d259097084d53f9a996f07/62fbce706ea5ee78c3734918_Screen%20Shot%202022-08-16%20at%2010.05.33%20AM.png)
Using > 80% of purchased seats → Notify Account Owner to discuss purchasing more seats
Hubspot
Outreach
Salesforce
SalesLoft
Slack
- Use CRM data to monitor included seats on plan, and product-usage data to determine how many are used. Examples:
- ~Licenses Sold
- ~Seats Sold
- ~Seats Available
- OR use data warehouse modeling to calculate percentage of seats used compared to available.
![](https://assets-global.website-files.com/60d259097084d53f9a996f07/63e541298c0c8e7e31fcbf32_Screen%20Shot%202023-02-09%20at%201.52.35%20PM.png)
![](https://assets-global.website-files.com/60d259097084d53f9a996f07/62fd582f5ed6f42d05d7ccba_screenshottt.png)
Cross Sell
Viewed documentation for gated feature → Send automated email about how to purchase the feature
Hubspot
Outreach
Salesforce
SalesLoft
Slack
Use product-usage data or event tracking to monitor when customers show interest in an advanced feature. Examples:
- Clicked “Learn More” About x Feature
- Viewed Integration Page
![](https://assets-global.website-files.com/60d259097084d53f9a996f07/63e5421f2e4d290d2a74d281_Screen%20Shot%202023-02-09%20at%201.56.40%20PM.png)
![](https://assets-global.website-files.com/60d259097084d53f9a996f07/62fd5a8e1e2af1a69dc76296_Screen%20Shot%202022-08-17%20at%202.14.28%20PM.png)
User has high overall usage compared to other similar users of the product → Offer more advanced product line
Hubspot
Outreach
Salesforce
SalesLoft
Slack
- Use CRM data to identify segments of users. Examples:
- ~Market Segment of Company
- ~User Role / Title
- Use Correlated’s built-in Activity Score to identify high usage. Examples:
- ~User Activity Score is Greater than Good
- ~User Activity Score is Excellent
![](https://assets-global.website-files.com/60d259097084d53f9a996f07/63e5426a33012534bd4fb62f_Screen%20Shot%202023-02-09%20at%201.58.41%20PM.png)
![](https://assets-global.website-files.com/60d259097084d53f9a996f07/631f7c745e7cd3629f25c704_Screen%20Shot%202022-09-12%20at%202.36.16%20PM.png)