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.

End-to-end PLG GTM
For Marketing
For Sales
For Customer Success

Onboarding

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Adoption

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Conversion

Account is “Mid-Market” tier and activated x and x features → Add to Outreach Sequence

Hubspot
Outreach
Salesforce
SalesLoft
Slack
  • Use CRM data to segment for different company types. Examples:
  • ~Market Segment
  • ~Company Size
  • Use product-usage data to track the activation of multiple features.

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

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.

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

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

ARR increased on usage-based pricing → Notify Account Owner to offer upfront pricing packages

Hubspot
Outreach
Salesforce
SalesLoft
Slack
  • Use data modeling to calculate increases in revenue. Examples:
  • ~ARR Percent Increase
  • ~ARR Increased by x Dollar Amount

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

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

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

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.

Contract renewal occurring in < 90 days → Create Salesforce Task and notify Account Owner

Hubspot
Outreach
Salesforce
SalesLoft
Slack
  • Use a data warehouse model and CRM data to track days until contract renewal:

Cross Sell

User views/clicks on new product → Send Slack DM to Account Owner for potential cross-sell opportunity

Hubspot
Outreach
Salesforce
SalesLoft
Slack
  • Use product-usage data to track page views / features clicked. Examples:
  • ~Product Page Viewed
  • ~Activate Gated Feature Button Clicked

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

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

Account has more than 10 team members → Send email about purchasing CS package

Hubspot
Outreach
Salesforce
SalesLoft
Slack
  • Use CRM and product-usage data to track total users. Examples:
  • ~Total Users
  • ~Invites Sent of All-Time
  • ~Seats Available

Churn

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