Getting tactical with product led sales
Journey

Getting tactical with product led sales

We analyze a lot of product usage data in Journey today which encompasses our "pipeline" of users qualified (ie, "PQL") to move through the funnel and potentially start paying for Journey. In the future, we'll equip sales and customer success to leverage this data in order to inform timely, relevant communication with customers and prospects.

Broadly speaking, these pipeline stages encompass signing up, creating a journey, sharing a journey, and paying for Journey Pro.

However, inside of each of those stages, there are a bunch of really high value activities we monitor such as :

  • inviting team members to collaborate on Journeys
  • integrating with slack, segment, or zapier
  • using multiple content types (video, slides, form, calendar, etc)
  • receiving > X views, comments, or reactions on your journey
  • and many others

Throughout our customer's journey of using Journey, we dogfood, no pun intended, Journey, and use it to communicate asynchronously + live.  

Here are some examples of how we do that with Journey + email: 

  • Top of funnel - When a user visits our website and clicks "Join Waitlist" - we deep-link a user into a journey landing them right on the form step allowing someone to sign up easily, but also access some more content about what Journey is all about with some videos and slides. This is different that if someone just lands on the homepage and clicks "See a Journey" where they would be brought to a different step of the same journey.

  • Mid funnel - When a user signs up for Journey and are qualified, they receive an onboarding Journey which consists of resources like help center, product demo videos, use cases, and our calendar link to hop on a live call if they need - all from one page. If this user is an Account Executive at a B2B tech company, they'll receive some slightly different resources than that of a Founder who is raising a Series A. Nonetheless, these journeys can be shared with their team as well as personalized throughout the process by us - it becomes our space to communicate in one place.

  • Mid funnel - When a user is in the process of creating a Journey and takes specific missteps such as linking out to a Hubspot calendar from Journey, we trigger a nifty email which shows you how to embed your calendar inside of the Journey so your prospects/customers can book meetings with you without leaving!
  • Bottom funnel - When a user is "active" meaning they are creating Journeys and sharing on a weekly basis - we trigger an email to get them to invite their team members and start collaborating on Journeys.

This is all possible due to our friends at Segment, Superhuman/Gmail, Customer.io, Cohere, Variance, and of course, Journey.

If you are interested in working on enhancing or testing new things with your product-led sales motion, feel free to reach out to us anytime or sign up for Journey here!

Author

Brendan Weitz

Brendan is the co-founder of Journey and previously worked at companies like Quora, AdRoll, and Facebook. He enjoys 16 hour plane rides and misses living in Tokyo.

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