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Use Cases Library

Ideas accumulated from RevOps and GTM thought leaders

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Customer Journey

Billing overdue alert

Customer has invoice overdue for more than 60 days

Account Mgmt.

Expansion opportunity

Users from EMEA started to get invited to the workspace

Customer Journey

Journey milestone alerts

Account has achieved key milestone of 100 transactions above $1K

Operational Hygiene

Customer Operations

3 restaurants have $10K+ in orders stuck in backlog last week

Product-Led Sales

Overages and limits

Account has reached 90% of allowed hours on their current plan

Account-Based Sales

In-market signals

Account is doing research on G2 and spiked on Bombora

Account-Based Sales

Community engagement

Contact from named account has started posting questions in Slack community

Customer Journey

Onboarding delay

Key Asana tasks have not been completed by customer

Account Mgmt.

Cross-sell opportunity

User visited pricing page for Finance product multiple times

Product-Led Sales

Usage behavior

Account has transactions in at least 5 states and needs Enterprise features

Health Scoring

Platform errors

Platform has uptick in Sentry alerts within the last week

Product-Led Sales

Page visits

Number of pricing page visits spiked 3x in the past week

Account-Based Sales

Site traffic and visits

Account has an uptick in web page visits over past month

Health Scoring

NPS and CSAT trending

Average NPS from account has trended down by more than 20% in past quarter

Operational Hygiene

Field Completeness

Opportunity is in stage 3 but only has 80% of key fields filled out

Operational Hygiene

Operational outliers

Customer application submitted but hasn't received attention for a week

Customer Journey

Renewal risk flag

Customer is in red health and has a renewal in 90 days

Operational Hygiene

CRM Data Quality

All accounts that have a usage limit that is 2 deviations past normal

Account-Based Sales

Employee Count Rollup

Rollup all the employee counts between linked accounts

Account-Based Sales

Nuanced lead scoring

Contact with high account score attend 3 webinars in the past month

Account Mgmt.

Tracking against projection

Account has only hit 24% of projections, with 1 month left in quarter

Health Scoring

Product adoption

Customer log-ins fell by 30% over the past month compared to average

Health Scoring

Product adoption

Account has only 45% of total employee base active on platform

Tech-touch CS

Case Prioritization

Incoming case can get prioritized by keywords

Account-Based Sales

Content engagement

Contact from named account has downloaded multiple white papers

Account Mgmt.

Stakeholder engagement

Account has only one engaged stakeholder (no multiple champions identified)

Tech-Touch CS

Event invitation

Account is in target market for upcoming user conference

Sales Best-Practice

Buyer engagement

Opportunity has seen a drop-off in buyer response over the past 2 weeks

Tech-Touch CS

New feature introduction

Account is prime ICP for new integration product

Product-Led Sales

Trial scoring

User is from a large co and has connected 3 systems on the trial, so it's a priority

Product-Led Sales

User adoption

10 people from the same department signed up last month and are still active

Account Mgmt.

Account plan milestones

Account has key business units that have not had a touchpoint by due date

Customer Journey

Low adoption notification

Admin users have not logged in for 3 months

Sales Best-Practice

Deal lifecyle monitoring

Opportunity has been stuck in stage 4 25% longer than average

Health Scoring

Support health

Customer has 3 major Zendesk tickets that have been open for a month

Tech-Touch CS

Low-touch QBR

Automated, data-rich campaign to customers that have healthy usage

Product-Led Sales

Product Led Sales

Growth in transaction volume in the past month compared to a moving average

Sales Best-Practice

Closed-lost reengagement

Buyer wants to re-engage in 6 months after POC with another co

Sales Best-Practice

Forecast Update Alert

Opportunities with forecast updates more than 5% of the total forecast for the quarter

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