From❌funnels to 👍flywheels
Embrace the shift

Go-to-market teams are facing a dramatic change.
After decades of focusing on disconnected acquisition, retention and monetization ops... 

In the past...

 Marketing was responsible for finding interested buyers and qualifying leads (MQLs) that were then passed to sales. Once reviewed by the sales team, sales qualified leads (SQLs)  then run through a top-down sales motion with an enterprise buyer.

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Now...

Product-led growth has changed the game rules. B2B buyers prefer to avoid being dragged into a sales funnel - they choose to evaluate and purchase the software via self-service. Funnel-based distinction between marketing, sales and product becomes blurred.

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The outcome...

In 2022, only only 13% of MQLs convert into SQLs. Out of that small pool of SQLs, sales departments generally only close 6%. Marketers are busy focusing on traffic and leads. Sales care about SQLs and bookings. Product managers on feature adoption. Growth becomes a no-man’s land.

The best-run SaaS companies know.
It’s time to adapt to win ...

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Monetize

From solo sales reps & marketers to cross-functional GTM teams

Growing the customer relationship is now a team sport, Marketers, Sellers and Service reps have to interoperate seamlessly

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Acquire

From top of funnel to the full customer lifecyle

Funnels use acquisition at their core, are inherently leaky and grow linearly at best. Acquiring customer is just the first step on the lifecycle  relationship

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Retain

From one-time buyers to lifetime customers

Because the best relationships stay connected - across each step of the customer lifecycle. Net Dollar Retention and CAC Payback are the new black

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The key levers     of the growth flywheel      

The flywheel has compounding effect if you reach the  elite level of these KPIs

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Look for elite PQL conversion rates

PQL conversion rate is the lifeblood for PLG SaaS companies seeking acquire new customers.

Median conversion rate for SaaS business closing PQLs is 25%, so 1 out of 4 leads convert to a paying customer.

Elite conversion rate is above 50%, which means that top SaaS companies convert every 2nd lead into a paying customer.

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Conversion rate, PQL to paid account

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Look for elite NDR rates

Net dollar retention  shows how much built-in growth momentum a company has. The greater net dollar retention your company has, the more efficient your growth will be.

Elite NDR for SaaS is 109% - reaching this threshold will mean that you are effectively monetizing  existing customer relationships and have a growing customer base.

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Net Dollar Retention for $8-15M ARR SaaS business

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Look for elite expansion rates

Retaining the customer is not enough - upselling them with upgrades and add-ons is key to sustain profitable growth.

Elite SaaS companies have 39% of expansion revenue gained over their ARR.

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Split of ARR gained , $8-15M ARR SaaS business

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How many growth opportunities you are missing?

In SaaS sales, spending time in the right place has always been a challenge. PLG only makes that harder—there are so many more customers whose statuses change every minute.

Understanding when, why, and how to engage a customer is often the difference between winning or losing a deal, retaining or churning a customer.

Failing to intervene at a critical moment leaves revenue on the table. That’s why you need your growth team to orchestrate both high and low touch experiences at scale. This means combining sales-led and product-led motions.

However, achieving that is not easy.

What’s slowing down your go-to-market team?

After speaking to sales leaders, and operations experts, we identified primary obstacles to a successful Product-Led Sales motion

01

Lack of visibility

GTM teams lack holistic visibility into the behavior of customer signups, trial users, and sales opportunities.

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02

No way to prioritize

Revenue leaders waste countless hours figuring out which accounts and users their reps should engage with.

03

Inaction

Reps don’t know what action will lead to the best outcomes, which results in the wrong action (or no action at all).

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Why ad-centered tactics no longer work

Acquiring the user is just the first step in optimizing North start metrics like CAC, LTV, and NPS scores.

With rising ads cost, you can no longer buy out your success with regular ad campaigns. And customers have more choices than ever -  over 75% of U.S. consumers have changed their shopping behavior and switched to new brands in 2022.

Old tactics no longer work as one-time buyers are no longer profitable - turning the 1:3 CAC: LTV ratio upside down.

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How retailers win customers in digital disruption era

Leading retail brands focus on customer-centric marketing and providing exceptional digital experiences with:

  • Omni-channel campaigns delivered via mobile and web devices
  • Tier-based offers and promotions
  • Personalized shopping  experience
  • Tailored messaging and recommendations

To achieve this, you would need  a complex marketing stack would only create more data silos and operational overhead.

This is why you need all-in-one marketing solution.

Begin the transformation from average to elite

Intempt’s  Growth OS is an all-in-one marketing suite that enables you to collect and activate data across all touchpoints so you can acquire, monetize and retain more customers.

Use cases for the Acquire stage

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For:
Marketing strategy

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Keep the pulse on the customers that may churn - ensure that they return by interrupting inactivity with personalized content to win-back their attention.

How it works

Create a predictive churn score to identify and target customers who are likely to disengage missing the next purchase. Next, create personalization-focused experiment targeted via created churn score to prevent attrition of customers who are  at risk.

Features used
  • Predictive scoring
  • Experiment
  • Journeys
  • Segmentation
Metrics that move
  • 1-month buyer retention
  • 1-week active user retention
Guides - get started
  • Ultimate guide to predictive scoring
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For:
Website specialist

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Keep the pulse on the customers that may churn - ensure that they return by interrupting inactivity with personalized content to win-back their attention.

How it works

Create a predictive churn score to identify and target customers who are likely to disengage missing the next purchase. Next, create personalization-focused experiment targeted via created churn score to prevent attrition of customers who are  at risk.

Features used
  • Predictive scoring
  • Experiment
  • Journeys
  • Segmentation
Metrics that move
  • 1-month buyer retention
  • 1-week active user retention
Guides - get started
  • Ultimate guide to predictive scoring
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For:
App Specialist

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Keep the pulse on the customers that may churn - ensure that they return by interrupting inactivity with personalized content to win-back their attention.

How it works

Create a predictive churn score to identify and target customers who are likely to disengage missing the next purchase. Next, create personalization-focused experiment targeted via created churn score to prevent attrition of customers who are  at risk.

Features used
  • Predictive scoring
  • Experiment
  • Journeys
  • Segmentation
Metrics that move
  • 1-month buyer retention
  • 1-week active user retention
Guides - get started
  • Ultimate guide to predictive scoring
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💡 How it works 💡

Drive growth and optimize operations with six key stages on initializing GrowthOS

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👇

🎯 Discover

Identify, build and analyze audiences. Unify customer data across all digital and offline touchpoints and use it to identify your target leads & accounts.

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•  Capture user and account level data, no matter the source
•  Build complex segmentation & targeting rules for each lead & account
•  Automatically uncover deeper segmentation opportunities with Fit & Activity scoring
•  Alert your team in real-time to important account milestones and key behavior changes
•  Build reports & dashboards to track your KPI progress

✨ Personalize

Personalize every interaction to deliver an optimal customer experience at scale across web, mobile and email.

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•  Transform static content into personalized experiences
•  Personalize your website for each persona
•  Target users & accounts by affinity sitewide
•  Personalize journeys, not individual touchpoints

đź’¬ Engage

Set timely, automated triggering events based on real-time behavior to send timely emails when customers are most likely to subscribe, or are at high risk to churn and cancel subscription.

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•  Orchestrate responsive, cross-channel experiences within a single interface
•  Track journey performance in real-time
•  Ensure consistent brand messaging across channels

đź”® Predict

Predict user-intent in real time with machine learning. Understand your customers better than ever before with an AIalgorithm that identifies subscription, upgrade or churn intent.

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•  Choose the right path for each user across your consumer experiences
•  Create AI-powered audiences based on conversion goals and only target users who are most likely to impact KPIs
•  Enrich customer profiles with a range of predictive attributes

🛠️ Optimize

Experiment anywhere on your digital properties with great agility, more confidence and less risk

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•  A/B test any experience on any channel
•  Move beyond A/B testing with sophisticated targeting
•  Improve performance with an agile statistical engine and CUPED variance reduction
•  Client- and server-side A/B testing together in one platform

“The value provided by Intempt is amazing...”

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HeadinCapture leads from a form and send a follow-up email + Slack notificationg

Follow up news leads after they submit a form on your website

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Nudge customers to purchase again

Follow up with customers that have recently bought, and prompt them to purchase again.

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Reach out to qualified leads who visit your pricing page

When a prospect visits your pricing page more than once, automatically send them a sales outreach.

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Reactivation Loops

Measure your user activity and get them into an engagement loop with your product. identify and target only specific customer groups that will turn out to be most profitable for your business.

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Trigger alerts for churning customers

Alert your sales team when a lead triggers a churn signal. Reduce the response time needed to reach out to leads who are qualified to be engaged.

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Automate gated content engagement

Capture a gated content form, send new leads the content to download, and assign the leads

Join the waitlist

Over 150 internet businesses are on our waitlist. Join them, and after your trial period, receive $500 in credits.

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