Business Development
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      How to handle new leads

      When a new lead comes in, the first step is to analyse it and distinguish between PLG and Enterprise:

      • Enterprise: They have a current need that will immediately exceed the PLG volume. The customer’s need starts at a high scale and they come to us for guidance and expertise to assist them in putting together their localisation strategy. 
      • PLG: The customer’s current need fits in one of our packages. Here they can get started, get more familiar with our features and mature as a user of our platform. The size of the company is not the right metric to measure their position in our tiers but it is rather their current need we need to focus on to create the best customer journey. 

      NEW FREEMIUM:
      Goal: Get them on a PLG package.  

      1) Check activities on the new Freemium to get more info - What’s the source of the lead? Are they active yet? What info did they put in the Freemium onboarding form?
      2) Check Company Website for more info on industry, size, web-technologies and potential pain points.
      3) Get more info on the contact person on Linkedin - What is their position? Experience? Are you speaking to the right person?
      4) If there is a phone number on the contact or website, conduct an assessment call. If not, estimate if it has enterprise or PLG potential and either let it run on sequence or craft an individual, personal email for the customer.

      SALES CONTACT REQUEST:
      Goal: Book them in for a meeting.

      1) Speed is key - get back to them as soon as possible, preferably by phone to schedule a meeting.

      2) If you are unsuccessful, keep trying at least once a day within the first week of contact. 

      INTERCOM
      Goal: Book them in for a meeting.
      (Support will help them get started on Freemium)

      1) Usually you will get this flagged by support. Also here: Speed is key. Answer/ask some questions to get the dialogue started and quickly move the conversation to a booked meeting to discuss further.

      INTEGRATION (Offline Source)
      Goal: Get them started.

      1) Reach out to them by mail and send the freemium link, as well as the knowledge base article for their plugin/ GitHub Action/ API docs.
      2) Follow up by phone the next day to check in on the process and book them in for a call if needed.