Guides on the full growth funnel, from acquisition to expansion, for marketing and revenue teams running product-led growth or product-led sales.
How PLG teams define, track, and act on activation metrics without stitching together three different tools.
PlaybookStart with a spreadsheet import and one activation event. No engineering sprint required before you get a first real view.
PlaybookSee where spreadsheets break down for PLG tracking, and what changes with a dedicated analytics tool.
PlaybookStop reconciling two dashboards before every pipeline review. See how one shared funnel keeps both teams looking at the same numbers.
PlaybookFind out which features actually drive retention, starting with just two or three and a spreadsheet.
PlaybookSpot the usage patterns that point to an upsell before the account outgrows its plan and churns instead.
PlaybookMeasure how long it takes users to reach real value, and catch a slow drift before it shows up as lost trial conversions.
PlaybookSpot the in-product changes that tend to show up before a self-serve account upgrades, before the billing event tells you.
PlaybookSee why self-serve accounts stay tagged as prospects, or get logged as lost deals, while they're already paying, and how to fix it.
PlaybookKnow which customers are actually bringing in new ones, and what that referral traffic is worth downstream.
Signup and first login aren't activation. Here's how to find the event that actually predicts retention.
GlossaryThe standard formula, logo churn vs. revenue churn, and how to start tracking without heavy tooling.
GlossaryA plain definition of PQL, how it differs from activation, and how to pick your first qualifying signal.
GlossaryThe formula, what counts as expansion and contraction, and how to start tracking it without a full revenue model.
GlossaryOne shared view of usage and revenue data that marketing, sales, and leadership all read the same way, and how to start building one.
GlossaryTwo different views of the same data, and why B2B teams need to read them together, not pick one.
GlossaryCompare what a customer is worth against what it costs to acquire them, and learn how to read the result.
Illustrative example: how a fictional PLG team replaced two disconnected activation counts with one shared funnel view.
Case studyIllustrative example: a PQL signal reaching sales with usage context attached, not just a status label.
Case studyIllustrative example: tracing paying accounts back through their trial activity to find what actually predicts conversion.