Introducing Magic Playbooks
When you’re pursuing Product-Led Sales goals, a dashboard isn’t enough. You need a way to map your Product-Led Sales workflow, track progress toward goals, and experiment with new PLS motions.
The Pocus team spent the last few months paving the way for a new feature - a powerful interface to build, test, and run your Product-Led Sales motion in Pocus. After launching it in early access, we’ve been working with our customers to iterate on this key feature for the last few months.
Why the investment in Playbooks in the first place?
We heard from customers that one of the biggest challenges in operationalizing Product-Led Sales is driving the right actions and behaviors with the sales team.
For example, not all PQLs are created equal in a PLS motion.
Your reps might be running a free-to-paid conversion playbook and have a massive list of PQLs at their disposal. How do they find the most promising?
Magic Playbooks allows you to create a prescriptive workflow that surfaces the highest priority opportunities to reps and recommends the next best action based on a goal.
A PQL for free to paid conversion is not the same as an expansion PQL, so how sales actions that lead will also be different.
How it works: The easiest way to operationalize Product-Led Sales
Magic Playbook, like a sales playbook, is a way to organize and operationalize your go-to-market motion.
Magic Playbooks in Pocus operationalize the who, what, when, and how of Product-Led Sales. Choose from a set of common PLS playbooks like expansion or free to paid conversion, or define your own custom playbook. Each Magic Playbook has a specific goal (i.e. account is paying) and a set of plays your team can run to get closer to that goal.
Customers like Miro, Webflow, Linear, and OpenPhone don’t just look at one PQL… they have several Product-Led Sales playbooks across the entire user journey.
Our customers run conversion playbooks for new sign ups, expansion playbooks for existing customers, and more depending on their business models and goals.
For example, an expansion playbook has the goal to expand existing accounts already on your product.
There are two primary expansion playbooks you’ll see PLS organizations running:
- Seat expansion - Find opportunities to increase users within an existing team, department, or business unit to get closer to a wall-to-wall deployment.
- Use case expansion - Expand use case footprint within an existing account to deepen engagement and expand to new teams.
Expansion playbooks are popular for Product-Led Sales teams because they leverage existing users who are happy with your product as the primary funnel to generate more revenue. It costs more money for your team to acquire net new customers than simply improving retention and deepening your relationship with existing customers.
Dive into these two playbooks and how you can execute on them easily within Pocus here.
What does Magic Playbooks unlock for customers?
Prescriptive inbox for reps:
A data-driven to do list for reps to action the top opportunities. The inbox allows reps to check through a prioritized list of opportunities based on playbooks. Reps can quickly take actions like add to outreach sequence or send a personalized email.
Operationalize PLS in one place:
Combine the power of your strategy docs and data into one interface. RevOps teams love playbooks because they don’t have to stitch together the motion across disparate tools. Quickly and easily set up experiments, test new playbooks, and iterate in one tool.
Real-time visibility into play performance:
Once you set up playbooks in Pocus you can start to measure the effectiveness of those playbooks in driving conversion and impact on revenue. One customer doubled their outreach response rate. Another customer saw leads convert with 32% higher ACV. And yet another customer now books 99% of their meetings through Pocus.
Try Magic Playbooks
To see Magic Playbooks in action you can take a self-guided product tour.
Or if you want to talk to a human you can book a demo with a PLS expert who can share more about the product and answer any questions you have!