We may have officially entered the holiday season but our team isn’t slowing down one bit. We’re focused on making the most powerful and flexible Product-Led Sales platform solution for our customers. We shipped a few new features recently to make that vision a reality.
The holy grail for Product-Led Sales is not only insights about your highest priority leads but taking swift action on that information.
For too long, reps have been wasting time flipping between a bunch of tabs like their CRM, sales engagement platform, Google Sheets, Tableau or Looker dashboards and more. It required stringing together a story between all of those data sets, manually pulling the right list of priority leads from important accounts, and then manually uploading that list to various sales engagement tools.
Does this scenario sound familiar to you?
With Pocus, reps can go from insights to action with one click.
Pocus allows you to add users directly to an outreach sequence in one click. Reps can send high-priority leads that land in their Inbox directly to a curated list of Outreach sequences.
See it in action here.
How are customers using Outreach?
Customers are customizing Outreach sequences to align with the Playbooks running in Pocus. For example, customers create bespoke Outreach sequences for the different users who are ready for an Expansion conversation - power users, decision-makers, and the product champion.
A typical workflow for a rep will be to check their Inbox every morning for their highest priority leads (organized by Playbook). Each Playbook will have a curated set of Actions the rep can take on the account including ‘Add to Outreach.’
We hate silos. So we built tools that allow customers to keep data synced between their tools and Pocus. Keep PQL scores generated in Pocus in sync with your CRM by building a Reverse ETL automation in Pocus.
Just select the data you want to keep synced, select a destination for that sync (Salesforce, Hubspot, or another tool), set conditions for when it should be synced, and hit save.
How are customers using Reverse ETL?
Customers use Reverse ETL features to activate workflows in other tools and keep data in sync.
Customers do this for a few reasons:
- Keep data up to date across tools
- Give reps access to insights from Pocus across tools
- Power ongoing marketing automation workflows
For example, a customer can sync a PQL score generated in Pocus for new free trial users to their marketing automation tools and enroll those users automatically into an onboarding sequence based on the score.
Customers may also want to limit the number of leads pushed from their self-serve user base to the CRM. They would create a sync that only sends PQLs with scores above “Good” instead of every PQL generated.
Data Management Enhancements
Our goal at Pocus has always been to bridge the gap between technical and non-technical teams. We’re progressing towards the goal with new updates to how you manage data in Pocus.
Categorize all of your data to make it easier for reps to create their views in Pocus. For example, create categories for different product features, calculated metrics, firmographics, and more.
Tell Pocus how to format data from a specific field. Choose from a list of field types like number, currency, percent, and more.
Rename and add descriptions
Bridging the gap for non-technical users means making the data understandable. Adding easy-to-understand names for your product usage data fields with descriptions lowers the barrier so everyone on the team becomes savvier with data.
How are customers using Data Management?
We built new data management features to make previously inaccessible data actionable for reps. With categories, reps can easily tune their list views with Filters. For example, a rep at Dropbox might want to filter their views to see only those that have used Dropbox Paper in the last 30 days. Instead of searching endlessly for that field they can click the category - Dropbox Paper and get to all related data fields with one click.
If a rep isn’t sure what a particular data field means (maybe it’s a calculated metric) they can hover over the field to read a description.
🪄 Want to see all of this in action? Check out the interactive product tour here or sign up below to learn more about getting access.