UK B2B SaaS — sales-led + product-led — HubSpot/Salesforce + custom onboarding + expansion automation.
UK B2B SaaS — sales-led + product-led — HubSpot/Salesforce + custom onboarding + expansion automation.
Pipeline stages tied to product activity, lead scoring driven by usage signals not just form fills, hand-offs from BDR to AE without a re-introduction call. The CRM finally reflects what's happening in the product.
PLG sign-up funnel for the trial users, sales-assisted close for the qualified accounts. Activation milestones surfaced as MQL signals, drop-offs routed to a save-play queue. The product-qualified lead, fully instrumented.
Seat usage, feature adoption, plan-cap proximity — surfaced as expansion signals to the AE before the customer notices. Net-revenue retention climbs because the upsell call happens at the right moment.
Vitally or Catalyst-style health scoring driven by real product activity, success-plan templates per segment, save-plays auto-routed when signals turn red. The CSM team stops being a support escalation queue.
Stripe Billing or Chargebee for annual deals, NetSuite or Xero on the back end, AvidXchange-style procurement portal handling. The contract with the customer's procurement team, automated.
Battle cards, objection handling, deployment runbooks, product docs, customer FAQ — searchable from the CRM, the product, the support inbox. The GTM brain every new hire ramps on in week one.
A pre-Series-A B2B SaaS ran HubSpot for sales and PostHog for product but had no signal flowing between them. Three-week build: product-activity sync into HubSpot, PQL scoring driving BDR routing, expansion signals surfaced to AEs in real-time, Vitally health scores. Six months in: net-revenue retention climbed twenty-two points, expansion ARR up forty percent, sales cycle eleven days shorter.
How we measure: NRR measured quarterly across 142 active accounts, baseline drawn from trailing four quarters pre-build vs two quarters post-build; sales cycle = days from MQL to closed-won, weighted by ACV.
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Bring the CRM export, the activation funnel, and the expansion-deck slide. We diagnose from the data.