Navattic lets prospects get hands-on with your product earlier in the buying journey through no-code interactive demos. Unlock faster sales cycles and empower your go-to-market team to drive growth by embedding demos on your website, sharing them in the sales cycle, and sending them in email campaigns.
Navattic x Pocus Integration
Product demo engagement data contains some of the highest intent signals available to a GTM team. With this information, you can see exactly who is exploring your product, how frequently, and what topics they’re most interested in. With the Navattic x Pocus integration, all of these key signals are now available directly in Pocus to power your playbooks.
Interactive Demo Playbooks Powered by Navattic
Navattic tracks demo engagement so you can run playbooks like:
- Engaging a target account who has viewed a product feature demo.
- Reengage inactive accounts with new feature demos.
- Upsell customers who watch an in-app demo for a premium feature.
While these playbooks are a great way to get started, you can always custom-build your own playbooks for your own use cases.
Playbook: Target Account Who Views A Product Feature Demo
Warm outbound is one of the best ways to break into a target account. But how do you know when a prospect qualifies? Feature demo engagement is a great indicator that they’re serious about your product — they’re actively looking for more information on how it works! Get your foot in the door by running this playbook right after Navattic surfaces new account activity.
Goal: Build new pipeline by targeting an account with warm outbound.
Signal: Leads from a target account are viewing your product demos.
Action: Reach out and establish a connection with demo viewers by sharing more information or a relevant case study about the feature they’ve demoed. It’s important to strike while the iron is hot, so action these leads as soon as they’re surfaced.
Playbook: Reengage Inactive Accounts With New Feature Demos
Account-level activity is one of the best indicators of account health, and an inactive account can be a churn risk. If you notice a drop-off in product engagement, send product champions and key stakeholders updated content on your newest features to get them re-engaged and excited about your product again.
Goal: Defend against churn.
Signal: Account-level activity has dropped and the account is not using new features.
Action: Get your at-risk accounts excited about your product by showing them new features that have rolled out that are relevant to their use case. Send a Navattic demo and track their engagement to ensure you’ve reduced their risk of churn.
Playbook: Customers Watched Demo for Premium Features
Know exactly when a customer might be open to an upsell by tracking when they engage with premium feature demos. Once they’ve seen the benefits of higher-tier features first-hand, you’ve got the perfect opportunity to kick off the conversation.
Goal: Expand pipeline with upsell opportunities.
Signal: Current customer (free or paid) has watched demo for premium features.
Action: Check in with your customer to find out more about how the premium feature could help their team, as well as explore appetite for upsell.
Test, Analyze, and Iterate on Your Playbooks
Once building and running signal-based playbooks like these has become the norm for your team, it’s time to experiment, track performance, and iterate. In short, when you find something that works, double down.
- Review playbook performance data regularly. This may seem obvious, but it’s important to confirm that your playbook is achieving the original goal you aligned it with. Engagement metrics and customer sentiment are important, but at the end of the day, the playbook needs to be earning or protecting revenue. Pocus can help streamline this process by consolidating playbook reporting and automatically surfacing playbooks your team might be missing.
- Run incremental tests. Don’t try to change too much, too fast when experimenting. Decide which variables might make the biggest, most immediate impact if tested. For example, you can coach reps on how to action leads faster or improve their messaging to see if the playbook performs better. Make sure to set an experimentation window during which you’ll gather and measure data.
- Get feedback from the field. Ask your reps what they’re hearing and seeing. They’re a great front-line resource for new market patterns, which messaging resonates, and where there may be new opportunities. They may also have valuable insights on what’s not landing with leads and customers.
Send It!
Take your signal-based playbooks to the next level by integrating Pocus’ GTM platform and Navattic’s interactive demo capabilities. With Pocus and Navattic combined you can test and refine your playbooks, maximizing budget and providing tangible results. Get started today and crush your pipeline goals.
