Overview#
Leveraging product usage signals is a powerful way to identify upsell opportunities. That’s why we collaborated with Frederic to create this guide, showcasing how Weights & Biases (WandB) uses Cargo to uncover millions in upsell potential by automatically alerting the right account owners, teams, and managers.
All integrations mentioned in this guide require an associated connector to be set up in your Cargo workspace. Some integrations are eligible for use with Cargo credits. See the documentation for instructions on setting up connectors and using Cargo credits.
Get started with product usage alerting in Cargo#
Step 1#
Set up your input variables to the workflow
Inputs used in the workflow are set up in the variables node at the beginning of the workflow. This node is used to define the parameters that will be passed through the rest of workflow as inputs to the rest of the nodes.
To power this workflow, the following variables (or equivalent) may be used:
- ownerID: The ID of the account owner in the CRM *
accountID: The ID of the account in the CRM - selfCompanyName: The name of the company that the account owner is associated with
- parentAccountName: The name of the parent account of the account in question
- segment: The segment that the account belongs to
- revenueEstimate: The estimated revenue from the account
- totalUserCount: The total number of users associated with the account
- lastActivityDate: The date of the last activity on the account
- accountScore: The score of the account based on various factors
- name: The name of the account owner
- subscriptionPlan: The current subscription plan of the account
- computedOverageConsumption: The computed column demonstrating by how much the account has exceeded its allotted consumption
- alertsSlackChannelName: The name of the Slack channel where alerts will be sent
- managerID: The Slack ID of the manager of the account owner
Step 2#
Synthesize product usage data
Start by using an AI node to synthesize the most pertinent product usage data from the data model. This step identifies the signals that indicate potential upsell opportunities and asks the AI to synthesize the most promising ones that could aid the sales rep in initiating the conversation. See the workflow template for an example prompt to use in the AI node and the kind of usage data points used by WandB in their analysis.
Step 3#
Locate Slack IDs for account owners
Use the Allocate node to locate the Slack IDs of the relevant account owners, as per the CRM. This ensures that the person with the most context about the account can initiate the upsell conversation with the user. the upsell opportunity.
Step 4#
Store variables
Use a Variables node to store the necessary variables, such as the Slack IDs and other relevant information that will be used in subsequent steps.
Step 5#
Ping account owner
Use the Slack node to ping the account owner directly, using the Slack ID identified in the previous step. This immediate notification prompts them to take action on the upsell opportunity. See the workflow template for an example message to use in the Slack write node.
You may also use another Slack Write node to ping a general channel, ensuring that the broader team is aware of the upsell potential and can provide support if needed.
Step 6#
Locate and notify manager
Identifying and pinging the manager of the relevant sales team is a great tactic to ensure that good alerts are acted upon timely. Use an appropriate message to ensure that they are aware of the opportunity and can assist or provide oversight as needed.
By following these steps, you can now leverage product usage data to identify upsell opportunities and ensure that the right people are alerted to maximize the chances of success.
