Overview#
Leveraging product usage signals is a powerful way to identify upsell opportunities. That’s why we collaborated with Frederic to create this template, 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 template 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.
Detect upsell opportunities from product usage data inside a Cargo workflow#
Step 1 - Set variables#
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 data#
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.
The key at this step is to strictly define the analysis rules in the system prompt section of the OpenAI integration. This section sets guardrails for the quality of the output. For example, you can use the system prompt to define the hypothetical role of the OpenAI analyst and specify factors that could be favorable or unfavorable to the analysis outcome.
Below is an example prompt that we have seen work well in production-grade use cases, see the template above for the full list of product data passed as input to the prompt.
You're an assistant Account Executive preparing a summary (less than 100 words) about the client-user for {{nodes.vars.selfCompanyName}}. The reason you're doing this is that there's a potential upsell opportunity here as they get close to the end of their quota. Take whichever information is available in the Account and Usage data below and craft a concise summary in bullet points which could help your boss AE pick up the phone and engage this client in a conversation:
Step 3 - Retrieve Slack IDs#
Locate Slack IDs for account owners
The revenue organization feature inside Cargo is connecting all the different sales tools that are connected to Cargo. Owing to this, we can use the ID of a sales team members from one tool to identify all the other IDs for that member across all the other tools.
Similarly, use the allocate node to find the Slack IDs of the relevant account owners from the CRM. This ensures that the person with the most context about the account can initiate the upsell conversation with the user.
Step 4 - Ping owners#
Ping account owner
Use the Slack node to directly ping the account owner using the Slack ID identified in the previous step. This immediate notification prompts them to act on the upsell opportunity. Refer to the workflow template for an example message to use in the Slack write node.
You can also use another Slack write node to notify a general channel, ensuring the broader team is aware of the upsell potential and can offer support if needed. Multi-channel alerts typically result in faster response times and higher engagement among the sales team.
Step 5 - Ping managers#
Locate and notify manager
Identifying and notifying the manager of the relevant sales team helps ensure timely action on important alerts. Use an appropriate message to keep them aware of the opportunity, enabling them to 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.
