Building your first PLG sales playbook

Start narrow. A playbook that fires on one clear trigger — an account crossing a usage threshold — and takes one clear action — notifying the right rep — will outperform a broad scoring model nobody trusts.

Team expansion is a natural second playbook: when seat count crosses a threshold, assign an account executive and send an automated note recognizing the growth.

Once the first two are running cleanly, add a power-user playbook that watches for login streaks or repeated use of an advanced feature, and route those accounts into a champion nurture track rather than a hard sales push.