How can a sales-led company generate PQLs (product qualified leads)? Here’s how Athennian does it using interactive demos 👇👇👇 1. First, they created a series of interactive demos, focused on specific product capabilities. 2. They then built a “Demo Center” where buyers could choose based on their need and interest. 3. They gated the Demo Center, letting them track what demos a prospect viewed (and finished). 4. They even gave each demo a title that reflected an actual pain / job to be done. 5. Finally, they created lead scoring rules in their CRM based on demo consumption. Here’s what this lets them do 👇 When a prospect starts to engage with these demos, Athennian is able to score them as if they were using a real product. And since the tours are aligned to real customer pains, their marketing and sales team also knows exactly what messaging to use in their follow up. A big shout out to Sydney Lawson, who talked about this strategy in Navattic's customer interview series lat week. Take a look 👀
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