## Close Deals

### Enrich PLG Signups
Turn product signups into qualified pipeline — before the trial ends.

#### Overview
Of PLG signups from high-ICP accounts convert to paid when a sales touch occurs in the first 14 days — vs. 8% without sales involvement.

### The Brief
Product-led growth creates a flow of signups that looks like pipeline but often isn't. Without enrichment, a PLG signup is a name and a work email. With enrichment, it's a company with 300 employees, a Salesforce stack, a Series B, and a RevOps team actively evaluating vendors. The agent enriches every PLG signup on arrival, scores them against the ICP, identifies the rest of the buying committee in their organization, and routes high-fit signups to sales before they churn out of the free tier without ever talking to a human.

#### Enrichment Process
- Enriches every signup with company and contact context.
- Resolves the work email domain to the company identity and runs enrichment on arrival: company size, revenue band, industry, tech stack, funding stage, and headcount growth.
- Contact enrichment adds the signer's title, seniority, and LinkedIn profile.
- Flags low-confidence identifications for shared email domains (consultants, agencies, gmail signups).
- Enrichment runs before the first product onboarding email, allowing the welcome email to be tailored appropriately.

**Example:**  
Signup: jordan.m@prismanalytics.io. Company resolved: Prism Analytics, 240 employees, Series B, San Francisco. Jordan M.: VP Marketing. Tech stack: Salesforce + HubSpot + Segment. Enrichment confidence: high.

### Quality Scoring
Scores signup quality against ICP and product fit criteria:
- A freelancer trying your free tier differs from a VP Marketing at a 300-person SaaS company.
- The agent scores signups against a dual model: ICP fit (firmographic and technographic match) and product fit (usage pattern in the first 24–48 hours).
- High ICP fit with early activation triggers an immediate sales alert.
- Low ICP fit is deprioritized regardless of activation.

**Example:**   
Jordan M. score: ICP fit 89/100 (Tier 1), product activation 72/100 (activated 3 key features in 18 hours). Combined score: 83. Routing: sales-assisted — assigned to AE Jordan K. with activation summary.

### Buying Committee Identification
Identifies the buying committee beyond the individual signup:
- Maps likely buying committee at the signup company.
- Provides context to the sales rep for starting conversations.

**Example:**   
Prism Analytics buying committee: Jordan M. (signup, champion — in contact), Sarah K. (CFO — economic buyer, not in contact), Marcus T. (Head of Marketing Ops — likely additional user, LinkedIn shows product interest).

### Sales Routing  
Routes high-fit signups to sales with usage context before the trial window closes:
- PLG trials have a natural urgency window — most purchasing decisions happen in the first 14–21 days.
- The agent monitors signup activation and routes high-fit accounts to sales at the right moment.

**Example:**   
Trial day 4 alert — Jordan K.: 'Prism Analytics (ICP Tier 1) has activated pipeline enrichment and team workspace in 4 days. Jordan M. (VP Marketing) hasn't shared with the buying committee yet. Suggest reaching out now to expand the trial.'

### Comparison: Today vs. With ABM Strategist  
#### Today
- PLG signups are treated as self-serve with no enrichment, scoring, or sales routing until they request a call.
- Sales lacks context for which PLG accounts are high-fit until after the trial.

#### With ABM Strategist
- Every signup is enriched and scored on arrival.
- High-fit accounts route to sales proactively.

### Agent Operations  
Works with:
- **Inbound SDR**: High-fit PLG signups follow the same response framework as inbound demo requests — enriched and routed in minutes.
- **Nurture Prospects**: Lower-fit signups enter a product-led nurture sequence.
- **Automate Lead Routing**: PLG routing rules align with broader territory and account ownership.

### Three Layers, One Platform by Lantern
- Every agent runs on three layers: a unified data model, 150+ enrichment providers, and an open-source engine.

#### Data Waterfall
- 150+ enrichment providers.
- Sequential routing optimized per segment. No vendor lock-in.

#### Agent Engine
- Open-source execution engine with workflows defined in code.
- Full audit trail on every action.

#### Revenue Ontology
- Data sources normalized into one model.

### FAQ
1. Does it work with product analytics platforms like Amplitude or Mixpanel?  
2. How do we define 'activation' for the product activation score?  
3. Can the agent handle B2C or consumer-oriented signups, or only B2B?  
4. What happens when two people from the same company sign up independently?

PLG signups are the warmest leads in the funnel. This agent ensures the right ones reach sales before the trial window closes.