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“Awesome. I should have made it three posts, three part.”

“Maybe I can give an example first and then we can talk about the other question. So I can use GitLab as an example since that's where I'm most familiar. GitLab actually have a enterprise sales team, v...”

“You can do a audit like this yourself, right. Just imagine if you are a B2C user trying to buy a product, you want it to be easy. Ideally, PLG for B2B can be that easy as well. So go through that proc...”

“You should probably start with activation. Activation is actually a common good starting place for most B2B software.”

“And you can, again, a lot of similar tactics you use in activation conversion actually can be beautifully applied in expansion, because it's almost a combination of getting people to the aha of that f...”

“I can share some of my example at a course my-”

“And then you need to have an experimentation tool because, like I said, you cannot just imagine you build everything and everything works perfectly. So you need either like Optimizely, I know Amplitud...”

“And in terms of conversion, I would say there are many product-led growth, product-led sales tools. I think those are great. If you want to build out your PQL/PQA conversion pass, think about Endgame,...”

“Your customer success team can take a much deeper view in understanding what the clients are using, rather than just talk with the executives from the client and get a rough gauge of the situation. So...”

“Right, what are the gaps? And you may need to do some reinstrumentation, reformatting and things like that before you even plug into a product analytics to make it useful.”

“No, you can bring me, but you don't have to bring me. I think there are, if you search on Google just the data dictionary, or data product usage, data audit, a lot of companies published template and ...”

“And then you can just scroll through. Basically the key idea is go through your product experience, identify the key actions, and go through your data instrumentation and see, "Do they match?"”