Plg to enterprise expansion

What it does

Most PLG-to-enterprise motions fail the same way: the account shows all the signals — 40 users, three workspace attempts, a support ticket asking about SSO — but two weeks pass before an AE even knows about it. This recipe closes that gap. The moment an account crosses a configurable usage threshold in the data warehouse, the colleague enriches the account from every relevant source, creates a Discovery opportunity in Salesforce, drafts a narrative grounded in actual usage data, assigns the AE, and posts the deal context to Slack — all before the end of the business day.

How it works

1. Detect + score. The colleague streams product usage events from Snowflake (or BigQuery, Redshift, Postgres) in real time. When an account crosses the configured expansion threshold, it reads the full signal set — new user invitations, paid-feature gate attempts, workflow creation cadence, support volume, integration usage, multi-environment requests — and combines them with seat count and workspace count into estimated incremental ARR and a confidence tier (hot / warm / watch).
2. Enrich. In parallel: company firmographics and funding stage from Clay, buying committee identification via LinkedIn Sales Navigator, tech stack from GitHub or BuiltWith, and recent call themes from Gong — plus the current CRM state from Salesforce.
3. Create opportunity. A Salesforce Opportunity is created (or updated) at stage Discovery with the estimated ARR, expansion signal summary, and recommended next steps attached.
4. Route AE. The Opportunity is assigned to the right AE based on territory and technical complexity; the routing reason is logged to the activity feed.
5. Draft narrative. An expansion narrative synthesizing usage signals, buying committee context, and Gong call themes is saved to Google Drive and linked to the Opportunity.
6. Create task. A high-priority Salesforce Task with a 24-hour deadline is created for the AE, linked to the Opportunity.
7. Notify. A Slack post to #sales-leadership surfaces deal context, the assigned AE, and a suggested talk track.
8. Update dashboard. The persistent Expansion Pipeline This Week view in Eluu is updated with the new opportunity and refreshed ARR totals.

Setup

• Connect a data warehouse (Snowflake, BigQuery, Redshift, or Postgres) and configure the event schema.
• Set the expansion threshold rules — typical starting point: 10+ active seats, or 3+ paid-feature gate attempts in 14 days, or 2+ workspaces.
• Connect Clay for company enrichment and LinkedIn Sales Navigator for buying-committee identification.
• Connect Salesforce and configure territory + routing rules.
• Connect Slack and set the #sales-leadership channel.
• Optionally connect Gong for call context and Google Drive for narrative storage.

Variations

• Add a second scoring pass 7 days later to catch slow-burn accounts that just missed the initial threshold.
• Route technical-complexity accounts directly to a Solutions Engineer instead of an AE.
• Trigger a personalized outreach sequence in Outreach or Salesloft once the AE accepts the task.
• Post a weekly expansion pipeline digest to #revops every Monday morning summarizing all hot-tier accounts opened in the prior week.