Creating PQLs Using Interactive Demos — Athennian

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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