Attio

1. Freemium/User signup pipeline

This pipeline is used for all new self-signups, which are automatically categorized into different stages based on their activity and interaction with the product.

Stages:

• New signup:
  • All new freemium users automatically land here. This is the first and broadest phase where all users are collected.
  • This stage is mainly used to manage the mass of new users before they are moved to more active stages.
• Activated user:
  • Users are automatically moved here once they show minimum activity in the freemium version (e.g., by using certain core functions or regularly logging in).
  • This stage helps you identify users who are potentially eligible for an upsell.
• Free trial started:
  • Users who switch from the freemium version to a trial version with more features automatically land in this stage. It shows a strong interest in future conversion.
  • Here we can already start with targeted sales or onboarding measures.
• Converted to paid:
  • This is the final stage for freemium users who have been successfully converted into paying customers.
  • Here, the focus can be on retaining these customers long-term and potentially upselling them to larger plans or additional features.

2. Sales pipeline

This pipeline is intended for qualified leads, both from freemium qualifications and outbound strategies. While outbound leads are nurtured with other tools, they also land here after qualification.

Stages:

• Qualified:
  • Leads that have been qualified (either through their activity in the freemium version or by the outbound team) land here.
  • This stage is the starting point of the active sales process.
• Discovery call/initial meeting:
  • As soon as an initial contact or discovery call with the lead has taken place, they are moved to this stage.
  • The focus here is on gaining a deeper understanding of the lead's needs and presenting your product.
• Proposal/negotiation:
  • Here, a formal offer is made, and the negotiation process begins.
  • This stage is critical as you try to close the deal here.
• Won:
  • Deals that have been successfully closed land here.
  • The focus then shifts to customer retention and upsell opportunities.
• Lost:
  • If a lead drops out or decides against the offer, they are moved to this stage.

Automation

• Automated pipeline assignment: Every new freemium user is automatically moved to the first stage ("New Signup") of the freemium pipeline. Depending on activity, they are further moved to the corresponding stages, e.g., from "New Signup" to "Activated User" or "Free Trial Started".

3. Outbound pipeline