2 min read
Workflows for product-led growth in CRM
Alice Chen Marketing Specialist
In product-led growth, the product does the selling. But the team behind it still has to read every signal — who's expanding, who's slipping, who's about to churn — and act on it before the moment passes.
That's where Workflows comes in. The right workflow watches product usage, billing, and CRM data alongside your team. When something changes, it surfaces the signal, drafts the play, and routes the work to the right person. Below are three of the plays every product-led team should be running.
Before you start
These workflows are only as good as the product context behind them. Make sure your Attio workspace is connected to your product usage data, billing, and support stack before wiring these up. The agents below depend on those signals being there to read.
PQL handoff
When product usage signals say a free-tier account is ready to talk to sales, this workflow catches it, scores the account, and hands it to the right rep with the work already done.
When a free-tier account has 10+ active users and consistent activity over the past 14 days, score it as a PQL, assign it to the right AE, and draft a personalized first-touch email referencing what they've done in the product so far."
Account expansion
When usage spreads to a new team inside an existing company, that's a buying signal for a different team. This workflow catches it, briefs the AM, and drafts the introduction.
When a paying customer adds users from a team different from the original buying team, flag the expansion signal to the AM with a brief on who's adopting, what they're doing in the product, and a drafted introductory email.
Churn save
When product usage and qualitative signals both point to risk, this workflow catches the pattern early and gives the CSM what they need to step in.
For every paying customer, watch weekly product usage. If usage drops more than 30% week-over-week and there's been a recent negative signal in support or on a call, flag the account to the CSM with a churn-risk score, what changed, and a drafted re-engagement message.
These three plays are starting points. Workflows lets your team compose any signal-to-action play your product-led motion needs: AI agents that watch the data, draft the message, qualify the account, and route the work to the right person.