Playbook

Getting started

The people approaching a paid ceiling in your product aren’t always the ones who can make a purchase or move up plan levels.

More often than not, they’re individual contributors—not decision-makers 🙅

In this playbook, we’ll show you how to hone in on your power accounts and bridge the gap to budget holders—even if they’re not active in your product, engaging in your digital ecosystem, or being tracked in your CRM.

What you’ll need:

Step 1: Surface power accounts with no economic buyers

Let’s say we want to round up all the high-use product accounts where an economic buyer is absent.

We’d log in to Common Room and head to Segments.

We’d create a segment specifically designed to pinpoint high-usage accounts where no economic buyer is active 🕵️

The definition of “power account” will differ from org to org, but in this case we’ll say it’s any account with 90 or more hours of activity in our product over the past 28 days.

Next we’d add a filter to only include accounts where no economic buyers are tracked (Common Room automatically tags individuals with certain job titles as economic buyers—you can customize this however you wish).

And just like that, any organization that meets our criteria—power account, no economic buyer present—will automatically be added to this segment.

Step 2: Add economic buyers to account

Once our segment is set up, we can click into an org to get a look at all economic buyers not currently tracked in Common Room.

Simply click the “See all in Prospector” link to go straight to the Prospector tool.

We can choose from a list of every person who works at the organization in question that has the job title of: head of, director, VP, president, chief, CFO, CTO, CPO, CMO, COO, CEO.

We’d simply add them to our Common Room instance to automatically create a new profile for them and enrich it (complete with contact information) using Person360™ ✨

Now it’s time to get in touch.

Step 3: Prospect economic buyers

We can reach out to economic buyers who may or may not be aware of the activity in our product to discuss making a purchase, upgrading plans, adding more seats—whatever the situation calls for.

Even better, we can tailor our message based on the product usage in the account.

And with Common Room’s sales sequence integrations—including Outreach, Salesloft, Apollo, and Gong Engage—we can go from signal to action without ever switching screens.

Adding every person in our segment to a personalized outbound sequence is just a button click away.

Depending on what we’re trying to do, our message might look something like this:

Wrapping up

And that’s all she wrote ✍️

Now you can spotlight your power accounts lickety-split, connect the dots between power users and budget holders, and get a conversation off the ground—all from the same place.

Want to see a playbook on a different topic? Get in touch. And if you haven’t already, try Common Room for free.