This document discusses how Aptrinsic's product experience platform helps companies drive product-led growth through contextual in-app engagements and personalized experiences. It allows companies to gather usage data, measure feature performance and revenue attribution, analyze user journeys and cohorts, and automate onboarding and upsell/cross-sell opportunities triggered by product qualified leads. The platform provides analytics and "recipes" to increase new user adoption, prioritize roadmaps, and expand customer value over time through data-driven product experiences.

1. Product Growth Plays
Unlock your product’s full growth potential
The Most Powerful & Complete Product Experience Platform, Zero Coding
2018. All rights reserved.

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AboutAptrinsic
Confidential. Copyright © 2016–2017. All rights reserved.
• Aptrinsic founded by former Heads of Global Product and Engineering at Marketo Inc
• Authors of: Mastering Product Experience – Product led growth
• Tracked over 5B events tracked and counting, million of experiences triggered
• Used by over 400 companies to drive product adoption from trial to up-sell/x-sell
• Featured Partners:
Ken Rudin: Head of growth at Google – (video)
Jeetu Patel: CPO at Box – (video)

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Welcome To Product Led Growth
Sales/Marketing led Product Led
Roadmap and prioritization are not driven by usage
and growth metrics
Roadmap and prioritization is driven by usage and
growth data
Sales and marketing communicate to prospects and
customers and own growth
The product is used as conduit to prospects and
customers
Customer onboarding and education is human driven
and not scalable or not contextual
Using Contextual In-App engagements to educate
and nurture users to the a-ha moment
Product’s return on feature investments is not
measured
Analyzing and measuring feature attribution to
revenue and growth

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Product Led Growth Platform
Trial
Conversion
Customer
Adoption
Drive
Adoption
Measure
Success
Gather
Feedback
Expansion
Up-Sell, X-Sell
Feature
Onboarding
Copyright © 2016-2018. All rights reserved.

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Product Led Growth Platform
Product Analytics
Feature Usage to Revenue
Attribution
User & Account Retention
Cohort Analysis
Funnel analysis across channels
Feedback & Polls
Net Promoter Score
Customer Effort Score
CSAT & Polls
Engagement & NPS
Performance analysis
Personalized Product Experiences
Personalized User Onboarding
Feature Releases
Guides & Product Launch
Email Engagement Based on
Product Usage

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Product Plays / Recipes
• Launch and onboard users based on persona, intent,
package utilization, and account value
• Increase Adoption of New Product Releases
• Experiment and measure engagements to high value
features
• Prioritize Roadmap for Growth
• Drive Growth Using Product Qualified Leads (PQL)

7. New User Onboarding

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Onboard users based on Product Interest
(Track – Derive – Ask)
Create DocInvite Team

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BuildBehavioral Segmentation Cohorts
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Going beyond basic user & account attributes – triggering real-time experiences based on
frequency of use to build a complete product journey

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Build Onboarding Sequences Using In-App and Email
Welcome
Email
In-App
Personalized Onboarding Based on Product Interest
Benefits How-To
Onboarding
Urgency
Guides EducateFeature Activation

11. Increase Adoption of New Product Releases

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Increase Adoption of New Product Releases
What’s Coming Onboard user to
new features
Measure
Adoption
Available Now Collect Feedback
+ +
By Persona By Persona
+ Intent

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Release Notes by Persona (Outbound)

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Onboard Users Contextually To New Features (in-
app)

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Measure Feature Adoption Rate

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Collect Contextual Feedback
Collect Feedback – NPS, CES, CSAT

17. Prioritize Roadmap for Growth

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Product Analytics
• Measure feature revenue attribution with Accounts, Features &
Revenue as first class citizens
• Prioritize Product Decisions That Drive Growth
• Discover which user attributes and behavior drives growth
• Identify window of engagement opportunity

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Product Instrumentation
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• Auto-tracking every user event
• Code free - instrumentation including product hierarchy
• Support for custom user and account attributes
• Custom Events – track unique customer behavior such as:
• Purchase event monetary values or specific usage i.e. Photo – artist, category, tags, download duration,
size.
• Offline Events – from any data source

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Funnel Analysis
• Discover which user attributes and
behavior drives growth
• Identify drop-offs, decrease
friction, and improve your user
adoption
• Trigger the right experience to the
right journey and measure against
your goals

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Retention Cohort Analysis
• Identify window of engagement
opportunity
• Discover which behaviors drive
retention
• Measure new releases impact on
retention
• Identify product market fit for new
offerings
Use account revenue ,CRM
data or behavioral data

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Feature Performance
• Measure feature revenue
attribution with Accounts,
Features & Revenue as
first class citizens
• Support for modules and
feature hierarchy
• Discover your Golden
Features using behavioral
and usage cohorts

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Net Promoter Score (NPS)
• Measure NPS trends over time
• Identify features most used by
promoters vs. detractors
• Analyze responses by any
customer demographics
(user roles, company size, plan levels and more…)

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Journey Analyzer
• Discover opportunities and
challenges along the customer
journey
• Understand most prominent
user flows post-signup
• Add user attribute and historical
behavioral elements to detect
trends in journeys

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Apply Extensible Data Modeling
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• Custom Attributes – Extending the
basic user and account model enables
deeper analysis and ability to leverage
data at rest for personalization
• Custom Events – Enables sending
additional metadata to behavioral
events such as monetary values,
amounts and more to send the true
value of the user event. {string,
numeric, data and Boolean supported}

26. Driving Growth with PQLs

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Timing x-sell offers based on product usage
CRM
PQL Definition
Customer using Gusto Payroll
adds 10+ employees
Automate Offer Delivery
Sends notification in-app and follow-up
email to customer admin presenting
Gusto Health Benefits offering
Account Owner
Provides ancillary support to
win the up-sell business
When customer reaches
PQL status
+

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Create Opportunities with PQLs
Product Qualified Leads

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Automate SFDC based on PQL thresholds

30. Thank you!