Salesforce
PLG Funnel Setup
for Martech SaaS

A UAE-based Martech platform was running product-led growth with no CRM visibility. TrueSolv set up the full PLG funnel in Salesforce in 3 weeks, lifting trial-to-paid conversion by 55%.

Platforms

Sales Cloud

Industry

Martech Platform

Country

UAE

Challenge

A UAE-based Martech SaaS platform had built a product that sold itself. Free trials were starting regularly. Some converted. Some did not. The problem was that nobody on the commercial team could tell which trial users were worth talking to — because product usage data never made it into the CRM.

The company was running on product-led growth in theory. In practice, trial data lived in a product database, contact details sat in a spreadsheet, and sales conversations happened over email. There was no funnel. There was no single place where the full picture existed.

When a new Head of Revenue joined, the brief was straightforward: build a system that tells us exactly which trials are hot, and make it work within weeks.

The core challenges the team needed to solve:

No trial visibility: Free trial signups not connected to any CRM record or sales workflow.
Siloed product data: Product usage and activation data inaccessible to sales and customer success teams.
Manual tracking: Trial-to-paid conversion tracked manually in a shared spreadsheet, with no attribution.
No activation signals: No automated triggers when a trial user hit activation milestones worth acting on.
Invisible expansion: Expansion revenue from existing accounts not measured or reported anywhere.

Solution

TrueSolv delivered a complete PLG funnel setup in Salesforce under the Growth package. The first dashboard was live within three weeks of the kickoff call.

PLG data model: Built a custom data model that maps the full product funnel — signup, activation, expansion, and upsell — to Salesforce objects. Each stage of the user journey has a corresponding record type and ownership rule.
Trial lifecycle automation: Configured a Flow-based automation layer that creates a Salesforce lead on every trial signup, advances it through funnel stages based on product events, and fires a sales task when a user hits a defined activation milestone.
Product integration: Connected the platform’s product analytics tool to Salesforce via API. Usage events now flow into Salesforce in near real time. Sales reps see each trial user’s engagement score, feature adoption level, and days remaining on trial directly on their lead record.
Conversion dashboard: Delivered a single dashboard showing the complete funnel from trial signup to closed deal. The team can now see stage conversion rates, identify where trials drop off, and prioritise the accounts with the highest engagement scores.
Expansion tracking: Built a reporting layer to surface expansion revenue opportunities. When an existing account crosses a usage threshold, an upsell opportunity is created automatically and assigned to the account manager.