We’ve already covered steps 1-4:

1️⃣ Align on PLS objectives and get internal buy-in for your PLS motion

2️⃣ Gather and analyze historical data (usage, intent, firmographic) and align on PQL/PQA definitions.

3️⃣ Bring all of your learnings into a PLS strategy by building PLS Playbooks.

4️⃣ **Training and enablement

Now it’s time for…**

5️⃣ Measure success, iterate, launch at scale

Two levels of metrics for PLS performance

To measure PLS success and find areas for optimization, you need to look at metrics from two levels:

1. Overall sales metrics to help you understand the broader impact of PLS playbooks.
2. Playbook level conversions to give you insight into which playbooks to iterate.

The most helpful metrics are usually:

• Playbook conversions
• Opportunities created
• Deal cycle velocity
• Revenue attribution.

Launching PLS is hard work, but it’s definitely worth it. By giving your customers more options, generating qualified pipeline from your existing user-base, and having greater insights into how individual usage relates to team and account expansion, you’ll be well on your way to the next stage of revenue growth.

<aside> 💡 Extra resource

• 13 Product-Led Sales metrics to measure in 2023 and beyond </aside>