Stop Scoring Leads. Start Scoring Product Behavior.

Most lead and account scores are built on form-fills and firmographics — and reps don't trust them. They can't see why an account is "hot," so they ignore the score. It's the number-one scoring complaint we hear, and it's exactly the gap modern GTM teams are closing.

Otter.ai lived the PLG-to-sales-led shift. They rebuilt scoring around what users and accounts actually do — today their lead scores are roughly 70% behavior and 30% demographic. Paired with Common Room, those product-usage signals helped drive a 2–3x increase in outbound pipeline.

Join Colin Netal, Head of Demand Generation at Otter.ai, and Will Taylor of Common Room for a fast, tactical conversation on scoring behavior — not just leads — as PLG companies layer in a sales-led motion. Bring your questions for the live Q&A.

You'll learn:

• Why static lead and account scores break down — and why reps stop trusting and acting on them
• The signals that actually predict buying: product usage, account and community activity, web, hiring, and champion movement
• How Otter.ai operationalized the PLG-to-sales-led shift, and where Common Room fits