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Few ask the question that actually predicts a deal: what is this account doing inside your product right now? Colin Netal, Head of Demand Generation at "},{"_type":"span","marks":["36593f259dee"],"text":"Otter.ai","_key":"00e6e7fec48d"},{"_key":"ccab46558549","_type":"span","marks":[],"text":", scored first-party usage instead of firmographics, built five plays on top of it, and doubled outbound pipeline over"}]}],"readingTimeInMinutes":8,"slug":{"current":"otter-webinar-recap"},"isFeatured":null,"hideMainMedia":null,"cardImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-850ba23dc7625c9cfe5e3cf5e6250b6bcbb1fd19-1920x1080-png","altText":null,"extension":"png","metadata":{"hasAlpha":true,"dimensions":{"height":1080,"width":1920,"aspectRatio":1.7777777777777777}}}},"mainVideo":{"_key":null,"_type":"externalVideo","url":null,"duration":null,"vimeoId":null,"loomUrl":null,"file":null,"previewImage":{"asset":{"_id":"image-850ba23dc7625c9cfe5e3cf5e6250b6bcbb1fd19-1920x1080-png","metadata":{"dimensions":{"width":1920,"height":1080}}}},"previewVideo":null,"previewCta":null},"graphic":null,"status":"published","authors":[],"companies":[],"_rawBody":[{"children":[{"marks":["em"],"text":"Colin Netal, Head of Demand Generation at ","_key":"79ad01e17e2f","_type":"span"},{"text":"Otter.ai","_key":"e8b30f169c8b","_type":"span","marks":["5ffa0d77f94e","em"]},{"text":", joined Common Room's Will Taylor to break down the exact plays that turned first-party product usage into a sales-led motion, and a 2x jump in outbound pipeline.","_key":"087bd71b5fc6","_type":"span","marks":["em"]}],"_type":"block","style":"normal","_key":"a40ddb7cebaf","markDefs":[{"_type":"link","href":"http://otter.ai/","_key":"5ffa0d77f94e","openTab":true}]},{"children":[{"_type":"span","marks":["strong"],"text":"Most product-led companies hit the same ceiling. The self-serve motion works, usage climbs, and then the mandate changes: diversify revenue, move upmarket, build a sales-led motion. And the first tool most teams reach for, traditional lead scoring, quietly stops working.\n\n","_key":"7058c0517e7b"},{"_type":"span","marks":["em"],"text":"Watch the full session:","_key":"fd0e5df365f7"}],"_type":"block","style":"normal","_key":"76a435a35c0f","markDefs":[]},{"_type":"externalVideo","_key":"40f4d256bbfc","url":"https://youtu.be/V1ORNz7GyPI?si=8FMgsak_7s2oVPgQ"},{"markDefs":[],"children":[{"marks":[],"text":"The reason, as Colin Netal put it in our recent webinar, ","_key":"45233eafe0f4","_type":"span"},{"_type":"span","marks":["strong"],"text":"is that demographic and firmographic scoring identifies fit, not the buying trigger","_key":"64b776f1c3d9"},{"_type":"span","marks":[],"text":". It tells you someone looks right on paper. It says nothing about whether they're ready to buy. Worse, the \"modern\" alternatives (website visits, keyword intent, third-party signals) are commoditized. Everyone buys the same data and runs the same play on top of it. As Colin put it:","_key":"5cfa80a0d9b1"}],"_type":"block","style":"normal","_key":"6657458069a4"},{"_key":"ea5744644876","markDefs":[{"_type":"link","href":"http://otter.ai/","_key":"6bcdaf17e4f9","openTab":true}],"children":[{"_key":"45233eafe0f4","_type":"span","marks":["strong"],"text":"\"The one bit of first-party data you have that your competitors will never have is your own product usage. That's the next frontier.\"\n\n-  Colin Netal, Head of Demand Generation at "},{"_type":"span","marks":["strong","6bcdaf17e4f9"],"text":"Otter.ai","_key":"6026841e91d1"}],"_type":"block","style":"blockquote"},{"_type":"infoBox","header":"About Colin Netal","style":"info","_key":"4e7b7c8f6799","body":[{"_key":"365b4582e6c7","markDefs":[{"href":"http://otter.ai/","_key":"f3faf4732f2b","_type":"link"}],"children":[{"_type":"span","marks":[],"text":"Colin is Head of Demand Generation at ","_key":"03bd9322a331"},{"_key":"dd151983d69e","_type":"span","marks":["f3faf4732f2b"],"text":"Otter.ai"},{"_key":"a9f71fc9244b","_type":"span","marks":[],"text":", where he's building the enterprise and sales-led motion on top of Otter's product-led growth engine. His focus: giving reps a prioritization system they'll actually trust, grounded in first-party product usage rather than commoditized intent."}],"_type":"block","style":"normal"},{"_key":"3241068f4a79","asset":{"_id":"image-d67651585af85019743c0c403c29b0196f41d80b-727x727-jpg","_type":"sanity.imageAsset","_rev":"R1y57O1bzVJIIu7fE9R2uu","_createdAt":"2026-07-17T02:28:27Z","_updatedAt":"2026-07-17T02:28:27Z","size":99661,"sha1hash":"d67651585af85019743c0c403c29b0196f41d80b","mimeType":"image/jpeg","path":"images/vt347z5x/production/d67651585af85019743c0c403c29b0196f41d80b-727x727.jpg","extension":"jpg","assetId":"d67651585af85019743c0c403c29b0196f41d80b","uploadId":"9d14149ac9e167e5ef9b4a4aaf9718a8f5e9330d","url":"https://cdn.sanity.io/images/vt347z5x/production/d67651585af85019743c0c403c29b0196f41d80b-727x727.jpg","originalFilename":"1646116493095-1.jpg","metadata":{"hasAlpha":false,"lqip":"data:image/jpeg;base64,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","dimensions":{"_type":"sanity.imageDimensions","width":727,"aspectRatio":1,"height":727},"isOpaque":true,"blurHash":"emNJ|MWC.Tt7Z~%gayf,ofRPE2ofaJWBo#x]j]s:ayWBozayRiayRk","_type":"sanity.imageMetadata","thumbHash":"7xcOFwT3aGd6iYaFd6iIl2eIeZA3B3YG","palette":{"darkMuted":{"foreground":"#fff","title":"#fff","population":6.72,"background":"#2b2027","_type":"sanity.imagePaletteSwatch"},"muted":{"background":"#a07665","_type":"sanity.imagePaletteSwatch","foreground":"#fff","title":"#fff","population":2.44},"lightVibrant":{"foreground":"#000","title":"#fff","population":6.82,"background":"#dcad98","_type":"sanity.imagePaletteSwatch"},"darkVibrant":{"foreground":"#fff","title":"#fff","population":0,"background":"#5e2528","_type":"sanity.imagePaletteSwatch"},"lightMuted":{"title":"#fff","population":2.97,"background":"#c4b4cb","_type":"sanity.imagePaletteSwatch","foreground":"#000"},"vibrant":{"foreground":"#fff","title":"#fff","population":0.04,"background":"#bf5f64","_type":"sanity.imagePaletteSwatch"},"dominant":{"background":"#dcad98","_type":"sanity.imagePaletteSwatch","foreground":"#000","title":"#fff","population":6.82},"_type":"sanity.imagePalette"}},"filename":"1646116493095-1.jpg","width":727,"height":727,"placeholderUrl":"https://cdn.sanity.io/images/vt347z5x/production/d67651585af85019743c0c403c29b0196f41d80b-727x727.jpg?rect=121,0,485,727&w=%width%&h=%height%&q=80","id":"image-d67651585af85019743c0c403c29b0196f41d80b-727x727-jpg","children":[],"parent":null},"_type":"mainImage","alt":"Colin Netal headshot"},{"_type":"block","style":"normal","_key":"1a3c8fcebbda","markDefs":[],"children":[{"_type":"span","marks":[],"text":"","_key":"74c29bee57df"}]}]},{"markDefs":[{"_type":"link","href":"http://otter.ai/","_key":"d7295c382f1e"}],"children":[{"text":"Colin leads demand generation at ","_key":"7b5dfd5947e0","_type":"span","marks":[]},{"_key":"8ddab7115bab","_type":"span","marks":["d7295c382f1e"],"text":"Otter.ai"},{"marks":[],"text":", where he built a sales-led motion on top of Otter's product-led base after the company crossed $100M ARR. The engine behind it: Otter connected its product usage into Common Room, then analyzed closed-won enterprise deals to understand ","_key":"bc9b49c217e8","_type":"span"},{"_key":"65149722501f","_type":"span","marks":["em"],"text":"why"},{"text":" people buy. That analysis became a small set of usage-based plays, five to start, that reps run inside Common Room. Here they are.","_key":"7b4447eec9b7","_type":"span","marks":[]}],"_type":"block","style":"normal","_key":"06dbc9e653ff"},{"markDefs":[],"children":[{"text":"Why usage, not demographics","_key":"897f3a76cd85","_type":"span","marks":[]}],"_type":"block","style":"h2","_key":"15ee68fd09fd"},{"_key":"6c91a447e20e","markDefs":[],"children":[{"text":"Before the plays, the principle underneath them. Otter's scoring model runs in Common Room at both the ","_key":"7111f59e7210","_type":"span","marks":[]},{"_key":"7e5e9c45beb0","_type":"span","marks":["strong"],"text":"account and contact level"},{"text":", fed by product usage piped in from Otter itself, and it's deliberately weighted toward behavior. It's roughly an 80/20 split, with only about 20 to 30% coming from demographics and firmographics (geography, target industries, company size) and the rest from real product usage.","_key":"773666e67bae","_type":"span","marks":[]}],"_type":"block","style":"normal"},{"_key":"405b869529a9","markDefs":[],"children":[{"marks":[],"text":"The behavioral levers are refreshingly plain: how many meetings an account is recording, how many meeting minutes, how many users were added in the last seven days, and whether those users are actually engaged (clicking around in the Otter web or mobile app). As Colin put it:","_key":"34f1b0da38c6","_type":"span"}],"_type":"block","style":"normal"},{"_key":"f9f1e8ceb337","markDefs":[{"href":"http://otter.ai/","_key":"6bcdaf17e4f9","openTab":true,"_type":"link"}],"children":[{"marks":["strong"],"text":"\"You could get super fancy, are they using MCP, are they using chat? You don't really need to get too crazy with it. It's a matter of getting access to those behavioral data points, factoring them into your scoring, and then it's off to the races with the sales team.\"\n\n-  Colin Netal, Head of Demand Generation at ","_key":"05d5873f86ee","_type":"span"},{"text":"Otter.ai","_key":"5883c8a84105","_type":"span","marks":["strong","6bcdaf17e4f9"]}],"_type":"block","style":"blockquote"},{"markDefs":[],"children":[{"_key":"673f8a58a112","_type":"span","marks":[],"text":"That usage feeds every play below. And it's what lets reps open with credibility instead of a cold pitch, what Colin, borrowing Sam McKenna's phrase, calls "},{"_key":"844979c2c22e","_type":"span","marks":["em"],"text":"\"show me you know me.\""},{"_type":"span","marks":[],"text":" Bring a buyer's actual usage into the conversation and you prove you understand them before you ask for anything.","_key":"acd45d95dd6f"}],"_type":"block","style":"normal","_key":"2fa2aad94315"},{"_type":"divider","_key":"4996cc72894f"},{"style":"h2","_key":"466f43e8baf7","markDefs":[],"children":[{"text":"The 5 plays","_key":"546242f895d8","_type":"span","marks":[]}],"_type":"block"},{"style":"normal","_key":"9535a1fe33de","markDefs":[],"children":[{"_type":"span","marks":[],"text":"Each play maps a specific usage signal to a specific, timely action. Otter builds each one as a signal-based segment in Common Room, so qualifying accounts and contacts surface to reps automatically, because ","_key":"68ac5a81c680"},{"marks":["strong"],"text":"a signal only counts if it changes what a rep does next","_key":"e6086d3f10e8","_type":"span"},{"_type":"span","marks":[],"text":".","_key":"435a086406fd"}],"_type":"block"},{"_key":"43ef6aadfcd5","markDefs":[],"children":[{"marks":[],"text":"1. Senior sign-up","_key":"946bca28f0d3","_type":"span"}],"_type":"block","style":"h4"},{"children":[{"_key":"e5aa9ba32207","_type":"span","marks":[],"text":"When an executive or a very senior person signs up for the product directly, that's your clearest hand-raise. Rather than let them sit in the self-serve base, the play is simple: get a rep in front of them fast, while intent is highest. In a sales-led motion, "},{"marks":["strong"],"text":"a senior title creating an account is often the first sign a company-wide conversation is possible","_key":"bb17030acf28","_type":"span"},{"_key":"3bfe014fcaef","_type":"span","marks":[],"text":"."}],"_type":"block","style":"normal","_key":"8415d554888b","markDefs":[]},{"markDefs":[],"children":[{"text":"2. Workplace consolidation","_key":"946bca28f0d3","_type":"span","marks":[]}],"_type":"block","style":"h4","_key":"05508ffc713f"},{"style":"normal","_key":"a26c8e3fb8f4","markDefs":[],"children":[{"_key":"3293cca27f75","_type":"span","marks":[],"text":"This is the play Colin flagged as most interesting. At a large enterprise, think a JPMorgan Chase, you might have hundreds of users spread across dozens of separate, satellite workspaces that grew bottoms-up."}],"_type":"block"},{"_type":"block","style":"normal","_key":"92f07536c6b5","markDefs":[],"children":[{"marks":[],"text":"That fragmentation is the opening. The play is to reach out to IT and make the consolidation case: bring the satellite workspaces into one enterprise workspace so the whole organization can search, query, and share meetings and transcripts in one place.","_key":"6194c9651638","_type":"span"}]},{"_type":"block","style":"blockquote","_key":"07804402267a","markDefs":[{"href":"http://otter.ai/","_key":"6bcdaf17e4f9","openTab":true,"_type":"link"}],"children":[{"text":"\"You've got a lot of these satellite workspaces, which is great. Why not conjoin them into one large enterprise workspace? \n\nThere's a compounding effect of having all of the meetings and transcripts in one area, so the broader organization can query them and see that much more value.\"\n\n-  Colin Netal, Head of Demand Generation at ","_key":"6194c9651638","_type":"span","marks":["strong"]},{"_type":"span","marks":["strong","6bcdaf17e4f9"],"text":"Otter.ai","_key":"d4738dbc13f2"}]},{"children":[{"_type":"span","marks":[],"text":"It's expansion and enterprise pipeline hiding inside usage data most teams never look at.","_key":"4584eb58a751"}],"_type":"block","style":"normal","_key":"ae9b4edf498a","markDefs":[]},{"markDefs":[],"children":[{"marks":[],"text":"3. High-scoring contacts","_key":"1c4df0d4e6fb","_type":"span"}],"_type":"block","style":"h4","_key":"91b162aaa7f2"},{"style":"normal","_key":"cccaf8e99293","markDefs":[],"children":[{"_key":"02933cea7845","_type":"span","marks":[],"text":"The everyday workhorse. When a contact's combined fit-plus-behavior score crosses the threshold, the right profile "},{"marks":["em"],"text":"and","_key":"eb77df522d26","_type":"span"},{"text":" meaningful product usage stacking up, they surface for outreach automatically. Because the score leans on behavior, ","_key":"db27c1ad43c3","_type":"span","marks":[]},{"_type":"span","marks":["strong"],"text":"a \"high-scoring contact\" is someone showing real momentum","_key":"1c4ea4c06235"},{"_type":"span","marks":[],"text":", not just someone who looks right on paper.","_key":"b50733a85207"}],"_type":"block"},{"children":[{"_key":"28f785c3695a","_type":"span","marks":[],"text":"4. Power users"}],"_type":"block","style":"h4","_key":"3661a0c40529","markDefs":[]},{"markDefs":[],"children":[{"text":"Some accounts light up on sustained, heavy usage: lots of meetings recorded, lots of minutes, multiple engaged users. 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The play is to catch it while it's live and reach in before a competitor, or inertia, cools it off.","_key":"cdf46fe87dd7","_type":"span","marks":[]}],"_type":"block","style":"normal"},{"children":[{"text":"\"We rolled out these five plays to start, just to keep things simple. This all funnels into our scoring mechanism, balancing firmographic, but really leaning heavily on behavior to drive up the contact and account scores.\"\n\n-  Colin Netal, Head of Demand Generation at ","_key":"7a5d20685c5e","_type":"span","marks":["strong"]},{"_key":"42a4dc295763","_type":"span","marks":["strong","6bcdaf17e4f9"],"text":"Otter.ai"}],"_type":"block","style":"blockquote","_key":"24c1841c1500","markDefs":[{"_type":"link","href":"http://otter.ai/","_key":"6bcdaf17e4f9","openTab":true}]},{"_key":"ac3f3d0a7fc5","_type":"divider"},{"markDefs":[],"children":[{"marks":[],"text":"Match the play to the buying committee","_key":"5d8d1336a66c","_type":"span"}],"_type":"block","style":"h3","_key":"93ea704a98b2"},{"_type":"block","style":"normal","_key":"10a0f7ff2b17","markDefs":[],"children":[{"marks":[],"text":"The plays surface the account. Winning it means talking to the right people the right way, and that changes as deals move upmarket.","_key":"b13acf8dcb64","_type":"span"}]},{"markDefs":[],"children":[{"_key":"84d3b1aa3a2b","_type":"span","marks":[],"text":"In SMB, Colin notes, the power user is often a head of or VP who owns the budget and the decision. But as deals move upmarket into thousand-seat contracts, IT usually runs the cycle, because they own the Zoom or Microsoft Teams contract, and the champion or power user isn't the one who signs. Reps have to know how to speak to each of those stakeholders appropriately."}],"_type":"block","style":"normal","_key":"b5312481927a"},{"_type":"block","style":"normal","_key":"37e640753886","markDefs":[],"children":[{"_key":"a33c8b893493","_type":"span","marks":[],"text":"Colin's point on where that gets solved:"}]},{"_key":"e6b48e2993e3","markDefs":[{"_type":"link","href":"http://otter.ai/","_key":"6bcdaf17e4f9","openTab":true}],"children":[{"_type":"span","marks":["strong"],"text":"\"The wonderful thing with a tool like Common Room is you can see the related usage of each of these individuals in the buying committee, and make a determination as to the type of messaging and language you lead in with.\"\n\n-  Colin Netal, Head of Demand Generation at ","_key":"7a5159a32986"},{"text":"Otter.ai","_key":"d7b94654b826","_type":"span","marks":["strong","6bcdaf17e4f9"]}],"_type":"block","style":"blockquote"},{"_key":"d0bf9405ae1c","markDefs":[],"children":[{"_type":"span","marks":[],"text":"That visibility is the unlock. ","_key":"df657661f2a3"},{"_type":"span","marks":["strong"],"text":"Common Room surfaces each person's usage across the buying committee, so reps can read the room and adjust.","_key":"9fe444728679"},{"_type":"span","marks":[],"text":" If the head of IT has never personally used the product, you lead with different language than you would with a daily power user: sometimes a value story, sometimes a security story.","_key":"dc1720c74071"}],"_type":"block","style":"normal"},{"_type":"divider","_key":"53b82b1b906a"},{"style":"h3","_key":"9d97dbdcfcc7","markDefs":[],"children":[{"marks":[],"text":"The result: a 2x jump in outbound pipeline","_key":"48989bf21aee","_type":"span"}],"_type":"block"},{"children":[{"_key":"885f37ce1b25","_type":"span","marks":[],"text":"The payoff showed up fast."}],"_type":"block","style":"normal","_key":"13e0f5b88f8c","markDefs":[]},{"_type":"block","style":"blockquote","_key":"8e6dd4d66c93","markDefs":[{"href":"http://otter.ai/","_key":"6bcdaf17e4f9","openTab":true,"_type":"link"}],"children":[{"_type":"span","marks":["strong"],"text":"\"We saw at least a 2x jump in outbound pipe gen pretty much overnight once we started running these plays. You're outbounding based on usage and what you know about the user or the workspace, as opposed to keyword intent or whether they're poking around your website.\"\n\n-  Colin Netal, Head of Demand Generation at ","_key":"2ed8b67b85d2"},{"_key":"5d5adc89c624","_type":"span","marks":["strong","6bcdaf17e4f9"],"text":"Otter.ai"}]},{"children":[{"marks":[],"text":"The gain didn't come from more leads. It came from prioritizing the right ones, and from","_key":"7635726d76b4","_type":"span"},{"_key":"d118a987de5f","_type":"span","marks":["strong"],"text":" outreach grounded in signals competitors simply don't have"},{"_key":"be80ac4a48ae","_type":"span","marks":[],"text":"."}],"_type":"block","style":"normal","_key":"5a5f55c08934","markDefs":[]},{"_type":"divider","_key":"df98e27e1b94"},{"_type":"block","style":"h3","_key":"bf98314e3a5c","markDefs":[],"children":[{"text":"Colin's rule: keep it simple","_key":"e729a0a6274c","_type":"span","marks":[]}]},{"_key":"03eb5d74e339","markDefs":[],"children":[{"marks":[],"text":"Otter runs only about 10 to 12 usage-based plays in total, with these five as the foundation. That restraint is the strategy, not a limitation.","_key":"0993f0a54179","_type":"span"}],"_type":"block","style":"normal"},{"markDefs":[{"_key":"6bcdaf17e4f9","openTab":true,"_type":"link","href":"http://otter.ai/"}],"children":[{"text":"\"Don't overcook the thing. When you've got so many tools and data points, it's easy to overcomplicate. Keep it super simple at first, isolate what's actually moving the needle, then expand.\"\n\n-  Colin Netal, Head of Demand Generation at ","_key":"e07d2da08ae6","_type":"span","marks":["strong"]},{"marks":["strong","6bcdaf17e4f9"],"text":"Otter.ai","_key":"08edb97f1da4","_type":"span"}],"_type":"block","style":"blockquote","_key":"8136aaadf9df"},{"style":"normal","_key":"e1f9739f230a","markDefs":[],"children":[{"_type":"span","marks":[],"text":"His tactical takeaway for any team starting out: mine your call transcripts to understand why people actually buy in a sales-led motion, then distill that into usage data points that act as a proxy for pain or momentum.","_key":"1601d6560dd2"}],"_type":"block"},{"_type":"divider","_key":"ba6018ff19d5"},{"_key":"7d1aa41c3a84","markDefs":[],"children":[{"text":"See what's possible with Common Room","_key":"5d46d775d8bb","_type":"span","marks":[]}],"_type":"block","style":"h1"},{"style":"normal","_key":"2376111205a5","markDefs":[],"children":[{"text":"Otter's motion comes down to three moves any PLG team can borrow:","_key":"23941726cbae","_type":"span","marks":[]}],"_type":"block"},{"listItem":"bullet","markDefs":[],"children":[{"_type":"span","marks":["strong"],"text":"Score behavior, not just leads.","_key":"2a3b44e08177"},{"text":" Weight real first-party product usage over commoditized fit data, at both the account and contact level.","_key":"a31ef872d8be","_type":"span","marks":[]}],"level":1,"_type":"block","style":"normal","_key":"06251a4168b7"},{"markDefs":[],"children":[{"_type":"span","marks":["strong"],"text":"Build a handful of plays, not a hundred.","_key":"e8e6553c9a7d"},{"marks":[],"text":" Five well-run, usage-based plays beat a sprawling model no rep can keep straight.","_key":"43d5c355b94f","_type":"span"}],"level":1,"_type":"block","style":"normal","_key":"cff0bf3deba5","listItem":"bullet"},{"markDefs":[],"children":[{"marks":["strong"],"text":"Match the play to the committee.","_key":"5f3812360a67","_type":"span"},{"_type":"span","marks":[],"text":" As deals move upmarket, speak to budget owners and deal-runners differently, using each person's actual usage.","_key":"1ae8838ae6a6"}],"level":1,"_type":"block","style":"normal","_key":"d77d43b08802","listItem":"bullet"},{"markDefs":[{"_type":"link","href":"https://www.commonroom.io/product/lead-scoring/","_key":"bc3fcb9fa856"}],"children":[{"marks":["strong"],"text":"🚀 Ready to turn product usage into sales-ready action?","_key":"7fc99f4f1bdc","_type":"span"},{"text":"See how Common Room's lead scoring turns first-party signals into pipeline.","_key":"d7717339b3ed","_type":"span","marks":["bc3fcb9fa856"]}],"_type":"block","style":"callout","_key":"cfae0e63068d"}]}},{"node":{"_type":"post","id":"-2ec4600d-044b-5ed6-b066-c6905e87cef2","_id":"b8936d8b-5436-4b9c-81a9-3e900c1b6236","publishedAt":"2026-07-16T20:51:00.000Z","_createdAt":"2026-07-16T20:43:48Z","_updatedAt":"2026-07-16T20:56:16Z","categories":[{"_id":"067d08c2-833d-447f-8bed-e63211d3c644","title":"Sales teams (PERSONA)","titlePublic":"Sales","slug":{"current":"sales"},"status":"published"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-a6efe61d72be144cd8299c1bc7a9b4c92f214712-2400x1260-png","altText":null,"extension":"png","metadata":{"hasAlpha":true,"dimensions":{"height":1260,"width":2400,"aspectRatio":1.9047619047619047}}},"layout":null,"alt":null},"title":"Your Buyers Talk To Each Other. Just Not To You.","_rawExcerpt":[{"children":[{"_type":"span","marks":[],"text":"The buying committee isn't your problem. Not knowing who's in it is. Here's how the buyer committee view, manager view, and natural language filtering close the gap between what your rep can see and what's actually happening inside the account.","_key":"d0631a2d1ef8"}],"_type":"block","style":"normal","_key":"62df88a37b60","markDefs":[]}],"readingTimeInMinutes":6,"slug":{"current":"buying-committee-visibility"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[{"_key":"df2f3b91fa34","author":{"image":{"crop":null,"hotspot":null,"asset":{"_id":"image-b997acf4133cbe93ac0bbdee29ac0714d3096b7b-800x800-jpg"}},"name":"Tasha Reasor","title":"CMO"}}],"companies":[],"_rawBody":[{"children":[{"_key":"e1724e06fa3d","_type":"span","marks":[],"text":"You might think the Scranton Analytics buying committee has a coordination problem. But they definitely don’t."}],"_type":"block","style":"normal","_key":"1120b4b78acf","markDefs":[]},{"children":[{"text":"In fact, they meet every Thursday. The CFO, procurement, IT, the champion, those two people whose exact titles nobody quite remembers; they all know what’s going on. They’re aligned, informed, and talking to each other all the time. So why can’t you close the deal?","_key":"a9a6cf572adb","_type":"span","marks":[]}],"_type":"block","style":"normal","_key":"5fb8aef5a7bd","markDefs":[]},{"_key":"c61af9c95a0e","markDefs":[],"children":[{"marks":[],"text":"Because you’re the only one who isn’t in the room.","_key":"a467bbf348be","_type":"span"}],"_type":"block","style":"normal"},{"_type":"block","style":"normal","_key":"a028d63837d1","markDefs":[],"children":[{"_key":"4e587fde109b","_type":"span","marks":[],"text":"Your champion says \"we're aligned internally,\" and they're telling the truth. What they're not telling you is who \"we\" is. You've got one name in the CRM and five people you've never met, never emailed, and wouldn't recognize if they walked into your booth at a conference."}]},{"children":[{"_key":"0fe33bb0829e","_type":"span","marks":[],"text":"Procurement's been on your pricing page for three weeks straight and nobody told you procurement was involved. IT has an opinion strong enough to kill the deal, and you've never had their email address, let alone a call on the calendar."}],"_type":"block","style":"normal","_key":"ba530ef3adf1","markDefs":[]},{"children":[{"_key":"6e3a7c46487b","_type":"span","marks":[],"text":"Your champion isn't ghosting you, they replied to your Slack thread an hour ago. But they're just one cat, and you've been trying to herd a group you can't even count."}],"_type":"block","style":"normal","_key":"052b14d1e142","markDefs":[]},{"_key":"37aa3bd5fde2","markDefs":[],"children":[{"marks":["strong"],"text":"The single-threaded deal doesn't feel single-threaded from the inside","_key":"71bc455e6e4a","_type":"span"}],"_type":"block","style":"h2"},{"markDefs":[],"children":[{"_key":"7db51ecc8abd","_type":"span","marks":[],"text":"Here's what makes this so sneaky: the rep working Scranton Analytics doesn't think they're single-threaded. They have a champion who's responsive, enthusiastic, and clearly plugged in internally. Every signal the rep can see says the deal is healthy."}],"_type":"block","style":"normal","_key":"61df0ed60695"},{"markDefs":[],"children":[{"text":"Then it stalls. Not because the buying committee fell apart, they were never the problem. Because someone on that committee, someone the rep never identified, let alone got on a call, had questions nobody outside Scranton Analytics was ever positioned to answer.","_key":"f7499539bcba","_type":"span","marks":[]}],"_type":"block","style":"normal","_key":"54450d405666"},{"children":[{"_key":"e19ae2a9eb7b","_type":"span","marks":[],"text":"That's the two-part problem hiding inside \"multi-threading.\" First you have to know how many cats you. Then you have to actually herd them, get them to reply, take the call, show up."}],"_type":"block","style":"normal","_key":"da5312d0802c","markDefs":[]},{"_type":"block","style":"normal","_key":"3c638a24abd5","markDefs":[],"children":[{"_type":"span","marks":[],"text":"Most reps are failing at step one and don't know it, so step two never even gets attempted.","_key":"a2dcf6ad1fb9"}]},{"_key":"9b8f6cecc78a","markDefs":[],"children":[{"_type":"span","marks":[],"text":"Every sales methodology tells reps to multi-thread. Every manager asks about it in the pipeline review. And the deals keep stalling the same way anyway, because \"multi-thread this deal\" is advice that assumes you already know who the threads are.","_key":"02b6b1de6239"}],"_type":"block","style":"normal"},{"style":"h2","_key":"6657dd661e7b","markDefs":[],"children":[{"_type":"span","marks":["strong"],"text":"What the manager can't see either","_key":"120c2328189c"}],"_type":"block"},{"children":[{"marks":[],"text":"Zoom out one level and the manager has their own version of this problem: eight reps, a forecast, a pipeline view, and still no reliable answer to \"how many cats are actually in this account, and how many of them have we actually talked to.\"","_key":"1f6647d87e6f","_type":"span"}],"_type":"block","style":"normal","_key":"90d8b920b423","markDefs":[]},{"markDefs":[],"children":[{"marks":[],"text":"When the manager asks about Scranton Analytics in the pipeline review, the rep says it's healthy, and they believe it, because the one cat they can see is healthy. Nobody's lying. The rep just has no visibility into procurement's pricing page visits, no line on IT, no idea the committee is six people deep instead of one. The manager ends up coaching to the only data point available, which is whatever the most visible relationship in the account happens to say.","_key":"532bc705c6f4","_type":"span"}],"_type":"block","style":"normal","_key":"4f694fcc0df8"},{"_type":"block","style":"normal","_key":"46e6d83dfc24","markDefs":[],"children":[{"_type":"span","marks":[],"text":"That's not a coaching failure. That's a counting failure. Nobody in the chain has ever had a reliable way to see the full committee, so nobody's had a reliable way to know what's actually missing.","_key":"5addc9c2fbbc"}]},{"file":{"_type":"file","asset":{"_id":"file-9d3f50761eb49aa06ddf12fb0e7293362ba1a27a-webm","_type":"sanity.fileAsset","_rev":"8298CSeMT4QwNaeRsmoYLZ","_createdAt":"2026-07-16T20:52:42Z","_updatedAt":"2026-07-16T20:52:42Z","path":"files/vt347z5x/production/9d3f50761eb49aa06ddf12fb0e7293362ba1a27a.webm","size":4433560,"extension":"webm","mimeType":"video/webm","uploadId":"b38c450fbf9138ccc83b9c9471169939bfd2e6fa","assetId":"9d3f50761eb49aa06ddf12fb0e7293362ba1a27a","sha1hash":"9d3f50761eb49aa06ddf12fb0e7293362ba1a27a","originalFilename":"Common-Room-Buying-Committee-View.webm","url":"https://cdn.sanity.io/files/vt347z5x/production/9d3f50761eb49aa06ddf12fb0e7293362ba1a27a.webm","filename":"Common-Room-Buying-Committee-View.webm","placeholderUrl":null,"id":"file-9d3f50761eb49aa06ddf12fb0e7293362ba1a27a-webm","children":[],"parent":null}},"_type":"externalVideo","_key":"5c40515a12ef"},{"markDefs":[],"children":[{"_type":"span","marks":["strong"],"text":"The buyer committee view: get in the room","_key":"8772b8b5e488"}],"_type":"block","style":"h2","_key":"e33980e616c6"},{"children":[{"text":"The buyer committee view starts from a simple idea: open the account, and immediately see who's actually in the buying group, whether Scranton Analytics has been talking to them internally, and whether Scranton Analytics has been talking to your team at all.","_key":"cb668a9398e1","_type":"span","marks":[]}],"_type":"block","style":"normal","_key":"4ce10220897b","markDefs":[]},{"style":"normal","_key":"444ba2a21523","markDefs":[],"children":[{"text":"Not a static org chart nobody updates. Not a contact list sorted by whoever last opened an email. A live view that does two things at once: first, it identifies who should be in the conversation based on Common Room's 400M+ contact database and your ICP, even if they've never visited your site or opened an email. Then it layers in engagement status so your rep knows exactly where each person stands.","_key":"536767d62bae","_type":"span","marks":[]}],"_type":"block"},{"children":[{"_key":"df218ee8c80b","_type":"span","marks":[],"text":"Every committee member will carry one of three statuses. Engaged: they've had a real interaction—a call, an email, a meeting. Warm: they're in the room but haven't been directly contacted yet. Cold: they fit the buying committee profile but your team has never reached them at all. The cold ones are the multi-thread targets. That's the list your rep needs."}],"_type":"block","style":"normal","_key":"612a96af5856","markDefs":[]},{"markDefs":[],"children":[{"_key":"7a4ba68e2fe8","_type":"span","marks":[],"text":"Flip on the buyer committee view for Scranton Analytics and it surfaces the CFO as a real person with a real title, active on your content, never contacted. It flags procurement's pricing page visits as belonging to someone with a name, not an anonymous hit in your analytics. That's not a report sitting in a dashboard nobody opens."}],"_type":"block","style":"normal","_key":"63fdee77819f"},{"_type":"block","style":"normal","_key":"e8d480897a6b","markDefs":[],"children":[{"_type":"span","marks":[],"text":"That's the cat count, delivered while there's still time to go herd them.","_key":"6481b7ce203b"}]},{"_key":"fe8b1d6c0e07","markDefs":[],"children":[{"marks":[],"text":"And it doesn't live in a separate tab your rep has to remember to open. The same committee data flows into your Chrome extension when your rep is in Salesforce or HubSpot, into MCP workflows, and syncs directly to Salesforce so RevOps can report on buying committee coverage across the entire book without ever opening Common Room.","_key":"c6333de48844","_type":"span"}],"_type":"block","style":"normal"},{"markDefs":[],"children":[{"_type":"span","marks":["strong"],"text":"The manager view: the same count, one level up","_key":"6d6f1d132fcb"}],"_type":"block","style":"h2","_key":"82b9a51987b2"},{"_key":"ff1a9ea8b805","markDefs":[],"children":[{"marks":[],"text":"Same logic, applied to the whole book instead of one account.","_key":"8a7177a9ec02","_type":"span"}],"_type":"block","style":"normal"},{"markDefs":[],"children":[{"text":"Instead of guessing which deals are real off whatever the most responsive contact happens to say, a manager can see committee coverage across every account at once: which ones have a fully identified, engaged buying group, which ones are running on one relationship the rep is mistaking for the whole account, and where coaching needs to happen before the pipeline review, not during it, when it's already too late to go count anything.","_key":"00168bfc25c0","_type":"span","marks":[]}],"_type":"block","style":"normal","_key":"0d0803108406"},{"_type":"block","style":"h2","_key":"5e619c1ba922","markDefs":[],"children":[{"_type":"span","marks":["strong"],"text":"Natural language, because filter complexity shouldn't require a ticket","_key":"598848177f7b"}]},{"_type":"block","style":"normal","_key":"ff8c4ff6b113","markDefs":[],"children":[{"text":"The rep knows exactly who they're looking for. Enterprise accounts in the Northeast, no activity in 30 days. They just can't build the filter to find them. So they ask RevOps, and they wait. Natural language filtering changes that equation.","_key":"4a706e210a68","_type":"span","marks":[]}]},{"_key":"5e616c378aab","markDefs":[],"children":[{"marks":[],"text":"A rep describes what they want in plain language like \"enterprise accounts in the Northeast with no activity in 30 days\" and gets back structured, editable filter chips and a result set immediately. Not a black box. Not a locked view. A real filter they can tune, save, and share. The expertise that used to live with RevOps is now available to anyone who can describe what they're looking for.","_key":"0b067d9954a5","_type":"span"}],"_type":"block","style":"normal"},{"children":[{"_key":"d8f97c548723","_type":"span","marks":[],"text":"And somewhere on that list, every single time, is Scranton Analytics."}],"_type":"block","style":"normal","_key":"a4002cfb5677","markDefs":[]},{"markDefs":[],"children":[{"_type":"span","marks":["strong"],"text":"They were never quiet. You just weren't in the conversation.","_key":"95f3bd4336f8"}],"_type":"block","style":"h2","_key":"17ba4244fc87"},{"markDefs":[{"_type":"link","href":"https://www.commonroom.io/blog/ai-ambition-meet-ai-execution/","_key":"89fddfd4f3f6"}],"children":[{"_type":"span","marks":[],"text":"Our ","_key":"65ee3de49de4"},{"marks":["89fddfd4f3f6"],"text":"AI ambition, meet AI execution","_key":"147beb279c67","_type":"span"},{"_key":"50de6b514b96","_type":"span","marks":[],"text":" argument was that scaled execution takes more than a working demo. 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Turns out it just needed better plumbing.","_rawExcerpt":[{"_type":"block","style":"normal","_key":"2806fd0ea9f2","markDefs":[],"children":[{"_type":"span","marks":[],"text":"ABM didn't fail because the strategy was wrong. It failed because the signal and the action lived in different systems, and a human had to carry the message between them. That handoff is where every coordinated campaign quietly falls apart.","_key":"5c1ab7050c1f"}]}],"readingTimeInMinutes":7,"slug":{"current":"abm-signal-to-action"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[{"_key":"bfdd482c781a","author":{"image":{"crop":null,"hotspot":null,"asset":{"_id":"image-b997acf4133cbe93ac0bbdee29ac0714d3096b7b-800x800-jpg"}},"name":"Tasha Reasor","title":"CMO"}}],"companies":[],"_rawBody":[{"children":[{"_type":"span","marks":[],"text":"A signal you don't act on isn't a signal. 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Nobody's doing it on the same page.","_key":"0509d439e7dc"}],"_type":"block","style":"normal"},{"_type":"block","style":"h2","_key":"fda8df47898d","markDefs":[],"children":[{"_type":"span","marks":["strong"],"text":"How “bad data” became the industry scapegoat","_key":"2b4366c9da3d"}]},{"_type":"block","style":"normal","_key":"28c4c627931f","markDefs":[],"children":[{"_key":"3a2891d42269","_type":"span","marks":[],"text":"Most ABM programs have a sequencing problem, and it's not the one people complain about in QBRs."}]},{"children":[{"text":"Everyone blames the data. Bad data, stale data, data that lives in four systems and agrees with none of them, like siblings describing the same childhood. But look closer at Scranton Analytics and the data isn't even wrong. The champion really did go dark. Procurement really is on the pricing page. Every fact any single rep is holding is true. But nobody's holding it up against anyone else's version.","_key":"7af1f8b80e7b","_type":"span","marks":[]}],"_type":"block","style":"normal","_key":"f5cc36386fee","markDefs":[]},{"style":"normal","_key":"be2e277d0abe","markDefs":[],"children":[{"_key":"ca5716a7d5e7","_type":"span","marks":[],"text":"That's the real bad data problem: not incorrect information, just correct information that never got compared to itself. And there's an even quieter problem underneath that: because even when the data is good, someone still has to translate it into action."}],"_type":"block"},{"markDefs":[],"children":[{"_type":"span","marks":[],"text":"That's the signal. Everyone agrees it's a good one. And then someone, somewhere, has to actually do something with it. Tell the gifting platform. Update the ad audience. Loop in the field rep. Make sure marketing knows what sales already knows, and vice versa, which somehow never happens on schedule.","_key":"76513326fd54"}],"_type":"block","style":"normal","_key":"ae5360ef1d2b"},{"markDefs":[],"children":[{"text":"That translation step is where ABM quietly falls apart. Not because anyone's slow or careless. But because manual translation is inconsistent by definition, and inconsistent doesn't scale. Scranton Analytics' signal fires on a Tuesday. By the time it becomes an action, it's Thursday, and Scranton Analytics already took a call from your competitor.","_key":"bfddaf6e6b9f","_type":"span","marks":[]}],"_type":"block","style":"normal","_key":"6a07fbd4b72f"},{"_type":"block","style":"normal","_key":"18af9712d7d7","markDefs":[],"children":[{"marks":[],"text":"The fix isn't a better notification. Notifications are just guilt with a timestamp. The fix is removing the translation layer entirely.","_key":"3c4608aa8508","_type":"span"}]},{"markDefs":[],"children":[{"_key":"3f9bee1c4b0d","_type":"span","marks":["strong"],"text":"What \"coordinated\" actually looks like, versus what everyone calls coordinated"}],"_type":"block","style":"h2","_key":"715c00fd7fe2"},{"style":"normal","_key":"215e59ddbc2e","markDefs":[],"children":[{"_type":"span","marks":[],"text":"The dream of ABM has always been coordination: sales and marketing working the same accounts off the same intelligence, at the same time, without a Slack thread or a standing meeting holding it together.","_key":"4121f407180b"}],"_type":"block"},{"style":"normal","_key":"c8a786ae0956","markDefs":[],"children":[{"_type":"span","marks":[],"text":"The reality for Scranton Analytics and every account like it has usually fallen short. Sales knows Scranton Analytics hit the pricing page three times. Marketing finds out at the next pipeline review, if it comes up at all. The gift ships two weeks after the deal already closed, at which point sending a company a crate of beets feels less like a gesture and more like an apology nobody asked for. The ad keeps chasing Scranton Analytics for another month after they signed, which is its own special kind of awkward.","_key":"4278408e36c9"}],"_type":"block"},{"markDefs":[],"children":[{"marks":[],"text":"Nobody intended any of this. It's just what happens when the signal and the action live in different systems, and coordination becomes a task instead of a byproduct. 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Not a notification. Not a record update sitting in someone's queue. A gift ships because the signal fired, full stop, no one had to tell the gifting platform a thing.","_key":"47072cda4925","_type":"span","marks":[]}],"_type":"block"},{"_type":"block","style":"normal","_key":"b67fff0bbbcf","markDefs":[],"children":[{"_type":"span","marks":[],"text":"Scranton Analytics enters the high intent segment on a Tuesday morning. Common Room triggers the Sendoso workflow directly, and a package is already on its way before the rep has finished their coffee. The outreach follows. Signal and action happen in the same motion, from the same data, with zero humans standing in the middle playing a very expensive game of telephone.","_key":"9b0a876c53d7"}]},{"children":[{"_type":"span","marks":[],"text":"That's not automation for its own sake. That's what coordination looks like when it's built into the system instead of aspired to in the org chart. The rep knows the gift shipped. Marketing knows Scranton Analytics is in motion. The ad targeting reflects the exact signal that triggered the gift. Same account, same intelligence, same moment, not because two teams synced up, but because they never had to.","_key":"e41e42a36893"}],"_type":"block","style":"normal","_key":"767efa15ab20","markDefs":[]},{"style":"normal","_key":"bf216d933bae","markDefs":[],"children":[{"_type":"span","marks":[],"text":"The LinkedIn Ads integration runs on the same logic. Scranton Analytics qualifies, the ad audience updates, and Scranton Analytics starts seeing Common Room ads without anyone exporting a CSV and uploading it like it's 2016. The same signal telling sales to reach out is telling marketing to turn up the pressure. One signal, two motions, zero syncing, and nobody sends Scranton Analytics a crate of beets after they've already signed.","_key":"0d6bf4dc8b71"}],"_type":"block"},{"style":"h2","_key":"89fa9fbeb706","markDefs":[],"children":[{"marks":["strong"],"text":"The black box problem, and why explainability is the actual product","_key":"8156240e2cbf","_type":"span"}],"_type":"block"},{"_key":"d83de41611dc","markDefs":[],"children":[{"marks":[],"text":"There's a version of intent based marketing that's become the default, and it has one fatal flaw: nobody can explain what it's doing.","_key":"c9be0cf5835a","_type":"span"}],"_type":"block","style":"normal"},{"_type":"block","style":"normal","_key":"00dec3d10b63","markDefs":[],"children":[{"_type":"span","marks":[],"text":"A score goes up. Scranton Analytics appears on a list. A campaign fires. Ask why, and the honest answer is usually \"the model decided,\" a sentence that has never once made a sales rep feel better about anything, ever, in the history of sales reps.","_key":"bec641fe5f68"}]},{"children":[{"_key":"d4abef384e87","_type":"span","marks":[],"text":"Common Room runs the opposite direction. Every signal is traceable. Every trigger is explainable. When Scranton Analytics' gift ships or the ad audience updates, it's because Scranton Analytics did a specific thing that crossed a specific threshold the team actually defined. The rep can see it. The manager can audit it. Marketing can tune it."}],"_type":"block","style":"normal","_key":"28750d87d134","markDefs":[]},{"style":"normal","_key":"507a1adc8ba6","markDefs":[],"children":[{"text":"Explainable ABM isn't just more trustworthy, it's more useful. When the rep calls Scranton Analytics, they're not guessing why the account showed up on their list. They know exactly what Scranton Analytics did, which means they walk into a sharper conversation instead of a fishing expedition. And a sharper conversation is the entire point of doing any of this.","_key":"21a4fc45555b","_type":"span","marks":[]}],"_type":"block"},{"_type":"block","style":"h2","_key":"2ddfd4b9e7a7","markDefs":[],"children":[{"_key":"1edfcee59a5a","_type":"span","marks":["strong"],"text":"Coordination was never a people problem"}]},{"_key":"0dde231f4d6b","markDefs":[],"children":[{"marks":[],"text":"ABM programs don't fragment because the people running them are bad at their jobs. They fragment because coordination is hard to sustain when it depends on manual handoffs between systems that were never designed to talk to each other.","_key":"aa6689afb77d","_type":"span"}],"_type":"block","style":"normal"},{"children":[{"_type":"span","marks":[],"text":"Scranton Analytics didn't fall through the cracks because someone dropped the ball. Scranton Analytics fell through the cracks because the ball had to pass through six different hands to get anywhere, and six is a lot of hands.","_key":"cf335261bdd1"}],"_type":"block","style":"normal","_key":"f2be292b9509","markDefs":[]},{"children":[{"_type":"span","marks":[],"text":"The Sendoso and LinkedIn integrations aren't features that make Common Room \"more connected,\" a phrase that belongs on a pitch deck slide nobody remembers by Q3. They're the answer to a structural problem: when one intelligence layer drives every downstream action at once, the translation step disappears. Sales and marketing stop coordinating and start running off the same signal automatically, without a single status update between them.","_key":"1dda44b18d5f"}],"_type":"block","style":"normal","_key":"403fc34ca7cd","markDefs":[]},{"style":"h2","_key":"04f4c36a40df","markDefs":[],"children":[{"_type":"span","marks":["strong"],"text":"ABM wasn't the problem. The plumbing was.","_key":"7457443f960d"}],"_type":"block"},{"_type":"block","style":"normal","_key":"f33167898604","markDefs":[],"children":[{"marks":[],"text":"ABM earned its reputation the hard way. For years the technology couldn’t deliver its promise so everyone assumed it was the wrong strategy.","_key":"b3be839789f1","_type":"span"}]},{"_type":"block","style":"normal","_key":"543f32b8af32","markDefs":[],"children":[{"_type":"span","marks":[],"text":"Every deck said coordinated, personalized, at scale. Every execution required six tools, three exports, and someone's entire Tuesday to make sure Scranton Analytics didn't get a crate of beets three weeks too late.","_key":"dec80ab12619"}]},{"style":"normal","_key":"f1f7a6e415bb","markDefs":[],"children":[{"text":"The strategy was never the issue. Work the accounts that matter, with the same intelligence, at the same time, across every channel. Nobody in the history of marketing has disagreed with that sentence. They just couldn't build it, because the systems holding the signal and the systems taking the action never talked to each other without a human relaying messages in between.","_key":"ddc3fafd1800","_type":"span","marks":[]}],"_type":"block"},{"_type":"block","style":"normal","_key":"37c933d5b225","markDefs":[],"children":[{"_type":"span","marks":[],"text":"That intelligence exists now. The systems can talk to each other. Scranton Analytics' signal is the action, not a suggestion someone has to notice, interpret, and remember to act on before the account goes cold. Which means the thing ABM always claimed to be finally gets to be that thing, instead of the thing everyone quietly apologized for on the way into the meeting.","_key":"0156adc40743"}]},{"style":"normal","_key":"902c1e32e652","markDefs":[],"children":[{"marks":[],"text":"Same three letters. Just an actual strategy now, instead of a nasty one. Scranton Analytics, wherever you are, you deserved better plumbing this whole time.","_key":"864538496e6b","_type":"span"}],"_type":"block"},{"_type":"block","style":"normal","_key":"4d3066f9fdb8","markDefs":[],"children":[{"_type":"span","marks":[],"text":"\n","_key":"934b9b95fd93"}]}]}},{"node":{"_type":"post","id":"-b6bbf86f-b9c9-5c1e-b1ca-0310b02a740b","_id":"47d32d88-4a07-4aa1-a136-d7b71326d409","publishedAt":"2026-07-13T15:47:00.000Z","_createdAt":"2026-07-13T15:43:12Z","_updatedAt":"2026-07-13T15:48:34Z","categories":[{"_id":"067d08c2-833d-447f-8bed-e63211d3c644","title":"Sales teams (PERSONA)","titlePublic":"Sales","slug":{"current":"sales"},"status":"published"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-8bcd6dd2f9830fc3c47361a6bd556ca60d1c1530-1200x630-jpg","altText":null,"extension":"jpg","metadata":{"hasAlpha":false,"dimensions":{"height":630,"width":1200,"aspectRatio":1.9047619047619047}}},"layout":null,"alt":null},"title":"AI Won't Replace Your Reps. It'll Just Expose the Ones Who Weren't Doing Much Anyway","_rawExcerpt":[{"style":"normal","_key":"a40d0e6a7653","markDefs":[],"children":[{"text":"Some companies are cutting sales headcount in half with AI. Their pipeline is about to explain why that was a mistake.\n","_key":"6e546d0edee5","_type":"span","marks":[]}],"_type":"block"}],"readingTimeInMinutes":9,"slug":{"current":"ai-sales-reps-leverage-not-replacement"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[],"companies":[],"_rawBody":[{"children":[{"text":"There's a version of the AI sales story that sounds like progress.","_key":"0a8dc85feb9c","_type":"span","marks":[]}],"_type":"block","style":"normal","_key":"18b9c2e88618","markDefs":[]},{"markDefs":[],"children":[{"text":"You have 20 reps while AI handles the research, the list building, the sequencing and the follow-up. The work that used to eat 40% of a rep's day gets automated. And someone in a budget meeting notices: if AI is doing that much of the work, why do you need 20 reps? Why not 10? Same pipeline. Half the payroll.","_key":"495b1b9c9f22","_type":"span","marks":[]}],"_type":"block","style":"normal","_key":"386b467da3a7"},{"_key":"51c0b47ff4d8","markDefs":[],"children":[{"_type":"span","marks":[],"text":"The math is clean. The board loves it. And if you're a VP of Sales who's been asked three quarters in a row to do more with less, it's tempting in a way that's hard to admit out loud.","_key":"b8c88dd152fa"}],"_type":"block","style":"normal"},{"_type":"block","style":"normal","_key":"5e0dcc9f7ef8","markDefs":[],"children":[{"_type":"span","marks":[],"text":"Some companies are running that experiment right now. But they're about to learn what the math left out.","_key":"f4a410e57a1e"}]},{"children":[{"marks":[],"text":"The part the math misses is what buyers actually respond to. Not volume. Not speed. Not a message that's technically personalized because it includes their job title and a reference to their last funding round. What buyers respond to is a message that reads like an actual person did some homework, and a conversation that feels like the rep on the other end knows something about them before they start talking.","_key":"53ec7cf0e76d","_type":"span"}],"_type":"block","style":"normal","_key":"5c9949ad671c","markDefs":[]},{"style":"normal","_key":"b2ea39b0b67f","markDefs":[],"children":[{"text":"That's a human phenomenon, and optimizing AI for headcount reduction doesn't quite cut it. Ultimately, it just scales the wrong thing really well.","_key":"142036960104","_type":"span","marks":[]}],"_type":"block"},{"children":[{"text":"What AI headcount replacement gets you","_key":"d91cd58c201a","_type":"span","marks":[]}],"_type":"block","style":"h2","_key":"caa8d1780185","markDefs":[]},{"_type":"block","style":"normal","_key":"bc4a806d5f4a","markDefs":[],"children":[{"_key":"9fd47b02b434","_type":"span","marks":[],"text":"The companies going furthest down the AI replacement path all start looking the same after a little while."}]},{"_key":"94299e2fccf5","markDefs":[],"children":[{"marks":[],"text":"Outbound volume goes up. Reply rates go down. They've automated the top of the funnel so completely that the one thing buyers used to respond to (like a message that felt like it came from a person who did some actual thinking) doesn't exist anymore. What replaced it is fast, personalized-looking, and immediately recognizable as neither.","_key":"4e71d4ab2c3f","_type":"span"}],"_type":"block","style":"normal"},{"_type":"block","style":"normal","_key":"0a6644df643a","markDefs":[],"children":[{"text":"The reps who are left are operating as reviewers. Review the AI's output, hit approve, move on. The judgment, the instinct, the ability to read a conversation and know when to push and when to back off? That's atrophying. And like the old saying goes, if you don’t use it you lose it. Well, the same thing is happening here. Reps seem less capable than before because the system asked them to stop using their seller muscles.","_key":"f6a606210a1a","_type":"span","marks":[]}]},{"_key":"4e3ca8b8c8d6","markDefs":[],"children":[{"_key":"91df0ef4ceff","_type":"span","marks":[],"text":"And the pipeline, when you look closely, has a brittleness that doesn't show up on a dashboard. The deals that close are the ones where someone had a real conversation at some point. The ones that stall are the ones where AI handled everything up to the point where a human was actually required, and then there was no human available who knew the account well enough to step in."}],"_type":"block","style":"normal"},{"_type":"block","style":"normal","_key":"5bf025599781","markDefs":[],"children":[{"_type":"span","marks":[],"text":"None of this shows up in the activity metrics. Activity is fine. Great, even. It shows up in win rates, in deal velocity, in the kind of customer relationships that generate expansion revenue and referrals. The lagging indicators. The ones that actually matter, three quarters from now.","_key":"a1825c3ff74c"}]},{"markDefs":[],"children":[{"text":"What AI is meaningfully good at","_key":"2503ca10ca3a","_type":"span","marks":[]}],"_type":"block","style":"h2","_key":"fdf2d0dfb42c"},{"children":[{"marks":[],"text":"Here's what the replacement narrative gets wrong at its core.","_key":"2c73a995ae0e","_type":"span"}],"_type":"block","style":"normal","_key":"013c4fd42547","markDefs":[]},{"_key":"b62d96858e8c","markDefs":[],"children":[{"text":"The argument assumes that what reps do is mostly mechanical. Research an account. Build a list. Send a sequence. Follow up. If AI can do those things, the thinking goes, you don't need as many reps. Maybe you don't need them at all.","_key":"5d0255f3129a","_type":"span","marks":[]}],"_type":"block","style":"normal"},{"children":[{"_type":"span","marks":[],"text":"What that argument misses is that the mechanical work was never the point. It was the tax reps paid to get to the part that actually mattered: the conversation. The relationship. The moment in a discovery call where a rep hears something the buyer didn't quite say and knows exactly how to respond to it.","_key":"e2e709a88b7d"}],"_type":"block","style":"normal","_key":"12294ca1107f","markDefs":[]},{"markDefs":[],"children":[{"_key":"c35adb2ce98d","_type":"span","marks":[],"text":"That part isn't automatable. Not because AI isn't capable enough, but because it requires something AI structurally cannot provide: genuine human presence in a conversation between two people trying to figure out whether they trust each other enough to do business together."}],"_type":"block","style":"normal","_key":"d9f0de6e0fa7"},{"children":[{"_type":"span","marks":[],"text":"The reps who are thriving in an AI-augmented motion aren't the ones who've been replaced. They're the ones who've been freed. Freed from the research that used to take 40% of their day. Freed from the list building that had nothing to do with selling. Freed from the follow-up coordination that ate their afternoons. What's left, when the mechanical work is handled, is the work that actually requires them.","_key":"31b60c66f56f"}],"_type":"block","style":"normal","_key":"434ccb347611","markDefs":[]},{"children":[{"marks":[],"text":"Here's the part that doesn't make it into the all-hands deck. Some reps were hitting their number because they out-worked the grind, not because they were especially good at the conversation. Once the grind is automated, that's not true anymore. Judgment is the only thing left standing between a rep and their quota. Some reps have it. Some were just very good at looking busy. AI doesn't replace either one. 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It shows up in specific workflow decisions that determine which kind of GTM motion you're building."}]},{"style":"h3","_key":"e2d7fcac11b4","markDefs":[],"children":[{"_type":"span","marks":[],"text":"In a replacement model, AI handles the outreach and the rep handles the exceptions.","_key":"439c410b672d"}],"_type":"block"},{"_key":"d011b0b4c1dd","markDefs":[],"children":[{"_key":"865d66882dfc","_type":"span","marks":[],"text":"The rep is downstream of the system, cleaning up what the automation couldn't manage."}],"_type":"block","style":"normal"},{"children":[{"_key":"8e780785a07a","_type":"span","marks":[],"text":"In a leverage model, AI handles the preparation and the rep handles the conversation."}],"_type":"block","style":"h3","_key":"59cecb31e7e8","markDefs":[]},{"children":[{"_type":"span","marks":[],"text":"The rep is upstream of the system, using what the AI surfaced to show up to every interaction already oriented. Already knowing what's happening at the account. 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Pointed at the right thing, it produces the same team doing meaningfully better work because the system is finally handling everything that was getting in their way.","_key":"11459ef427a5"}],"_type":"block"},{"children":[{"_key":"97ca84d94c27","_type":"span","marks":[],"text":"The right thing to automate is the mechanical work. The research. The data hygiene. The signal monitoring. The list building. The first-draft personalization. All of it automatable. None of it requiring the judgment, the relationship instinct, or the human presence that makes a sales conversation worth having."}],"_type":"block","style":"normal","_key":"9619dc331eca","markDefs":[]},{"markDefs":[],"children":[{"_key":"9533751c7d2b","_type":"span","marks":[],"text":"When AI handles those jobs, the rep gets something back that the modern GTM stack has been slowly taking away: time to actually sell. Time to build the kind of account knowledge that makes a discovery call feel like a conversation instead of a script. Time to follow up not because an automation triggered a task but because they know the account well enough to know this is the right moment."}],"_type":"block","style":"normal","_key":"56aa8b479589"},{"children":[{"marks":[],"text":"That's what AI as leverage produces: a team that operates above the level the old system was forcing them to work at.","_key":"de377944d593","_type":"span"}],"_type":"block","style":"normal","_key":"111a91ed262d","markDefs":[]},{"_key":"17f946acf229","markDefs":[],"children":[{"text":"Why this matters more than it looks like it does","_key":"6dd7b5595f7b","_type":"span","marks":[]}],"_type":"block","style":"h2"},{"children":[{"text":"The companies building leverage models right now are accumulating an advantage that's going to be hard to close in 18 months.","_key":"021ceacf9a00","_type":"span","marks":[]}],"_type":"block","style":"normal","_key":"ff967fbe0f21","markDefs":[]},{"_type":"block","style":"normal","_key":"df33b1fe67eb","markDefs":[],"children":[{"_type":"span","marks":[],"text":"It's not a technology advantage. Everyone has access to roughly the same AI tools. It's a human advantage. They have reps who are getting better at selling because the system is doing the mechanical work and leaving them the judgment work. They have relationships with buyers that were built by actual humans who showed up prepared and stayed engaged. They have pipeline that's grounded in real conversations rather than automated sequences that happened to convert.","_key":"3ed9a53c5c17"}]},{"style":"normal","_key":"d7d6543c3859","markDefs":[],"children":[{"_key":"fd2049731854","_type":"span","marks":[],"text":"The companies running replacement models are accumulating a different kind of compound effect. Their reps are getting worse at the things AI can't do, because they're not being asked to do them. Their buyer relationships are thinner, because they were largely handled by a system. Their pipeline is more fragile, because it was built on volume rather than trust."}],"_type":"block"},{"markDefs":[],"children":[{"_key":"c1feee3fdd04","_type":"span","marks":[],"text":"Neither of these shows up clearly in a quarterly review. Both of them show up clearly in a three-year revenue trajectory."}],"_type":"block","style":"normal","_key":"354d5334fc4a"},{"_key":"854ecb139c90","markDefs":[],"children":[{"_key":"b442d8c34729","_type":"span","marks":[],"text":"The sales leaders making the right call right now aren't the ones who figured out how to automate the most. 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Data hygiene agents that keep the foundation clean so the signals the rep is working from actually reflect reality.","_key":"a68528c66398","_type":"span","marks":[]}],"_type":"block","style":"normal","_key":"2c363a13ac37","markDefs":[]},{"_key":"f20a465a4c8b","markDefs":[],"children":[{"_key":"385be8b672d5","_type":"span","marks":[],"text":"What Common Room doesn't do is try to remove the rep from the motion. The rep is the point. The agent stack exists to make the rep better at being the point."}],"_type":"block","style":"normal"},{"markDefs":[],"children":[{"marks":[],"text":"The result is a team that works the same hours and has meaningfully better conversations. Not because AI is doing the selling. 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Common Room's Slack Bot, and our CLI and MCP integrations solve for this directly, putting signal and account intelligence wherever the work already happens instead of asking reps to go find it. Because intelligence that lives in a separate tab is intelligence that never gets used.","_key":"f299bde51b9e"}],"_type":"block","style":"normal"}],"readingTimeInMinutes":6,"slug":{"current":"intelligence-doesnt-need-a-home-screen"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[{"_key":"2c270a2c9c18","author":{"image":{"crop":null,"hotspot":null,"asset":{"_id":"image-b997acf4133cbe93ac0bbdee29ac0714d3096b7b-800x800-jpg"}},"name":"Tasha Reasor","title":"CMO"}}],"companies":[],"_rawBody":[{"style":"normal","_key":"d057abbb594f","markDefs":[],"children":[{"marks":[],"text":"There's a version of AI adoption that looks like a win in the boardroom then dies at the desk.","_key":"506201d5ef64","_type":"span"}],"_type":"block"},{"markDefs":[],"children":[{"text":"Here's how it goes. A team builds something real like a prioritized account list, a research brief, or a signal that fires the second the right account hits the right page. The demo is clean. The workflow makes sense. Someone puts it in front of leadership and the slide gets a nod.","_key":"2f22b34c7057","_type":"span","marks":[]}],"_type":"block","style":"normal","_key":"a4da709ff5cd"},{"markDefs":[],"children":[{"_type":"span","marks":[],"text":"Then Monday happens. A rep opens Slack, and twelve things are already on fire. But the intelligence the rep needs is sitting in some other tab, or in some other platform, waiting to be leveraged. But the rep does not have the time to look for it, so they do what most people do: they work around it and pull the list themselves, skim LinkedIn real quick, and write that outbound email cold.","_key":"f916345f224b"}],"_type":"block","style":"normal","_key":"6aaa1ec75d28"},{"children":[{"text":"Nobody ever announces this, it just happens. Quietly, at every desk…every single day, until the AI workflow that was supposed to transform the team’s capabilities simply becomes another tab nobody opens.","_key":"8a2c72d442f4","_type":"span","marks":[]}],"_type":"block","style":"normal","_key":"da057dd60f7c","markDefs":[]},{"children":[{"_type":"span","marks":[],"text":"I call it the re-do-by-hand moment, and it’s the real adoption problem. This has nothing to do with whether your intelligence is any good. In fact, it can be excellent. But that doesn’t matter because if it lives somewhere people have to go find it, half the team never will.","_key":"41d3f13428e7"}],"_type":"block","style":"normal","_key":"8dc587ed41ec","markDefs":[]},{"markDefs":[],"children":[{"marks":[],"text":"And the fix isn’t a better dashboard, the fix is deleting the dashboard from the equation entirely. Not redesigning it or adding some widget or scheduling a “let’s revisit our internal tools” meeting…Deleting it.","_key":"cd6f79cb243c","_type":"span"}],"_type":"block","style":"normal","_key":"208c1bd97739"},{"children":[{"text":"Where the work already happens","_key":"0c3d0eea4984","_type":"span","marks":["strong"]}],"_type":"block","style":"h2","_key":"ba935013d305","markDefs":[]},{"_type":"block","style":"normal","_key":"59dc2b4cfd33","markDefs":[],"children":[{"_type":"span","marks":[],"text":"Ask any rep where they spend their day and you'll get an honest answer: Slack, email, a CRM tab that's been open since 8am. Nobody ever says \"my GTM platform.\" Seriously, nobody has ever said that. But that list of tools isn’t permanent, it’s just today’s list. Because where the work happens keeps moving.","_key":"e8160cb3af32"}]},{"children":[{"_key":"4c60ca966f2d","_type":"span","marks":[],"text":"Six months ago half your reps weren’t running their day with the support of an AI assistant. Now they are, and in six more months that list of tools will look different again. So the real question was never \"is it in Slack?\" It's \"does the intelligence show up wherever the work has decided to live this quarter\" because it will keep deciding new places, on its own schedule, without asking marketing for a roadmap slot."}],"_type":"block","style":"normal","_key":"ddb448bf0b17","markDefs":[]},{"_type":"block","style":"normal","_key":"60d0613062c8","markDefs":[],"children":[{"_type":"span","marks":[],"text":"Intelligence in a separate system means a context switch, and context switches cost something. Make the cost high enough and the day full enough, and the switch just doesn't happen. The intelligence stays put, and the rep moves on without it. That’s why the teams that have meaningfully solved AI adoption have intelligence that shows up anywhere and everywhere the work already happens. And it keeps showing up even when “anywhere and everywhere” changes,","_key":"17deb8d402ce"}]},{"style":"normal","_key":"e7da3fb5a87d","markDefs":[],"children":[{"_type":"span","marks":[],"text":"That's not a nice-to-have. 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It's the difference between intelligence that changes what a rep does next and intelligence that gets deferred until \"later\" which is that mystical place where intelligence goes to die.","_key":"79ca98523cea","_type":"span","marks":[]}],"_type":"block","style":"normal","_key":"dc0dbff9bfb2","markDefs":[]},{"style":"normal","_key":"81cf3cfee683","markDefs":[],"children":[{"_key":"22d32c49dae3","_type":"span","marks":[],"text":"Slack is the loudest example, and the one everyone recognizes immediately. But it's an example, not the ceiling. It's the proof of concept for a much bigger claim: intelligence that’s tied to one surface will go unused. 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","_key":"461bf389684f"},{"text":"They're building it themselves","_key":"f1b2d67ef3f8","_type":"span","marks":["bf905a87470a"]},{"_type":"span","marks":[],"text":" on top of whatever infrastructure is good enough to trust because they know their own motion better than any platform does.","_key":"f9629c4351a8"}]},{"markDefs":[],"children":[{"marks":[],"text":"These are the people maintaining a GitHub repo full of context. Running enrichment tables that auto-refresh. Wiring signals from five sources into sequences and agent stacks that didn't exist eighteen months ago. The GTM engineers and RevOps builders who already figured out that build-versus-buy was never the real question. The real answer: buy the infrastructure, build the last mile yourself.","_key":"cf0262c575c9","_type":"span"}],"_type":"block","style":"normal","_key":"ab4ab6cfa2de"},{"_type":"block","style":"normal","_key":"9644c336f5bc","markDefs":[],"children":[{"_type":"span","marks":[],"text":"For this crowd, a UI isn't the point. The terminal is where work happens. And until now, getting buyer intelligence into their own systems meant duct tape. Common Room's signal, enrichment, and buyer intelligence can now be called directly through the CLI with no product interface required. A builder pulls account context, surfaces contact signals, and triggers downstream actions programmatically, using Common Room as the intelligence layer under whatever they're building on top.","_key":"acabe0e196b6"}]},{"style":"normal","_key":"c0c4c4b611ca","markDefs":[],"children":[{"_type":"span","marks":[],"text":"That’s the foundation for building your own action layer inside Claude, ChatGPT, your own agent frameworks, or wherever the work has decided to happen. Wire the intelligence in, build on top of it.","_key":"1f556373bbb7"}],"_type":"block"},{"markDefs":[{"href":"https://www.commonroom.io/blog/buyer-intelligence-just-went-headless/","_key":"3b128c04b196","_type":"link"}],"children":[{"_type":"span","marks":["3b128c04b196"],"text":"And the CLI isn't the only door","_key":"f5f54c10a122"},{"_type":"span","marks":[],"text":". Common Room also speaks MCP, which means the intelligence shows up natively inside the assistants your team is already living in like Claude, ChatGPT, and Gemini, or whichever LLM won the popularity contest this week. If your reps are already asking Claude to draft the follow-up or asking ChatGPT to summarize the call, the account context, the signals, the buyer intelligence (all of it) can be right there in that same conversation.","_key":"3e3387140996"}],"_type":"block","style":"normal","_key":"1405f596b338"},{"style":"h2","_key":"2f118296af87","markDefs":[],"children":[{"_key":"288e44f8e09f","_type":"span","marks":["strong"],"text":"The adoption problem was never a dashboard problem"}],"_type":"block"},{"markDefs":[],"children":[{"_type":"span","marks":[],"text":"You cannot dashboard your way into adoption. 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Every company has a working prototype. Far fewer have a working system. This is the infrastructure, governance, and workflow flexibility that actually closes the chasm."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":6,"slug":{"current":"ai-ambition-meet-ai-execution"},"isFeatured":true,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[{"_key":"2e01736a1a91","author":{"image":{"crop":null,"hotspot":null,"asset":{"_id":"image-b997acf4133cbe93ac0bbdee29ac0714d3096b7b-800x800-jpg"}},"name":"Tasha Reasor","title":"CMO"}}],"companies":[],"_rawBody":[{"_key":"75e39336ab79","_type":"block","children":[{"_key":"ecba5ea6bd10","_type":"span","marks":[],"text":"What was once a gap has now become a chasm. Because the distance between AI ambition and AI execution is quickly widening."}],"markDefs":[],"style":"normal"},{"_key":"72af2baa73e0","_type":"block","children":[{"_key":"18febaa86909","_type":"span","marks":[],"text":"Every company has a point of view on AI now. Ask any exec and you'll get a fully formed opinion. Agents, copilots, \"AI-native\" somewhere in the header font. That part got easy. Today, a weekend and a Claude subscription buys anyone a working prototype. That used to be a differentiator. Now it's a Tuesday."}],"markDefs":[],"style":"normal"},{"_key":"8d8c2cdc1647","_type":"block","children":[{"_key":"abc6c50e139f","_type":"span","marks":[],"text":"Building the prototype is the easy part. You wrote something, shipped something, proved it could work. But a working demo is not a working system. The moment you hand it to a second person, a different set of problems begins."}],"markDefs":[],"style":"normal"},{"_key":"db9fa420da18","_type":"block","children":[{"_key":"75143e71240e","_type":"span","marks":[],"text":"So if zero-to-one is execution, where's the actual chasm?"}],"markDefs":[],"style":"normal"},{"_key":"6749beeac715","_type":"block","children":[{"_key":"8adaabdac18b","_type":"span","marks":[],"text":"It's between two different kinds of execution: solo execution and scaled execution."}],"markDefs":[],"style":"normal"},{"_key":"167a5ff62f88","_type":"block","children":[{"_key":"aa48c7000c9f","_type":"span","marks":["strong"],"text":"Solo execution: the easy kind"}],"markDefs":[],"style":"h2"},{"_key":"f02dfb9297e8","_type":"block","children":[{"_key":"e507bdb43bea","_type":"span","marks":[],"text":"One person, one weekend, no handoffs, no organizational friction, no legacy process fighting back. You don't need buy-in. You don't need a rollout plan. You need an idea and enough stubbornness to sit with it until it works, plus a suspicious amount of caffeine."}],"markDefs":[],"style":"normal"},{"_key":"96d0d0e9a219","_type":"block","children":[{"_key":"ba3feca9bc83","_type":"span","marks":[],"text":"That's not nothing. But it's the easy version of execution, and the bar for it just fell off a cliff. What used to take an engineering team a quarter now takes one motivated person a weekend and a browser tab. That was impressive six months ago, but it's table stakes today."}],"markDefs":[],"style":"normal"},{"_key":"9cad66d6844c","_type":"block","children":[{"_key":"e36c238ce7ee","_type":"span","marks":[],"text":"The mistake almost everyone makes is treating that moment, the demo, the prototype, the proof it can work, as the finish line. It's not. It's only the qualifying round. The real test is still ahead of you, and it's called Monday morning, when someone else has to use the thing."}],"markDefs":[],"style":"normal"},{"_key":"4e67db4382a4","_type":"block","children":[{"_key":"1ea08211137b","_type":"span","marks":["strong"],"text":"Scaled execution: the hard kind"}],"markDefs":[],"style":"h2"},{"_key":"2036263ab94e","_type":"block","children":[{"_key":"cf42682089e7","_type":"span","marks":[],"text":"In comes someone who didn't build it, someone with no reason to trust it yet, someone whose job doesn't change just because your demo worked, and who has heard \"this will save you time\" approximately eleven thousand times before."}],"markDefs":[],"style":"normal"},{"_key":"4f77ae308204","_type":"block","children":[{"_key":"d9bbc6c73c8c","_type":"span","marks":[],"text":"This is usually the part of the story where trust is either won or lost, and it's usually lost. Because after you answer \"Does it work?\" you'll get asked an entirely different set of questions:"}],"markDefs":[],"style":"normal"},{"_key":"989be6af166e","_type":"block","children":[{"_key":"263657a03997","_type":"span","marks":[],"text":"Does the workflow have real governance? Or does it only work because one person is holding it together with duct tape and goodwill, and everyone quietly knows not to ask what happens when that person takes a vacation?"}],"markDefs":[],"style":"normal"},{"_key":"2f8d89e4258e","_type":"block","children":[{"_key":"023f93ac5285","_type":"span","marks":[],"text":"Does it survive a rollout to a second team? Or does it stay a one-person trick that never leaves the room it was born in, like a magic act nobody else knows the moves to?"}],"markDefs":[],"style":"normal"},{"_key":"0c6b3b4abedb","_type":"block","children":[{"_key":"f9f28ccacf6e","_type":"span","marks":[],"text":"When the output lands on someone else's desk, do they use it? Or do they smile, say thanks, and quietly redo it by hand?"}],"markDefs":[],"style":"normal"},{"_key":"8eeabbcb813e","_type":"block","children":[{"_key":"1c1d7cdc0771","_type":"span","marks":[],"text":"The last one is the most important tell, what I call the \"redo-by-hand moment.\" It's what happens when someone receives an AI-generated output like a prioritized account list, a drafted email, or a research brief, decides they don't trust it, and silently fixes it themselves rather than saying something out loud."}],"markDefs":[],"style":"normal"},{"_key":"d547c5b5c636","_type":"block","children":[{"_key":"c3db3140e2bb","_type":"span","marks":[],"text":"This doesn't show up in a dashboard, and nobody puts it in the board deck. Because \"we shipped an AI workflow and then everyone ignored it\" doesn't make the highlight reel. It happens quietly, at a desk, and multiplies invisibly across the org."}],"markDefs":[],"style":"normal"},{"_key":"86a2700b6030","_type":"block","children":[{"_key":"6e197bc13c59","_type":"span","marks":[],"text":"Multiply that moment across a company and you have the entire chasm."}],"markDefs":[],"style":"normal"},{"_key":"f8cc9f4a52c9","_type":"block","children":[{"_key":"892794ecb06c","_type":"span","marks":["strong"],"text":"Why the gap is widening, not closing"}],"markDefs":[],"style":"h2"},{"_key":"43e37a515b14","_type":"block","children":[{"_key":"33eab59a6df4","_type":"span","marks":[],"text":"The tools keep getting better, which is exactly why this is getting worse, not better. Nobody wants to hear that, so I'll say it twice."}],"markDefs":[],"style":"normal"},{"_key":"b26667aa55c6","_type":"block","children":[{"_key":"c6736bc677ed","_type":"span","marks":[],"text":"Solo execution scales with the tools: better models, better agent frameworks, cheaper compute, all of it makes the weekend demo faster and more impressive. The capability curve is real and it is steep."}],"markDefs":[],"style":"normal"},{"_key":"47238b78671c","_type":"block","children":[{"_key":"97e278cf1ca4","_type":"span","marks":[],"text":"Scaled execution grows with something the tools can't touch: how fast an organization is willing to change how it works. That's not a technology variable, it's a human variable. Team structures still take quarters to shift. Trust between departments still has to be earned the slow, unglamorous way. Someone still has to be the first person to stop redoing the AI's work by hand and just believe it, and no model release has ever made that easier."}],"markDefs":[],"style":"normal"},{"_key":"9d0186c00c30","_type":"block","children":[{"_key":"9c74039ee888","_type":"span","marks":[],"text":"So the gap between what one human can prototype and what a company can actually run doesn't shrink as the tools improve. It grows. Every model release makes the demo more impressive and does exactly nothing for the org's ability to absorb it. You cannot prompt your way out of a trust problem."}],"markDefs":[],"style":"normal"},{"_key":"2b8d216dd2d4","_type":"block","children":[{"_key":"0da8dd66f754","_type":"span","marks":["strong"],"text":"What crossing the chasm actually requires"}],"markDefs":[],"style":"h2"},{"_key":"41550046f179","_type":"block","children":[{"_key":"a093184ffa63","_type":"span","marks":[],"text":"If scaled execution is the hard part, then the infrastructure underneath it matters more than the demo on top of it. And that infrastructure has to solve three real problems, not one."}],"markDefs":[],"style":"normal"},{"_key":"a7aa0c715bb7","_type":"block","children":[{"_key":"fda4a502314f","_type":"span","marks":["strong"],"text":"Pipeline generation cannot happen in a functional silo."}],"markDefs":[],"style":"h3"},{"_key":"047180028cee","_type":"block","children":[{"_key":"872ee96a33b4","_type":"span","marks":[],"text":"Sales and marketing have to work the same accounts from the same intelligence. That means the signal that tells you an account is in motion has to be actionable for demand gen and marketing orgs, not just visible to a single rep. The gifting fires because the signal fired. The ad targets the account because the account is actually moving. No separate team translating insight into action by hand."}],"markDefs":[],"style":"normal"},{"_key":"1948c9c91826","_type":"block","children":[{"_key":"38b9529161e3","_type":"span","marks":["strong"],"text":"Scaling to teams requires more than a shared dashboard."}],"markDefs":[],"style":"h3"},{"_key":"c9ae04483e4f","_type":"block","children":[{"_key":"459bd3e633e4","_type":"span","marks":[],"text":"Buyer groups are complex. Manager visibility matters. The motions that actually move enterprise deals, multi-threading, coaching, pipeline accountability, have to be measurable, auditable, and coachable. Not a vanity report. A real system of action for how the team works accounts and effects outcomes."}],"markDefs":[],"style":"normal"},{"_key":"d94101d9e143","_type":"block","children":[{"_key":"afdf7cba447e","_type":"span","marks":["strong"],"text":"For the teams building their own workflows, intelligence has to meet them where they already build."}],"markDefs":[],"style":"h3"},{"_key":"f5c361d42694","_type":"block","children":[{"_key":"d1d3ec4397e4","_type":"span","marks":[],"text":"That means every surface area becomes an intelligent copilot. Ask it a question in Slack and get an answer built on real signal. Wire it headless into your own agent stack. No separate UI required, just intelligence delivered where the work already happens."}],"markDefs":[],"style":"normal"},{"_key":"c10b89a87b47","_type":"block","children":[{"_key":"ab7bcead6156","_type":"span","marks":[],"text":"That's the part of this we've been heads down on. Not another demo. The infrastructure, governance, and workflow flexibility that let ambition survive contact with an actual org."}],"markDefs":[],"style":"normal"},{"_key":"1fd4c99f3c81","_type":"block","children":[{"_key":"efa686501112","_type":"span","marks":[],"text":"The chasm is real. So is the infrastructure to cross it. "}],"markDefs":[],"style":"normal"},{"_key":"68ae06db6a13","_type":"block","children":[{"_key":"efa686501112","_type":"span","marks":[],"text":"We're dropping proof of that this week...Common Room Slack Bot, headless agent intelligence superpowers, gifting, ads, buyer committee…"}],"markDefs":[],"style":"normal"},{"_key":"f497efb3483e","_type":"block","children":[{"_key":"efa686501112","_type":"span","marks":[],"text":"Want early access? Reach out."}],"markDefs":[],"style":"normal"}]}},{"node":{"_type":"post","id":"-324cef4b-745d-5223-bd6c-72c679e5580c","_id":"7f54224e-c185-4ac7-ab4a-6e0434f4a065","publishedAt":"2026-07-07T21:02:00.000Z","_createdAt":"2026-07-07T20:45:08Z","_updatedAt":"2026-07-07T21:04:05Z","categories":[{"_id":"067d08c2-833d-447f-8bed-e63211d3c644","title":"Sales teams (PERSONA)","titlePublic":"Sales","slug":{"current":"sales"},"status":"published"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-2988e997e7bfc875fe2dc5a184afa3bbeb00eb3b-1200x630-jpg","altText":null,"extension":"jpg","metadata":{"hasAlpha":false,"dimensions":{"height":630,"width":1200,"aspectRatio":1.9047619047619047}}},"layout":null,"alt":null},"title":"AI Agents in GTM: What They Should Truly Do","_rawExcerpt":[{"_key":"fd8b2c062a9c","_type":"block","children":[{"_key":"4fb063df4d1f","_type":"span","marks":[],"text":"Most GTM tools call themselves agentic now. Here's where AI agents actually create leverage in your GTM stack, and where they just add noise."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":10,"slug":{"current":"ai-agents-gtm"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[],"companies":[],"_rawBody":[{"_key":"00739a55104e","_type":"block","children":[{"_key":"68b69e1edd2b","_type":"span","marks":[],"text":"The term \"AI agent\" has done a full lap around the hype cycle."}],"markDefs":[],"style":"normal"},{"_key":"7975e75d7066","_type":"block","children":[{"_key":"2776ad4f4ee3","_type":"span","marks":[],"text":"It started as a research concept. Then it became a product category. Then every tool in the GTM stack added \"agentic AI\" to its homepage, and now nobody's quite sure what the word means anymore or whether the thing they bought actually qualifies."}],"markDefs":[],"style":"normal"},{"_key":"08e178f617f8","_type":"block","children":[{"_key":"f17d334e045e","_type":"span","marks":[],"text":"Here's a working definition that cuts through it: an AI agent is a system that takes a specific input, does something with it, and produces an output a human can act on. No magic. No autonomy theater. Just a machine doing a defined job well enough that the human on the other end can skip a step they used to do manually."}],"markDefs":[],"style":"normal"},{"_key":"58fe17b8ace3","_type":"block","children":[{"_key":"c8ea8f7540d4","_type":"span","marks":[],"text":"By that definition, agents are genuinely useful in GTM. But only when they're deployed against the right jobs. Most teams are getting that part wrong."}],"markDefs":[],"style":"normal"},{"_key":"25b666d1d1b0","_type":"block","children":[{"_key":"2761ec853162","_type":"span","marks":["strong"],"text":"Why most AI agent deployments disappoint"}],"markDefs":[],"style":"h2"},{"_key":"e569ac57a808","_type":"block","children":[{"_key":"cc31b908e499","_type":"span","marks":[],"text":"The pattern is consistent enough to be predictable."}],"markDefs":[],"style":"normal"},{"_key":"aab33a851ad0","_type":"block","children":[{"_key":"cb3303ab199a","_type":"span","marks":[],"text":"A RevOps team evaluates an AI tool, gets excited about the demo, and deploys it against the biggest workflow they can find. The agent starts running. Output increases. More sequences. Same close rate. And then, slowly, the team realizes the output isn't actually better than what they had before.It's just faster and more voluminous."}],"markDefs":[],"style":"normal"},{"_key":"79faa792dbfc","_type":"block","children":[{"_key":"8600ae852818","_type":"span","marks":[],"text":"The sequences the agent writes are technically personalized but feel generic. The accounts it prioritizes aren't obviously better than the ones reps were already working. The research it surfaces is accurate but not particularly useful in a sales conversation."}],"markDefs":[],"style":"normal"},{"_key":"32163d653f90","_type":"block","children":[{"_key":"fda03346f9a7","_type":"span","marks":[],"text":"The tool didn't fail. The deployment did."}],"markDefs":[],"style":"normal"},{"_key":"fde5aa6dc8f3","_type":"block","children":[{"_key":"c73655b25632","_type":"span","marks":[],"text":"The agent was pointed at the wrong job, or pointed at the right job with the wrong inputs. This is the part the vendor demos don't show you."}],"markDefs":[],"style":"normal"},{"_key":"56f7755d43da","_type":"block","children":[{"_key":"cebe5b58007a","_type":"span","marks":[],"text":"An AI agent is only as useful as the data it operates on and the job it's been given to do. Point a research agent at a fragmented contact database and you get fast research on the wrong people. Point a personalization agent at account-level intent signals and you get personalization that sounds specific but isn't. Point a prioritization agent at a CRM full of stale records and you get a confident ranking of accounts that may not exist anymore."}],"markDefs":[],"style":"normal"},{"_key":"f54e63628642","_type":"block","children":[{"_key":"62c0c87c8292","_type":"span","marks":[],"text":"The agent model that actually works starts somewhere else entirely."}],"markDefs":[],"style":"normal"},{"_key":"056fce42623c","_type":"block","children":[{"_key":"2612134cb0bb","_type":"span","marks":["strong"],"text":"Start with the job, not the technology"}],"markDefs":[],"style":"h2"},{"_key":"b77929b641e8","_type":"block","children":[{"_key":"ae3182fc414e","_type":"span","marks":[],"text":"Before deploying any agent, RevOps teams need to answer one question: what specific manual job is this agent replacing, and what does good output look like?"}],"markDefs":[],"style":"normal"},{"_key":"cbbe0c959cd3","_type":"block","children":[{"_key":"d44500a2c5da","_type":"span","marks":[],"text":"That sounds obvious. 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In a world where timing is everything, that lag is expensive."}],"markDefs":[],"style":"normal"},{"_key":"3ebce41bdcdb","_type":"block","children":[{"_key":"ed4750534c72","_type":"span","marks":[],"text":"ServiceTitan felt it directly when they replaced Outreach with Nooks as their primary sequencer and dialer."}],"markDefs":[],"style":"normal"},{"_key":"93b788880aae","_type":"block","children":[{"_key":"bb97e7110dbf","_type":"span","marks":[],"text":"That before-and-after plays out differently for every team, but the pattern is consistent: intelligence that stays trapped in one platform never makes it to the rep at the moment it matters. When ServiceTitan replaced Outreach with Nooks as their primary sequencer and dialer, reconnecting their Common Room prioritization workflow to their new execution layer wasn't optional—it was the whole point."}],"markDefs":[],"style":"normal"},{"_key":"2456d59dfcb4","_type":"block","children":[{"_key":"ec78d034e8e4","_type":"span","marks":[],"text":"For the AE who spots a trigger in Common Room. Let’s say it’s a VP of Sales that just joined a target account, visited the pricing page twice this week, and works at a company whose product trial activity just spiked. Today, this integration means she can go from signal to sequence in under 60 seconds. From the contact profile in Common Room, she clicks \"Add to Nooks,\" selects her sequence, confirms the mailbox, and the contact lands in her Nooks queue with full context already populated. The signal is fresh. The outreach is immediate. And she never had to rebuild anything manually."}],"markDefs":[],"style":"normal"},{"_key":"a7fa8790d6d9","_type":"block","children":[{"_key":"431b99e9649a","_type":"span","marks":[],"text":"For the SDR team, it means the RevOps-built Common Room segment of high-intent accounts (pricing page visits, product trial activity, job changes at ICP companies) flows directly into a Nooks sequence without anyone rebuilding it manually. From there, Nooks generates the call tasks automatically. Reps start dialing the highest-signal targets from the first call of the session with no list-building required, and no duplicate data entries."}],"markDefs":[],"style":"normal"},{"_key":"e091b8b82782","_type":"block","children":[{"_key":"28f2d889c413","_type":"span","marks":[],"text":"And for RevOps, it means the whole workflow can run automatically. Map Common Room segments to Nooks AI sequencer, and contacts entering a high-intent segment are pushed into the corresponding sequence on a configured sync cadence. Nooks handles the rest by generating call tasks, prioritizing the queue, and keeping the list current without manual intervention. And the best part? Nobody has to remember to pull from Common Room because the system handles it."}],"markDefs":[],"style":"normal"},{"_key":"095b73df69e6","_type":"block","children":[{"_key":"68fd2f070162","_type":"span","marks":[],"text":"“"},{"_key":"c6e58e23a4b1","_type":"span","marks":["em"],"text":"One of our biggest priorities is ensuring our reps are focusing on the right contacts and the right accounts. Common Room helps us see where they should be spending their time, and Nooks is where they execute. Before the integration, those workflows weren’t connected. Now they are, and it’s making it easier to get those signals we’re surfacing directly into the hands of the reps taking action."},{"_key":"8236731daf74","_type":"span","marks":[],"text":"” — "},{"_key":"a77768495a19","_type":"span","marks":["em"],"text":"Christina Smears, SVP Global Sales Development & Enablement, ServiceTitan"}],"markDefs":[],"style":"blockquote"},{"_key":"2fc15d7cd88a","_type":"mainImage","asset":{"_id":"image-ab5631f2a7e6ad747094fe3312e3569d0f71ca7e-1280x672-jpg","_type":"sanity.imageAsset","_rev":"lR0qt56tv2bdxAETmqj2wT","_createdAt":"2026-06-25T17:19:44Z","_updatedAt":"2026-06-25T17:19:44Z","assetId":"ab5631f2a7e6ad747094fe3312e3569d0f71ca7e","extension":"jpg","metadata":{"_type":"sanity.imageMetadata","blurHash":"M6P@IZpcbCxc60%MM{-ot8bE.l-oJ-gL?G","dimensions":{"_type":"sanity.imageDimensions","aspectRatio":1.9047619047619047,"height":672,"width":1280},"hasAlpha":false,"isOpaque":true,"lqip":"data:image/jpeg;base64,/9j/2wBDAAYEBQYFBAYGBQYHBwYIChAKCgkJChQODwwQFxQYGBcUFhYaHSUfGhsjHBYWICwgIyYnKSopGR8tMC0oMCUoKSj/2wBDAQcHBwoIChMKChMoGhYaKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCj/wAARCAALABQDASIAAhEBAxEB/8QAGQAAAQUAAAAAAAAAAAAAAAAAAAECBAUI/8QAIBAAAgMAAgEFAAAAAAAAAAAAAQIAAxEEISIjMUNRcf/EABcBAAMBAAAAAAAAAAAAAAAAAAABAgP/xAAWEQEBAQAAAAAAAAAAAAAAAAAAATH/2gAMAwEAAhEDEQA/ANB1vybtsu8KR8eeUTjWG3GrqtTDnqGWNSgewhei2VkONETKIwbkpodkJ3oj6hHJUiqAF6/YQRdf/9k=","palette":{"_type":"sanity.imagePalette","darkMuted":{"_type":"sanity.imagePaletteSwatch","background":"#3f4242","foreground":"#fff","population":1.51,"title":"#fff"},"darkVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#6c149c","foreground":"#fff","population":0,"title":"#fff"},"dominant":{"_type":"sanity.imagePaletteSwatch","background":"#bccdc7","foreground":"#000","population":4.22,"title":"#fff"},"lightMuted":{"_type":"sanity.imagePaletteSwatch","background":"#bccdc7","foreground":"#000","population":4.22,"title":"#fff"},"lightVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#c0daf6","foreground":"#000","population":0.29,"title":"#000"},"muted":{"_type":"sanity.imagePaletteSwatch","background":"#68b097","foreground":"#000","population":0.03,"title":"#fff"},"vibrant":{"_type":"sanity.imagePaletteSwatch","background":"#b74de1","foreground":"#fff","population":0.13,"title":"#fff"}},"thumbHash":"+OcBBIB2VpZkmqi/iHvziDWHBw=="},"mimeType":"image/jpeg","originalFilename":"Nooks Story- image.jpg","path":"images/vt347z5x/production/ab5631f2a7e6ad747094fe3312e3569d0f71ca7e-1280x672.jpg","sha1hash":"ab5631f2a7e6ad747094fe3312e3569d0f71ca7e","size":325216,"uploadId":"8b32ff61921895e289031b914e94c494b2b5577a","url":"https://cdn.sanity.io/images/vt347z5x/production/ab5631f2a7e6ad747094fe3312e3569d0f71ca7e-1280x672.jpg","filename":"Nooks Story- image.jpg","width":1280,"height":672,"placeholderUrl":"https://cdn.sanity.io/images/vt347z5x/production/ab5631f2a7e6ad747094fe3312e3569d0f71ca7e-1280x672.jpg?rect=416,0,448,672&w=%width%&h=%height%&q=80","id":"image-ab5631f2a7e6ad747094fe3312e3569d0f71ca7e-1280x672-jpg","children":[],"parent":null}},{"_key":"7701f4ddb840","_type":"block","children":[{"_key":"f7d9bbdedfb7","_type":"span","marks":["strong"],"text":"Sequencing with a reason"}],"markDefs":[],"style":"h2"},{"_key":"6ea4aa2a594d","_type":"block","children":[{"_key":"2f672fa8f206","_type":"span","marks":[],"text":"Most SEP integrations push contacts into sequences. That's table stakes. What matters is what those contacts bring with them when they arrive."}],"markDefs":[],"style":"normal"},{"_key":"e6dcd8203860","_type":"block","children":[{"_key":"754784026bf1","_type":"span","marks":[],"text":"Most integrations bring a name, an email, and a job title. Common Room brings context. Not just who this person is, but what their company has been doing, why now is the right moment to reach out, and what’s most likely to make the conversation land. That's the difference between sequencing at someone, and sequencing with a reason."}],"markDefs":[],"style":"normal"},{"_key":"9c25b6620564","_type":"block","children":[{"_key":"deea9a98bb0a","_type":"span","marks":[],"text":"Airbyte's SDR team knows this better than most."}],"markDefs":[],"style":"normal"},{"_key":"4e7460b26703","_type":"block","children":[{"_key":"e9a217d863df","_type":"span","marks":["em"],"text":"“My reps live in Nooks. That’s just the reality. So if the intelligence from Common Room isn’t showing up there, it might as well not exist. Since we connected the two, our SDRs are starting every session with a list that’s already been prioritized for them. The context is there before they dial, and we’re spending a lot less time figuring out who’s worth calling.” — Justin Bangay, Sales Development Manager, Airbyte"}],"markDefs":[],"style":"blockquote"},{"_key":"ff3ee6fbfab3","_type":"block","children":[{"_key":"b2c7288c5e4d","_type":"span","marks":[],"text":"Right message. Right person. Right time. That's the goal every outbound team is chasing. It sounds simple. In practice it requires two things working in concert: a system that continuously identifies who deserves your attention and why, and a tool that makes it effortless to act on that. Common Room is the first half. Nooks is the second. The integration is what makes them one motion."}],"markDefs":[],"style":"normal"},{"_key":"8d4772e6b59a","_type":"block","children":[{"_key":"bcbe6754d175","_type":"span","marks":["em"],"text":"“We’ve been trying to close the loop between signal and execution for a long time. Common Room helps us identify the right accounts and buying signals. Nooks is where our team takes action. The integration is the bridge we were missing. What I like most is that it’s not another workflow for reps to manage—it just works in the background and helps ensure the right prospects make it into the right sequences.” — Mario Moscatiello, VP of Marketing, Airbyte"}],"markDefs":[],"style":"blockquote"},{"_key":"7fc339380967","_type":"block","children":[{"_key":"bcd24d0accfb","_type":"span","marks":["strong"],"text":"The best call of the day starts before you dial"}],"markDefs":[],"style":"h2"},{"_key":"90e602c66000","_type":"block","children":[{"_key":"17b99dca7e1c","_type":"span","marks":[],"text":"Go back to that SDR on Monday morning."}],"markDefs":[],"style":"normal"},{"_key":"4d883f329222","_type":"block","children":[{"_key":"2a1b8b0398b6","_type":"span","marks":[],"text":"Same rep. Same Nooks. Different list. This time, it's built from everything Common Room knows: which accounts spiked in activity over the weekend, which contacts just moved into roles that make them worth reaching, which companies are showing the kind of buying behavior that turns a cold call into a real conversation."}],"markDefs":[],"style":"normal"},{"_key":"1f44a0cf92a6","_type":"block","children":[{"_key":"bae1f682e2cf","_type":"span","marks":[],"text":"She still makes 40 calls. But the list is actually right, and context travels with every contact. So that the first call of the day is the highest-signal account on the list, not whoever happened to be sitting at the top for no good reason."}],"markDefs":[],"style":"normal"},{"_key":"c69cca7c985a","_type":"block","children":[{"_key":"0e84e5624de3","_type":"span","marks":[],"text":"That's what happens when knowing and doing finally connect."}],"markDefs":[],"style":"normal"},{"_key":"0ea9b98509e9","_type":"block","children":[{"_key":"a7dd3a89cdd0","_type":"span","marks":[],"text":"\n"}],"markDefs":[],"style":"normal"}]}},{"node":{"_type":"post","id":"-81abeee5-68ea-5e56-96d8-46722b67929b","_id":"bd6afa60-c045-46ed-9fd4-27ff36026d9b","publishedAt":"2026-06-29T15:28:00.000Z","_createdAt":"2026-06-29T15:26:09Z","_updatedAt":"2026-06-29T15:29:35Z","categories":[{"_id":"067d08c2-833d-447f-8bed-e63211d3c644","title":"Sales teams (PERSONA)","titlePublic":"Sales","slug":{"current":"sales"},"status":"published"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-4126fb51658500d5e0d4d74281d045bd6446bb4f-2400x1260-png","altText":null,"extension":"png","metadata":{"hasAlpha":true,"dimensions":{"height":1260,"width":2400,"aspectRatio":1.9047619047619047}}},"layout":null,"alt":"The signals were there. The AI was running. The sequences were going out. So why is the number still flat?"},"title":"Confident-sounding noise at scale: why your AI GTM strategy isn't moving the needle","_rawExcerpt":[{"_key":"09a4bbe7baf5","_type":"block","children":[{"_key":"3de3b0b019d4","_type":"span","marks":[],"text":"The signals were there. The AI was running. The sequences were going out. So why is the number still flat?"}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":8,"slug":{"current":"ai-go-to-market-strategy"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[],"companies":[],"_rawBody":[{"_key":"7be274667e1d","_type":"block","children":[{"_key":"993d9ac4c75c","_type":"span","marks":[],"text":"Every GTM leader bought the tools. Almost none of them got the results. Almost none of them can explain, twelve months later, where the pipeline went."}],"markDefs":[],"style":"normal"},{"_key":"56a1656647d1","_type":"block","children":[{"_key":"68384739eb09","_type":"span","marks":[],"text":"The pitch was compelling and the logic seemed sound. AI would write the sequences. AI would surface the accounts. AI would tell reps who to call, when to call them, and what to say when they picked up. All you had to do was plug it in."}],"markDefs":[],"style":"normal"},{"_key":"56989f3e6f14","_type":"block","children":[{"_key":"b8685077b346","_type":"span","marks":[],"text":"So teams plugged it in. Outbound volume went up. Reply rates went down. Pipeline stayed flat. And somewhere in a QBR this quarter, a VP of Sales is explaining to a board that approved seven figures in AI tooling why the number wasn't moving. Fun meeting."}],"markDefs":[],"style":"normal"},{"_key":"2ea4483f4d59","_type":"block","children":[{"_key":"d7a33b92a924","_type":"span","marks":[],"text":"This is the moment a lot of GTM leaders are living in right now. Not because AI doesn't work. Because they built it on a foundation that was never going to hold the weight."}],"markDefs":[],"style":"normal"},{"_key":"2721795a6d23","_type":"block","children":[{"_key":"be03d391d972","_type":"span","marks":["strong"],"text":"The assumption everyone got wrong"}],"markDefs":[],"style":"h2"},{"_key":"9cb98ce763a6","_type":"block","children":[{"_key":"08499a879d60","_type":"span","marks":[],"text":"The dominant belief going into the AI era of GTM was that the problem was execution. Teams weren't reaching enough people. They weren't personalizing fast enough. They weren't following up consistently enough. AI, the thinking went, would fix all of that by doing more of it, faster."}],"markDefs":[],"style":"normal"},{"_key":"f05a6f35d471","_type":"block","children":[{"_key":"ee6ab4637b22","_type":"span","marks":[],"text":"What nobody stopped to ask was whether the underlying data was good enough to build on.It wasn't. It isn't. That's the whole problem, and it's a boring one, which is probably why nobody wanted to talk about it."}],"markDefs":[],"style":"normal"},{"_key":"be283ee14359","_type":"block","children":[{"_key":"b60e2bf115ca","_type":"span","marks":[],"text":"Most GTM teams are operating on fragmented data. Their CRM has one version of a contact. Their enrichment vendor has another. Their product database has a third. Their intent data has a fourth. None of these systems talk to each other in any meaningful way. None of them resolve to the same person. None of them update fast enough to reflect what's actually happening with a buyer right now. They're a collection of snapshots pretending to be a movie."}],"markDefs":[],"style":"normal"},{"_key":"7c26bd041684","_type":"block","children":[{"_key":"f0d4ccb8909d","_type":"span","marks":[],"text":"When you layer AI onto that foundation, you don't get intelligence. You get confident-sounding noise at scale. The sequences go out. The personalization tokens fire. The AI is technically working. And the buyer on the other end can tell, immediately, that none of it was actually written for them."}],"markDefs":[],"style":"normal"},{"_key":"90fab55d4d60","_type":"block","children":[{"_key":"8f7de0b9e507","_type":"span","marks":[],"text":"More activity. Less signal. A GTM motion that got louder without getting smarter."}],"markDefs":[],"style":"normal"},{"_key":"21f1daafc76b","_type":"block","children":[{"_key":"16a03bc064aa","_type":"span","marks":["strong"],"text":"What fragmented data actually costs you"}],"markDefs":[],"style":"h2"},{"_key":"723d5ff9b51e","_type":"block","children":[{"_key":"c62afc4b755e","_type":"span","marks":[],"text":"It's worth being specific here, because the cost of bad data isn't just a CRM hygiene problem. It shows up everywhere a revenue team touches a buyer."}],"markDefs":[],"style":"normal"},{"_key":"5b04488d6c70","_type":"block","children":[{"_key":"ce66382f4b1f","_type":"span","marks":[],"text":"It shows up in prioritization. When your data is fragmented, your AI can't distinguish between an account that's genuinely in market and one that had an intern click a link three weeks ago. So it treats them the same. Reps end up working a list that's technically AI-generated and functionally identical to a random export."}],"markDefs":[],"style":"normal"},{"_key":"2e554c0d7036","_type":"block","children":[{"_key":"b32b2c1b0e46","_type":"span","marks":[],"text":"It shows up in personalization. AI-generated messaging is only as relevant as the context it's built on. If the context is a job title and a company name, the message reads like a job title and a company name. The \"personalization\" becomes a liability, not because it’s wrong, but because its obviously templated, and buyers have seen enough of it to know the difference."}],"markDefs":[],"style":"normal"},{"_key":"432b75c5042e","_type":"block","children":[{"_key":"885a9b4b9d65","_type":"span","marks":[],"text":"It shows up in timing. Buying windows are short. A contact who just moved into a new role is a live opportunity for about three weeks. A company whose product usage just spiked is worth calling today, not next Tuesday after the signal has been sitting in a dashboard nobody checks. Miss the window and the data point becomes trivia."}],"markDefs":[],"style":"normal"},{"_key":"56755dd635b4","_type":"block","children":[{"_key":"c6345a3f4dd6","_type":"span","marks":[],"text":"And it shows up in AI itself. Every agent, every workflow, every prioritization model in your GTM stack depends on the quality of what's underneath it. AI built on bad data doesn't produce bad-looking outputs. It produces confident-sounding outputs that send your team in the wrong direction. That's harder to catch and more expensive to fix than just being obviously wrong."}],"markDefs":[],"style":"normal"},{"_key":"07ef453fe999","_type":"mainImage","alt":"When your data is fragmented, your AI can't distinguish between an account that's genuinely in market and one that had an intern click a link three weeks ago.","asset":{"_id":"image-0183d8e31bd7b3ef9e6a436132321fbc62b36d5c-2560x1344-png","_type":"sanity.imageAsset","_rev":"jIwg3X3cZFUaTrI3K6yAAx","_createdAt":"2026-06-29T15:27:05Z","_updatedAt":"2026-06-29T15:27:05Z","assetId":"0183d8e31bd7b3ef9e6a436132321fbc62b36d5c","extension":"png","metadata":{"_type":"sanity.imageMetadata","blurHash":"MOPaQX}ckCJ$s:xuj[a|j[ofo}X6njsoSe","dimensions":{"_type":"sanity.imageDimensions","aspectRatio":1.9047619047619047,"height":1344,"width":2560},"hasAlpha":true,"isOpaque":true,"lqip":"data:image/png;base64,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","palette":{"_type":"sanity.imagePalette","darkMuted":{"_type":"sanity.imagePaletteSwatch","background":"#64756d","foreground":"#fff","population":0.02,"title":"#fff"},"darkVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#275d49","foreground":"#fff","population":0,"title":"#fff"},"dominant":{"_type":"sanity.imagePaletteSwatch","background":"#d3b1b3","foreground":"#000","population":0.87,"title":"#fff"},"lightMuted":{"_type":"sanity.imagePaletteSwatch","background":"#d3b1b3","foreground":"#000","population":0.87,"title":"#fff"},"lightVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#aaf6dc","foreground":"#000","population":0.01,"title":"#000"},"muted":{"_type":"sanity.imagePaletteSwatch","background":"#70897c","foreground":"#fff","population":0.02,"title":"#fff"},"vibrant":{"_type":"sanity.imagePaletteSwatch","background":"#7bc8ac","foreground":"#000","population":0.81,"title":"#fff"}},"thumbHash":"+NcFBISPk3mHh3h6h4dvePWHdw=="},"mimeType":"image/png","originalFilename":"Why AI GTM strats fail- image.png","path":"images/vt347z5x/production/0183d8e31bd7b3ef9e6a436132321fbc62b36d5c-2560x1344.png","sha1hash":"0183d8e31bd7b3ef9e6a436132321fbc62b36d5c","size":679629,"uploadId":"669ef1f486575c0612798c4d4dc00de6168723c2","url":"https://cdn.sanity.io/images/vt347z5x/production/0183d8e31bd7b3ef9e6a436132321fbc62b36d5c-2560x1344.png","filename":"Why AI GTM strats fail- image.png","width":2560,"height":1344,"placeholderUrl":"https://cdn.sanity.io/images/vt347z5x/production/0183d8e31bd7b3ef9e6a436132321fbc62b36d5c-2560x1344.png?rect=832,0,896,1344&w=%width%&h=%height%&q=80","id":"image-0183d8e31bd7b3ef9e6a436132321fbc62b36d5c-2560x1344-png","children":[],"parent":null}},{"_key":"3c01d10f2609","_type":"block","children":[{"_key":"be7f2688fd9b","_type":"span","marks":["strong"],"text":"Why the tools aren't the problem"}],"markDefs":[],"style":"h2"},{"_key":"e4e585822b3e","_type":"block","children":[{"_key":"f555722076f3","_type":"span","marks":[],"text":"Here's the uncomfortable part."}],"markDefs":[],"style":"normal"},{"_key":"736f9f6f2f92","_type":"block","children":[{"_key":"06173986ee7d","_type":"span","marks":[],"text":"The AI tools most GTM teams are running are fine. The sequencing platforms, the research agents, the personalization engines: most of them work reasonably well when they have something real to work with.The problem isn’t the tools.The problem is what they're working with."}],"markDefs":[],"style":"normal"},{"_key":"80fc86ec588e","_type":"block","children":[{"_key":"7eee824d7979","_type":"span","marks":[],"text":"Jake Biskar, who runs pipeline operations at Atlan, put it plainly when describing what he'd seen break across GTM teams trying to operationalize AI: the signals were there, but nobody could act on them. Not because the data was invisible, but because it wasn't connected to anything. A signal sitting in one tool, disconnected from the contact record in another tool, disconnected from the conversation history in a third tool, isn't a signal. It's a data point with nowhere to go."}],"markDefs":[],"style":"normal"},{"_key":"5c38213b1b3b","_type":"block","children":[{"_key":"6607fd87e691","_type":"span","marks":[],"text":"\"People want to disqualify signals,\" Jake said, \"because if they qualify a signal, that means they have to go take action on it. The question isn't whether they trust the data. It's how do you coerce them to pull the thread? How do you stack signals and build a story on why an account is worth their time?\""}],"markDefs":[],"style":"normal"},{"_key":"28e6a171edab","_type":"block","children":[{"_key":"4d43f3f391c2","_type":"span","marks":[],"text":"That's the question most AI go-to-market strategies never answer. They optimize for output without ever solving for the foundation that makes the output meaningful."}],"markDefs":[],"style":"normal"},{"_key":"6c47c3f6098e","_type":"block","children":[{"_key":"8aedba66daf3","_type":"span","marks":[],"text":"The teams getting this right aren't running better AI. They're running AI on better intelligence.Small distinction. Huge difference in results."}],"markDefs":[],"style":"normal"},{"_key":"8a57a40171da","_type":"block","children":[{"_key":"184a48609cc5","_type":"span","marks":["strong"],"text":"What complete buyer intelligence actually means"}],"markDefs":[],"style":"h2"},{"_key":"907e1fb07cfa","_type":"block","children":[{"_key":"747b65dead9d","_type":"span","marks":[],"text":"Complete buyer intelligence is not a bigger database. It's not more intent signals. It's not a fancier enrichment waterfall."}],"markDefs":[],"style":"normal"},{"_key":"a08cb7ac9984","_type":"block","children":[{"_key":"03cb6186258f","_type":"span","marks":[],"text":"It's a continuously updated, person-level understanding of who your buyers are, what they're doing, and why now is or isn't the right moment to reach them."}],"markDefs":[],"style":"normal"},{"_key":"a806a34621f1","_type":"block","children":[{"_key":"93790be65d7a","_type":"span","marks":[],"text":"That means unifying first-party data, what's happening inside your product, your CRM, your marketing systems, with real-world buyer signals, job changes, hiring patterns, website behavior, content engagement, and external intent. It means resolving all of that to actual people and actual accounts, not just company domains and email addresses. And it means keeping that view current that runs continuously, not a quarterly enrichment project someone remembers to schedule.."}],"markDefs":[],"style":"normal"},{"_key":"a6ac7a528dee","_type":"block","children":[{"_key":"b2fabc2b2f72","_type":"span","marks":[],"text":"When that foundation is in place, the AI starts to behave differently. Prioritization becomes meaningful because the model has real signal to rank against. Personalization becomes relevant because the context is actually specific to the person and the moment. Follow-up becomes timely because the system knows when something changed and routes the right action to the right rep before the window closes."}],"markDefs":[],"style":"normal"},{"_key":"5c912cdeb45a","_type":"block","children":[{"_key":"99df486e92e1","_type":"span","marks":[],"text":"The difference isn't the algorithm. It's what the algorithm has to work with.This is not a thrilling insight. It is, unfortunately, the correct one."}],"markDefs":[],"style":"normal"},{"_key":"fdf64dccd5b1","_type":"block","children":[{"_key":"c5a2ea80f4cd","_type":"span","marks":["strong"],"text":"The pattern the winning teams share"}],"markDefs":[],"style":"h2"},{"_key":"819d83c4e6bb","_type":"block","children":[{"_key":"de94d594dbb2","_type":"span","marks":[],"text":"Across the GTM teams that have figured this out, a few things show up consistently."}],"markDefs":[],"style":"normal"},{"_key":"9de910122fbe","_type":"block","children":[{"_key":"b0252fca9f31","_type":"span","marks":[],"text":"They treat buyer intelligence as infrastructure, not a feature. The question isn't \"which AI tool should we buy?\" It's \"what does our data foundation look like, and is it good enough to build on?\" The tools come after that answer.Most teams skip straight to the tools."}],"markDefs":[],"style":"normal"},{"_key":"f94b4ee4e93c","_type":"block","children":[{"_key":"a380a3b2f89a","_type":"span","marks":[],"text":"They resolve identity before they run AI. Every signal, every interaction, every data point needs to connect to a real person at a real account before it's useful. Account-level data without person-level resolution is a map without street names. You know roughly where you are. You can't navigate."}],"markDefs":[],"style":"normal"},{"_key":"ef0638253756","_type":"block","children":[{"_key":"ad5b364e55ac","_type":"span","marks":[],"text":"They weight behavior over demographics. What a buyer does tells you more about intent than what their LinkedIn profile says. The scoring models that actually predict conversion are built primarily on behavioral data. Job title is a starting point. Usage patterns, content engagement, and hiring signals are the story."}],"markDefs":[],"style":"normal"},{"_key":"b2f9fb00dc0f","_type":"block","children":[{"_key":"105340530ed5","_type":"span","marks":[],"text":"They build for timing, not just targeting. Knowing the right account is half the problem. Knowing the right moment to reach them is the other half. And the moment is usually shorter than the sales cycle suggests."}],"markDefs":[],"style":"normal"},{"_key":"09ca6c233279","_type":"block","children":[{"_key":"5baf96b1e00f","_type":"span","marks":["strong"],"text":"The real question for your AI go-to-market strategy"}],"markDefs":[],"style":"h2"},{"_key":"2c0d273ff644","_type":"block","children":[{"_key":"9aaf5f8da3ce","_type":"span","marks":[],"text":"If you're sitting on an AI investment that hasn't moved the number yet, the instinct is usually to optimize the tools. Better prompts. Better sequences. Better scoring model. Tinker until something works."}],"markDefs":[],"style":"normal"},{"_key":"3b242417c78b","_type":"block","children":[{"_key":"10e26cd68c75","_type":"span","marks":[],"text":"Before you do that, it's worth asking a simpler question: what is the AI actually working from?"}],"markDefs":[],"style":"normal"},{"_key":"d62778c53bfb","_type":"block","children":[{"_key":"91b777e96e48","_type":"span","marks":[],"text":"If the answer is a fragmented CRM, a point-in-time enrichment export, and a collection of intent signals that don't resolve to real people, the tools aren't your problem. The foundation is. And no amount of prompt engineering fixes a bad foundation."}],"markDefs":[],"style":"normal"},{"_key":"f0323d13c245","_type":"block","children":[{"_key":"cbfabf71cf5b","_type":"span","marks":[],"text":"Common Room is built for exactly this. It unifies first-party customer data with real-world buyer signals into a continuously updated system of complete buyer intelligence. AI agents operate on that foundation to help revenue teams prioritize the right accounts, understand what's changing, and take action before the window closes, embedded directly into the workflows where reps already operate."}],"markDefs":[],"style":"normal"},{"_key":"ecef74392b78","_type":"block","children":[{"_key":"b775dcf9270e","_type":"span","marks":[],"text":"The companies that win the next phase of GTM won't have better AI than everyone else. They'll have a clearer picture of their buyers. And they'll have built their AI motion on top of that picture instead of hoping the AI would create it for them."}],"markDefs":[],"style":"normal"},{"_key":"2c14d088279f","_type":"block","children":[{"_key":"ecd5b29c76cf","_type":"span","marks":[],"text":"That's the strategy that actually works. It's not complicated. It's just not what most teams are doing."}],"markDefs":[],"style":"normal"},{"_key":"fc60936776e4","_type":"block","children":[{"_key":"c364b7e39183","_type":"span","marks":["em"],"text":"Common Room is the AI-native GTM platform that turns complete and trusted buyer intelligence into action. If your AI go-to-market strategy isn't producing the results you expected, the foundation is usually where to look first."}],"markDefs":[],"style":"normal"}]}},{"node":{"_type":"post","id":"-d0105116-7bc1-5f88-bbd8-d76add71b20a","_id":"ac97337d-b979-47e1-ae99-9340b2b6a74b","publishedAt":"2026-06-26T15:43:00.000Z","_createdAt":"2026-06-26T15:38:00Z","_updatedAt":"2026-06-26T15:45:39Z","categories":[{"_id":"067d08c2-833d-447f-8bed-e63211d3c644","title":"Sales teams (PERSONA)","titlePublic":"Sales","slug":{"current":"sales"},"status":"published"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-ef75b92cd67fec7a378b42d5a22131cf434300d1-1200x630-jpg","altText":null,"extension":"jpg","metadata":{"hasAlpha":false,"dimensions":{"height":630,"width":1200,"aspectRatio":1.9047619047619047}}},"layout":null,"alt":null},"title":"Five Signals. Five Plays. Zero Cold Outreach.","_rawExcerpt":[{"_key":"d6a5356a3195","_type":"block","children":[{"_key":"4b43769accfb","_type":"span","marks":[],"text":"Most outbound starts with a list and hopes the timing is right. This is the playbook for starting with a signal instead—five specific plays, each triggered by real account behavior, each with its own message logic and automation chain."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":7,"slug":{"current":"signal-based-outbound-plays"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[{"_key":"8639180d70d5","author":{"image":{"crop":null,"hotspot":null,"asset":{"_id":"image-b997acf4133cbe93ac0bbdee29ac0714d3096b7b-800x800-jpg"}},"name":"Tasha Reasor","title":"CMO"}}],"companies":[],"_rawBody":[{"_key":"f5882e53392f","_type":"block","children":[{"_key":"b25fb6703d59","_type":"span","marks":[],"text":"Most outbound starts with a list."}],"markDefs":[],"style":"normal"},{"_key":"eb0c4a506e97","_type":"block","children":[{"_key":"3b876880a73e","_type":"span","marks":[],"text":"Someone pulls a segment from the CRM, loads it into a sequence, and sends it into the world. The timing is whatever day it happened to be when someone got around to it. The relevance is approximate. The response rate reflects that."}],"markDefs":[],"style":"normal"},{"_key":"314a6ae44816","_type":"block","children":[{"_key":"bb2627a5ca36","_type":"span","marks":[],"text":"Signal-based plays work differently."}],"markDefs":[],"style":"normal"},{"_key":"59f40530ad75","_type":"block","children":[{"_key":"5b4fd7a3e408","_type":"span","marks":[],"text":"Instead of starting with a list and hoping the timing is right, you start with a signal—something that actually happened inside an account that makes now the right moment—and build the play around that trigger."}],"markDefs":[],"style":"normal"},{"_key":"7767b13598ff","_type":"block","children":[{"_key":"2c5ece495f66","_type":"span","marks":[],"text":"The difference sounds subtle. The results aren't."}],"markDefs":[],"style":"normal"},{"_key":"3812a6c4a01d","_type":"block","children":[{"_key":"3b1892b22870","_type":"span","marks":[],"text":"When Otter AI built their SLG motion on top of 40M users, they didn't create a list of target accounts and start dialing. They defined five specific signals that, when they fired, indicated an account was ready for a conversation. Each signal had its own play. Each play had its own message logic. Each message was personalized to exactly what was happening in that account at that moment."}],"markDefs":[],"style":"normal"},{"_key":"3098f79b932f","_type":"block","children":[{"_key":"29b73ecf7cf3","_type":"span","marks":[],"text":"Here's what those five plays look like, and why each one works."}],"markDefs":[],"style":"normal"},{"_key":"e4a65c7ab73b","_type":"mainImage","asset":{"_id":"image-01021844ceadff02b27c9db64d7f1f9650c61f86-1280x672-jpg","_type":"sanity.imageAsset","_rev":"yB4hs6ukRb6DxnQZy6BLTL","_createdAt":"2026-06-26T15:45:22Z","_updatedAt":"2026-06-26T15:45:22Z","assetId":"01021844ceadff02b27c9db64d7f1f9650c61f86","extension":"jpg","metadata":{"_type":"sanity.imageMetadata","blurHash":"M7Qd0{xu=}%g}u%zj[xuf+Rj1Ds:$kbG];","dimensions":{"_type":"sanity.imageDimensions","aspectRatio":1.9047619047619047,"height":672,"width":1280},"hasAlpha":false,"isOpaque":true,"lqip":"data:image/jpeg;base64,/9j/2wBDAAYEBQYFBAYGBQYHBwYIChAKCgkJChQODwwQFxQYGBcUFhYaHSUfGhsjHBYWICwgIyYnKSopGR8tMC0oMCUoKSj/2wBDAQcHBwoIChMKChMoGhYaKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCj/wAARCAALABQDASIAAhEBAxEB/8QAGAAAAgMAAAAAAAAAAAAAAAAAAAIBBAj/xAAfEAACAQQCAwAAAAAAAAAAAAABAgADERIhBDEyQYH/xAAXAQADAQAAAAAAAAAAAAAAAAAAAQME/8QAGBEAAwEBAAAAAAAAAAAAAAAAAAECESH/2gAMAwEAAhEDEQA/ANIVkSoVyy2bairQBAFRnY+rjqJzCVdSpsZHJYjAA2B7iMzqe6i9TUFBs/YRE8BCBVYf/9k=","palette":{"_type":"sanity.imagePalette","darkMuted":{"_type":"sanity.imagePaletteSwatch","background":"#494c44","foreground":"#fff","population":0.01,"title":"#fff"},"darkVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#23604a","foreground":"#fff","population":0,"title":"#fff"},"dominant":{"_type":"sanity.imagePaletteSwatch","background":"#69ac94","foreground":"#fff","population":0.16,"title":"#fff"},"lightMuted":{"_type":"sanity.imagePaletteSwatch","background":"#acd4cc","foreground":"#000","population":0.01,"title":"#fff"},"lightVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#bafce6","foreground":"#000","population":0.02,"title":"#000"},"muted":{"_type":"sanity.imagePaletteSwatch","background":"#69ac94","foreground":"#fff","population":0.16,"title":"#fff"},"vibrant":{"_type":"sanity.imagePaletteSwatch","background":"#348c6c","foreground":"#fff","population":0,"title":"#fff"}},"thumbHash":"+ucBBILW2HaGinaAiXfYhYBpCA=="},"mimeType":"image/jpeg","originalFilename":"PLG + SLG Blog #4- image.jpg","path":"images/vt347z5x/production/01021844ceadff02b27c9db64d7f1f9650c61f86-1280x672.jpg","sha1hash":"01021844ceadff02b27c9db64d7f1f9650c61f86","size":233749,"uploadId":"6dad06f48aebb7dca609e4c1d631f9de5731d5da","url":"https://cdn.sanity.io/images/vt347z5x/production/01021844ceadff02b27c9db64d7f1f9650c61f86-1280x672.jpg","filename":"PLG + SLG Blog #4- image.jpg","width":1280,"height":672,"placeholderUrl":"https://cdn.sanity.io/images/vt347z5x/production/01021844ceadff02b27c9db64d7f1f9650c61f86-1280x672.jpg?rect=416,0,448,672&w=%width%&h=%height%&q=80","id":"image-01021844ceadff02b27c9db64d7f1f9650c61f86-1280x672-jpg","children":[],"parent":null}},{"_key":"ff6be7ba236f","_type":"block","children":[{"_key":"dc863e01fbb7","_type":"span","marks":["strong"],"text":"Play 1: The Executive Entry"}],"markDefs":[],"style":"h2"},{"_key":"bd424b16c36a","_type":"block","children":[{"_key":"839db4ed5f90","_type":"span","marks":["strong"],"text":"The signal:"},{"_key":"ae1896c9c002","_type":"span","marks":[],"text":" An executive at a target account signs up and starts actively using the product."}],"markDefs":[],"style":"normal"},{"_key":"6cab93793ed8","_type":"block","children":[{"_key":"623393d6cc13","_type":"span","marks":[],"text":"This is one of the highest-intent signals in the entire PLG motion (and one of the most underused). Mostly because it requires someone to notice it, and noticing things at scale is not a human's strong suit."}],"markDefs":[],"style":"normal"},{"_key":"c8f082ef92c6","_type":"block","children":[{"_key":"64cde9dcb536","_type":"span","marks":[],"text":"When a VP, Director, or C-level contact joins the product on their own, they're not responding to outreach. They're expressing genuine curiosity. They found the product, decided it was worth their time, and started using it."}],"markDefs":[],"style":"normal"},{"_key":"c15aa7f1837d","_type":"block","children":[{"_key":"3a61e045f58b","_type":"span","marks":[],"text":"That's a warm lead that most companies let go cold because nobody was watching."}],"markDefs":[],"style":"normal"},{"_key":"407243c03e29","_type":"block","children":[{"_key":"e859331526c0","_type":"span","marks":[],"text":"The play isn't a generic sequence. It's a triggered outreach that acknowledges what they're doing and opens a conversation about whether there's a broader opportunity for their team. The message almost writes itself because you know exactly what they just did. That specificity is what makes it land and what separates it from the seventeen other emails they got that day."}],"markDefs":[],"style":"normal"},{"_key":"167dff1bd6c7","_type":"block","children":[{"_key":"8292eb139e0a","_type":"span","marks":["strong"],"text":"Play 2: Workspace Consolidation"}],"markDefs":[],"style":"h2"},{"_key":"9c59287370c2","_type":"block","children":[{"_key":"1f6f842236c8","_type":"span","marks":["strong"],"text":"The signal:"},{"_key":"d7679beec3cc","_type":"span","marks":[],"text":" Multiple separate paid accounts or workspaces exist within the same company."}],"markDefs":[],"style":"normal"},{"_key":"cd7c6e539aa3","_type":"block","children":[{"_key":"b57b54fa1fff","_type":"span","marks":[],"text":"This one hides in plain sight."}],"markDefs":[],"style":"normal"},{"_key":"8200913f9d90","_type":"block","children":[{"_key":"a9257d068073","_type":"span","marks":[],"text":"As PLG products grow through self-serve, it's common for different teams inside the same company to spin up independent accounts. The marketing team has one. The sales team has another. Engineering has a third. Nobody planned it that way, it just happened organically as the product spread and nobody was coordinating."}],"markDefs":[],"style":"normal"},{"_key":"a2d110b065c1","_type":"block","children":[{"_key":"60c170683b65","_type":"span","marks":[],"text":"From a revenue perspective, this is an enterprise deal that's already paying you—just in disconnected pieces, at self-serve pricing, with none of the stickiness that comes with an actual enterprise contract."}],"markDefs":[],"style":"normal"},{"_key":"b08fb89a1bfc","_type":"block","children":[{"_key":"a287cc293226","_type":"span","marks":[],"text":"The consolidation play surfaces these accounts and opens a conversation about bringing them together. The message isn't a cold pitch. It's a practical observation: you have eight workspaces running independently across your org—here's what a consolidated setup would look like, and here's what it unlocks."}],"markDefs":[],"style":"normal"},{"_key":"4e61d26f4710","_type":"block","children":[{"_key":"a863db3b9672","_type":"span","marks":[],"text":"Otter's team found that the aggressiveness of the message should match the scale of the fragmentation. Eight workspaces gets a direct conversation about consolidation. Two or three gets a lighter touch. The signal is the same. The urgency is different."}],"markDefs":[],"style":"normal"},{"_key":"6463ee98d2a3","_type":"block","children":[{"_key":"781b7af707d4","_type":"span","marks":["strong"],"text":"Play 3: The Signup Surge"}],"markDefs":[],"style":"h2"},{"_key":"6339cac77112","_type":"block","children":[{"_key":"6c34a1b2c2ea","_type":"span","marks":["strong"],"text":"The signal:"},{"_key":"c0de0711d613","_type":"span","marks":[],"text":" Three to six people from the same company sign up within a seven-day window."}],"markDefs":[],"style":"normal"},{"_key":"c40d7f3f7780","_type":"block","children":[{"_key":"3fe3089e398a","_type":"span","marks":[],"text":"Organic team adoption is one of the clearest buying signals in PLG. It means someone liked the product enough to tell other people about it, and those people liked it enough to sign up. No prompting. No nurture sequence. Just word of mouth doing what word of mouth does."}],"markDefs":[],"style":"normal"},{"_key":"026349c79ce5","_type":"block","children":[{"_key":"c1f9d672dd96","_type":"span","marks":[],"text":"That momentum is real, and it has a shelf life."}],"markDefs":[],"style":"normal"},{"_key":"515d5bd49cd1","_type":"block","children":[{"_key":"188b5a2d3399","_type":"span","marks":[],"text":"When one person signs up, it might be curiosity. When three to six people from the same company sign up in the same week without any outreach from you, something is happening inside that account. The window between organic spread and a buying conversation is short. The outreach needs to reach the right person—not necessarily the first person who signed up, but the person most likely to own a team-level decision—while the energy is still there."}],"markDefs":[],"style":"normal"},{"_key":"d083e0c238b8","_type":"block","children":[{"_key":"744eb259d11f","_type":"span","marks":[],"text":"Wait two weeks and you're following up on something they've already moved on from. Or decided on. Without you."}],"markDefs":[],"style":"normal"},{"_key":"5ba30219b7a1","_type":"block","children":[{"_key":"6860533ab906","_type":"span","marks":["strong"],"text":"Play 4: The Feature Gap"}],"markDefs":[],"style":"h2"},{"_key":"bc6ff2297794","_type":"block","children":[{"_key":"2840f23eec89","_type":"span","marks":["strong"],"text":"The signal:"},{"_key":"3017f7051909","_type":"span","marks":[],"text":" High usage volume but no adoption of a key feature that your best customers use."}],"markDefs":[],"style":"normal"},{"_key":"4bdf8f4ad196","_type":"block","children":[{"_key":"cbebc30f60c5","_type":"span","marks":[],"text":"This play is about value expansion hiding inside an existing relationship."}],"markDefs":[],"style":"normal"},{"_key":"bce9813c4fd7","_type":"block","children":[{"_key":"f5b97530dbc2","_type":"span","marks":[],"text":"Your power users are already getting something real from the product. They're hitting usage thresholds, running workflows, clearly embedded. But they haven't discovered the feature—AI summaries, integrations, collaboration tools, whatever it is in your product—that your highest-retention customers almost universally use."}],"markDefs":[],"style":"normal"},{"_key":"a94d839faaf7","_type":"block","children":[{"_key":"0d7a597fda8e","_type":"span","marks":[],"text":"The outreach here isn't a sales conversation. It's a helpful one. You noticed they're using the product heavily but haven't tried the thing that users like them usually find most valuable. Here's why it matters. Here's how to turn it on. Here's what it unlocks."}],"markDefs":[],"style":"normal"},{"_key":"a63ad41c1ab6","_type":"block","children":[{"_key":"a0b64766f3e5","_type":"span","marks":[],"text":"Done right, this play drives both retention and expansion. It deepens the relationship before the renewal conversation happens. 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Give them something—a template, a resource, an introduction to your team—that makes them feel like an insider rather than just another user number."}],"markDefs":[],"style":"normal"},{"_key":"703fefafd26d","_type":"block","children":[{"_key":"c39084bfdae4","_type":"span","marks":[],"text":"Power users who feel recognized become champions. Champions open enterprise conversations you couldn't have opened any other way. It is a remarkably underutilized leverage point."}],"markDefs":[],"style":"normal"},{"_key":"4981f10e02be","_type":"block","children":[{"_key":"d524946a3dd0","_type":"span","marks":["strong"],"text":"The automation layer that makes it scale"}],"markDefs":[],"style":"h2"},{"_key":"7eebc122fdd4","_type":"block","children":[{"_key":"fd756164e4e5","_type":"span","marks":[],"text":"Defining the plays is the strategy. Automating them is what makes it a motion rather than a good idea that requires constant manual effort to execute."}],"markDefs":[],"style":"normal"},{"_key":"d0edfe595c85","_type":"block","children":[{"_key":"d051f929ee23","_type":"span","marks":[],"text":"Each play needs four things to run at scale: a trigger condition that fires when the signal appears, a prompt that pulls the relevant account variables into a personalized message, an enrollment workflow that routes the right accounts to the right sequence, and a tiering rule that determines whether a human reviews before anything goes out."}],"markDefs":[],"style":"normal"},{"_key":"4a313f6d2558","_type":"block","children":[{"_key":"c41ecd2e5e48","_type":"span","marks":[],"text":"Otter built AI prompts for each of their five plays that pull live variables directly into the message - number of workspaces, meeting minutes recorded, feature usage patterns, days since signup. The message isn't templated in the traditional sense. It's generated from what's actually happening in that account at that moment."}],"markDefs":[],"style":"normal"},{"_key":"2906318ce4bf","_type":"block","children":[{"_key":"a69d5675e9e2","_type":"span","marks":[],"text":"High signal plus high fit gets a human in the loop before it sends. Strong signal and medium fit runs automated. Everything else gets low-touch nurture or nothing at all."}],"markDefs":[],"style":"normal"},{"_key":"ac459ece2601","_type":"block","children":[{"_key":"c1744d764c11","_type":"span","marks":[],"text":"The result is a motion that runs continuously in the background, surfacing the right accounts at the right moment, with the right message, without requiring a rep to notice the signal first."}],"markDefs":[],"style":"normal"},{"_key":"b911f07cdc85","_type":"block","children":[{"_key":"86e017a7e55b","_type":"span","marks":[],"text":"That's the difference between a sales team that reacts to pipeline and one that generates it."}],"markDefs":[],"style":"normal"},{"_key":"7a2d382b7b8a","_type":"block","children":[{"_key":"c554728a21f7","_type":"span","marks":["em"],"text":"Next in the series: not all signals are equal - how to build a signal hierarchy that tells you when to activate, who to target, and what to ignore."}],"markDefs":[],"style":"normal"},{"_key":"9727c18fcd84","_type":"block","children":[{"_key":"77666ccab716","_type":"span","marks":[],"text":"\n"}],"markDefs":[],"style":"normal"}]}},{"node":{"_type":"post","id":"-8bf58d86-ba6a-51ed-a935-edce151c06d9","_id":"f3b4ce07-2724-499e-ae32-0aa78b4c2460","publishedAt":"2026-06-24T17:26:00.000Z","_createdAt":"2026-06-24T17:25:00Z","_updatedAt":"2026-06-24T19:28:31Z","categories":[{"_id":"067d08c2-833d-447f-8bed-e63211d3c644","title":"Sales teams (PERSONA)","titlePublic":"Sales","slug":{"current":"sales"},"status":"published"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-0385c164b9a880e91ddb32a6517655bc64c33e32-1200x630-jpg","altText":null,"extension":"jpg","metadata":{"hasAlpha":false,"dimensions":{"height":630,"width":1200,"aspectRatio":1.9047619047619047}}},"layout":null,"alt":null},"title":"Your SDRs aren’t slow. Your system is.","_rawExcerpt":[{"_key":"255968beca04","_type":"block","children":[{"_key":"5eef9315c003","_type":"span","marks":[],"text":"Most SDR teams aren't losing because their reps aren't working hard enough. They're losing because the system was built for a different era—and it was never designed for the speed outbound actually requires. This is the playbook for fixing that."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":9,"slug":{"current":"ai-sdr-playbook"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[],"companies":[],"_rawBody":[{"_key":"e54174d3ff9d","_type":"block","children":[{"_key":"fa6aa4e14e30","_type":"span","marks":[],"text":"Outbound volume is up, results are down, and somewhere in the middle of that gap is where your team lives."}],"markDefs":[],"style":"normal"},{"_key":"8b574de24e5e","_type":"block","children":[{"_key":"6aec4a5bdaaa","_type":"span","marks":[],"text":"Because they're building lists manually, researching accounts one by one, and writing sequences that feel personal but take forever to produce. They might even be following up on signals they found three days after the window closed. In other words, by the time a rep gets to the actual conversation, half the day is already gone."}],"markDefs":[],"style":"normal"},{"_key":"dc97ac576fa8","_type":"block","children":[{"_key":"d1dca93ab05c","_type":"span","marks":[],"text":"This isn't a talent problem—your reps are capable. The problem is the system they're running on was designed for a different era of outbound, and it was never designed to scale."}],"markDefs":[],"style":"normal"},{"_key":"4b03e0f88c15","_type":"block","children":[{"_key":"876d998a2d3a","_type":"span","marks":[],"text":"The AI-native SDR playbook exists to fix that by removing everything that's slowing your reps down."}],"markDefs":[],"style":"normal"},{"_key":"13adb01d7b9d","_type":"block","children":[{"_key":"abd5b4e36734","_type":"span","marks":["strong"],"text":"The way most teams run outbound (and why it's breaking)"}],"markDefs":[],"style":"h3"},{"_key":"7f0674e50523","_type":"block","children":[{"_key":"4b563d3f8087","_type":"span","marks":[],"text":"Picture a Monday morning on a typical SDR team."}],"markDefs":[],"style":"normal"},{"_key":"96301742566d","_type":"block","children":[{"_key":"4760cc98a0ad","_type":"span","marks":[],"text":"A rep opens their CRM, looks at their task queue, and starts building context. They pull up a LinkedIn profile, open a few browser tabs, check the company's website, scan for recent news. Fifteen minutes later they have enough to write one email. They send it, move to the next account, and repeat."}],"markDefs":[],"style":"normal"},{"_key":"7903ccbb2ced","_type":"block","children":[{"_key":"1cbf7157cc31","_type":"span","marks":[],"text":"By noon they've touched maybe 20 accounts. Their manager wants 60 activities a day. Nobody mentions this gap out loud. Everyone knows it's there."}],"markDefs":[],"style":"normal"},{"_key":"fb1b96d37f76","_type":"block","children":[{"_key":"fad57e9deddd","_type":"span","marks":[],"text":"Meanwhile, the accounts worth calling this week, the ones who visited the pricing page twice, the ones where a new VP of Sales just started, the ones whose trial activity spiked over the weekend, aren't on anyone's radar. The signal exists—but nobody surfaced it, and nobody acted on it."}],"markDefs":[],"style":"normal"},{"_key":"d0c3d195a45b","_type":"block","children":[{"_key":"136b37aa69f4","_type":"span","marks":[],"text":"This is the real problem with outbound in 2026. It's not that reps aren't trying, it's that the gap between knowing who to reach and actually reaching them is filled with manual work that shouldn't require a human at all."}],"markDefs":[],"style":"normal"},{"_key":"789a6aeedb0e","_type":"block","children":[{"_key":"86429220fc3f","_type":"span","marks":[],"text":"But bolt AI onto a broken foundation and you don't fix the foundation, you just produce more noise, faster. More sequences. More activity. More output from a system that's still pointed at the wrong accounts."}],"markDefs":[],"style":"normal"},{"_key":"3a83ab9cb396","_type":"block","children":[{"_key":"07b76f314af0","_type":"span","marks":[],"text":"That’s because the teams starting to outperform aren’t just adding more activity or slapping AI software somewhere and hoping it makes magic, they’re working hand-in-hand with the right AI-supported tools to rebuild their foundation."}],"markDefs":[],"style":"normal"},{"_key":"6f40becdf59b","_type":"mainImage","asset":{"_id":"image-53e8e7e33328f78e416c8e7846e5259fa527c23f-2560x1344-png","_type":"sanity.imageAsset","_rev":"lR0qt56tv2bdxAETmWXgLT","_createdAt":"2026-06-24T19:28:06Z","_updatedAt":"2026-06-24T19:28:06Z","assetId":"53e8e7e33328f78e416c8e7846e5259fa527c23f","extension":"png","metadata":{"_type":"sanity.imageMetadata","blurHash":"MbOEbPof-Woy$l}^fQR*jtNZ$+juX5fkR%","dimensions":{"_type":"sanity.imageDimensions","aspectRatio":1.9047619047619047,"height":1344,"width":2560},"hasAlpha":true,"isOpaque":true,"lqip":"data:image/png;base64,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","palette":{"_type":"sanity.imagePalette","darkMuted":{"_type":"sanity.imagePaletteSwatch","background":"#3c4344","foreground":"#fff","population":0.3,"title":"#fff"},"darkVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#11b87c","foreground":"#fff","population":0.11,"title":"#fff"},"dominant":{"_type":"sanity.imagePaletteSwatch","background":"#b4d8ca","foreground":"#000","population":3.24,"title":"#000"},"lightMuted":{"_type":"sanity.imagePaletteSwatch","background":"#b4d8ca","foreground":"#000","population":3.24,"title":"#000"},"lightVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#89fce0","foreground":"#000","population":0.03,"title":"#000"},"muted":{"_type":"sanity.imagePaletteSwatch","background":"#71bc9c","foreground":"#000","population":0.06,"title":"#fff"},"vibrant":{"_type":"sanity.imagePaletteSwatch","background":"#04d28a","foreground":"#fff","population":0.17,"title":"#fff"}},"thumbHash":"9bcJDIi4qKd+dnaKh4C4f477xw=="},"mimeType":"image/png","originalFilename":"AI-native SDR playbook - image.png","path":"images/vt347z5x/production/53e8e7e33328f78e416c8e7846e5259fa527c23f-2560x1344.png","sha1hash":"53e8e7e33328f78e416c8e7846e5259fa527c23f","size":552880,"uploadId":"a446a317f52c47871d8472ff77d21ceaede452b1","url":"https://cdn.sanity.io/images/vt347z5x/production/53e8e7e33328f78e416c8e7846e5259fa527c23f-2560x1344.png","filename":"AI-native SDR playbook - image.png","width":2560,"height":1344,"placeholderUrl":"https://cdn.sanity.io/images/vt347z5x/production/53e8e7e33328f78e416c8e7846e5259fa527c23f-2560x1344.png?rect=832,0,896,1344&w=%width%&h=%height%&q=80","id":"image-53e8e7e33328f78e416c8e7846e5259fa527c23f-2560x1344-png","children":[],"parent":null}},{"_key":"52b141ba1c33","_type":"block","children":[{"_key":"5d54d239dd76","_type":"span","marks":["strong"],"text":"What a modern AI-native outbound system looks like"}],"markDefs":[],"style":"h3"},{"_key":"d76116d3a67b","_type":"block","children":[{"_key":"4dfc4d186962","_type":"span","marks":[],"text":"A modern AI-native SDR workflow is all about removing the manual work that keeps your reps from doing what only they can do: having real conversations with the right people at the right moment."}],"markDefs":[],"style":"normal"},{"_key":"5ebd39da4e7e","_type":"block","children":[{"_key":"1e40e6eba23f","_type":"span","marks":[],"text":"Here's what that system looks like in practice, across the three parts of outbound that matter most."}],"markDefs":[],"style":"normal"},{"_key":"d43781fddfcc","_type":"block","children":[{"_key":"c6e9c1382d4c","_type":"span","marks":["strong"],"text":"Targeting: stop building lists, start working signals"}],"markDefs":[],"style":"h4"},{"_key":"9c5bf52cdae3","_type":"block","children":[{"_key":"036f3d7c311b","_type":"span","marks":[],"text":"The first place manual work kills SDR teams is list building. Reps spend hours pulling contacts from enrichment tools, filtering by firmographic criteria, and hoping the output is fresh enough to be useful. It rarely is."}],"markDefs":[],"style":"normal"},{"_key":"35fd45816a29","_type":"block","children":[{"_key":"d4ca167d4a00","_type":"span","marks":[],"text":"An AI-native targeting system flips this. Instead of building lists from static criteria, it builds them from live signals. Which accounts are showing buying behavior right now? Which contacts just changed roles into positions with purchasing authority? Which companies are in a growth pattern that matches your best customers?"}],"markDefs":[],"style":"normal"},{"_key":"0dcb2b95c689","_type":"block","children":[{"_key":"8cec25a19b99","_type":"span","marks":[],"text":"The targeting layer isn't a spreadsheet you refresh once a week. It's a continuously updated view of who deserves your team's attention today, not who looked good in a ZoomInfo pull three weeks ago."}],"markDefs":[],"style":"normal"},{"_key":"7f057d2a578b","_type":"block","children":[{"_key":"befa8eafda88","_type":"span","marks":[],"text":"For SDR managers, this means something important: your reps stop making subjective decisions about who to go after. The system surfaces the right accounts automatically. Your job becomes making sure they work the list, not define it."}],"markDefs":[],"style":"normal"},{"_key":"7e605978b0a7","_type":"block","children":[{"_key":"a7e6fee81d60","_type":"span","marks":[],"text":"This is where the gap between your top reps and everyone else starts to close. Top performers have always had a feel for who to prioritize. An AI-native system gives every rep that same feel, except it's not intuition. It's data."}],"markDefs":[],"style":"normal"},{"_key":"fc3918fae024","_type":"block","children":[{"_key":"9ee51250ed8b","_type":"span","marks":["strong"],"text":"Sequencing: context before contact"}],"markDefs":[],"style":"h4"},{"_key":"7d48ca0194de","_type":"block","children":[{"_key":"f954ed6d6692","_type":"span","marks":[],"text":"The second place manual work kills outbound is sequencing. Specifically, the research that has to happen before a rep can write something worth sending."}],"markDefs":[],"style":"normal"},{"_key":"0f1f9d0af189","_type":"block","children":[{"_key":"b4e3c9efa9af","_type":"span","marks":[],"text":"Generic sequences don't work anymore. Buyers can tell and they're merciless about it. They get dozens of \"I noticed you're in [industry]\" emails every week. They delete all of them without finishing the first sentence.The only outreach that breaks through is the kind that feels written for one person, at one moment, for one specific reason."}],"markDefs":[],"style":"normal"},{"_key":"1a920b712f4b","_type":"block","children":[{"_key":"52c4fda6cb5f","_type":"span","marks":[],"text":"The problem is that writing at that level takes time. And time is the one thing SDR teams don't have."}],"markDefs":[],"style":"normal"},{"_key":"726e50167f37","_type":"block","children":[{"_key":"f329eff97119","_type":"span","marks":[],"text":"AI-powered sequencing solves this by doing the research before the rep ever opens a compose window. It pulls together what's happening at the account, what's changed recently, what the contact's background suggests about their priorities, and it generates messaging that's grounded in actual context."}],"markDefs":[],"style":"normal"},{"_key":"d229296a6bda","_type":"block","children":[{"_key":"aa73bb00dc05","_type":"span","marks":[],"text":"Your rep's job is no longer to research and write. It's to review, refine, and send. That shift alone can turn a 15-minute pre-email process into a two-minute one."}],"markDefs":[],"style":"normal"},{"_key":"71f0e84a4a53","_type":"block","children":[{"_key":"50a0c1704843","_type":"span","marks":[],"text":"And the output is better. Not because AI is a better writer than your rep, but because AI has done the synthesis work your rep didn't have time to do properly."}],"markDefs":[],"style":"normal"},{"_key":"1fe4818b243a","_type":"block","children":[{"_key":"468d45153aae","_type":"span","marks":["strong"],"text":"Follow-up: stop missing the window"}],"markDefs":[],"style":"h4"},{"_key":"9175cead464c","_type":"block","children":[{"_key":"35d6880191c0","_type":"span","marks":[],"text":"The third place manual work kills outbound is follow-up. Specifically, the timing of it."}],"markDefs":[],"style":"normal"},{"_key":"e8c8f9233871","_type":"block","children":[{"_key":"91314dbc5ffb","_type":"span","marks":[],"text":"In outbound, timing is almost everything. A prospect who visited your pricing page an hour ago is a fundamentally different conversation than the same prospect who visited three days ago. A contact who just joined a target account as VP of Sales is a live opportunity. The same contact six months into the role is a much harder call."}],"markDefs":[],"style":"normal"},{"_key":"e8d103704b9d","_type":"block","children":[{"_key":"c8a0f9844f8d","_type":"span","marks":[],"text":"Most SDR teams miss these windows not because they weren't paying attention but because the signal lived in one tool and the follow-up had to happen in another. By the time that information traveled to whoever needed it, the moment was already gone."}],"markDefs":[],"style":"normal"},{"_key":"9ee95425c07b","_type":"block","children":[{"_key":"d0bddea64a54","_type":"span","marks":[],"text":"An AI-native follow-up system closes that gap. When a signal fires, a task gets created. When a contact hits a trigger, a sequence starts. 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Learn why enrichment alone won't fix it, what decay actually costs your GTM team, and how to keep your system aligned with reality."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":8,"slug":{"current":"crm-data-decay"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[],"companies":[],"_rawBody":[{"_key":"5dda9642cf4f","_type":"block","children":[{"_key":"b8f8f6b6a7a6","_type":"span","marks":[],"text":"Your CRM isn't broken. It's just describing a world that no longer exists."}],"markDefs":[],"style":"normal"},{"_key":"e3b51176907d","_type":"block","children":[{"_key":"33e4946cc00f","_type":"span","marks":[],"text":"The VP of Engineering you're targeting? She left that company eight months ago. The lead score you're acting on? Built on enrichment data that was accurate when it was pulled, but hasn't been touched since."}],"markDefs":[],"style":"normal"},{"_key":"de07a1a70f5d","_type":"block","children":[{"_key":"4bcb122584f9","_type":"span","marks":[],"text":"This is CRM data decay. And it's not a hygiene failure. It's a structural problem with how revenue teams have been taught to think about their data."}],"markDefs":[],"style":"normal"},{"_key":"32c958026db8","_type":"block","children":[{"_key":"26464bf91e01","_type":"span","marks":[],"text":"Most teams respond by running cleanup projects, buying another enrichment vendor, or setting rules that break quietly every time their data model changes. None of it solves the underlying issue: the world keeps moving, and your CRM doesn't."}],"markDefs":[],"style":"normal"},{"_key":"65313a36475d","_type":"block","children":[{"_key":"7e487b7b29bc","_type":"span","marks":["strong"],"text":"What is CRM data decay?"}],"markDefs":[],"style":"h2"},{"_key":"80884dfe9a10","_type":"block","children":[{"_key":"f872cbafc6c1","_type":"span","marks":[],"text":"CRM data decay is the gradual degradation of contact and account records over time as real-world information changes, but your system doesn't update to reflect it."}],"markDefs":[],"style":"normal"},{"_key":"f1e601566cf5","_type":"block","children":[{"_key":"359be742350c","_type":"span","marks":[],"text":"The most obvious form is contact-level decay: people change jobs. According to "},{"_key":"1346aabc8a51","_type":"span","marks":["a473da17a63d"],"text":"LinkedIn"},{"_key":"9fd02616accd","_type":"span","marks":[],"text":", professionals today are on pace to hold twice as many jobs over their careers compared to 15 years ago, which means the contact you enriched six months ago has a reasonable chance of being wrong right now."}],"markDefs":[{"_key":"a473da17a63d","_type":"link","href":"https://news.linkedin.com/2025/work-change-report-2025"}],"style":"normal"},{"_key":"df86a7f01874","_type":"block","children":[{"_key":"060eab487812","_type":"span","marks":[],"text":"It’s unsurprising, then, that a contact list that was accurate at the start of the year can be meaningfully wrong by Q3. Not because anyone failed to maintain it, but because "},{"_key":"d1aefbcea646","_type":"span","marks":["strong"],"text":"change is continuous and data capture isn't."}],"markDefs":[],"style":"normal"},{"_key":"1ae6c3b0a2b7","_type":"block","children":[{"_key":"922c124343d0","_type":"span","marks":["strong"],"text":"What CRM data decays and how fast?"}],"markDefs":[],"style":"h2"},{"_key":"0698073f5a78","_type":"block","children":[{"_key":"3ed5134ea75d","_type":"span","marks":[],"text":"Not all data decays at the same rate. According to "},{"_key":"b0de0dbb6cb4","_type":"span","marks":["350c3506ed55"],"text":"CRM quality benchmarks"},{"_key":"bc9a937615b7","_type":"span","marks":[],"text":":"}],"markDefs":[{"_key":"350c3506ed55","_type":"link","href":"https://www.recordcontext.com/resources/crm-data-quality"}],"style":"normal"},{"_key":"801a0eb5f34a","_type":"block","children":[{"_key":"11ed2cf9e5e2","_type":"span","marks":[],"text":"Email addresses decay at 3.6% per month (around 30-40% annually)"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"a37d8ab91774","_type":"block","children":[{"_key":"eccec5083c87","_type":"span","marks":[],"text":"Job titles shift at 25-35% per year"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"9c97b8c367c7","_type":"block","children":[{"_key":"49d92d13d4be","_type":"span","marks":[],"text":"Company data (headcount, structure, ownership) changes at 10-20% annually"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"8c85c439c8cb","_type":"block","children":[{"_key":"f2408bf2f2b5","_type":"span","marks":[],"text":"The fields your reps rely on most for outreach are the ones going stale the fastest."}],"markDefs":[],"style":"normal"},{"_key":"33dec1d6f0bd","_type":"block","children":[{"_key":"70bf8ef2a318","_type":"span","marks":[],"text":"Account-level decay is harder to catch. 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Refresh the records and call it done."}],"markDefs":[],"style":"normal"},{"_key":"1e04b0c56e03","_type":"block","children":[{"_key":"36ce98315681","_type":"span","marks":[],"text":"This misunderstands the problem."}],"markDefs":[],"style":"normal"},{"_key":"fbe6683091cd","_type":"block","children":[{"_key":"887490d0919f","_type":"span","marks":["f21f6069e32f"],"text":"Enrichment"},{"_key":"d721a840d41a","_type":"span","marks":[],"text":" "},{"_key":"f7245c208580","_type":"span","marks":["em"],"text":"adds"},{"_key":"549a5658ed20","_type":"span","marks":[],"text":" data. It doesn't continuously reconcile data against reality. When you enrich a record, you're getting a snapshot: accurate as of the moment the enrichment provider last crawled that source. 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One that identifies drift as it happens and surfaces what needs attention before it creates downstream problems."}],"markDefs":[],"style":"normal"},{"_key":"7f5f58925a24","_type":"block","children":[{"_key":"8612c3a5fb72","_type":"span","marks":[],"text":"In practice, the difference shows up in a few specific ways:"}],"markDefs":[],"style":"normal"},{"_key":"b3c34e3c01c4","_type":"block","children":[{"_key":"f36293cf168a","_type":"span","marks":["strong"],"text":"Job change monitoring that runs automatically, not on a schedule"}],"markDefs":[],"style":"h3"},{"_key":"aafcab887c5e","_type":"block","children":[{"_key":"d9cbc7f8b88f","_type":"span","marks":[],"text":"When a key contact changes roles, your team needs to know within days, not at the next quarterly audit. The window for acting on a job change closes fast."}],"markDefs":[],"style":"normal"},{"_key":"8aee7573970f","_type":"block","children":[{"_key":"0359969e8103","_type":"span","marks":["strong"],"text":"Duplicate detection that happens before records compound"}],"markDefs":[],"style":"h3"},{"_key":"72ef8d04e45a","_type":"block","children":[{"_key":"0eac988e34a4","_type":"span","marks":[],"text":"Every enrichment push, every tradeshow import, every form fill is an opportunity to create another duplicate. A continuous system catches these at the point of entry rather than after you've got three versions of the same contact with conflicting data across all of them."}],"markDefs":[],"style":"normal"},{"_key":"d6b8dc593f7d","_type":"block","children":[{"_key":"dc9cfe9b17d0","_type":"span","marks":["strong"],"text":"Prioritized cleanup, not just a flagged list"}],"markDefs":[],"style":"h3"},{"_key":"5bd58720380e","_type":"block","children":[{"_key":"31c81a6d1e1d","_type":"span","marks":[],"text":"One of the reasons cleanup projects stall is that they produce enormous lists with no clear starting point. A useful system tells you what to fix first i.e. which records are actively being used in outreach or which accounts have open opportunities attached."}],"markDefs":[],"style":"normal"},{"_key":"ac1b88fe0270","_type":"block","children":[{"_key":"05df6fd40b24","_type":"span","marks":["strong"],"text":"History preserved through cleanup"}],"markDefs":[],"style":"h3"},{"_key":"4635c859c7bf","_type":"block","children":[{"_key":"d2a58274212e","_type":"span","marks":[],"text":"Merging records or updating a contact shouldn't mean losing the activity and relationship context attached to the original. That context (past conversations, engagement history, account association) is often more valuable than the corrected field."}],"markDefs":[],"style":"normal"},{"_key":"17d12d05d28d","_type":"block","children":[{"_key":"1d46cb6c477b","_type":"span","marks":[],"text":"The goal isn't a clean CRM at a point in time. It's a CRM that stays aligned with reality continuously, so your team isn't making decisions based on a version of the world that stopped being true six months ago."}],"markDefs":[],"style":"normal"},{"_key":"d5c075b430ca","_type":"block","children":[{"_key":"cd3d45132823","_type":"span","marks":["strong"],"text":"How Common Room approaches this"}],"markDefs":[],"style":"h2"},{"_key":"065e876b1449","_type":"block","children":[{"_key":"04ff00521fe5","_type":"span","marks":[],"text":"Common Room's "},{"_key":"f156f4884d2a","_type":"span","marks":["405317ab081b"],"text":"DataAgent"},{"_key":"0435137bbcd2","_type":"span","marks":[],"text":" is built for this problem specifically. It's a data intelligence agent that continuously identifies CRM records that no longer reflect reality — outdated contacts, duplicate contacts, and duplicate accounts — and organizes them into actionable cleanup workflows."}],"markDefs":[{"_key":"405317ab081b","_type":"link","href":"https://www.commonroom.io/product/ai/"}],"style":"normal"},{"_key":"ab94cc384a3a","_type":"block","children":[{"_key":"50afb8e9537e","_type":"span","marks":[],"text":"The approach is different from rules-based cleanup tools for a specific reason: it doesn't require you to define what bad data looks like before the system can help. DataAgent surfaces what needs attention using Common Room's understanding of identity, job-change detection, and CRM context, then shows your team what to fix and why."}],"markDefs":[],"style":"normal"},{"_key":"ea7fd57aeb89","_type":"block","children":[{"_key":"5cc796491b9b","_type":"span","marks":[],"text":"That matters because most teams don't know exactly what their data problems are until they try to act on the data. DataAgent flips that. You see what's wrong before it costs you a deal, not after."}],"markDefs":[],"style":"normal"},{"_key":"2ea7a067a9ae","_type":"block","children":[{"_key":"29d916b683f4","_type":"span","marks":[],"text":"Cleaning records also doesn't mean losing history. DataAgent is designed to preserve activity, relationships, and account context during cleanup — because a clean record that's lost its relationship history isn't actually useful."}],"markDefs":[],"style":"normal"},{"_key":"9cf107d2864e","_type":"block","children":[{"_key":"8d544c0bc2bb","_type":"span","marks":[],"text":"The result is a CRM your team can trust in practice. And a stronger foundation for every "},{"_key":"5dbcd83974f6","_type":"span","marks":["6189b5745cd2"],"text":"signal-based GTM workflow"},{"_key":"0011b418d289","_type":"span","marks":[],"text":" built on top of it."}],"markDefs":[{"_key":"6189b5745cd2","_type":"link","href":"https://www.commonroom.io/product/signals/"}],"style":"normal"},{"_key":"654279a96d21","_type":"block","children":[{"_key":"7b41ab36ce82","_type":"span","marks":["strong"],"text":"The bottom line"}],"markDefs":[],"style":"h2"},{"_key":"b8824b3bf30d","_type":"block","children":[{"_key":"fb47298d6897","_type":"span","marks":[],"text":"CRM data decay is a structural problem. The world keeps changing. Your data capture doesn't. And the gap between what your CRM says is true and what's actually true gets wider every quarter you don't address it."}],"markDefs":[],"style":"normal"},{"_key":"c34fa7ea3828","_type":"block","children":[{"_key":"fbb170aebffc","_type":"span","marks":[],"text":"More enrichment narrows that gap temporarily. Periodic cleanup projects reset it to a lower baseline. Neither keeps pace with the rate of change in your market."}],"markDefs":[],"style":"normal"},{"_key":"54178ca0ade5","_type":"block","children":[{"_key":"28df1883c080","_type":"span","marks":[],"text":"The teams closing that gap consistently are treating CRM accuracy as a continuous system, not a recurring project. Your GTM motion is only as good as the reality it's working from."}],"markDefs":[],"style":"normal"},{"_key":"62be22a9a398","_type":"block","children":[{"_key":"08b2c613d4cd","_type":"span","marks":[],"text":"\n"}],"markDefs":[],"style":"normal"}]}},{"node":{"_type":"post","id":"-aebf70c2-8aeb-5e18-ab51-cb789f26b9b7","_id":"87ef5c3b-fd81-4c03-a5cb-b7fe24fb566d","publishedAt":"2026-06-19T20:43:00.000Z","_createdAt":"2026-06-16T20:42:47Z","_updatedAt":"2026-06-17T15:27:50Z","categories":[],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-84cba27db081251acce01ce83390ecc4d03a547d-1200x630-jpg","altText":null,"extension":"jpg","metadata":{"hasAlpha":false,"dimensions":{"height":630,"width":1200,"aspectRatio":1.9047619047619047}}},"layout":null,"alt":"A diagram showing first-party and third-party data coverage zones, with a central gap of in-market signals — job changes, community signals, dark funnel visits — invisible to both."},"title":"First-party data vs. third-party data: what the difference actually means for pipeline","_rawExcerpt":[{"_key":"81acdc19a4e6","_type":"block","children":[{"_key":"aafcc8bd1cb4","_type":"span","marks":[],"text":"First-party data is yours alone. Third-party data is everyone's. Here's what each type captures, where it breaks down, and what fills the gap."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":11,"slug":{"current":"first-party-data-vs-third-party-data"},"isFeatured":null,"hideMainMedia":null,"cardImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-84cba27db081251acce01ce83390ecc4d03a547d-1200x630-jpg","altText":null,"extension":"jpg","metadata":{"hasAlpha":false,"dimensions":{"height":630,"width":1200,"aspectRatio":1.9047619047619047}}}},"mainVideo":null,"graphic":null,"status":"published","authors":[{"_key":"4758064f17c5","author":{"image":{"crop":{"_key":null,"_type":"sanity.imageCrop","top":0,"bottom":0,"left":0,"right":0},"hotspot":{"_key":null,"_type":"sanity.imageHotspot","x":0.5,"y":0.5,"height":1,"width":1},"asset":{"_id":"image-cb94b709e7a3b8f6b7cd080458b41ca80e3c306d-400x326-png"}},"name":"Annisha Lashand","title":"Content Marketing Lead"}}],"companies":[],"_rawBody":[{"_key":"fa91bac816fe","_type":"block","children":[{"_key":"0ec73b29b5cc","_type":"span","marks":[],"text":"Most GTM teams aren't short on data. They're short on the right combination of it."}],"markDefs":[],"style":"normal"},{"_key":"02111ed29c22","_type":"block","children":[{"_key":"261b3089eb2c","_type":"span","marks":[],"text":"You have a CRM full of records, a marketing automation platform running campaigns, and probably a data vendor refreshing contact lists on some quarterly cadence. And yet, reps are still cold-calling accounts that haven't shown real buying interest, while genuinely warm buyers go unnoticed."}],"markDefs":[],"style":"normal"},{"_key":"ddc3eab9274c","_type":"block","children":[{"_key":"759ef94f3d8a","_type":"span","marks":[],"text":"The conversation around first-party versus third-party data usually gets framed as a privacy story: third-party cookies going away, regulations tightening, first-party is the future. That framing isn't wrong, but it's not the most useful lens if you're trying to figure out why your pipeline is inconsistent."}],"markDefs":[],"style":"normal"},{"_key":"ebf94c6e26c9","_type":"block","children":[{"_key":"ac9cdc338366","_type":"span","marks":["em"],"text":"The more useful question is what each type actually captures and where the gaps between them are costing you pipeline. Because the teams that win aren't the ones with more data. They're the ones who've figured out how to make each type work where it's strongest."}],"markDefs":[],"style":"blockquote"},{"_key":"471767d75175","_type":"block","children":[{"_key":"22334a4edf08","_type":"span","marks":["strong"],"text":"The four data types, quickly defined"}],"markDefs":[],"style":"h2"},{"_key":"b1bd4850a0e6","_type":"block","children":[{"_key":"54ff1e158389","_type":"span","marks":[],"text":"Before going deep on first and third-party data, it helps to have the full map. There are four types most B2B go-to-market (GTM) teams encounter, sitting on a spectrum from most direct to most removed from your actual buyers."}],"markDefs":[],"style":"normal"},{"_key":"4ac4a15879c7","_type":"block","children":[{"_key":"34403d7b5bc8","_type":"span","marks":["strong"],"text":"What is zero-party data?"}],"markDefs":[],"style":"h3"},{"_key":"fe57061474b5","_type":"block","children":[{"_key":"f0e556c3f4e4","_type":"span","marks":[],"text":"Zero-party data is information a person intentionally shares with you: survey responses, stated preferences, onboarding questions, intent signals a buyer declares. It's the most consent-forward type, which is why it's considered highest-trust. The limitation is volume. You can't build a complete data strategy on voluntary disclosures alone."}],"markDefs":[],"style":"normal"},{"_key":"e5b893c7d07f","_type":"block","children":[{"_key":"5f0a74fcf782","_type":"span","marks":["strong"],"text":"What is first-party data?"}],"markDefs":[],"style":"h3"},{"_key":"e084a669ba0f","_type":"block","children":[{"_key":"abaaa815d5f9","_type":"span","marks":[],"text":"First-party data is information your company collects directly from your own audience through your own channels. CRM records, product usage events, website behavior, email engagement: data collected directly from people who've interacted with your brand. You own it, you control it, and because it came straight from the source, it's the most accurate picture of your known buyers available."}],"markDefs":[],"style":"normal"},{"_key":"ed4be7ef99cd","_type":"block","children":[{"_key":"b29a68153c1b","_type":"span","marks":[],"text":"A company's first-party data is also exclusive by definition. Nobody else has access to your product telemetry or your sales interaction history. That exclusivity is a meaningful competitive advantage, and it's part of why first-party data collection has become a strategic priority rather than just a compliance response to the deprecation of third-party cookies."}],"markDefs":[],"style":"normal"},{"_key":"e9393b58772b","_type":"block","children":[{"_key":"a44d2d047b3e","_type":"span","marks":["strong"],"text":"What is second-party data?"}],"markDefs":[],"style":"h3"},{"_key":"e05684a91c33","_type":"block","children":[{"_key":"3964c4127d0f","_type":"span","marks":[],"text":"Second-party data is someone else's first-party data, shared through a direct relationship and a formal agreement. "}],"markDefs":[],"style":"normal"},{"_key":"eb06e36fccb7","_type":"block","children":[{"_key":"3964c4127d0f","_type":"span","marks":[],"text":"Two companies with complementary audiences exchange anonymized behavioral signals, each accessing the other's own collected data. It's more targeted than buying from a data broker, and because there's a direct relationship between the parties, data quality tends to be higher than broad third-party sources. In practice, second-party arrangements are less common in B2B and require deliberate partnership infrastructure to execute."}],"markDefs":[],"style":"normal"},{"_key":"281d1271218e","_type":"block","children":[{"_key":"dc1b6589092b","_type":"span","marks":["strong"],"text":"What is third-party data?"}],"markDefs":[],"style":"h3"},{"_key":"d62bb21b746d","_type":"block","children":[{"_key":"2b87ec63d0bd","_type":"span","marks":[],"text":"Third-party data is information collected by an entity with no direct relationship to your audience, aggregated from across the web and sold at scale. "}],"markDefs":[],"style":"normal"},{"_key":"9d6e3cc51cc3","_type":"block","children":[{"_key":"2b87ec63d0bd","_type":"span","marks":[],"text":"Data brokers and third-party data providers compile this from public records, behavioral tracking, content consumption networks, review sites, and more. For B2B GTM, that typically means firmographic profiles, contact details, technographic intelligence, and intent scores."}],"markDefs":[],"style":"normal"},{"_key":"a7f2d0c9c4a0","_type":"block","children":[{"_key":"970add30ff5e","_type":"span","marks":[],"text":"Third-party data is broadly available and useful for prospecting. It's also broadly available to your competitors, which is worth keeping in mind."}],"markDefs":[],"style":"normal"},{"_key":"ec2a4826309c","_type":"block","children":[{"_key":"c7f6dc6ceb61","_type":"span","marks":["strong"],"text":"First-party data in depth: the foundation of a modern GTM motion"}],"markDefs":[],"style":"h2"},{"_key":"c8cf96099136","_type":"block","children":[{"_key":"411cf2d85524","_type":"span","marks":["strong"],"text":"What first-party data collection looks like in B2B SaaS"}],"markDefs":[],"style":"h3"},{"_key":"ecf922f4a843","_type":"block","children":[{"_key":"fee1c68f50c7","_type":"span","marks":[],"text":"First-party data collection happens across every touchpoint where a buyer or user directly engages with your brand. For most B2B SaaS companies, the primary data sources include:"}],"markDefs":[],"style":"normal"},{"_key":"a3aee846bf7c","_type":"block","children":[{"_key":"95ae09192e3d","_type":"span","marks":["strong"],"text":"CRM records:"},{"_key":"6758e1a7187b","_type":"span","marks":[],"text":" company name, contact details, deal history, stage progression"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"5f79ab4f8a3e","_type":"block","children":[{"_key":"51b4ce16954d","_type":"span","marks":["strong"],"text":"Product usage data:"},{"_key":"d12935a8daa2","_type":"span","marks":[],"text":" feature adoption, login frequency, active user counts, usage trends"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"cf13e8d18f1a","_type":"block","children":[{"_key":"9e992ef26cee","_type":"span","marks":["strong"],"text":"Website behavior:"},{"_key":"07a97bfc45cc","_type":"span","marks":[],"text":" pages visited, time on site, content downloads, pricing page activity"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"7a619a6d0edd","_type":"block","children":[{"_key":"8800f835dcc3","_type":"span","marks":["strong"],"text":"Marketing engagement:"},{"_key":"0440a0168c3f","_type":"span","marks":[],"text":" email opens and clicks, webinar registrations, ad interaction"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"52a7cbbb4834","_type":"block","children":[{"_key":"f844feed53ee","_type":"span","marks":["strong"],"text":"Support and CS interactions:"},{"_key":"5a5f38893f76","_type":"span","marks":[],"text":" ticket history, health scores, NPS responses"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"a3ef754b93f0","_type":"block","children":[{"_key":"a3e072070a99","_type":"span","marks":["strong"],"text":"In-app events:"},{"_key":"696c851044be","_type":"span","marks":[],"text":" trial activations, onboarding completion, upgrade triggers"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"2c6586bb9769","_type":"block","children":[{"_key":"6bf9ae9275a2","_type":"span","marks":[],"text":"When unified, these data sources give you a real-time picture of your known accounts: who's engaged, who's dormant, and which accounts are showing expansion signals. Many teams centralize this in a customer data platform (CDP), which aggregates first-party inputs across systems and makes them accessible for segmentation, scoring, and activation."}],"markDefs":[],"style":"normal"},{"_key":"22cf31055eac","_type":"block","children":[{"_key":"21b0e18f518c","_type":"span","marks":["strong"],"text":"Why first-party data matters for GTM teams"}],"markDefs":[],"style":"h3"},{"_key":"0ef8a63e8cb0","_type":"block","children":[{"_key":"8ad26bf3cde5","_type":"span","marks":[],"text":"First-party data is the most accurate customer data you have, because you collected it yourself. No aggregation, no inference. When a contact visits your pricing page three times in a week and downloads a comparison guide, that's a specific, confirmed behavior, not a probabilistic signal derived from what anonymous users did on someone else's website."}],"markDefs":[],"style":"normal"},{"_key":"014a536c1075","_type":"block","children":[{"_key":"306be29d3e55","_type":"span","marks":[],"text":"It's also exclusively yours. Every rep at every competitor using the same data provider is working from the same database. Nobody else has your product usage data or your customer interaction history."}],"markDefs":[],"style":"normal"},{"_key":"e8da54eaaec5","_type":"block","children":[{"_key":"5fbfa8ad9a48","_type":"span","marks":[],"text":"For retention and expansion motions, first-party data is irreplaceable. Detecting a customer going quiet, or an account accelerating toward an expansion decision, requires signals that live inside your own systems."}],"markDefs":[],"style":"normal"},{"_key":"3ac35a43a2ee","_type":"block","children":[{"_key":"b9665b499efb","_type":"span","marks":["strong"],"text":"The limitations of first-party data alone"}],"markDefs":[],"style":"h3"},{"_key":"b2ae920a5ed8","_type":"block","children":[{"_key":"311ac758c7ca","_type":"span","marks":[],"text":"First-party data has a fundamental coverage problem: it only tells you about people and accounts who have already interacted with you."}],"markDefs":[],"style":"normal"},{"_key":"3fd2fd638e73","_type":"block","children":[{"_key":"f0f16e011491","_type":"span","marks":[],"text":"A company evaluating your category right now, visiting competitor sites, running an internal scoring process, is invisible to your first-party data until they raise their hand. Your CRM has no record of them. They exist in the dark funnel, and your own data can't reach them."}],"markDefs":[],"style":"normal"},{"_key":"a2c0585b5e94","_type":"block","children":[{"_key":"475488e2b13b","_type":"span","marks":[],"text":"Data quality is the other issue. CRM records go stale as contacts change jobs or leave companies. Without a mechanism for continuous enrichment and data quality monitoring, your own data degrades quietly, and decisions made on stale records are expensive."}],"markDefs":[],"style":"normal"},{"_key":"15dd50a3c522","_type":"block","children":[{"_key":"5ddc831b2fed","_type":"span","marks":["em"],"text":"First-party data tells you what your buyers have done with you. It says nothing about what they're doing everywhere else."}],"markDefs":[],"style":"blockquote"},{"_key":"f28fe8b7455a","_type":"block","children":[{"_key":"d81d52e1b462","_type":"span","marks":["strong"],"text":"Third-party data in depth: reach, coverage, and the real tradeoffs"}],"markDefs":[],"style":"h2"},{"_key":"452f8af294ea","_type":"block","children":[{"_key":"16fddcb76836","_type":"span","marks":["strong"],"text":"How third-party data is collected and what it covers"}],"markDefs":[],"style":"h3"},{"_key":"93eb5418f99d","_type":"block","children":[{"_key":"a365081d4512","_type":"span","marks":[],"text":"Third-party data providers and data brokers compile this data from a wide range of external sources: public records, web crawls, behavioral tracking networks, review platforms, purchasing data, and survey panels. This data is collected at scale by design, because the whole value proposition is breadth. "}],"markDefs":[],"style":"normal"},{"_key":"334d3bce9c85","_type":"block","children":[{"_key":"a365081d4512","_type":"span","marks":[],"text":"Providers aggregate, normalize, and sell the resulting profiles to businesses seeking coverage beyond their own audience."}],"markDefs":[],"style":"normal"},{"_key":"6379c8d3c5d1","_type":"block","children":[{"_key":"77afa22b25cd","_type":"span","marks":[],"text":"For B2B GTM, third-party data typically includes:"}],"markDefs":[],"style":"normal"},{"_key":"889fb0df139b","_type":"block","children":[{"_key":"a60dcdc8d484","_type":"span","marks":["7bfd1f3f33b6","strong"],"text":"Firmographic data"},{"_key":"f673db241103","_type":"span","marks":["strong"],"text":":"},{"_key":"c6831fad9616","_type":"span","marks":[],"text":" company size, industry, revenue range, headcount, location, funding 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"},{"_key":"e69defa93d57","_type":"span","marks":[],"text":"When reps have visibility into what a contact actually did, outreach relevance improves significantly. Audience insights from your own data make generic sequences obsolete."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"af0e768e8f94","_type":"block","children":[{"_key":"d51059d69a4e","_type":"span","marks":["strong"],"text":"Retention and expansion detection. "},{"_key":"250bd72341fe","_type":"span","marks":[],"text":"Product usage trends, support interactions, and health scores give CS teams early signals that an account is drifting toward churn or ready for an expansion conversation."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"c019a49f9245","_type":"block","children":[{"_key":"33352d2c04d0","_type":"span","marks":["strong"],"text":"Data quality management. 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"}],"markDefs":[],"style":"normal"},{"_key":"16f867186189","_type":"block","children":[{"_key":"0bb70968281f","_type":"span","marks":[],"text":"The value exchange has to be genuine, especially as buyers become more deliberate about what they share."}],"markDefs":[],"style":"normal"},{"_key":"15034f05c8c8","_type":"block","children":[{"_key":"bb2477c745b0","_type":"span","marks":[],"text":"The limiting factor for most teams isn't a shortage of first-party data. 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Thirty percent firmographic."}],"markDefs":[],"style":"normal"},{"_key":"1ef59eaca224","_type":"block","children":[{"_key":"08ce7f59b099","_type":"span","marks":[],"text":"That sounds like a small adjustment. The implications are not small."}],"markDefs":[],"style":"normal"},{"_key":"f0a1cc49dcb3","_type":"block","children":[{"_key":"9a4cd52431a2","_type":"span","marks":[],"text":"It means the primary question is no longer \"does this company look like our customer?\" It's \"is this account doing the things that our best customers did right before they bought?\""}],"markDefs":[],"style":"normal"},{"_key":"ccbc03e69d61","_type":"block","children":[{"_key":"dd1cd56d4c64","_type":"span","marks":[],"text":"Those are very different questions. 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Is it something they'd notice if it disappeared tomorrow?"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"3e0583bd3f79","_type":"block","children":[{"_key":"7cefd24d30b8","_type":"span","marks":["strong"],"text":"Breadth of adoption"},{"_key":"da19857e60a7","_type":"span","marks":[],"text":" - how many people inside the account are using it, and how is that number moving? A single power user is interesting. Three teams using it independently is a buying signal. Ten people added in the last two weeks is a trigger."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"bb7612d30393","_type":"block","children":[{"_key":"7cefd24d30b8","_type":"span","marks":["strong"],"text":"Expansion patterns"},{"_key":"bbf88e50bc48","_type":"span","marks":[],"text":" - accounts that are growing their usage without being asked are telling you something. They're showing you intent through behavior rather than words. Words lie. 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What did those accounts look like behaviorally? Where did the pattern diverge from your wins?"}],"markDefs":[],"style":"normal"},{"_key":"457e2ee7f727","_type":"block","children":[{"_key":"4b8e92c8437d","_type":"span","marks":[],"text":"That analysis gives you the behavioral signature of a ready account - not a theoretical one, but one derived from your actual revenue data. It's not perfect. 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Instead of a ranked list of companies that fit a demographic profile, they see accounts that are actively doing something - accounts where something changed in the last week that makes now the right time to reach out."}],"markDefs":[],"style":"normal"},{"_key":"48a49c08712c","_type":"block","children":[{"_key":"3d52e44db396","_type":"span","marks":[],"text":"An executive just signed up and recorded three meetings in their first two days."}],"markDefs":[],"style":"normal"},{"_key":"602eae03b7f6","_type":"block","children":[{"_key":"797525ecfb7a","_type":"span","marks":[],"text":"A team that's been self-serve for eight months just added five people in the last week."}],"markDefs":[],"style":"normal"},{"_key":"ff57ab4c223e","_type":"block","children":[{"_key":"fd574894bf81","_type":"span","marks":[],"text":"An account with two separate paid workspaces just hit the usage threshold where consolidation conversations always land."}],"markDefs":[],"style":"normal"},{"_key":"054efa5582ba","_type":"block","children":[{"_key":"103e3b9393f3","_type":"span","marks":[],"text":"Each of those is a triggered play, not a cold outreach. The rep isn't guessing about relevance. The signal is telling them why this account, why now."}],"markDefs":[],"style":"normal"},{"_key":"7a1e0d83614c","_type":"block","children":[{"_key":"67a46ef6db8b","_type":"span","marks":[],"text":"That's what behavioral scoring unlocks. Not just better prioritization - a fundamentally different kind of outreach, one that starts from something real rather than something assumed."}],"markDefs":[],"style":"normal"},{"_key":"e0ed441d729c","_type":"block","children":[{"_key":"a0cbfc9cfa0a","_type":"span","marks":[],"text":"The accounts are already in your product."}],"markDefs":[],"style":"normal"},{"_key":"a75255a1081d","_type":"block","children":[{"_key":"1b7099cd0ecc","_type":"span","marks":[],"text":"The signals are already firing."}],"markDefs":[],"style":"normal"},{"_key":"e0369bed8744","_type":"block","children":[{"_key":"6a57f44233fc","_type":"span","marks":[],"text":"The only question is whether your scoring model is built to see them — or whether it's still asking the wrong question."}],"markDefs":[],"style":"normal"},{"_key":"8f70960acfb9","_type":"block","children":[{"_key":"c2978505368c","_type":"span","marks":["em"],"text":"Next in the series: the five signal-based plays every PLG company should be running - and how to automate them end to end."}],"markDefs":[],"style":"normal"},{"_key":"cb6962f184ba","_type":"block","children":[{"_key":"ad1556373147","_type":"span","marks":[],"text":"\n"}],"markDefs":[],"style":"normal"}]}},{"node":{"_type":"post","id":"-436f2ee3-fb9f-52e9-b78e-f1af42f2f1fb","_id":"890a2999-8a20-43ee-bd6a-97639583dd32","publishedAt":"2026-06-15T20:35:00.000Z","_createdAt":"2026-06-12T20:35:08Z","_updatedAt":"2026-06-15T17:04:01Z","categories":[],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-796a124a8d93222aa6d89878ca6cfc310fb93856-1200x630-jpg","altText":null,"extension":"jpg","metadata":{"hasAlpha":false,"dimensions":{"height":630,"width":1200,"aspectRatio":1.9047619047619047}}},"layout":null,"alt":"a card showing a data enrichment flow"},"title":"B2B data enrichment: from static records to live buyer intelligence","_rawExcerpt":[{"_key":"bcebe115e0dc","_type":"block","children":[{"_key":"4c9d29111188","_type":"span","marks":[],"text":"Data enrichment adds the context your CRM is missing. 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A contact enters your system with a name and email. Enrichment fills in the rest: company size, industry, job title, tech stack and "},{"_key":"b667cfe02772","_type":"span","marks":["9d199b787527"],"text":"intent data"},{"_key":"928daa5d3ac8","_type":"span","marks":[],"text":". So sales and marketing teams can score, route, and reach out with real context instead of guesswork."}],"markDefs":[{"_key":"9d199b787527","_type":"link","href":"https://www.commonroom.io/blog/intent-data-vs-buyer-intelligence/"}],"style":"normal"},{"_key":"ea070e3e2a91","_type":"block","children":[{"_key":"2d0a936a851a","_type":"span","marks":[],"text":"For modern go-to-market (GTM) teams, enriched data is the foundation. Without it, lead scoring is unreliable, outreach is generic, and "},{"_key":"5b741284b3df","_type":"span","marks":["1e1064cbefa1"],"text":"account prioritization"},{"_key":"3f5c4ba745a5","_type":"span","marks":[],"text":" relies on incomplete information."}],"markDefs":[{"_key":"1e1064cbefa1","_type":"link","href":"https://www.commonroom.io/blog/account-prioritization/"}],"style":"normal"},{"_key":"960206df521b","_type":"block","children":[{"_key":"9301ecc017c4","_type":"span","marks":[],"text":"But "},{"_key":"cc407685091a","_type":"span","marks":["bbfc74dded69"],"text":"enrichment"},{"_key":"0e132e434515","_type":"span","marks":[],"text":" is also a starting point, not a finish line. 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The difference between knowing a prospect's headcount and knowing they're in-market right now is significant."}],"markDefs":[{"_key":"bbfc74dded69","_type":"link","href":"https://www.commonroom.io/product/enrichment/"},{"_key":"77b3017d73a5","_type":"link","href":"https://www.commonroom.io/blog/what-is-buyer-intelligence/"}],"style":"normal"},{"_key":"f00dcb22dbfd","_type":"block","children":[{"_key":"b7d96cd14881","_type":"span","marks":["strong"],"text":"What is B2B data enrichment?"}],"markDefs":[],"style":"h2"},{"_key":"90fb9b99b1a0","_type":"block","children":[{"_key":"4477dfe1242f","_type":"span","marks":["strong"],"text":"Data enrichment"},{"_key":"44de81075f43","_type":"span","marks":[],"text":" is the process of augmenting existing business records with additional context from internal or external sources. It enhances customer profiles by appending missing information like firmographic data, technographic details, demographic attributes, behavioral signals, which makes raw data usable for scoring, routing, and outreach."}],"markDefs":[],"style":"normal"},{"_key":"8e1170845955","_type":"block","children":[{"_key":"013f730fb423","_type":"span","marks":[],"text":"A lead enters your CRM with an email and company name. Enrichment turns that into a contact with a verified title, company size, industry, tech stack, and intent score."}],"markDefs":[],"style":"normal"},{"_key":"8e20bdbac58f","_type":"block","children":[{"_key":"78f542709891","_type":"span","marks":["strong"],"text":"The main types of B2B data enrichment:"}],"markDefs":[],"style":"h2"},{"_key":"44ad4629e90c","_type":"tableBlock","layout":"","table":{"rows":[{"_key":"3e756ff9-ef33-4f6f-9bc1-eeca220dbd29","_type":"tableRow","cells":["Type","What it adds","GTM value"]},{"_key":"814a5e99-4b3d-4b6e-bb32-455b84745518","_type":"tableRow","cells":["Firmographic","Industry, revenue, headcount, funding stage","ICP fit, routing, territory design"]},{"_key":"fb072873-77b5-4dad-821c-44655de8762a","_type":"tableRow","cells":["Technographic","CRM, data warehouse, cloud provider, analytics tools","Product fit, competitive context"]},{"_key":"5eb30b3b-0036-43ff-a48e-470c4276171e","_type":"tableRow","cells":["Demographic","Job title, seniority, function, department","Persona targeting, buying committee mapping"]},{"_key":"53acdeee-9cd8-499a-8f65-06aa93cd906c","_type":"tableRow","cells":["Behavioral","Website visits, product usage, content engagement, community activity","Intent, urgency, prioritization"]}]}},{"_key":"c67c4e381c2e","_type":"block","children":[{"_key":"501b603dd435","_type":"span","marks":[],"text":"Behavioral enrichment is where things get interesting for go-to-market teams. Website visits, product usage, content engagement, and community activity are real-time signals of intent and urgency. They're what separate a rep who sends a generic sequence from one who actually has something worth saying."}],"markDefs":[],"style":"normal"},{"_key":"a6d3ee4b04b8","_type":"block","children":[{"_key":"d29a6e6eda63","_type":"span","marks":["strong"],"text":"Data enrichment vs. data cleansing: what's the difference?"}],"markDefs":[],"style":"h2"},{"_key":"ebcf3f5b4c5b","_type":"block","children":[{"_key":"f74438bd43d9","_type":"span","marks":[],"text":"Many teams conflate these, which creates unclear ownership and weak results from both."}],"markDefs":[],"style":"normal"},{"_key":"e289ed39355e","_type":"block","children":[{"_key":"28139e36818f","_type":"span","marks":["strong"],"text":"Data cleansing"},{"_key":"5a964553914a","_type":"span","marks":[],"text":" removes what's "},{"_key":"dcb6f63a08b8","_type":"span","marks":["em"],"text":"broken"},{"_key":"dff6665262f4","_type":"span","marks":[],"text":": duplicate records, formatting inconsistencies, outdated values, invalid emails. It restores data accuracy and integrity."}],"markDefs":[],"style":"normal"},{"_key":"58b78bf49f68","_type":"block","children":[{"_key":"df27976769db","_type":"span","marks":["strong"],"text":"Data enrichment"},{"_key":"f0c77117adcb","_type":"span","marks":[],"text":" appends what's missing: net-new context from external data sources and internal systems that didn't exist in the original record."}],"markDefs":[],"style":"normal"},{"_key":"e83e2e7093e8","_type":"block","children":[{"_key":"e66673842f7a","_type":"span","marks":[],"text":"The practical sequence: cleanse first, enrich second. Enriching records before deduplication wastes spend and creates conflicting values that nobody wants to untangle later."}],"markDefs":[],"style":"normal"},{"_key":"1f3fe32ccf19","_type":"block","children":[{"_key":"162cb7aff8fa","_type":"span","marks":["strong"],"text":"Why data enrichment matters for modern go-to-market teams"}],"markDefs":[],"style":"h2"},{"_key":"f9d3c494c3fb","_type":"block","children":[{"_key":"cc166a48d4ce","_type":"span","marks":[],"text":"Buyers engage across more channels than your CRM can capture on its own. Marketing runs LinkedIn campaigns. PLG funnels generate thousands of signups. Communities, review sites, events, and product usage all create signals. Without enrichment, sales and marketing teams score and route from incomplete customer records."}],"markDefs":[],"style":"normal"},{"_key":"0b03c91fc0a9","_type":"block","children":[{"_key":"664b30ab1581","_type":"span","marks":[],"text":"The benefits of data enrichment show up as outcomes: better lead scoring and routing, shorter sales cycles, more relevant outreach, and reduced rep research time. But those benefits only appear when enriched data actually feeds your workflows, not when it lives in a CRM tab nobody opens."}],"markDefs":[],"style":"normal"},{"_key":"c3ee9344b017","_type":"block","children":[{"_key":"73ad33925e81","_type":"span","marks":[],"text":"Common Room's waterfall enrichment runs out of the box — no GTM engineer required, no credit-based billing, no complex setup. It automatically fills in the blanks for every contact and account across dozens of providers, with AI-enhanced identity matching that goes beyond email to find reliable, unique identifiers. "}],"markDefs":[],"style":"normal"},{"_key":"7ffde326f4c0","_type":"block","children":[{"_key":"73ad33925e81","_type":"span","marks":[],"text":"Common Room reports 30–50% higher match rates in enrichment bakeoffs, and AI quality control blocks inaccurate enrichments before they hit your CRM, reducing duplicate records by up to 79%."}],"markDefs":[],"style":"normal"},{"_key":"a2c29a065f18","_type":"block","children":[{"_key":"6a0346154145","_type":"span","marks":["strong"],"text":"How the data enrichment process works"}],"markDefs":[],"style":"h2"},{"_key":"31350bed022a","_type":"block","children":[{"_key":"0f49f0d08c79","_type":"span","marks":[],"text":"A reliable enrichment workflow has five stages."}],"markDefs":[],"style":"normal"},{"_key":"b72a46127d97","_type":"block","children":[{"_key":"9f09a273dc74","_type":"span","marks":["strong"],"text":"1. 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Apollo is the most accessible entry point for smaller teams. These tools provide you contacts to call (though relevancy may be limited). But they won’t answer \"why do I call them today\"."}],"markDefs":[],"style":"normal"},{"_key":"956bd5883d5e","_type":"block","children":[{"_key":"59fdfc881dce","_type":"span","marks":["strong"],"text":"Enrichment orchestration"},{"_key":"4243fa2f41a4","_type":"span","marks":[],"text":" tools like Clay lets RevOps teams build waterfall workflows across multiple providers. The flexibility is real. So is the technical overhead and unpredictable credit consumption. It's a powerful engine assuming you have the RevOps capacity to run it."}],"markDefs":[],"style":"normal"},{"_key":"59dc10a57e6b","_type":"block","children":[{"_key":"f7f2372455af","_type":"span","marks":["strong"],"text":"Buyer intelligence platforms "},{"_key":"671a99df9da9","_type":"span","marks":[],"text":"like Common Room go beyond contact fields. 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"},{"_key":"bf1ba90c364b","_type":"span","marks":["7a6bbec6b077"],"text":"Firmographic and technographic "},{"_key":"dc83175dda51","_type":"span","marks":[],"text":"fields help assign fit scores. Behavioral signals like pricing page visits, repeat product sign-ins, rising intent topic volume add urgency. Combined, they route the right accounts to the right reps faster."}],"level":1,"listItem":"bullet","markDefs":[{"_key":"7a6bbec6b077","_type":"link","href":"https://www.commonroom.io/blog/firmographic-and-technographic-data/"}],"style":"normal"},{"_key":"cc46ca27cea0","_type":"block","children":[{"_key":"6af38436d588","_type":"span","marks":["strong"],"text":"ABM programs. "},{"_key":"c26daa08faa9","_type":"span","marks":[],"text":"Enriched account lists let you build campaigns around ICP attributes you actually control: employee count, industry segment, tech stack, geography, funding stage. 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It's much harder to retrofit later."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"6edfcba213fb","_type":"block","children":[{"_key":"6f5ed8ccb781","_type":"span","marks":["strong"],"text":"See how Common Room unifies enrichment with buyer intelligence"}],"markDefs":[],"style":"h2"},{"_key":"66db1949699e","_type":"block","children":[{"_key":"704a5956d953","_type":"span","marks":[],"text":"If your enrichment program is producing complete records but your reps still don't know which accounts to prioritize, the data isn't the problem. The problem is that enrichment without behavioral context is just a better-formatted guess. "}],"markDefs":[],"style":"normal"},{"_key":"4f69d82c9dda","_type":"callToAction","action":"getStarted"},{"_key":"69a77aa3ed10","_type":"block","children":[{"_key":"2755be4e4ec7","_type":"span","marks":[],"text":"\n"}],"markDefs":[],"style":"normal"}]}},{"node":{"_type":"post","id":"-3ddc503c-ff3b-57c8-a5dc-0d133c34c33d","_id":"cfcc901f-edb6-4744-9765-c20c7be31ba2","publishedAt":"2026-06-12T18:35:00.000Z","_createdAt":"2026-06-10T18:34:27Z","_updatedAt":"2026-06-16T15:57:07Z","categories":[],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-c76722102616e45f06e1b02bfcf7a0b981453ebe-1200x630-jpg","altText":null,"extension":"jpg","metadata":{"hasAlpha":false,"dimensions":{"height":630,"width":1200,"aspectRatio":1.9047619047619047}}},"layout":null,"alt":null},"title":"You're probably selling to the wrong person","_rawExcerpt":[{"_key":"bb4fb1ffb929","_type":"block","children":[{"_key":"310579c45757","_type":"span","marks":[],"text":"Your ICP probably describes the wrong person. How PLG companies use win-loss analysis to find their real enterprise buyer."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":6,"slug":{"current":"plg-slg-icp-analysis"},"isFeatured":null,"hideMainMedia":null,"cardImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-c76722102616e45f06e1b02bfcf7a0b981453ebe-1200x630-jpg","altText":null,"extension":"jpg","metadata":{"hasAlpha":false,"dimensions":{"height":630,"width":1200,"aspectRatio":1.9047619047619047}}}},"mainVideo":null,"graphic":null,"status":"published","authors":[{"_key":"d09ee668fefd","author":{"image":{"crop":null,"hotspot":null,"asset":{"_id":"image-b997acf4133cbe93ac0bbdee29ac0714d3096b7b-800x800-jpg"}},"name":"Tasha Reasor","title":"CMO"}}],"companies":[],"_rawBody":[{"_key":"1039f4868449","_type":"block","children":[{"_key":"4c6246f565b5","_type":"span","marks":[],"text":"Yesterday I was talking to the team at Northflank."}],"markDefs":[],"style":"normal"},{"_key":"443c0b7a929b","_type":"block","children":[{"_key":"c5a7e50f0520","_type":"span","marks":[],"text":"They're a developer platform that had done everything right on the PLG side. Self-serve. Strong product. 20x traffic growth in 18 months. Ninety percent inbound."}],"markDefs":[],"style":"normal"},{"_key":"51fd31f60ad6","_type":"block","children":[{"_key":"8c4833ee9a5c","_type":"span","marks":[],"text":"And they'd just walked away from an enrichment tool they'd invested in because it kept targeting the wrong people—the data was bad, the personas were off, and Outreach was going to contacts that looked right on paper but had nothing to do with how Northflank actually sold. Pipeline was thin, and deals weren't moving."}],"markDefs":[],"style":"normal"},{"_key":"c1d8e8242c6b","_type":"block","children":[{"_key":"352bc65e0b37","_type":"span","marks":[],"text":"They weren't describing a sales problem. 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They put it in a deck, present it to leadership, and call it done."}],"markDefs":[],"style":"normal"},{"_key":"10e0eddac4b0","_type":"block","children":[{"_key":"ae6b4516a20e","_type":"span","marks":[],"text":"And then they go sell to those people at scale."}],"markDefs":[],"style":"normal"},{"_key":"37c2ed37ec32","_type":"block","children":[{"_key":"f47b29d6bf99","_type":"span","marks":[],"text":"The problem is that in enterprise deals, the person who owns implementation and the person who owns budget are almost never the same. The person who loves your product rarely controls the contract. 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Not who loves the product. Who signs the contract and where the money comes from. In PLG companies this is almost always further from the product than you expect, and further from the people you've been talking to."}],"markDefs":[],"style":"normal"},{"_key":"c7cf42f7c1c0","_type":"block","children":[{"_key":"3079ffd1f4d2","_type":"span","marks":["strong"],"text":"Who owns the implementation."},{"_key":"9023b1937727","_type":"span","marks":[],"text":" The person who champions adoption internally, manages the rollout, and becomes your long-term relationship inside the account. 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Not the one in your playbook, the one that shows up in your data."}],"markDefs":[],"style":"normal"},{"_key":"960a7ecb5930","_type":"block","children":[{"_key":"65867ea4c6c6","_type":"span","marks":[],"text":"Most ICPs describe a single person. The ones that actually work describe a system."}],"markDefs":[],"style":"normal"},{"_key":"ab609ed342b2","_type":"block","children":[{"_key":"a927cd0f3a05","_type":"span","marks":["strong"],"text":"The shortcut that isn't"}],"markDefs":[],"style":"h2"},{"_key":"e62b75a70245","_type":"block","children":[{"_key":"51614f0b3bb9","_type":"span","marks":[],"text":"I've talked to a lot of companies that have skipped this analysis because they think they already know their ICP. They've talked to their happiest users. They've looked at their logo list and pattern-matched from there. That's not ICP definition. That's confirmation bias with a spreadsheet."}],"markDefs":[],"style":"normal"},{"_key":"0be741777fc2","_type":"block","children":[{"_key":"cbf013f1b472","_type":"span","marks":["f0ca346d83f9"],"text":"The Northflank story"},{"_key":"2b761048a370","_type":"span","marks":[],"text":" is instructive here. They had a tool. They had data. They had outreach running. But because the underlying ICP was wrong, none of it was pointing at the right people. No amount of sequence optimization, no amount of messaging testing, no amount of rep coaching fixes a targeting problem. You have to go back to the source."}],"markDefs":[{"_key":"f0ca346d83f9","_type":"link","href":"https://www.commonroom.io/customers/northflank/"}],"style":"normal"},{"_key":"49e647db290e","_type":"block","children":[{"_key":"eca47f86d6bc","_type":"span","marks":[],"text":"The deals that close fastest are rarely the ones that feel most obvious in advance. The buyers who move quickly are often not the ones you'd have targeted first. The signals that actually predict conversion are almost never the ones you'd have guessed."}],"markDefs":[],"style":"normal"},{"_key":"a3aa3cbc3383","_type":"block","children":[{"_key":"d4b316e52ee9","_type":"span","marks":[],"text":"The companies that build durable enterprise businesses from a PLG foundation do the work. They treat their own closed revenue as a data set. They look at what actually happened, not what they assumed was happening."}],"markDefs":[],"style":"normal"},{"_key":"93186f36f0cd","_type":"block","children":[{"_key":"6f07f585cacc","_type":"span","marks":[],"text":"And more often than not, they discover they've been selling to the wrong person. The right one was in the account the whole time. They just didn't have the data to see it."}],"markDefs":[],"style":"normal"},{"_key":"72130a306966","_type":"block","children":[{"_key":"f943f7c4cf52","_type":"span","marks":[],"text":"The right one was usually in the account the whole time."}],"markDefs":[],"style":"normal"},{"_key":"2f3d2ac5c206","_type":"block","children":[{"_key":"5e2341173668","_type":"span","marks":["em"],"text":"Next in the series: why firmographic scoring fails at scale, and how to build a behavioral model that actually predicts who's ready to buy."},{"_key":"4d31576ede98","_type":"span","marks":[],"text":"\n"}],"markDefs":[],"style":"normal"}]}},{"node":{"_type":"post","id":"-32af2144-e8d5-5417-9fbe-f85d8e3da0c5","_id":"cafbf8d7-2f6e-4a63-8435-6b2dde2f3e30","publishedAt":"2026-06-10T14:09:00.000Z","_createdAt":"2026-06-09T14:08:46Z","_updatedAt":"2026-06-10T20:17:20Z","categories":[],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-a9b97af09f8f8a108765942ffba7cdb53c595bf1-1200x630-jpg","altText":null,"extension":"jpg","metadata":{"hasAlpha":false,"dimensions":{"height":630,"width":1200,"aspectRatio":1.9047619047619047}}},"layout":null,"alt":"Funnel diagram showing firmographic and technographic data flowing into buyer intelligence, illustrating what account data reveals and where it falls short."},"title":"Firmographic and technographic data: what they tell you, what they miss","_rawExcerpt":[{"_key":"72d07d496505","_type":"block","children":[{"_key":"e267851af10d","_type":"span","marks":[],"text":"What's the difference between firmographic and technographic data? Learn what each tells you, how to use them together, and where they fall short."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":8,"slug":{"current":"firmographic-and-technographic-data"},"isFeatured":null,"hideMainMedia":null,"cardImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-a9b97af09f8f8a108765942ffba7cdb53c595bf1-1200x630-jpg","altText":null,"extension":"jpg","metadata":{"hasAlpha":false,"dimensions":{"height":630,"width":1200,"aspectRatio":1.9047619047619047}}}},"mainVideo":null,"graphic":null,"status":"published","authors":[{"_key":"690cf2fcb7cf","author":{"image":{"crop":{"_key":null,"_type":"sanity.imageCrop","top":0,"bottom":0,"left":0,"right":0},"hotspot":{"_key":null,"_type":"sanity.imageHotspot","x":0.5,"y":0.5,"height":1,"width":1},"asset":{"_id":"image-cb94b709e7a3b8f6b7cd080458b41ca80e3c306d-400x326-png"}},"name":"Annisha Lashand","title":"Content Marketing Lead"}}],"companies":[],"_rawBody":[{"_key":"1f4be379f6b5","_type":"block","children":[{"_key":"9653d6c2454e","_type":"span","marks":[],"text":"Your ideal customer is a 250-person SaaS company using Salesforce, headquartered in Austin. You know their industry, their size, their revenue range. You even know their tech stack. And your reps are still missing quota."}],"markDefs":[],"style":"normal"},{"_key":"b91b65b4faaf","_type":"block","children":[{"_key":"4d65fedf666c","_type":"span","marks":[],"text":"The data that describes "},{"_key":"21dff8aa1f16","_type":"span","marks":["em"],"text":"what"},{"_key":"f407bbd3c748","_type":"span","marks":[],"text":" a company is and "},{"_key":"3cda8a2deda3","_type":"span","marks":["em"],"text":"how"},{"_key":"96c0e1e41349","_type":"span","marks":[],"text":" it operates is valuable. But it tells you nothing about whether that company is actually ready to buy. Firmographic and technographic data are the foundation of any good GTM strategy. The mistake is treating them like the whole picture."}],"markDefs":[],"style":"normal"},{"_key":"28ee7a459cb3","_type":"block","children":[{"_key":"ce71c94eb0b7","_type":"span","marks":["strong"],"text":"Fit tells you which companies could buy. It tells you nothing about which ones are ready to."}],"markDefs":[],"style":"normal"},{"_key":"8c5f41cabdff","_type":"block","children":[{"_key":"62bc4329bfba","_type":"span","marks":[],"text":"This guide covers what firmographic and technographic data actually are, how sales and marketing teams use them, where they fall short, and what to layer in when they do."}],"markDefs":[],"style":"normal"},{"_key":"6e0d409e1db7","_type":"block","children":[{"_key":"e934ab2c9d75","_type":"span","marks":["strong"],"text":"What is firmographic data?"}],"markDefs":[],"style":"h2"},{"_key":"75eb4d67362e","_type":"block","children":[{"_key":"51bda09c0653","_type":"span","marks":[],"text":"Firmographic data is the B2B equivalent of demographic data. Where demographics describe individual people, firmographic data describes companies: their characteristics, structure, and market position."}],"markDefs":[],"style":"normal"},{"_key":"d0e2f2f5f032","_type":"block","children":[{"_key":"a6058bb13d27","_type":"span","marks":[],"text":"Think of it as the profile of a business. If you were describing a person, you'd include age, location, and job. If you're describing a company, you include:"}],"markDefs":[],"style":"normal"},{"_key":"dbdf94e83880","_type":"block","children":[{"_key":"cab2360a57a1","_type":"span","marks":[],"text":"Industry vertical"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"9b17d1f09c8c","_type":"block","children":[{"_key":"10c731299025","_type":"span","marks":[],"text":"Company size (employee headcount)"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"40e774af783d","_type":"block","children":[{"_key":"8de7a1d5cae0","_type":"span","marks":[],"text":"Annual revenue"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"20ab0a1cdc45","_type":"block","children":[{"_key":"2e2718e791a4","_type":"span","marks":[],"text":"Geographic location"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"f586cc7b8912","_type":"block","children":[{"_key":"9ada345739aa","_type":"span","marks":[],"text":"Funding stage and ownership type"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"f609e52db866","_type":"block","children":[{"_key":"43610f313554","_type":"span","marks":[],"text":"Growth indicators (headcount trends, recent funding rounds, M&A activity)"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"d7d72479399c","_type":"block","children":[{"_key":"b80e43c5bb04","_type":"span","marks":[],"text":"Sales and marketing teams use this data to answer one foundational question: which companies should we even be talking to? Firmographic segmentation lets you build an ideal customer profile (ICP), "},{"_key":"e5c9247c77a9","_type":"span","marks":["8a0952f3f9a5"],"text":"prioritize accounts"},{"_key":"425dd358a20c","_type":"span","marks":[],"text":" by fit, and stop wasting effort on prospects that will never convert."}],"markDefs":[{"_key":"8a0952f3f9a5","_type":"link","href":"https://www.commonroom.io/blog/account-prioritization/","openTab":true}],"style":"normal"},{"_key":"a20c50a86c45","_type":"block","children":[{"_key":"5503b0f77d0d","_type":"span","marks":[],"text":"A company with $500M in annual revenue buys very differently from one with $5M. A VC-backed startup moves faster than a public enterprise with procurement committees. These attributes shape buying behavior, and firmographic data surfaces them at scale."}],"markDefs":[],"style":"normal"},{"_key":"127dc38ef351","_type":"block","children":[{"_key":"8f937cdba9b8","_type":"span","marks":["strong"],"text":"What is the difference between demographic data and firmographic data?"}],"markDefs":[],"style":"h3"},{"_key":"dc53a4e8d772","_type":"block","children":[{"_key":"79d6cf838044","_type":"span","marks":[],"text":"Demographic data describes individual people: age, income, job title, location. Firmographic data describes the companies those people work for: size, industry, revenue, structure."}],"markDefs":[],"style":"normal"},{"_key":"ca7da481b24c","_type":"block","children":[{"_key":"92c0031efde5","_type":"span","marks":[],"text":"In B2B, you need both. Firmographics help you identify the right companies to target. Demographics help you find the right contacts within those companies."}],"markDefs":[],"style":"normal"},{"_key":"fa0637e6ed6c","_type":"block","children":[{"_key":"4fd48159f5aa","_type":"span","marks":["strong"],"text":"Examples of firmographic data in practice"}],"markDefs":[],"style":"h3"},{"_key":"2190af9deccc","_type":"block","children":[{"_key":"7375a3d77c2c","_type":"span","marks":[],"text":"What does firmographic research actually look like? 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Two companies can look identical on firmographics and be in completely different situations depending on whether one is running legacy CRM software and the other just rolled out a modern GTM stack."}],"markDefs":[],"style":"normal"},{"_key":"e730778eff73","_type":"block","children":[{"_key":"d033d71cf7d5","_type":"span","marks":[],"text":"For sales teams, technographic data answers some of the most important qualification questions:"}],"markDefs":[],"style":"normal"},{"_key":"d62eda79f1e5","_type":"block","children":[{"_key":"1d921fcdea07","_type":"span","marks":[],"text":"Does this company already use a competing solution?"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"10f7f5dd87a1","_type":"block","children":[{"_key":"a924dcad7da8","_type":"span","marks":[],"text":"Is there a gap in their stack your product fills?"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"bfd9e419b3af","_type":"block","children":[{"_key":"b34aa3b60607","_type":"span","marks":[],"text":"Are they running infrastructure that integrates with what you sell?"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"e34abeea7f82","_type":"block","children":[{"_key":"7a8b1a7e1e95","_type":"span","marks":[],"text":"Did they just add or remove a tool that signals a shift in priorities?"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"9046c515b847","_type":"block","children":[{"_key":"64a4b3f924b0","_type":"span","marks":["strong"],"text":"Examples of technographic data"}],"markDefs":[],"style":"h3"},{"_key":"d1a1c3092173","_type":"block","children":[{"_key":"56259fb9260d","_type":"span","marks":[],"text":"A technographic data provider typically collects information across categories like:"}],"markDefs":[],"style":"normal"},{"_key":"649f0757feb0","_type":"block","children":[{"_key":"232dcffc752b","_type":"span","marks":[],"text":"CRM platforms (Salesforce, HubSpot, Microsoft Dynamics)"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"6da811b0f251","_type":"block","children":[{"_key":"da79ce5040c0","_type":"span","marks":[],"text":"Marketing automation tools (Marketo, Pardot, HubSpot Marketing)"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"8de51b12b285","_type":"block","children":[{"_key":"700bdf72be71","_type":"span","marks":[],"text":"Sales engagement tools (Outreach, Salesloft, Apollo)"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"5ad0b651d137","_type":"block","children":[{"_key":"8283f7b83545","_type":"span","marks":[],"text":"Data infrastructure (Snowflake, Databricks, BigQuery)"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"ab84da69a24f","_type":"block","children":[{"_key":"8f88e4a09a28","_type":"span","marks":[],"text":"Cloud infrastructure (AWS, Azure, GCP)"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"df611e168454","_type":"block","children":[{"_key":"2410cb7d029c","_type":"span","marks":[],"text":"Communication tools (Slack, Zoom, Microsoft Teams)"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"37938685fe4f","_type":"block","children":[{"_key":"572e10dee163","_type":"span","marks":[],"text":"Beyond what tools a company uses, the most useful technographic data includes "},{"_key":"e58d522412fa","_type":"span","marks":["em"],"text":"when"},{"_key":"b3496e9912ce","_type":"span","marks":[],"text":" they adopted them and when contracts are likely to renew, because companies actively evaluating alternatives are the highest-value targets for competitive displacement plays."}],"markDefs":[],"style":"normal"},{"_key":"1c4aff6d6150","_type":"block","children":[{"_key":"469e7ced336b","_type":"span","marks":["strong"],"text":"How do you collect technographic data?"}],"markDefs":[],"style":"h3"},{"_key":"1c2c670480e4","_type":"block","children":[{"_key":"691d468d488e","_type":"span","marks":[],"text":"Marketing and sales teams don't typically have direct visibility into what software their prospects run. The main ways to collect technographic data are:"}],"markDefs":[],"style":"normal"},{"_key":"963fc4780198","_type":"block","children":[{"_key":"62d7f4b9f456","_type":"span","marks":[],"text":"Website scanning: detecting technologies visible in the front-end code"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"8c9612f929f2","_type":"block","children":[{"_key":"4bd46c8fdcfd","_type":"span","marks":[],"text":"Job posting analysis: companies hiring for specific platforms signal investment in those tools"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"fd939998909c","_type":"block","children":[{"_key":"c17fdf09abfc","_type":"span","marks":[],"text":"API integrations and partnership data"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"3240808dc192","_type":"block","children":[{"_key":"064acf6a41ff","_type":"span","marks":[],"text":"Third-party providers that aggregate data from multiple collection methods"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"db66e01c420b","_type":"block","children":[{"_key":"3abb08245730","_type":"span","marks":[],"text":"Each method has tradeoffs. Website scanning gives real-time signals but misses internal systems. Job postings reveal intent but not current deployment. For most marketing and sales efforts, using a reliable technographic data provider that combines multiple sources is the most scalable approach."}],"markDefs":[],"style":"normal"},{"_key":"9dbe8100392f","_type":"block","children":[{"_key":"c2b9be1bedd2","_type":"span","marks":["strong"],"text":"How to use firmographic and technographic data together"}],"markDefs":[],"style":"h2"},{"_key":"11a29495a0ba","_type":"block","children":[{"_key":"49156a2fcc5f","_type":"span","marks":[],"text":"Used in isolation, each data type has real limits. Together, they dramatically sharpen targeting."}],"markDefs":[],"style":"normal"},{"_key":"ac2bb3c4c8aa","_type":"block","children":[{"_key":"e22380f59eed","_type":"span","marks":[],"text":"The right sequence is: firmographic first, technographic second."}],"markDefs":[],"style":"normal"},{"_key":"9d7837d7ba91","_type":"block","children":[{"_key":"4b9a7fa93eb3","_type":"span","marks":[],"text":"Firmographics define your addressable market. They answer: which companies are the right size, in the right industry, with the right buying power to be a realistic customer?"}],"markDefs":[],"style":"normal"},{"_key":"e158b533cdfa","_type":"block","children":[{"_key":"db270f97af60","_type":"span","marks":[],"text":"Technographics narrow that pool further, revealing which of those companies have the operational context to need and use what you sell."}],"markDefs":[],"style":"normal"},{"_key":"8655edc50dec","_type":"block","children":[{"_key":"484b24b06546","_type":"span","marks":[],"text":"A practical example from marketing and sales strategy:"}],"markDefs":[],"style":"normal"},{"_key":"df9f3771778d","_type":"block","children":[{"_key":"9b2715ad7a77","_type":"span","marks":["strong"],"text":"Tier 1 accounts:"},{"_key":"422ca5b3ed0c","_type":"span","marks":[],"text":" Mid-market SaaS companies (200–1,000 employees) using Salesforce but lacking a sales engagement tool, a clear gap your product fills"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"4f853a7e7e7a","_type":"block","children":[{"_key":"24d2f87ff9f8","_type":"span","marks":["strong"],"text":"Tier 2 accounts:"},{"_key":"130dc19d0770","_type":"span","marks":[],"text":" Enterprise financial services firms with 1,000+ employees using HubSpot and actively adding headcount in sales"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"4905cdb3a638","_type":"block","children":[{"_key":"8f6bfa6adcbf","_type":"span","marks":["strong"],"text":"Tier 3:"},{"_key":"a9c0f99896cb","_type":"span","marks":[],"text":" Professional services firms with 50–200 employees, any CRM, major metro areas"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"e909af545daa","_type":"block","children":[{"_key":"34bce6f28ad3","_type":"span","marks":[],"text":"That kind of segmentation gets your reps in front of potential customers who actually have the budget, infrastructure, and need (not just companies that happen to match a few filters)."}],"markDefs":[],"style":"normal"},{"_key":"27f25adf9519","_type":"block","children":[{"_key":"6a2e3ffae9b4","_type":"span","marks":["strong"],"text":"Using both to define your ICP"}],"markDefs":[],"style":"h3"},{"_key":"f20369bd35ac","_type":"block","children":[{"_key":"be3de40fde01","_type":"span","marks":[],"text":"Marketing and sales teams that build their ICP from firmographic and technographic data together produce more accurate targeting criteria. The process is straightforward:"}],"markDefs":[],"style":"normal"},{"_key":"666aabea41d0","_type":"block","children":[{"_key":"825f4afb3c44","_type":"span","marks":[],"text":"Pull your top 20 customers by retention or revenue"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"e97ad7e38576","_type":"block","children":[{"_key":"a8365bad5af0","_type":"span","marks":[],"text":"Identify common firmographic attributes: company size, industry, revenue band, ownership type"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"596723aa5571","_type":"block","children":[{"_key":"01822861ba5c","_type":"span","marks":[],"text":"Identify technology overlap: which CRMs do they use, what's in their sales stack, what data infrastructure are they running"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"e2c36c478690","_type":"block","children":[{"_key":"db452699eed7","_type":"span","marks":[],"text":"Document attributes appearing in 60% or more of your best accounts"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"419099dcc838","_type":"block","children":[{"_key":"1c2a190d58a2","_type":"span","marks":[],"text":"Build those criteria into your scoring model and account prioritization"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"facfe6ae14c3","_type":"block","children":[{"_key":"9dff0b639652","_type":"span","marks":[],"text":"This turns your ICP from an educated guess into a pattern you've validated against closed-won data."}],"markDefs":[],"style":"normal"},{"_key":"5a71f4be136c","_type":"block","children":[{"_key":"8b3117be7190","_type":"span","marks":["strong"],"text":"Where firmographic and technographic data fall short"}],"markDefs":[],"style":"h2"},{"_key":"a22629fc9ec1","_type":"mainImage","alt":"Two-column diagram comparing static firmographic data (industry, revenue, tech stack, funding, growth) to real-time buyer intelligence signals (new hire, pricing page 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Forty million users. A hundred million in ARR. Eighty-five percent of the Fortune 500 already using the product."}],"markDefs":[{"_key":"dbf2aba4390b","_type":"link","href":"https://otter.ai/"}],"style":"normal"},{"_key":"b68f609158e3","_type":"block","children":[{"_key":"6040bb4e95b9","_type":"span","marks":[],"text":"And a sales team that had no idea where to start."}],"markDefs":[],"style":"normal"},{"_key":"b78a8820893d","_type":"block","children":[{"_key":"6024f80c2265","_type":"span","marks":[],"text":"After his talk, I had some version of the same conversation five times."}],"markDefs":[],"style":"normal"},{"_key":"3e7dcaa8c551","_type":"block","children":[{"_key":"377e281c2594","_type":"span","marks":["em"],"text":"\"That's us.\""}],"markDefs":[],"style":"normal"},{"_key":"a9dfdf909e2a","_type":"block","children":[{"_key":"d344054a8201","_type":"span","marks":["em"],"text":"\"We have the users. We just can't see which ones are ready.\""}],"markDefs":[],"style":"normal"},{"_key":"1ca4e8d96b15","_type":"block","children":[{"_key":"a4eef6d89d41","_type":"span","marks":["em"],"text":"\"We've been trying to figure out how to do exactly what he described.\""}],"markDefs":[],"style":"normal"},{"_key":"796a034997d6","_type":"block","children":[{"_key":"5def38b5ecd8","_type":"span","marks":[],"text":"This is the moment PLG companies are living in right now. Not a crisis. An opportunity - with a closing window."}],"markDefs":[],"style":"normal"},{"_key":"34d8a9cba252","_type":"block","children":[{"_key":"3d54b5617b84","_type":"span","marks":["strong"],"text":"PLG is the advantage. The question is what you build on top of it."}],"markDefs":[],"style":"h2"},{"_key":"f9b4fcde91b5","_type":"block","children":[{"_key":"f04aa70a40c9","_type":"span","marks":[],"text":"Let's be clear about something: product-led growth is not a mistake to fix. It's one of the defining go-to-market innovations of the last decade, and the companies that did it well built something genuinely hard to replicate - scale, brand, and a product that sells itself."}],"markDefs":[],"style":"normal"},{"_key":"2dc864ef7225","_type":"block","children":[{"_key":"36171a2bbf22","_type":"span","marks":[],"text":"That's not nothing. That's most of the battle."}],"markDefs":[],"style":"normal"},{"_key":"26d8cb993861","_type":"block","children":[{"_key":"6d4613f4750f","_type":"span","marks":[],"text":"But at a certain scale, self-serve stops being a growth engine and starts being a signal factory - one that most companies don't have the infrastructure to read. You have more users than your team knows what to do with. Your brand awareness is strong. Your NPS is good. And somewhere inside your product, the accounts that could define your next phase of growth are already there, completely invisible to your sales team."}],"markDefs":[],"style":"normal"},{"_key":"de42e6ef03df","_type":"block","children":[{"_key":"5c25544f8682","_type":"span","marks":[],"text":"The companies that win in B2B SaaS right now aren't choosing between product-led and sales-led. They're building both. PLG creates the scale. SLG converts it. Together they compound in ways neither motion achieves alone."}],"markDefs":[],"style":"normal"},{"_key":"e6534ad93798","_type":"block","children":[{"_key":"c9de1e3b1384","_type":"span","marks":[],"text":"The question isn't whether to add a sales motion. It's whether you build it before or after your competitors do."}],"markDefs":[],"style":"normal"},{"_key":"210d5d7e54f5","_type":"block","children":[{"_key":"59403a6ad427","_type":"span","marks":["strong"],"text":"The data is there. 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They assembled it incrementally, one tool renewal at a time, one integration request at a time, one “let’s just add this” at a time."}],"markDefs":[],"style":"normal"},{"_key":"3c4e83f3381b","_type":"block","children":[{"_key":"8b09a13b42b4","_type":"span","marks":[],"text":"The result is a stack that wins vendor bingo and loses pipeline."}],"markDefs":[],"style":"normal"},{"_key":"73dccb2491f8","_type":"block","children":[{"_key":"fdfc3687894b","_type":"span","marks":[],"text":"If your RevOps team is spending more time managing tools than enabling sellers, or if your reps are toggling between eight systems to understand a single account, this is the audit you’ve been putting off. And with AI now woven into almost every GTM tool on the market, getting your data stack right has become even more consequential."}],"markDefs":[],"style":"normal"},{"_key":"1f80b61c476f","_type":"block","children":[{"_key":"b32faa1df624","_type":"span","marks":["strong"],"text":"What is a data stack?"}],"markDefs":[],"style":"h2"},{"_key":"c4ae8f445a7e","_type":"block","children":[{"_key":"a8d4f01e8cca","_type":"span","marks":[],"text":"A data stack is the collection of cloud-based tools and technologies that move, store, transform, and activate your organization’s data. Think of it as the infrastructure layer underneath every go-to-market (GTM) decision your team makes."}],"markDefs":[],"style":"normal"},{"_key":"09f9f0336a20","_type":"block","children":[{"_key":"3bea29196652","_type":"span","marks":[],"text":"The modern data stack (MDS) replaced legacy data stack architectures that relied on on-premises hardware, rigid ETL workflows, and significant upfront infrastructure investment. Today’s stacks are cloud-native, modular, and designed to handle both structured and unstructured data at scale."}],"markDefs":[],"style":"normal"},{"_key":"fb77df9d2d5d","_type":"block","children":[{"_key":"63861107d70d","_type":"span","marks":[],"text":"For GTM teams specifically, a modern data stack typically includes:"}],"markDefs":[],"style":"normal"},{"_key":"332838a9719b","_type":"block","children":[{"_key":"e424459dc4c7","_type":"span","marks":["strong"],"text":"Data sources: "},{"_key":"188b23efd99f","_type":"span","marks":[],"text":"CRM, product analytics, marketing automation, ad platforms, and external enrichment or intent providers"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"4595d51cd974","_type":"block","children":[{"_key":"a1d663cceffe","_type":"span","marks":["strong"],"text":"Data pipelines: "},{"_key":"9a2ce125357c","_type":"span","marks":[],"text":"Tools that move data from source systems into a central store (Fivetran, Stitch, Airbyte)"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"e3b38055193e","_type":"block","children":[{"_key":"f0d17340e784","_type":"span","marks":["strong"],"text":"Cloud data warehouses: "},{"_key":"6ec7c54a6b4c","_type":"span","marks":[],"text":"Snowflake, BigQuery, or Redshift, where structured data lives for analysis"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"2a41621761ab","_type":"block","children":[{"_key":"6852f6a90002","_type":"span","marks":["strong"],"text":"Data transformation tools: "},{"_key":"146d74721bb5","_type":"span","marks":[],"text":"Tools like dbt that clean, model, and prepare raw data for downstream use"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"d20f951691c7","_type":"block","children":[{"_key":"f775d4e2dfa9","_type":"span","marks":["strong"],"text":"Data activation: "},{"_key":"7a040f813b40","_type":"span","marks":[],"text":"The layer that turns warehouse data into actions, syncing records, triggering workflows, and surfacing signals to reps"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"fcc5c2f7c84e","_type":"block","children":[{"_key":"37ae8f2e05ae","_type":"span","marks":[],"text":"That last layer is where most GTM teams have the biggest gap and the most sprawl. For a deeper look at how these layers connect to revenue execution, see our guide on "},{"_key":"4f640f927df4","_type":"span","marks":["1fd67603e0d6"],"text":"buyer intelligence"},{"_key":"2135282a72e4","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"1fd67603e0d6","_type":"link","href":"https://www.commonroom.io/blog/what-is-buyer-intelligence/"}],"style":"normal"},{"_key":"cb4403d26dae","_type":"block","children":[{"_key":"ba2441d6817b","_type":"span","marks":["strong"],"text":"Why is a data stack important?"}],"markDefs":[],"style":"h2"},{"_key":"b83459a7e136","_type":"block","children":[{"_key":"107822abce65","_type":"span","marks":[],"text":"Your data stack is the foundation everything else runs on. Prioritization logic, AI-assisted outreach, pipeline forecasting, rep onboarding. All of it depends on data that is clean, connected, and current."}],"markDefs":[],"style":"normal"},{"_key":"9c369fde0752","_type":"block","children":[{"_key":"67faf87a9f11","_type":"span","marks":[],"text":"When the stack works, GTM execution gets faster and more precise. Reps know which accounts to focus on and why. Marketing and sales operate from the same signals. RevOps builds on a reliable foundation instead of maintaining it."}],"markDefs":[],"style":"normal"},{"_key":"d88ffabf8968","_type":"block","children":[{"_key":"f3f0f7059d6c","_type":"span","marks":[],"text":"When it doesn’t, the problems are hard to diagnose because they don’t show up as data errors. They show up as missed quota, low conversion rates, and misaligned teams."}],"markDefs":[],"style":"normal"},{"_key":"9bc1d2e5fff9","_type":"block","children":[{"_key":"b1abbd090dda","_type":"span","marks":[],"text":"The stack failure looks like a performance failure. And that’s exactly why it never gets fixed."}],"markDefs":[],"style":"normal"},{"_key":"1bd5ed227cd3","_type":"block","children":[{"_key":"f15c077c7bc3","_type":"span","marks":[],"text":"For revenue teams running any kind of"},{"_key":"3504e6600819","_type":"span","marks":["37063e32f22c"],"text":" signal-based GTM motion"},{"_key":"c9800752524d","_type":"span","marks":[],"text":", the stack matters even more. Signals are only useful if they’re captured cleanly, resolved to the right person and account, and surfaced fast enough to act on. A fragmented stack breaks all three."}],"markDefs":[{"_key":"37063e32f22c","_type":"link","href":"https://www.commonroom.io/product/signals/"}],"style":"normal"},{"_key":"6f037f0a960f","_type":"block","children":[{"_key":"ae0ae836cc6d","_type":"span","marks":["strong"],"text":"Modern data stack vs. legacy data stack"}],"markDefs":[],"style":"h2"},{"_key":"01e302696aa9","_type":"block","children":[{"_key":"c45bd67e5306","_type":"span","marks":[],"text":"Understanding why the modern data stack matters starts with knowing what it replaced."}],"markDefs":[],"style":"normal"},{"_key":"fe90ed538885","_type":"block","children":[{"_key":"29fbc80defc8","_type":"span","marks":["strong"],"text":"Legacy data stacks "},{"_key":"9b5160e880ee","_type":"span","marks":[],"text":"were built on on-premises hardware. Data had to be cleaned and structured before storage: the traditional extract, transform, load (ETL) workflow. Scaling required hardware investment. Flexibility was limited. Real-time processing was largely out of reach."}],"markDefs":[],"style":"normal"},{"_key":"8b5e001480ce","_type":"block","children":[{"_key":"c49da5e6cfd2","_type":"span","marks":["strong"],"text":"Modern data stacks "},{"_key":"7951f981119d","_type":"span","marks":[],"text":"flipped the model. With cloud data warehouses as the storage layer, teams can ingest raw data first and transform it later (ELT). Compute scales on demand. Tools are modular and replaceable. 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The problem is that in doing so, they accumulated tools at every layer of the modern stack without a consolidation plan. 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Here's what that looks like in practice:"}],"markDefs":[],"style":"normal"},{"_key":"039e3a155b40","_type":"block","children":[{"_key":"77b31589c623","_type":"span","marks":["strong"],"text":"Reps working bad intel"}],"markDefs":[],"style":"h3"},{"_key":"915c87f69b5f","_type":"block","children":[{"_key":"32c7009c169b","_type":"span","marks":[],"text":"CRM data goes stale fast. When "},{"_key":"14c0cf8b8681","_type":"span","marks":["558880f5a6d0"],"text":"enrichment"},{"_key":"828f0ee31e7d","_type":"span","marks":[],"text":" is coming from three different vendors with no deduplication logic, reps inherit contradictory records and learn not to trust the data. Then they stop using it."}],"markDefs":[{"_key":"558880f5a6d0","_type":"link","href":"https://www.commonroom.io/product/enrichment/"}],"style":"normal"},{"_key":"e5a9d5486bf1","_type":"block","children":[{"_key":"e2e9bdeb5cb4","_type":"span","marks":["strong"],"text":"No single view of an account"}],"markDefs":[],"style":"h3"},{"_key":"30ba6940388e","_type":"block","children":[{"_key":"685285ae5c38","_type":"span","marks":[],"text":"Product signals live in one place, intent signals in another, engagement history in a third. Nobody has the full picture. Sales and marketing make decisions from different datasets and wonder why they’re misaligned."}],"markDefs":[],"style":"normal"},{"_key":"023fa3cbe848","_type":"block","children":[{"_key":"e828c7767961","_type":"span","marks":["strong"],"text":"RevOps becomes a stitching factory"}],"markDefs":[],"style":"h3"},{"_key":"6e0c818b6ce2","_type":"block","children":[{"_key":"c33f5ca203e2","_type":"span","marks":[],"text":"Instead of enabling the team, RevOps spends cycles building and maintaining brittle integrations between systems that weren’t designed to talk to each other."}],"markDefs":[],"style":"normal"},{"_key":"b36068fdec80","_type":"block","children":[{"_key":"c366a1043347","_type":"span","marks":["strong"],"text":"The AI problem nobody’s talking about:"}],"markDefs":[],"style":"normal"},{"_key":"f342e37a096d","_type":"block","children":[{"_key":"f9a22d62c30e","_type":"span","marks":[],"text":"Every vendor is now “AI-powered,” which means the evaluation question has shifted. It’s not whether a tool uses AI, but whether the AI has enough context to produce outputs your team will actually trust and act on. AI built on fragmented, incomplete"},{"_key":"6100c3ba6c93","_type":"span","marks":["c2c3fbe50679"],"text":" intent data"},{"_key":"4969fcbe5e0c","_type":"span","marks":[],"text":" produces confident-sounding outputs that send reps in the wrong direction. That’s a data foundation problem that buying a better AI tool won’t fix."}],"markDefs":[{"_key":"c2c3fbe50679","_type":"link","href":"https://www.commonroom.io/blog/intent-data-vs-buyer-intelligence/"}],"style":"callout"},{"_key":"fc3097a836b9","_type":"block","children":[{"_key":"d4d23ce8ec4c","_type":"span","marks":["strong"],"text":"How to audit your data stack: a practical framework"}],"markDefs":[],"style":"h2"},{"_key":"0da0be7716b6","_type":"block","children":[{"_key":"fb5da235f87f","_type":"span","marks":[],"text":"Before cutting anything, you need a clear picture of what you have and what it’s actually doing."}],"markDefs":[],"style":"normal"},{"_key":"a6a565ee1e0d","_type":"block","children":[{"_key":"de821b30bd37","_type":"span","marks":["strong"],"text":"Step 1: Map every tool to a job"}],"markDefs":[],"style":"h3"},{"_key":"8f3bd004f1af","_type":"block","children":[{"_key":"f859cc69b51c","_type":"span","marks":[],"text":"List every tool in your current stack and answer one question for each: what specific job does this tool do that nothing else in my stack does?"}],"markDefs":[],"style":"normal"},{"_key":"da8bc8773a75","_type":"block","children":[{"_key":"b043f8ee9142","_type":"span","marks":[],"text":"If you can’t answer that cleanly, that’s a flag. If two tools are doing the same job, that’s a consolidation opportunity. Pay particular attention to your data sources and enrichment layer, this is where sprawl is most common and most expensive."}],"markDefs":[],"style":"normal"},{"_key":"9cb58168c4ac","_type":"block","children":[{"_key":"a56222dbe28a","_type":"span","marks":["strong"],"text":"Step 2: Trace your data flows"}],"markDefs":[],"style":"h3"},{"_key":"44403d068d5d","_type":"block","children":[{"_key":"3a12e0636483","_type":"span","marks":[],"text":"Where does data enter your stack? Where does it go? What transforms it, and what activates it? Draw this out. You’re looking for:"}],"markDefs":[],"style":"normal"},{"_key":"9b5df4ed73b0","_type":"block","children":[{"_key":"7f24c3fbb8cd","_type":"span","marks":["strong"],"text":"Dead ends:"},{"_key":"02eecc6ee344","_type":"span","marks":[],"text":" data that gets collected and never used"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"8c2aed44befd","_type":"block","children":[{"_key":"7758fe534881","_type":"span","marks":["strong"],"text":"Duplication: "},{"_key":"55324f6aabad","_type":"span","marks":[],"text":"the same data being pulled, stored, or processed in multiple places"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"80c075784ebc","_type":"block","children":[{"_key":"d33f9cd0f188","_type":"span","marks":["strong"],"text":"Manual handoffs: "},{"_key":"83cb9e776739","_type":"span","marks":[],"text":"places where a human has to move data between systems because there’s no integration"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"1f7030153f0b","_type":"block","children":[{"_key":"d3511745dcf9","_type":"span","marks":[],"text":"Manual handoffs are particularly telling. Every manual step is a latency problem, a consistency problem, and an attrition risk."}],"markDefs":[],"style":"normal"},{"_key":"08377f056a70","_type":"block","children":[{"_key":"c304328b0c21","_type":"span","marks":["strong"],"text":"Step 3: Ask what your data is actually driving"}],"markDefs":[],"style":"h3"},{"_key":"4d21f6ab6dab","_type":"block","children":[{"_key":"5ba72db7f569","_type":"span","marks":[],"text":"For each tool category, ask: is this data source producing pipeline? Are reps actually using the signals this tool generates? Can you prove ROI, or are you assuming it because the vendor told you to?"}],"markDefs":[],"style":"normal"},{"_key":"dab32f60332b","_type":"block","children":[{"_key":"7ab5e850d869","_type":"span","marks":[],"text":"Intent data is a good example. Most teams have it. Few teams can point to a deal they won because of it. That doesn’t mean it has no value, but it does mean you should understand what you’re getting before renewing."}],"markDefs":[],"style":"normal"},{"_key":"87eefbb9bfc4","_type":"block","children":[{"_key":"b60c224307ab","_type":"span","marks":["strong"],"text":"Step 4: Identify the consolidation candidates"}],"markDefs":[],"style":"h3"},{"_key":"416c97887d9e","_type":"block","children":[{"_key":"73d6beec58d9","_type":"span","marks":[],"text":"After mapping and tracing, you’ll see a pattern. Some tools are core to how you operate, and some are peripheral tools that were bought to solve a specific problem and never fully integrated. 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"}],"markDefs":[],"style":"normal"},{"_key":"503ec4a80896","_type":"callToAction","action":"getStarted"}]}},{"node":{"_type":"post","id":"-a0896362-26dd-5a44-a3a8-8a5d74097065","_id":"62a32bb1-ecde-4945-8d42-c6d56f3ecb60","publishedAt":"2026-06-02T16:26:00.000Z","_createdAt":"2026-06-02T16:22:28Z","_updatedAt":"2026-06-03T15:39:29Z","categories":[{"_id":"067d08c2-833d-447f-8bed-e63211d3c644","title":"Sales teams (PERSONA)","titlePublic":"Sales","slug":{"current":"sales"},"status":"published"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-bb256ec6a7ef4b04010ff9abb6a926797563c86d-2400x1260-png","altText":null,"extension":"png","metadata":{"hasAlpha":true,"dimensions":{"height":1260,"width":2400,"aspectRatio":1.9047619047619047}}},"layout":null,"alt":"Diagram comparing retrieval vs intelligence. On the left, multiple data signals feed into Common Room's platform: approaching free plan limits, new CTO joined, visited pricing page, competitor mentioned, lead scoring, expansion signals, forums, location, public web enrichment, listening, and chat. On the right, Common Room's UI shows a prioritized prospect list with three segments — economic buyers with high scores, known contacts who changed jobs in the last 3 months, and qualified prospects with product activity in the last month — with individual contacts scored and ranked by fit."},"title":"You bought a Ferrari, but your reps are using it to fetch groceries","_rawExcerpt":[{"_key":"f6af49943622","_type":"block","children":[{"_key":"02f7bb5f1ce3","_type":"span","marks":[],"text":"Learn why scaling AI agents requires more than powerful models — and how a data layer and governance layer are the real keys to production-ready AI."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":7,"slug":{"current":"mcp-vs-cli"},"isFeatured":null,"hideMainMedia":null,"cardImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-bb256ec6a7ef4b04010ff9abb6a926797563c86d-2400x1260-png","altText":null,"extension":"png","metadata":{"hasAlpha":true,"dimensions":{"height":1260,"width":2400,"aspectRatio":1.9047619047619047}}}},"mainVideo":null,"graphic":null,"status":"published","authors":[{"_key":"c5915016accb","author":{"image":{"crop":null,"hotspot":null,"asset":{"_id":"image-b997acf4133cbe93ac0bbdee29ac0714d3096b7b-800x800-jpg"}},"name":"Tasha Reasor","title":"CMO"}}],"companies":[],"_rawBody":[{"_key":"3f6ba2935379","_type":"block","children":[{"_key":"919f63e548ba","_type":"span","marks":[],"text":"Last week, I was on a call with a sales leader at a fast-growing data company who had given his AEs access to Claude. He wanted his team to move faster, work smarter and use AI to research accounts before their calls. Pretty standard stuff."}],"markDefs":[],"style":"normal"},{"_key":"8bbd4eff8464","_type":"block","children":[{"_key":"8f340068a29d","_type":"span","marks":[],"text":"But what he didn’t anticipate was what they would end up doing with it. Unfortunately, his reps began to use expensive AI models, and the web lookup tools those models call, to pull job listings, news mentions and company events."}],"markDefs":[],"style":"normal"},{"_key":"b566b13abb19","_type":"block","children":[{"_key":"87af7181be41","_type":"span","marks":[],"text":"Essentially, they were driving a Ferrari to fetch groceries."}],"markDefs":[],"style":"normal"},{"_key":"1e9ff8aed69d","_type":"block","children":[{"_key":"f111754b6a55","_type":"span","marks":[],"text":"Yes, the results were fine, but the bill was not."}],"markDefs":[],"style":"normal"},{"_key":"46988d1048a7","_type":"block","children":[{"_key":"23ff86b6a158","_type":"span","marks":[],"text":"And get this: It wasn’t just one rep running one query. It was ten reps running the same exact queries independently, and none of them knew what the others already had. So the cost wasn’t linear, it was exponential."}],"markDefs":[],"style":"normal"},{"_key":"83673fe5ee8d","_type":"block","children":[{"_key":"7b82691c1b1f","_type":"span","marks":[],"text":"In just a few minutes chatting with him, I realized this sales leader was not describing an AI problem, but rather a retrieval problem wearing an AI costume."}],"markDefs":[],"style":"normal"},{"_key":"babb9c21242b","_type":"block","children":[{"_key":"2b5aef2b76e9","_type":"span","marks":["strong"],"text":"The thing nobody tells you about scaling AI agents"}],"markDefs":[],"style":"h2"},{"_key":"56b4a5e0bc1d","_type":"block","children":[{"_key":"38f13acce0be","_type":"span","marks":[],"text":"Everyone’s talking about what AI agents can do, but nobody is talking about what they cost to run at scale."}],"markDefs":[],"style":"normal"},{"_key":"9e2665a7fa24","_type":"block","children":[{"_key":"1771522a8801","_type":"span","marks":[],"text":"Moving from demo to production surfaces two problems most teams aren’t ready for: the cost of running agents on the wrong infrastructure, and the governance required to let them act safely."}],"markDefs":[],"style":"normal"},{"_key":"eb28f11a9bb1","_type":"block","children":[{"_key":"95cd6ef49a00","_type":"span","marks":[],"text":"Because when you give an AI agent access to a powerful model and a set of tools like web search, CRM connectors and enrichment APIs, it will use those tools for everything. Including things that don’t need a model at all. Including fetching information that already exists somewhere in your stack, structured and ready to go."}],"markDefs":[],"style":"normal"},{"_key":"efe1ac84db07","_type":"block","children":[{"_key":"70099e26ebe7","_type":"span","marks":[],"text":"This is how organizations end up burning expensive frontier model tokens to retrieve data they already own, and, naturally, this gets more expensive the more you scale."}],"markDefs":[],"style":"normal"},{"_key":"5555ce436f1f","_type":"block","children":[{"_key":"df0cddcecd20","_type":"span","marks":["strong"],"text":"MCP changed the game, but it also created a new problem"}],"markDefs":[],"style":"h2"},{"_key":"ed36bbacaaa6","_type":"block","children":[{"_key":"397358ade430","_type":"span","marks":[],"text":"The rise of MCP is genuinely important. MCP, or Model Context Protocol, is a standard that lets AI agents connect to external tools and systems. In practice, that means an agent can query your CRM, pull enrichment data, search the web, and update records all from a single prompt."}],"markDefs":[],"style":"normal"},{"_key":"216a8da55419","_type":"block","children":[{"_key":"623941212a1d","_type":"span","marks":[],"text":"But here's the distinction nobody is making: MCP carries overhead. Every retrieval routes through the model, which has to figure out what to ask and how to ask it."}],"markDefs":[],"style":"normal"},{"_key":"bcfd74f75ee3","_type":"block","children":[{"_key":"7c7b85e2cc3e","_type":"span","marks":[],"text":"A well-designed CLI, paired with a good prompt, gives the model enough context to make the right queries without that overhead. And when you package complex CLI calls into pre-written scripts, the logic moves out of the model entirely. The reasoning happens in the script. The model just acts on the result. That's where the cost savings actually live."}],"markDefs":[],"style":"normal"},{"_key":"d851262af8f4","_type":"block","children":[{"_key":"80aa5ffc3854","_type":"span","marks":[],"text":"Most organizations end up using both: MCP for conversational AI assistants, CLI for deterministic automation and production pipelines. They’re not competing approaches, so understanding the difference is what separates teams that scale AI cost-efficiently from teams that don’t."}],"markDefs":[],"style":"normal"},{"_key":"ac09d25f04ca","_type":"block","children":[{"_key":"6d10cdecabda","_type":"span","marks":[],"text":"And here's what teams are also discovering in production: connecting your AI to twenty systems doesn't make it smarter. It makes it more expensive to be wrong. When an agent can query Salesforce, your data warehouse, your enrichment provider, and six other sources simultaneously, you haven't solved your data problem. You've distributed it across every inference call."}],"markDefs":[],"style":"normal"},{"_key":"ded5e27a3882","_type":"block","children":[{"_key":"9ac069fae551","_type":"span","marks":[],"text":"Which record wins when sources disagree? Which contact is current? Which signal is real? The model answers those questions live, every time, at full cost with no memory of what it concluded last time."}],"markDefs":[],"style":"normal"},{"_key":"a8ffd25ddd48","_type":"block","children":[{"_key":"60870d950d14","_type":"span","marks":[],"text":"More connections. More tokens. More reconciliation work being done at exactly the wrong layer of the stack."}],"markDefs":[],"style":"normal"},{"_key":"18629e58378d","_type":"block","children":[{"_key":"9986d44de4b3","_type":"span","marks":["strong"],"text":"The CLI insight nobody is acting on"}],"markDefs":[],"style":"h2"},{"_key":"4c01fa4eb651","_type":"block","children":[{"_key":"4eea4c86a774","_type":"span","marks":[],"text":"Most of what AI agents spend tokens on doesn't need a model, but rather a query."}],"markDefs":[],"style":"normal"},{"_key":"c8b4f6b6d88d","_type":"block","children":[{"_key":"77e9edbd9b7c","_type":"span","marks":[],"text":"Here’s the part that gets missed: the cost isn’t really in fetching the data, but rather in the processing of that data. Because when an agent uses a web tool to find recent company news, it doesn’t retrieve four clean bullet points, it pulls hundreds of pages, processes all of them, and then extracts those four specific signals that were actually helpful. As such, the model is doing very expensive work that should have been done further upstream."}],"markDefs":[],"style":"normal"},{"_key":"5fd1ec5ef5ff","_type":"block","children":[{"_key":"f6307a480559","_type":"span","marks":[],"text":"And that’s what a purpose-built tool does: it processes the firehose in the background and hands the model only what it needs—data that is pre-enriched, deduplicated, context-aware, and ready to act on, so that the model never sees the noise."}],"markDefs":[],"style":"normal"},{"_key":"514fa353471e","_type":"block","children":[{"_key":"35ff0a12b8c7","_type":"span","marks":[],"text":"If the data is already clean, reconciled, and accessible, you retrieve it directly via CLI without spending a single token. The model never sees raw exports or conflicting records. 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Not which accounts could buy eventually, or which accounts look good on paper. "},{"_key":"4ccc586b5a48","_type":"span","marks":["strong"],"text":"Which accounts are showing real buying behavior at this moment"},{"_key":"13700f17304a","_type":"span","marks":[],"text":" and deserve your reps' time and attention before the window closes."}],"markDefs":[],"style":"normal"},{"_key":"e4599a23876a","_type":"block","children":[{"_key":"7596424ba1ed","_type":"span","marks":[],"text":"A strong account prioritization process answers three questions:"}],"markDefs":[],"style":"normal"},{"_key":"a3eec5730f04","_type":"block","children":[{"_key":"42c5b36fa1ab","_type":"span","marks":[],"text":"Where should sales efforts be focused this week?"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"0b6659a6cbf4","_type":"block","children":[{"_key":"c4b0f08a91f7","_type":"span","marks":[],"text":"Which accounts are most likely to move?"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"656138c369bb","_type":"block","children":[{"_key":"0401bc840369","_type":"span","marks":[],"text":"What signal tells us it's time to engage?"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"c6a272ad4d09","_type":"block","children":[{"_key":"4e76531900bb","_type":"span","marks":["strong"],"text":"Account prioritization vs. list building: what's the difference?"}],"markDefs":[],"style":"h2"},{"_key":"ee0e69818627","_type":"block","children":[{"_key":"683ffc3f1037","_type":"span","marks":[],"text":"List building identifies which companies match your ideal customer profile. Tools like Clay, Apollo, or ZoomInfo help you generate a list of accounts that could be good fits based on firmographics, technographics, and company data."}],"markDefs":[],"style":"normal"},{"_key":"5632c6403170","_type":"block","children":[{"_key":"a0b7ee12c657","_type":"span","marks":[],"text":"Account prioritization is what happens after that. It ranks those accounts based on who is actually in market right now, using real-time "},{"_key":"55616cced394","_type":"span","marks":["534be8296708"],"text":"buyer intelligence"},{"_key":"64e717bb5ecb","_type":"span","marks":[],"text":" and buying group activity. It tells you which 15 of those 300 accounts your rep should contact this week and "},{"_key":"9ab446a65558","_type":"span","marks":["em"],"text":"why"},{"_key":"c9d6540955a9","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"534be8296708","_type":"link","href":"https://www.commonroom.io/blog/what-is-buyer-intelligence/"}],"style":"normal"},{"_key":"2666f10354c0","_type":"block","children":[{"_key":"f7dfc1ef4973","_type":"span","marks":["79b563b345d3"],"text":"Lead scoring"},{"_key":"703e16ba550b","_type":"span","marks":[],"text":" is also related but different: lead scoring evaluates individual contacts based on demographic fit and behavioral signals."}],"markDefs":[{"_key":"79b563b345d3","_type":"link","href":"/product/lead-scoring/"}],"style":"normal"},{"_key":"858743b775ec","_type":"block","children":[{"_key":"37ded8cc9418","_type":"span","marks":[],"text":"Account prioritization operates at the company level by assessing organizational fit, buying signals, and multiple people from the same account showing up at once. One is about a person. The other is about momentum at an account."}],"markDefs":[],"style":"normal"},{"_key":"e05ecf0ee4fa","_type":"block","children":[{"_key":"3a4e472737ad","_type":"span","marks":["strong"],"text":"Why most teams get account prioritization wrong"}],"markDefs":[],"style":"h2"},{"_key":"d2009f6fa3c4","_type":"block","children":[{"_key":"812b4940b233","_type":"span","marks":["strong"],"text":"ICP fit doesn't tell you when"}],"markDefs":[],"style":"h3"},{"_key":"6b546a9ecc06","_type":"block","children":[{"_key":"881e32948411","_type":"span","marks":[],"text":"ICP fit answers: could this company buy from us? It doesn't answer: is this company buying now?"}],"markDefs":[],"style":"normal"},{"_key":"fe304ec0c777","_type":"block","children":[{"_key":"4b9e94f9c748","_type":"span","marks":[],"text":"Two accounts can match your ICP perfectly and behave completely differently. One is three weeks from a budget conversation. The other just renewed with a competitor. Your scoring model sees them as equals. Your rep finds out the hard way."}],"markDefs":[],"style":"normal"},{"_key":"9b3e5e8c6c25","_type":"block","children":[{"_key":"48608c06a060","_type":"span","marks":["strong"],"text":"Firmographic scoring goes stale fast"}],"markDefs":[],"style":"h3"},{"_key":"b7b8944b17f3","_type":"block","children":[{"_key":"1ddef486759f","_type":"span","marks":[],"text":"Firmographic data changes while your scoring model stays polite and motionless. The account you scored as Tier 1 in January looks identical in your CRM in April (even if their VP of Sales just left, hiring froze, and product usage dropped 40%)."}],"markDefs":[],"style":"normal"},{"_key":"17e416059fac","_type":"block","children":[{"_key":"f1ecd12399f3","_type":"span","marks":[],"text":"Zombie Tier 1 accounts don’t just happen. 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Don't spend a month debating whether a company is an 82 or an 84."}],"markDefs":[],"style":"normal"},{"_key":"d87984a73212","_type":"block","children":[{"_key":"a16155f1f1b4","_type":"span","marks":["strong"],"text":"2. Layer in first-party buyer signals"}],"markDefs":[],"style":"h3"},{"_key":"79dc32a33815","_type":"block","children":[{"_key":"670cf9675eb7","_type":"span","marks":[],"text":"First-party data (activity on your own properties) is the highest-fidelity buyer intelligence you have. These are opted-in behaviors that reflect genuine interest. Some thresholds worth tracking:"}],"markDefs":[],"style":"normal"},{"_key":"b2db219319df","_type":"block","children":[{"_key":"d2cb1414dba5","_type":"span","marks":[],"text":"3+ pricing "},{"_key":"475f1b1f8494","_type":"span","marks":["b3c52294d36c"],"text":"page visits"},{"_key":"58c4fe37e7f9","_type":"span","marks":[],"text":" within 7 days"}],"level":1,"listItem":"bullet","markDefs":[{"_key":"b3c52294d36c","_type":"link","href":"/product/web-visitor-identification/"}],"style":"normal"},{"_key":"5f8cf9762a23","_type":"block","children":[{"_key":"99ae3fb784b2","_type":"span","marks":[],"text":"50%+ increase in active users over 14 days"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"14c19a253617","_type":"block","children":[{"_key":"937e848e48db","_type":"span","marks":[],"text":"Dormant account reactivated after 90+ days"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"6d87d30af03b","_type":"block","children":[{"_key":"e3517b331cbe","_type":"span","marks":[],"text":"Multiple stakeholders from the same account engaging with sales or marketing content in the same week"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"9ea43d72cbb8","_type":"block","children":[{"_key":"153680e0e72e","_type":"span","marks":[],"text":"First-party signals deserve more weight than third-party intent because they're closer to purchase behavior."}],"markDefs":[],"style":"normal"},{"_key":"f8b96252a185","_type":"block","children":[{"_key":"3d7c3145dac7","_type":"span","marks":["strong"],"text":"3. 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And now it’s happening with buyer intelligence."}],"markDefs":[],"style":"normal"},{"_key":"c2721cb787a1","_type":"block","children":[{"_key":"553d557ee264","_type":"span","marks":[],"text":"For years, teams have accessed their buyer data—signals, enrichment, contact records, and account context—through a single interface. Call it the CRM, the platform, the dashboard. That data was powerful, sure. But it wasn’t portable. It lived inside the tool."}],"markDefs":[],"style":"normal"},{"_key":"1757b812a415","_type":"block","children":[{"_key":"8d2a9c1c03c5","_type":"span","marks":[],"text":"AI agents changed the equation."}],"markDefs":[],"style":"normal"},{"_key":"63cb92f7cef4","_type":"block","children":[{"_key":"e3fdb768a622","_type":"span","marks":[],"text":"Suddenly, you need your buyer intelligence to be available not just in a UI, but in a pipeline. In a terminal. In a chat window. Inside Claude, ChatGPT, Copilot, Cursor. 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"},{"_key":"3034da601dc8","_type":"span","marks":[],"text":"If multiple vendors offer it and it doesn’t reflect something proprietary about your business, it’s a candidate to buy."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"64e4dde3641b","_type":"block","children":[{"_key":"60881ca32a2b","_type":"span","marks":["strong"],"text":"Do you have complete, reliable data to build on? "},{"_key":"d628efbc7754","_type":"span","marks":[],"text":"Most builds underestimate the identity resolution problem. If you can’t confidently stitch the same buyer across your systems, the AI you build on top will produce outputs nobody trusts."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"8e6ef50a9159","_type":"block","children":[{"_key":"a1c8b2778557","_type":"span","marks":["strong"],"text":"How long until sales actually uses it? "},{"_key":"037015a32d95","_type":"span","marks":[],"text":"Prototypes demo in days. Production trust takes months. Factor that gap into the decision."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"f4ff96ce6793","_type":"block","children":[{"_key":"bf18fbf0ca0d","_type":"span","marks":["strong"],"text":"Who owns it in year two? "},{"_key":"85d4f2ddfbaf","_type":"span","marks":[],"text":"Build decisions that make sense on day one look different when the original engineer has moved on, and someone else is maintaining custom connectors at 20% capacity."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"2491d96abb20","_type":"block","children":[{"_key":"36c8f5526b5c","_type":"span","marks":["strong"],"text":"What’s the opportunity cost? 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And because it's built for the orchestration model, it gives RevOps the governance, permissioning, and visibility that turns a collection of individual workflows into something consistent and trustworthy at scale."}],"markDefs":[],"style":"normal"},{"_key":"dbcebaf184d1","_type":"block","children":[{"_key":"e67ad0d386b4","_type":"span","marks":[],"text":"For teams that want to build, Common Room exposes open APIs and warehouse sync so custom models and workflows can consume the same trusted data layer without rebuilding it. The result is AI that actually works, deployed in weeks instead of quarters, on a foundation that stays accurate."}],"markDefs":[],"style":"normal"},{"_key":"a46529e01389","_type":"block","children":[{"_key":"e0df2e28d074","_type":"span","marks":["strong"],"text":"The orchestration layer is yours to own"}],"markDefs":[],"style":"h2"},{"_key":"7dce4866bd78","_type":"block","children":[{"_key":"2a5c4c9e5f2e","_type":"span","marks":[],"text":"RevOps moving from builders to orchestrators is the most important role in the GTM org, getting clearer about what it actually does."}],"markDefs":[],"style":"normal"},{"_key":"aaed38657078","_type":"block","children":[{"_key":"173711ed54f7","_type":"span","marks":[],"text":"Machines handle the execution. But, the judgment, standards, and foundations still require humans. Specifically, someone who can translate how the business works into logic a machine can act on."}],"markDefs":[],"style":"normal"},{"_key":"60934c6db908","_type":"block","children":[{"_key":"2be9400cd79c","_type":"span","marks":[],"text":"That's RevOps. The depth of analysis and cross-functional decisions will remain critical, and so will building the architecture of the layer that AI actually runs on"}],"markDefs":[],"style":"normal"},{"_key":"f6aa208dec2d","_type":"block","children":[{"_key":"d1f1477d4581","_type":"span","marks":[],"text":"The cleanup is coming either way. The question is whether you built the foundation first."}],"markDefs":[],"style":"normal"},{"_key":"1881c31d591e","_type":"callToAction","action":"getStarted"}]}},{"node":{"_type":"post","id":"-dba77d93-9c2b-5620-9e13-155f4b6421c1","_id":"4e893e83-d79d-4369-ac80-174d61fec041","publishedAt":"2026-05-22T17:16:00.000Z","_createdAt":"2026-05-22T04:04:31Z","_updatedAt":"2026-05-27T18:27:12Z","categories":[],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-85c53af1acbaadda4aec3d37af98e57d445fcc2c-5334x2801-jpg","altText":null,"extension":"jpg","metadata":{"hasAlpha":false,"dimensions":{"height":2801,"width":5334,"aspectRatio":1.9043198857550874}}},"layout":null,"alt":"Photo of Jacki Leahy, Fractional RevOps Leader with the title \"The Case for Continuous CRM Data Integrity in AI GTM\""},"title":"The case for continuous CRM data integrity in AI GTM with Jacki Leahy","_rawExcerpt":[{"_key":"17ade40051a4","_type":"block","children":[{"_key":"a518cb074da0","_type":"span","marks":[],"text":"AI doesn't pause and double-check, it executes on whatever data it has. When that data is wrong, every downstream action inherits the error at machine speed. Fractional RevOps leader Jacki Leahy breaks down why continuous CRM data integrity isn't optional anymore, and what it looks like when teams finally get it right."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":12,"slug":{"current":"gtm-heroes-spotlight-jacki-leahy"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[],"companies":[],"_rawBody":[{"_key":"15ade6da9441","_type":"block","children":[{"_key":"08bb3b0de2d1","_type":"span","marks":["strong"],"text":"AI doesn't just need clean data. It needs a continuously maintained universe of truth. Without it, every error scales at machine speed, and your buyers notice."}],"markDefs":[],"style":"normal"},{"_key":"1a2ee34997f9","_type":"block","children":[{"_key":"92a50df3ff79","_type":"span","marks":[],"text":"The new failure mode no one planned for"}],"markDefs":[],"style":"h2"},{"_key":"d072ca35f14e","_type":"block","children":[{"_key":"e3bd6e27fbe6","_type":"span","marks":[],"text":"Every revenue team is under pressure to move faster, prioritize better, and engage with more precision. AI is supposed to help. Intelligent routing, automated outreach, signal-based prioritization, AI-assisted research: the promise is that machines will do what humans cannot do at scale."}],"markDefs":[],"style":"normal"},{"_key":"a6a435d55e33","_type":"block","children":[{"_key":"d02e08edeade","_type":"span","marks":[],"text":"But there is a problem hiding underneath all of it."}],"markDefs":[],"style":"normal"},{"_key":"4181cccfaa84","_type":"block","children":[{"_key":"edabf62bf202","_type":"span","marks":[],"text":"The CRM data that powers these workflows is silently decaying. Contacts change jobs. Accounts duplicate. Titles go stale. Enrichment ages. Records that looked accurate six months ago now point to the wrong person, at the wrong company, with the wrong context."}],"markDefs":[],"style":"normal"},{"_key":"754b5e034b66","_type":"block","children":[{"_key":"00c088d68250","_type":"span","marks":[],"text":"This has always been a nuisance. Now, with AI in the loop, it is something worse."}],"markDefs":[],"style":"normal"},{"_key":"3e5eea5efa2a","_type":"block","children":[{"_key":"15ec6ab21526","_type":"span","marks":[],"text":"AI does not pause and double-check. It takes whatever data it has and executes. When that data is wrong, every downstream action, from the email copy to the account prioritization to the personalized intro line, inherits the error. And it does so at scale, across hundreds or thousands of touches a day."}],"markDefs":[],"style":"normal"},{"_key":"150793032fca","_type":"block","children":[{"_key":"1cf4304893e6","_type":"span","marks":[],"text":"The result is not just inefficiency. It is a new category of reputational damage: outreach that looks almost right, but feels unmistakably wrong."}],"markDefs":[],"style":"normal"},{"_key":"35dafd022bc5","_type":"block","children":[{"_key":"ae87e8b28923","_type":"span","marks":[],"text":"Few people have a clearer view of this shift than Jacki Leahy. A fractional RevOps leader and GTM operator, Jacki has spent years inside the CRMs of high-growth B2B companies, building the systems that route leads, score accounts, and power outbound. She has lived through every iteration of the data hygiene problem, from manual cleanups to rules-based dedupe to AI-assisted enrichment, and she is one of the loudest voices arguing that AI has fundamentally changed the stakes."}],"markDefs":[],"style":"normal"},{"_key":"df0e9bbaf04c","_type":"block","children":[{"_key":"9156fbbfa285","_type":"span","marks":["strong"],"text":"\"The only thing worse than not reaching out is reaching out with the uncanny valley wrong. Where it's like, ‘Jacki, you know that I left that company six months ago. Now I know this is automated and it's more offensive.’\"\n\n— Jacki Leahy, Fractional RevOps Leader"}],"markDefs":[],"style":"blockquote"},{"_key":"546bf0a59472","_type":"block","children":[{"_key":"5df61df49092","_type":"span","marks":[],"text":"This is what Jacki describes as the “uncanny valley” of AI outreach. And it starts in your CRM."}],"markDefs":[],"style":"normal"},{"_key":"727ed610fa95","_type":"block","children":[{"_key":"db83b2851208","_type":"span","marks":[],"text":"The real problem is not \"dirty data\""}],"markDefs":[],"style":"h2"},{"_key":"3f7a3a50478a","_type":"block","children":[{"_key":"9c17c0099032","_type":"span","marks":[],"text":"Most teams frame this as a data hygiene issue. Run a cleanup. Deduplicate. Normalize fields. Move on."}],"markDefs":[],"style":"normal"},{"_key":"855ab59b0927","_type":"block","children":[{"_key":"e9b2405bf8e2","_type":"span","marks":[],"text":"But Jacki Leahy, who has spent years in RevOps building and fixing the systems that power go-to-market execution, sees it differently. The real work, she argues, isn't just cleaning data. It's defining your universe. Pick the five to ten fields that actually matter, be maniacal about those, and scaffold the rest of the operating model around them."}],"markDefs":[],"style":"normal"},{"_key":"7b747f701acb","_type":"block","children":[{"_key":"09fcafb5e024","_type":"span","marks":[],"text":"The distinction matters. Cleaning data is a project. Defining and continuously maintaining a universe of truth is an operating discipline."}],"markDefs":[],"style":"normal"},{"_key":"f222a735c96f","_type":"block","children":[{"_key":"7d3d7271c8c8","_type":"span","marks":[],"text":"And most teams do not have one."}],"markDefs":[],"style":"normal"},{"_key":"06b9260ed1bc","_type":"block","children":[{"_key":"8da768698708","_type":"span","marks":[],"text":"Instead, they rely on episodic fixes: quarterly audits, spreadsheet exports, consultant-led scrubs, rules-based deduplication. These are snapshots in time. They cannot keep up with the pace at which CRM records drift, because the drift is continuous. People move companies. Accounts get acquired. New data sources introduce inconsistency every day."}],"markDefs":[],"style":"normal"},{"_key":"9d49b9613f73","_type":"block","children":[{"_key":"70db2d7af738","_type":"span","marks":[],"text":"As Kyle Riddle, who works with Common Room customers on data integrity, puts it:"}],"markDefs":[],"style":"normal"},{"_key":"4ebeefc38c83","_type":"block","children":[{"_key":"50d346eee316","_type":"span","marks":["strong"],"text":"\"AI is only as powerful as the data foundation it's built on. If you can't trust the foundation, you can't trust anything AI does on top of it.\"\n\n— Kyle Riddle, Senior Solutions Consultant at Common Room "}],"markDefs":[],"style":"blockquote"},{"_key":"5e5aebe344bf","_type":"block","children":[{"_key":"5737d419e01e","_type":"span","marks":[],"text":"The old model, where teams clean data periodically and hope it holds, was adequate when humans were the primary operators. Humans compensate. They notice a wrong title, skip a bad record, adjust on the fly."}],"markDefs":[],"style":"normal"},{"_key":"d4f4a9e10c86","_type":"block","children":[{"_key":"510c8d91443e","_type":"span","marks":[],"text":"AI does not compensate. It compounds."}],"markDefs":[],"style":"normal"},{"_key":"eb1b68f466fe","_type":"block","children":[{"_key":"812306f1ea1c","_type":"span","marks":[],"text":"What uncanny execution actually looks like"}],"markDefs":[],"style":"h2"},{"_key":"1672a3670544","_type":"block","children":[{"_key":"2621933f88e1","_type":"span","marks":[],"text":"The consequences of operating on decayed CRM data are not abstract. They show up in the day-to-day execution of every go-to-market team."}],"markDefs":[],"style":"normal"},{"_key":"bc262269f56f","_type":"block","children":[{"_key":"d57084cf61ea","_type":"span","marks":[],"text":"From the operator's seat, Jacki sees the same patterns recur: prospects getting multiple LinkedIn DMs because their records didn't merge, outreach referencing companies people left months ago, AI scoring BDRs as high-priority contacts because their LinkedIn titles appear more senior than they actually are. The normalizing work, she says, never ends."}],"markDefs":[],"style":"normal"},{"_key":"e7455573cda5","_type":"block","children":[{"_key":"cf6c9cdd79c7","_type":"span","marks":[],"text":"These are not edge cases. They are the natural output of a system where identity is fragmented, records are stale, and AI workflows are pointed at whatever data happens to exist."}],"markDefs":[],"style":"normal"},{"_key":"da2db22720d3","_type":"block","children":[{"_key":"654fd6e2f86e","_type":"span","marks":[],"text":"The damage compounds in layers:"}],"markDefs":[],"style":"normal"},{"_key":"48103504a4f4","_type":"block","children":[{"_key":"cca788e4a632","_type":"span","marks":["strong"],"text":"Outreach credibility collapses."},{"_key":"15c9ca750f49","_type":"span","marks":[],"text":" Prospects receive messages that reference old roles, old companies, or irrelevant context. Even when the underlying intent is good, the execution signals carelessness: what Jacki calls coming across as \"an automated monster.\""}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"dcba0a0382c5","_type":"block","children":[{"_key":"fe1d4297910e","_type":"span","marks":["strong"],"text":"Scoring and routing break."},{"_key":"cc74cc057285","_type":"span","marks":[],"text":" When titles are wrong, when duplicates inflate signal counts, when accounts are misassociated, the prioritization engine feeds reps the wrong targets. Activity goes up, but outcomes suffer."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"810ade29bf5e","_type":"block","children":[{"_key":"486cf254e2df","_type":"span","marks":["strong"],"text":"Deliverability degrades."},{"_key":"b07c8d10e6af","_type":"span","marks":[],"text":" Emails sent to old domains bounce. Domain reputation drops. The technical infrastructure of outreach erodes alongside the strategic infrastructure."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"a5ce557e33d0","_type":"block","children":[{"_key":"fa504562c2ed","_type":"span","marks":["strong"],"text":"AI makes it worse, faster."},{"_key":"781fe1edd3eb","_type":"span","marks":[],"text":" Every bad record becomes a bad decision at scale. Personalization that references a two-month-old conversation the prospect already corrected. Research summaries built on merged data from three different people. Segment definitions polluted by ghost records."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"efa28c40f526","_type":"block","children":[{"_key":"0ad8e6998e7e","_type":"span","marks":[],"text":"The goal of every GTM motion is the right message, to the right person, at the right time. Decayed data inverts all three at once, and at that scale, it doesn't read as a mistake. It reads as offensive."}],"markDefs":[],"style":"normal"},{"_key":"e8f0cd418904","_type":"block","children":[{"_key":"08ad731aaa18","_type":"span","marks":[],"text":"The cost is not just wasted activity. It’s lost trust, both with buyers and within the organization."}],"markDefs":[],"style":"normal"},{"_key":"987ceb00f6d2","_type":"block","children":[{"_key":"ac8c2b2a4292","_type":"span","marks":[],"text":"The RevOps reality: reactive, forensic, emotionally expensive"}],"markDefs":[],"style":"h2"},{"_key":"f47e6b66bab3","_type":"block","children":[{"_key":"83605b529ebb","_type":"span","marks":[],"text":"For the people responsible for CRM integrity, the experience is not just operationally painful. It is emotionally draining. Every \"Salesforce is broken\" Slack kicks off a familiar triage loop: is this a one-off complaint, or the first of dozens of tickets about to land? As Jacki points out, that judgment call alone is emotional work."}],"markDefs":[],"style":"normal"},{"_key":"6c70d7ae8ace","_type":"block","children":[{"_key":"bbf266517282","_type":"span","marks":[],"text":"The process that follows is what she calls \"forensic adminning\": not fixing the problem, but diagnosing it. Tracing the source. Determining the blast radius. Figuring out which integration update went rogue, which field got overwritten, which merge created a cascade of bad data."}],"markDefs":[],"style":"normal"},{"_key":"56e361d33104","_type":"block","children":[{"_key":"38d6ded9838f","_type":"span","marks":[],"text":"Until now, operators have had no equivalent of what Jacki calls a \"Datadog for RevOps.\" No monitoring layer that alerts you when data integrity degrades. No dashboard that shows the blast radius before the tickets start flowing in. The result is a constant low-grade panic. A data integrity failure could surface at any moment, and when it does, it takes at least an hour just to understand the blast radius before anyone can start fixing it."}],"markDefs":[],"style":"normal"},{"_key":"256d9aa1fe23","_type":"block","children":[{"_key":"973d47c79504","_type":"span","marks":[],"text":"The consequences extend beyond the RevOps team. The technical impact (lost time, surfaced errors) is the surface-level cost. The deeper damage shows up in how teams relate to each other once the data can't be trusted."}],"markDefs":[],"style":"normal"},{"_key":"f1f310f9875d","_type":"block","children":[{"_key":"e7e9c17aef29","_type":"span","marks":["strong"],"text":"\"Trust is speed. With a lack of that trust, any error you see, there's this initial panic: is this sabotage? Because the trust has been lost.\"\n\n— Jacki Leahy, Fractional RevOps Leader"}],"markDefs":[],"style":"blockquote"},{"_key":"96c98d10f6af","_type":"block","children":[{"_key":"be0a60139d6a","_type":"span","marks":[],"text":"When trust in the system breaks down, everything slows. Reps second-guess the data. Marketing questions the segments. Leadership loses confidence in reporting. The organization starts working around the CRM instead of through it."}],"markDefs":[],"style":"normal"},{"_key":"6aa194e3fb72","_type":"externalVideo","url":"https://youtu.be/uijFltAySPo"},{"_key":"eabc84c7f497","_type":"block","children":[{"_key":"fb06acaa9b80","_type":"span","marks":[],"text":"The shift: from episodic cleanup to continuous trust"}],"markDefs":[],"style":"h2"},{"_key":"5babb3cea518","_type":"block","children":[{"_key":"f3219adeae16","_type":"span","marks":[],"text":"The old model for CRM data integrity is built around episodes. Something breaks. Someone notices. A project gets spun up. Data gets cleaned. And then it starts decaying again the next day."}],"markDefs":[],"style":"normal"},{"_key":"0cc3c0563239","_type":"block","children":[{"_key":"aa2b5500015d","_type":"span","marks":[],"text":"Jacki's favorite analogy for this is laundry. You will never be done. Even if you spend a whole day washing, folding, and putting it all away, look down: you're not naked. The work regenerates the moment you stop. The only sane response is to operationalize it: either you block a recurring time to handle it yourself, or you hire a service that runs in the background and gives you a dashboard to glance at over coffee, instead of bracing for the next ticket to land."}],"markDefs":[],"style":"normal"},{"_key":"5d6fa2b52d0f","_type":"block","children":[{"_key":"a7e29dabcfa3","_type":"span","marks":["strong"],"text":"\"You will never be done. The goal is not to have your laundry 100% done because you'll never get there.\"\n\n— Jacki Leahy, Fractional RevOps Leader"}],"markDefs":[],"style":"blockquote"},{"_key":"30c7fd7d555d","_type":"block","children":[{"_key":"327eab735ef5","_type":"span","marks":[],"text":"This is the core shift the market needs to make."}],"markDefs":[],"style":"normal"},{"_key":"ec4a7d39fa0b","_type":"block","children":[{"_key":"9b27fe7d23ce","_type":"span","marks":[],"text":"Data integrity is not a project. It is an operating system. It requires continuous detection, continuous resolution, and continuous visibility, not because the problem is new, but because the consequences of ignoring it have changed."}],"markDefs":[],"style":"normal"},{"_key":"167b8aa6a13d","_type":"block","children":[{"_key":"07cefe2745ae","_type":"span","marks":[],"text":"When AI is in the loop, every hour of undetected drift produces more bad decisions, more uncanny outreach, more eroded trust. 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Off the record, they'll tell you it's not working the way it was supposed to."}],"markDefs":[],"style":"normal"},{"_key":"611914d9488f","_type":"block","children":[{"_key":"a0c383026971","_type":"span","marks":[],"text":"The accounts that score \"high intent\" don't convert at the rate promised. Reps reach out and hear nothing."}],"markDefs":[],"style":"normal"},{"_key":"0016d42d7a0c","_type":"block","children":[{"_key":"72cd0023a922","_type":"span","marks":[],"text":"Intent data isn't broken, it's just being asked to do something it was never designed to do. There's better framing that most teams haven't fully made the switch to yet."}],"markDefs":[],"style":"normal"},{"_key":"24eceea9983f","_type":"block","children":[{"_key":"bf7bd8ff56e0","_type":"span","marks":[],"text":"This is about the difference between intent data and "},{"_key":"8e8def9c24fb","_type":"span","marks":["18665d57a8de"],"text":"buyer intelligence"},{"_key":"475d7f3fb7e8","_type":"span","marks":[],"text":": what each one actually is, where one stops and the other starts, and why it matters for whether your pipeline converts."}],"markDefs":[{"_key":"18665d57a8de","_type":"link","href":"https://www.commonroom.io/blog/what-is-buyer-intelligence/"}],"style":"normal"},{"_key":"75f00a21e2dd","_type":"block","children":[{"_key":"1e9befb4266e","_type":"span","marks":["strong"],"text":"What is intent data? And what was it designed to do?"}],"markDefs":[],"style":"h2"},{"_key":"b60c6d3b205b","_type":"block","children":[{"_key":"f1527fe292ef","_type":"span","marks":[],"text":"Intent data consists of measurable information that reveals a prospect’s actions and behaviors, helping businesses infer their likelihood to buy based on observable "},{"_key":"b838f6c1fa93","_type":"span","marks":["7dcaa01ea981"],"text":"signals"},{"_key":"b250a9ea318c","_type":"span","marks":[],"text":" like website interactions and content engagement. It’s the digital footprints that indicate someone is considering a solution like yours."}],"markDefs":[{"_key":"7dcaa01ea981","_type":"link","href":"https://www.commonroom.io/product/signals/"}],"style":"normal"},{"_key":"82c7eda87651","_type":"block","children":[{"_key":"d4a35ab8e704","_type":"span","marks":[],"text":"Marketing and sales teams leverage intent data to identify high-intent accounts, prioritize outreach, and tailor campaigns for more effective engagement."}],"markDefs":[],"style":"normal"},{"_key":"b220a0c5b07f","_type":"block","children":[{"_key":"10012fb20a10","_type":"span","marks":[],"text":"This data extends to product usage patterns, email engagement, community participation, event attendance, partner ecosystem activity, and data collected from various sources such as third-party websites and social media platforms."}],"markDefs":[],"style":"normal"},{"_key":"31f6e93681eb","_type":"block","children":[{"_key":"1bdd2c2541f2","_type":"span","marks":["strong"],"text":"Types of buyer intent data"}],"markDefs":[],"style":"h2"},{"_key":"d6e64b3eb7e8","_type":"block","children":[{"_key":"9c199a54792d","_type":"span","marks":[],"text":"Businesses can invest in different kinds of intent data, the primary sources are listed here."}],"markDefs":[],"style":"normal"},{"_key":"7e963832c049","_type":"block","children":[{"_key":"22c3181f0181","_type":"span","marks":["strong"],"text":"First-party intent data "},{"_key":"45f7d33c85a6","_type":"span","marks":[],"text":"comes from your owned channels like your website, product, community, events, and support, offering real-time, detailed insights close to buying decisions."}],"markDefs":[],"style":"normal"},{"_key":"2e2c30a41d6b","_type":"block","children":[{"_key":"92efdfcac681","_type":"span","marks":["strong"],"text":"Second-party data,"},{"_key":"60add9f58db3","_type":"span","marks":[],"text":" from partners like co-marketing or marketplaces, is less common."}],"markDefs":[],"style":"normal"},{"_key":"f6a8a894423e","_type":"block","children":[{"_key":"5261b835201e","_type":"span","marks":["strong"],"text":"Third-party intent data"},{"_key":"df3f6e7bad82","_type":"span","marks":[],"text":" is sourced from external publishers, review sites, ad platforms, and other websites. Third party sources include social media and content platforms, providing broader market visibility by capturing user interests and behaviors across multiple web sources beyond your own site. Third-party data is typically account-level, delayed, and less specific."}],"markDefs":[],"style":"normal"},{"_key":"6901d168c1c1","_type":"block","children":[{"_key":"a53d0762c459","_type":"span","marks":[],"text":"First-party data is the most actionable and reliable foundation, with third-party signals enhancing market reach."}],"markDefs":[],"style":"normal"},{"_key":"c78b5cb06021","_type":"block","children":[{"_key":"713bcd102351","_type":"span","marks":[],"text":"When used well, intent data helps sales and marketing teams get ahead of the buying cycle. In practice, that looks like:"}],"markDefs":[],"style":"normal"},{"_key":"0c396c21781d","_type":"block","children":[{"_key":"3b84bef5c3a5","_type":"span","marks":[],"text":"Identifying which topics, pain points, and solutions prospects are researching before they've engaged with your brand directly"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"465be29b51a3","_type":"block","children":[{"_key":"d3a83e82fce1","_type":"span","marks":[],"text":"Tracking changes in research intensity over time to gauge whether an account is in early exploration or approaching a decision"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"fc7ca1f5dafb","_type":"block","children":[{"_key":"91b4accc1828","_type":"span","marks":[],"text":"Prioritizing outreach toward accounts showing high-intent behaviors like visiting pricing pages or searching for vendor comparisons"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"2a8f3219278e","_type":"block","children":[{"_key":"f5100712f8d0","_type":"span","marks":[],"text":"The core premise is straightforward: if a company is researching your category, they may be in market. Surface those accounts early enough, and your team can get there before the competition."}],"markDefs":[],"style":"normal"},{"_key":"a5b89f0b9876","_type":"block","children":[{"_key":"24fb35d7030d","_type":"span","marks":[],"text":"That premise holds. Intent data genuinely moved B2B GTM forward, from purely reactive inbound to proactively identifying accounts in active buying cycles. 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By the time a “topic surge” appears in your dashboard, the research phase may be weeks old."}],"markDefs":[],"style":"normal"},{"_key":"4cb647b9d150","_type":"block","children":[{"_key":"76195dbac83f","_type":"span","marks":[],"text":"Intent data provides signals, but lacks the context needed to act on them effectively. Here's where the gaps show up."}],"markDefs":[],"style":"normal"},{"_key":"6f0a1f282feb","_type":"block","children":[{"_key":"f8aa0a932260","_type":"span","marks":["strong"],"text":"1. Limited identity resolution"}],"markDefs":[],"style":"h3"},{"_key":"082706d4d8c4","_type":"block","children":[{"_key":"2e26a7b0a537","_type":"span","marks":[],"text":"Intent data typically operates at the account or domain level. You might know a company is researching your category, but not who is actually involved, whether they're a decision-maker, or how many stakeholders are engaged."}],"markDefs":[],"style":"normal"},{"_key":"99a189fd7be9","_type":"block","children":[{"_key":"09c2a498d2e9","_type":"span","marks":[],"text":"The operational cost is significant. SDRs spend hours combing through CSV exports, running manual LinkedIn searches, and reconciling Salesforce reports that don’t match intent scores."}],"markDefs":[],"style":"normal"},{"_key":"e61522c430eb","_type":"block","children":[{"_key":"782a97bacc44","_type":"span","marks":["strong"],"text":"2. Lack of context"}],"markDefs":[],"style":"h3"},{"_key":"444e7a723db9","_type":"block","children":[{"_key":"6902e2ffd17c","_type":"span","marks":[],"text":"Not all research signals are equal. Intent data doesn't tell you why the activity is happening, whether it's exploratory or urgent, or how it connects to actual buying behavior."}],"markDefs":[],"style":"normal"},{"_key":"13e07a209009","_type":"block","children":[{"_key":"0fdd2435ddfd","_type":"span","marks":[],"text":"A new budget cycle, a leadership change, a failed competitive product: the triggering event is often the most important context in the first conversation. Intent data has nothing to say about any of it."}],"markDefs":[],"style":"normal"},{"_key":"778a0db86ad3","_type":"block","children":[{"_key":"b767bb1f592d","_type":"span","marks":["strong"],"text":"3. Delayed or inferred signals"}],"markDefs":[],"style":"h3"},{"_key":"8b8e9d7f4475","_type":"block","children":[{"_key":"1e211ca78cb8","_type":"span","marks":[],"text":"Third-party providers aggregate and model most intent signals rather than observing them directly. This introduces lag between activity and visibility, false positives, and overgeneralization. By the time a topic surge registers, the research phase is often already advanced. You're identifying buyers after they've started, not before."}],"markDefs":[],"style":"normal"},{"_key":"f15d6c9d83ec","_type":"block","children":[{"_key":"d29b6150ab80","_type":"span","marks":["strong"],"text":"4. No clear next step"}],"markDefs":[],"style":"h3"},{"_key":"4480eda80d2b","_type":"block","children":[{"_key":"b55db827d30a","_type":"span","marks":[],"text":"The biggest limitation: intent data doesn't tell you what to do."}],"markDefs":[],"style":"normal"},{"_key":"ab8da6e71cde","_type":"block","children":[{"_key":"4781269b1d74","_type":"span","marks":[],"text":"It answers \"this account might be interested.\" It doesn't answer \"who should I engage, and how, right now?\" A rep who knows only that an account has a high intent score still doesn't know who to call, what to say, or whether the timing is right."}],"markDefs":[],"style":"normal"},{"_key":"5fcdb177ec83","_type":"block","children":[{"_key":"672e6d459a08","_type":"span","marks":[],"text":"The core gap: most tools aggregate intent signals but don’t connect them to real people, existing customers, or active product users. Without identity resolution intent data remains a partial picture."}],"markDefs":[],"style":"normal"},{"_key":"8f640cfec4ac","_type":"block","children":[{"_key":"ef521f053fc9","_type":"span","marks":["strong"],"text":"Intent data vs. buyer intelligence: the clearest way to see the difference"}],"markDefs":[],"style":"h2"},{"_key":"86e40e070c66","_type":"tableBlock","layout":"","table":{"rows":[{"_key":"7db976f4-300e-4d59-90a5-72c118e2bc7b","_type":"tableRow","cells":["","Intent Data","Buyer Intelligence"]},{"_key":"03b761f7-f3d9-49ad-8f26-bd031deaf83d","_type":"tableRow","cells":["Scope","External research signals","Full view of buyer activity"]},{"_key":"6a5721c4-41c5-4dc2-a056-9d587e308347","_type":"tableRow","cells":["Data sources","Primarily third-party","First-party + third-party unified"]},{"_key":"80372633-f37c-4cf0-9d2b-3c53a03d394b","_type":"tableRow","cells":["Identity","Account-level (limited)","Person + account-level"]},{"_key":"69b862f0-5d46-4abd-bb5a-9298d827cd84","_type":"tableRow","cells":["Context","Minimal","Rich, multi-touch"]},{"_key":"944c3215-5443-40c7-b0c0-1d5aa2212cd3","_type":"tableRow","cells":["Timing","Often delayed","Real-time or near real-time"]},{"_key":"b1fa5752-c49f-400a-a36d-fbaa14d0c758","_type":"tableRow","cells":["Actionability","Low","High"]}]}},{"_key":"8c9722df32a3","_type":"block","children":[{"_key":"bede378b24c9","_type":"span","marks":[],"text":"Intent data and buyer intelligence are different categories of information entirely. 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A job change alert means something different if it's the economic buyer moving to a company already using your product versus a junior IC switching industries."}],"markDefs":[],"style":"normal"},{"_key":"b9c0c3d34124","_type":"block","children":[{"_key":"9f4333986fce","_type":"span","marks":[],"text":"Buyer intelligence interprets signals in the context of the full account picture (who else is engaged, what's changed recently) so sales teams understand not just what happened, but what it "},{"_key":"897e5ee801e7","_type":"span","marks":["em"],"text":"means"},{"_key":"c7cb88ca6f9e","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"1cafff9ba179","_type":"block","children":[{"_key":"f453caf185dd","_type":"span","marks":["strong"],"text":"AI agents that turn intelligence into action"}],"markDefs":[],"style":"h3"},{"_key":"8836c87a2fc2","_type":"block","children":[{"_key":"6151b940c1d1","_type":"span","marks":[],"text":"Once the intelligence foundation is in place, "},{"_key":"72bb75251898","_type":"span","marks":["773a36ecb7e4"],"text":"AI agents"},{"_key":"4709c98e5480","_type":"span","marks":[],"text":" handle the work that used to eat a rep's morning: prioritizing accounts, mapping the full buying group, surfacing the warmest path, drafting outreach. All of it embedded directly into the tools where teams already work."}],"markDefs":[{"_key":"773a36ecb7e4","_type":"link","href":"https://www.commonroom.io/product/ai/"}],"style":"normal"},{"_key":"db465549fc9b","_type":"block","children":[{"_key":"b838669b36fa","_type":"span","marks":["strong"],"text":"Why this difference matters for your team"}],"markDefs":[],"style":"h2"},{"_key":"8f110abafce8","_type":"block","children":[{"_key":"76a9c94f019d","_type":"span","marks":[],"text":"When teams rely only on intent data, the consequences are predictable. They prioritize accounts too early or too late. They reach out to the wrong stakeholders because they're working from company details alone, with no visibility into who's actually involved. They send generic, poorly timed messages because there's no real buyer context behind them. All of it is wasted effort on accounts that were never going to convert."}],"markDefs":[],"style":"normal"},{"_key":"377c89fceb57","_type":"block","children":[{"_key":"7bf65f78b7b3","_type":"span","marks":[],"text":"When GTM teams operate with buyer intelligence, they can:"}],"markDefs":[],"style":"normal"},{"_key":"538e011f1dc2","_type":"block","children":[{"_key":"a0d9bd031c48","_type":"span","marks":[],"text":"Prioritize more accurately, focusing on accounts with real, observable activity rather than inferred interest."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"cd46037f6138","_type":"block","children":[{"_key":"c7b0cf9586e1","_type":"span","marks":[],"text":"Engage the right people, because person-level signals identify the actual buyers rather than just the domain."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"62fc0f69fb13","_type":"block","children":[{"_key":"0f9884dc7248","_type":"span","marks":[],"text":"Improve timing, reaching out when activity indicates genuine momentum rather than based on a modeled score."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"679ce63c8b36","_type":"block","children":[{"_key":"6da83ebf4f95","_type":"span","marks":[],"text":"Increase conversion, because better targeting and better timing produce higher-quality pipeline."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"d661830b6f76","_type":"block","children":[{"_key":"5a3f3018b027","_type":"span","marks":[],"text":"Buyer intelligence is how teams stop chasing signals and start finding the right accounts."},{"_key":"98a87e43aca8","_type":"span","marks":["strong"],"text":" "},{"_key":"ff0e185ae027","_type":"span","marks":[],"text":"The rep's job is judgment and relationship. The system handles the rest."}],"markDefs":[],"style":"normal"},{"_key":"8df98c53c4af","_type":"block","children":[{"_key":"6382e811b060","_type":"span","marks":["strong"],"text":"How Common Room approaches buyer intelligence"}],"markDefs":[],"style":"h2"},{"_key":"8cab810d40a3","_type":"block","children":[{"_key":"619bb3fa1dfb","_type":"span","marks":[],"text":"Common Room is built on the belief that AI is only as useful as the data foundation it operates on. AI without context is just noise."}],"markDefs":[],"style":"normal"},{"_key":"eb516a49aa0c","_type":"block","children":[{"_key":"7860f5ed57ec","_type":"span","marks":[],"text":"That's why Common Room unifies first-party customer data with real-world buyer signals into a continuously updated system of complete and trusted buyer intelligence. 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No new tool to adopt, no behavior change required."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"3bed2c2eb24f","_type":"callToAction","action":"getStarted"},{"_key":"aa78592c1366","_type":"block","children":[{"_key":"a9a917a6372c","_type":"span","marks":["strong"],"text":"What this means right now"}],"markDefs":[],"style":"h2"},{"_key":"75a106daf70b","_type":"block","children":[{"_key":"0f747656f69d","_type":"span","marks":[],"text":"For RevOps, this is the moment to get ahead. The building is already happening and most of it is creative and well-intentioned. Some of it will create a cleanup problem nobody budgeted for."}],"markDefs":[],"style":"normal"},{"_key":"e55b56eab3fb","_type":"block","children":[{"_key":"1f3e1d1c7d84","_type":"span","marks":[],"text":"Avoiding that outcome isn't about slowing the building down. 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The "},{"_key":"f1013f71a812","_type":"span","marks":["2c0d7b12d9da"],"text":"job changes"},{"_key":"1b4e3367e4df","_type":"span","marks":[],"text":", the product usage spikes, the community signals, the champion who just moved companies — most of that never makes it into the CRM."}],"markDefs":[{"_key":"2c0d7b12d9da","_type":"link","href":"https://www.commonroom.io/product/job-change/","openTab":true}],"style":"normal"},{"_key":"5be90555cfa0","_type":"block","children":[{"_key":"af6b3702ae5d","_type":"span","marks":["strong"],"text":"How confident are you in the contact data flowing into your AI tools?"},{"_key":"f32534cf9c38","_type":"span","marks":[],"text":" "}],"markDefs":[],"style":"normal"},{"_key":"a7681b6e58e7","_type":"block","children":[{"_key":"f32534cf9c38","_type":"span","marks":[],"text":"Not “we have ZoomInfo” confident. Actually confident. 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Adding more AI on top of it won’t fix it."}],"markDefs":[],"style":"normal"},{"_key":"21e070fe0b92","_type":"block","children":[{"_key":"0807cd52665e","_type":"span","marks":[],"text":"The teams that win the next few years won't necessarily have the most sophisticated models or the most creative prompts. They'll have the clearest, most complete and trusted picture of their buyer, and an intelligence foundation that AI can actually operate on. Not a fragmented stack of enrichment vendors, stale CRM records, and disconnected signal sources held together with good intentions."}],"markDefs":[],"style":"normal"},{"_key":"334d89b9ec44","_type":"block","children":[{"_key":"c1985659d569","_type":"span","marks":[],"text":"Build all you want. 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Meanwhile, the actual buying committee—a Director of RevOps who signed up for your product last week, three AEs actively using it, and a VP of Sales who just joined from one of your customers—never gets touched."}],"markDefs":[],"style":"normal"},{"_key":"9fe4a3c972fb","_type":"block","children":[{"_key":"672eb54724ba","_type":"span","marks":[],"text":"This is the issue costing modern go-to-market teams pipeline."}],"markDefs":[],"style":"normal"},{"_key":"3c275d591d59","_type":"block","children":[{"_key":"283b14c5aa10","_type":"span","marks":[],"text":"Buyer "},{"_key":"a394d396610c","_type":"span","marks":["a1f27f70c021"],"text":"intent data"},{"_key":"293dcb12c729","_type":"span","marks":[],"text":" reveals which accounts are actively researching solutions, providing insights into timing for outreach efforts. But knowing “someone at Acme is interested” doesn’t tell you who, why, or what to do next. "},{"_key":"bcd54a4ccf9d","_type":"span","marks":["0b16eb4b42bd"],"text":"Salesforce research"},{"_key":"a44b18d95ab2","_type":"span","marks":[],"text":" shows sales reps spend over 60% of their time on activities other than selling."}],"markDefs":[{"_key":"0b16eb4b42bd","_type":"link","href":"https://www.salesforce.com/news/stories/sales-research-2023/"},{"_key":"a1f27f70c021","_type":"link","href":"https://www.commonroom.io/blog/intent-data-vs-buyer-intelligence/"}],"style":"normal"},{"_key":"515191ee6f12","_type":"block","children":[{"_key":"84d3fe215708","_type":"span","marks":[],"text":"That gap, between signal and action, is exactly the problem buyer intelligence solves."}],"markDefs":[],"style":"normal"},{"_key":"d77e175ee530","_type":"block","children":[{"_key":"2b1a956c192c","_type":"span","marks":["strong"],"text":"What is buyer intelligence?"}],"markDefs":[],"style":"h2"},{"_key":"2336685fda89","_type":"block","children":[{"_key":"70db195f06e2","_type":"span","marks":["strong"],"text":"Buyer intelligence is the unified, real-time view of who your buyers are, what they’re doing right now, and which signals should trigger action from your go-to-market team."}],"markDefs":[],"style":"normal"},{"_key":"f90a92fee493","_type":"mainImage","alt":"Show the benefits of a GTM workflow leveraging buyer intelligence on the right hand side, and the consequences of working without it on the left","asset":{"_id":"image-b120392269a014dcb7631f5bcb6444403fad5c3d-2560x1344-png","_type":"sanity.imageAsset","_rev":"LoZdI0qBcW1DzrX0Iap0Ai","_createdAt":"2026-04-30T18:50:45Z","_updatedAt":"2026-04-30T18:50:45Z","assetId":"b120392269a014dcb7631f5bcb6444403fad5c3d","extension":"png","metadata":{"_type":"sanity.imageMetadata","blurHash":"MOPQ$x}cofE{xb%MafbHkCaybbX7jZsoW.","dimensions":{"_type":"sanity.imageDimensions","aspectRatio":1.9047619047619047,"height":1344,"width":2560},"hasAlpha":true,"isOpaque":true,"lqip":"data:image/png;base64,iVBORw0KGgoAAAANSUhEUgAAABQAAAALCAYAAAB/Ca1DAAAACXBIWXMAABYlAAAWJQFJUiTwAAACG0lEQVR4nFWTS2/TQBRG8///BQtWILYgASoEWjVN7CSkbdq87NiOPe8ZO90fNNOogsWVrRnp+Lv3Ho/MSyCWPntkbxHBpIrv8Szenc6W9dCy6GsWfcXcH8ltQWYLcleyCBXLvk41SsAIC5bWShotaIygdQo1uARszoaH/kQWjuT+SGYKpmrHndwx04f0gTdgTKGDRVqNsJrO6ZRQ9RYTgWdPfTYsQ82dK8htTFcyNQdmtmDujv8n1INHeYPUKkFlMOje4qwkyBavJU1QLH3NNLaoj0z0nh/6mRu3Zx5iulhVGsdIeoswik4KhJYIr9FeJ9hLXXHuWlov+eNqZrogkwVX3RMfT3M+ywcyV3AfKlYxZagYxTaFkogLUHqDsYpBtLyIjrN3tL1h5Woy9Qr81q55V0340M6Z2gNr37AODfehZiTcBRjLqATURuLFiaAlbvA0g2FpqwScqzIlfF/P+NQumJgdK3/8J6EzdBdgnKEKNi3Jeo0J9nUpg2HhqtRyrkuu5ZYv8pGfZkMeygSK84tajWKizkhaJTipLmkTlYkeRljUJgJzXTBu1ozrR8anNb+6JyZqRxa3rQ/MzIHMlq/aRN86pyi7hn1TcmgrTka+iV0Pmkzu+V4s+brPuTosGJcrfh/vuakfua4f0vO221zEvvwpMVmjuyR2F1u+3J3OhpWtmIgtt90zk27DRGy4E5uL4FumcstM7/kLlX4mGezRuu8AAAAASUVORK5CYII=","palette":{"_type":"sanity.imagePalette","darkMuted":{"_type":"sanity.imagePaletteSwatch","background":"#384841","foreground":"#fff","population":0.06,"title":"#fff"},"darkVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#1a6951","foreground":"#fff","population":0,"title":"#fff"},"dominant":{"_type":"sanity.imagePaletteSwatch","background":"#c6a7a7","foreground":"#000","population":0.41,"title":"#fff"},"lightMuted":{"_type":"sanity.imagePaletteSwatch","background":"#c6a7a7","foreground":"#000","population":0.41,"title":"#fff"},"lightVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#b4fcec","foreground":"#000","population":0,"title":"#000"},"muted":{"_type":"sanity.imagePaletteSwatch","background":"#64b79a","foreground":"#000","population":0.06,"title":"#fff"},"vibrant":{"_type":"sanity.imagePaletteSwatch","background":"#74dcbc","foreground":"#000","population":0,"title":"#fff"}},"thumbHash":"+NcFBISPo3l5iHeIh3iPePeIeA=="},"mimeType":"image/png","originalFilename":"With buyer inteligence vs without .png","path":"images/vt347z5x/production/b120392269a014dcb7631f5bcb6444403fad5c3d-2560x1344.png","sha1hash":"b120392269a014dcb7631f5bcb6444403fad5c3d","size":662063,"uploadId":"V8nwgDvVcvvBOmpb9cFE0AO7uAjomHd9","url":"https://cdn.sanity.io/images/vt347z5x/production/b120392269a014dcb7631f5bcb6444403fad5c3d-2560x1344.png","filename":"With buyer inteligence vs without .png","width":2560,"height":1344,"placeholderUrl":"https://cdn.sanity.io/images/vt347z5x/production/b120392269a014dcb7631f5bcb6444403fad5c3d-2560x1344.png?rect=832,0,896,1344&w=%width%&h=%height%&q=80","id":"image-b120392269a014dcb7631f5bcb6444403fad5c3d-2560x1344-png","children":[],"parent":null}},{"_key":"026c1613a4a6","_type":"block","children":[{"_key":"a267e892bd18","_type":"span","marks":[],"text":"It operates across three layers:"}],"markDefs":[],"style":"normal"},{"_key":"469c7832eb77","_type":"block","children":[{"_key":"5c67045b4711","_type":"span","marks":["strong"],"text":"Identity:"},{"_key":"a1fdd9d03975","_type":"span","marks":[],"text":" Who are your buyers, specifically? 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Did a new VP just join the account? Is the company posting SDR "},{"_key":"1519bbf656ed","_type":"span","marks":["bac0f458ae98"],"text":"job listings"},{"_key":"3bdc451a987f","_type":"span","marks":[],"text":"? These signals, read together, tell a story."}],"level":1,"listItem":"number","markDefs":[{"_key":"bac0f458ae98","_type":"link","href":"https://www.commonroom.io/product/job-change/"},{"_key":"6c1f50434b9e","_type":"link","href":"https://www.commonroom.io/blog/firmographic-and-technographic-data/"}],"style":"normal"},{"_key":"a8e870aff116","_type":"block","children":[{"_key":"18dcf283e022","_type":"span","marks":["strong"],"text":"Context:"},{"_key":"d6e0d90be824","_type":"span","marks":[],"text":" Prioritized, actionable recommendations for your team. A pricing page visit means something different if it's the third visit this week, the account just raised a Series B. Context is what turns a signal into an insight."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"9c2421f7d80a","_type":"block","children":[{"_key":"470f4bea7ac1","_type":"span","marks":[],"text":"Traditional methods like intent data mostly track "},{"_key":"3a208c4f278a","_type":"span","marks":["1149e0ca4114"],"text":"anonymous research activity"},{"_key":"fbdd5da77eca","_type":"span","marks":[],"text":" at the account level without telling you which person to contact or what action to take. "}],"markDefs":[{"_key":"1149e0ca4114","_type":"link","href":"https://www.commonroom.io/product/signals/dark-funnel/"}],"style":"normal"},{"_key":"1b02663987ba","_type":"block","children":[{"_key":"0d52a6f07443","_type":"span","marks":[],"text":"Buyer intelligence replaces that partial view with a single picture of your buyer across firmographic, technographic, behavioral, product usage, social, and relationship data."}],"markDefs":[],"style":"normal"},{"_key":"26338b9e75f0","_type":"block","children":[{"_key":"9e9dc49b779a","_type":"span","marks":["strong"],"text":"Buyer intelligence vs. buyer intent data"}],"markDefs":[],"style":"h2"},{"_key":"295dd7afc94f","_type":"block","children":[{"_key":"41b6941d1274","_type":"span","marks":[],"text":"Legacy vendors trained go-to-market teams to focus on buyer intent as the primary signal. It’s useful, albeit narrow."}],"markDefs":[],"style":"normal"},{"_key":"3be33530be13","_type":"block","children":[{"_key":"33daf09206fc","_type":"span","marks":[],"text":"Buyer intent data includes signals like third-party data from search behavior, content downloads, and review site visits, indicating an account may be researching your category."}],"markDefs":[],"style":"normal"},{"_key":"68f15a262d9e","_type":"block","children":[{"_key":"b1c7c6ec5a2e","_type":"span","marks":[],"text":"Buyer intelligence goes further, combining that external activity with first-party data, identity resolution, and real-world context to tell you who specifically is in-market, what they're doing, and when to act."}],"markDefs":[],"style":"normal"},{"_key":"f8d637c7b428","_type":"block","children":[{"_key":"c8bc7d8ecfa9","_type":"span","marks":[],"text":"Here’s how they compare:"}],"markDefs":[],"style":"normal"},{"_key":"46f0a2958f15","_type":"table","rows":[{"_key":"47402a49-8a50-4d5d-b879-98953bfcf9ea","_type":"tableRow","cells":["Dimension","Intent Data","Buyer Intelligence"]},{"_key":"35b1fda8-35c6-4529-b14a-56d3003a71d6","_type":"tableRow","cells":["Level","Anonymous, account-level","Identified people + accounts"]},{"_key":"966cca87-ce16-469d-b6bc-5abec68c3ca8","_type":"tableRow","cells":["Timing","Batch-delivered, often lagging","Real-time across channels"]},{"_key":"6f9dd174-3873-494b-a1ce-f070794b1521","_type":"tableRow","cells":["Actionability","“This account might be interested”","“This buyer did X, trigger Y action now”"]}]},{"_key":"7261dd85ab4c","_type":"block","children":[{"_key":"0c93b85d0f3f","_type":"span","marks":["strong"],"text":"Consider this scenario:"},{"_key":"fc0df0461b19","_type":"span","marks":[],"text":" Intent data flags Acme Corp as “in-market.” Buyer intelligence adds: the Director of RevOps created a workspace 3 days ago, product usage is spiking in their West Coast region, and their VP Sales just changed jobs from a company that was your customer. That’s the difference between a cold guess and a warm, relevant play."}],"markDefs":[],"style":"normal"},{"_key":"8ad00fec1d0c","_type":"block","children":[{"_key":"27e69b034cf3","_type":"span","marks":["strong"],"text":"Why intent data alone isn’t enough anymore"}],"markDefs":[],"style":"h2"},{"_key":"b4e6ea706fd2","_type":"block","children":[{"_key":"164e43326f49","_type":"span","marks":[],"text":"Intent data helps find “who might be interested.” It doesn’t answer “who specifically, why now, and what should we do next?”"}],"markDefs":[],"style":"normal"},{"_key":"24ce309f6b66","_type":"block","children":[{"_key":"16f51cc6bf57","_type":"span","marks":[],"text":"The structural limitations are clear:"}],"markDefs":[],"style":"normal"},{"_key":"fa57fe51d60f","_type":"block","children":[{"_key":"20a0d6dd65ce","_type":"span","marks":["strong"],"text":"Account-level blind spots"},{"_key":"9d647d825e68","_type":"span","marks":[],"text":": Intent can’t reliably identify champions, blockers, or the buying committee. Modern enterprise deals average 6-10 stakeholders, but realistically, you need person-level intelligence."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"f8fa0a85b028","_type":"block","children":[{"_key":"c0425eb0bf58","_type":"span","marks":["strong"],"text":"Anonymous and vague"},{"_key":"5f4d04734791","_type":"span","marks":[],"text":": Privacy-safe but disconnected from real people in your CRM. You see activity without attribution."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"0e99a0d94bb3","_type":"block","children":[{"_key":"46977970b34e","_type":"span","marks":["strong"],"text":"Lagging and batch-based"},{"_key":"c87953302a5d","_type":"span","marks":[],"text":": Signals arrive after buyers have already talked to peers or started competitor pilots."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"ce6e2b0fb580","_type":"block","children":[{"_key":"f14f8dd3fe70","_type":"span","marks":[],"text":"The most complete picture of a buyer has two halves: what's happening inside your systems (product usage, CRM activity, email engagement) and what's happening outside them (job changes, funding news, competitor activity, community behavior)."}],"markDefs":[],"style":"normal"},{"_key":"e33ecc647b26","_type":"block","children":[{"_key":"09799a4bfd23","_type":"span","marks":[],"text":"Most tools give you one or the other. 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They pick a tool, configure some sequences, and optimize for activities like meetings booked, emails sent, and calls made. Heath Barnett, VP of Revenue at "},{"_key":"2b03ae07582d","_type":"span","marks":["56f3897285a3"],"text":"Mixmax"},{"_key":"9066065a3c98","_type":"span","marks":[],"text":", calls that operating. He's interested in architecture."}],"markDefs":[{"_key":"56f3897285a3","_type":"link","href":"https://www.mixmax.com/","openTab":true}],"style":"normal"},{"_key":"0afff457131d","_type":"block","children":[{"_key":"207c182ae0de","_type":"span","marks":[],"text":"The difference: operators run the system in front of them. Architects design the system from the customer backward — starting with the problems buyers actually have, building signals that correlate to those problems, and routing every signal into a motion that scales without adding complexity."}],"markDefs":[],"style":"normal"},{"_key":"18ff9591dc32","_type":"block","children":[{"_key":"d2581b92497a","_type":"span","marks":[],"text":"At Mixmax, that meant taking one inbound channel and turning it into three distinct GTM motions, building a dual-layer scoring model that segments the entire TAM, hitting an 80% win rate on a single signal, and cutting his reps down to three daily tools."}],"markDefs":[],"style":"normal"},{"_key":"2973246f959d","_type":"block","children":[{"_key":"4d50dc2a7c32","_type":"span","marks":[],"text":"Here's how he built it."}],"markDefs":[],"style":"normal"},{"_key":"81d7bda17e48","_type":"infoBox","body":[{"_key":"1001bb074403","_type":"block","children":[{"_key":"cc3d3337aa85","_type":"span","marks":[],"text":"Heath works as the VP of Revenue at Mixmax and describes himself as a “revenue architect” — someone who designs the customer motion and then builds the team and workflows to monetize it."}],"markDefs":[],"style":"normal"},{"_key":"26311185a2f8","_type":"block","children":[{"_key":"e54f6243909b","_type":"span","marks":[],"text":"Before Mixmax, Heath worked at Accenture managing enterprise deals, founded a company that scaled to $5M ARR, then roles across Uber and multiple Series A–D orgs. 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It filters at the company level, evaluating firmographics like size, funding stage, industry, revenue range, sales team size, and tech stack. Accounts scoring 80-plus are “highs”. 60–80 are “mediums”. Below 60 are “lows”."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"d40d2d3fb219","_type":"block","children":[{"_key":"3ed1817c367a","_type":"span","marks":["strong"],"text":"Buyer intent score"},{"_key":"9c05cda6f7c6","_type":"span","marks":[],"text":" shifts from company to person. It factors in title tags (economic buyer, decision-maker), but the more interesting triggers are behavioral. If a company is hiring three or more roles and one is RevOps, that's a signal: they're scaling without the infrastructure to support it. 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The buyer intent score ranks the people inside those cohorts."}],"markDefs":[{"_key":"9e0618f31281","_type":"link","href":"https://www.commonroom.io/product/lead-scoring/"}],"style":"normal"},{"_key":"0b4d3839251f","_type":"externalVideo","url":"https://youtu.be/d-jIJn27kxg"},{"_key":"520ef20d9543","_type":"block","children":[{"_key":"3f8fb63b5db8","_type":"span","marks":[],"text":"Signal-based triggers that actually correlate to problems"}],"markDefs":[],"style":"h2"},{"_key":"338886f33664","_type":"block","children":[{"_key":"70ab2b17db7e","_type":"span","marks":[],"text":"Beyond scoring, Heath builds segments around buying triggers — signals that indicate a company is approaching a pain point Mixmax solves."}],"markDefs":[],"style":"normal"},{"_key":"edd5d5c832df","_type":"block","children":[{"_key":"e2487389b7b0","_type":"span","marks":[],"text":"Here are the signal categories Mixmax uses (and why they matter):"}],"markDefs":[],"style":"normal"},{"_key":"71fcd4b61b42","_type":"block","children":[{"_key":"6b7f06ba791a","_type":"span","marks":["strong"],"text":"Funding + rapid sales hiring:"},{"_key":"40ca4484e367","_type":"span","marks":[],"text":" A company raises a Series A/B/C and posts 5+ sales roles in the last 30 days. The board pressure to scale is real, and the operational cracks show up fast."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"bdc3deba1a3a","_type":"block","children":[{"_key":"d6ae16890f14","_type":"span","marks":["strong"],"text":"New leadership:"},{"_key":"f40f9505aa91","_type":"span","marks":[],"text":" A new VP Sales or CRO often signals a mandate to change systems, not just tactics."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"e1b3c00fb5a8","_type":"block","children":[{"_key":"7d3a754b3c8d","_type":"span","marks":["strong"],"text":"CRM migration:"},{"_key":"d5617fc59d57","_type":"span","marks":[],"text":" A company moving from HubSpot to Salesforce indicates a maturing tech stack — and a timing opportunity."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"36e31318cb2e","_type":"block","children":[{"_key":"13e36152fc51","_type":"span","marks":["strong"],"text":"Job changers (Mixmax’s highest-performing signal):"},{"_key":"7ac39ff220e3","_type":"span","marks":[],"text":" Mixmax sees an "},{"_key":"978b3841532e","_type":"span","marks":["strong"],"text":"80% win rate"},{"_key":"3ed24223a7ed","_type":"span","marks":[],"text":" when someone who used Mixmax at a previous company joins a company that doesn’t use it yet."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"e2694d948e5a","_type":"block","children":[{"_key":"55699a83b303","_type":"span","marks":[],"text":"The "},{"_key":"a75255186688","_type":"span","marks":["ca3434e30b98"],"text":"job change"},{"_key":"095faa2a89ac","_type":"span","marks":[],"text":" play works because of how Heath layers it. When someone who used Mixmax at a previous company moves to a company that isn't using it, his team doesn't just fire off a generic email. They combine the market signal with first-party product data, usage history, and Salesforce data before a rep ever reaches out."}],"markDefs":[{"_key":"ca3434e30b98","_type":"link","href":"commonroom.io/product/job-change/"}],"style":"normal"},{"_key":"17906113f21c","_type":"block","children":[{"_key":"8b5916e0b873","_type":"span","marks":["strong"],"text":"\"When I know that you were a Mixmax user and I know that you actually used Mixmax and now you've changed jobs…it's a very different conversation we're going to have.\" — Heath Barnett"}],"markDefs":[],"style":"blockquote"},{"_key":"940747c2e244","_type":"block","children":[{"_key":"a9a2b40f018b","_type":"span","marks":[],"text":"The discipline underneath all of this is one principle Heath comes back to repeatedly: signals become noise when you don't connect them to real customer problems."}],"markDefs":[],"style":"normal"},{"_key":"120cdbabda09","_type":"block","children":[{"_key":"aa7ae2a736ec","_type":"span","marks":["strong"],"text":"If you want a deeper breakdown of how teams operationalize this kind of signal-based GTM, Common Room has a few good primers on "},{"_key":"a91e0892159f","_type":"span","marks":["strong","19ed85a9aa44"],"text":"signal-based workflows"},{"_key":"21a991452b4b","_type":"span","marks":["strong"],"text":", "},{"_key":"1d89488345cf","_type":"span","marks":["strong","79bcf2d67e41"],"text":"Job change playbooks"},{"_key":"6d0f39fcb2dd","_type":"span","marks":["strong"],"text":", and "},{"_key":"d441c6f10b6b","_type":"span","marks":["strong","f4fb81e360ce"],"text":"RevOps workflows"},{"_key":"35ae933c9112","_type":"span","marks":["strong"],"text":"."}],"markDefs":[{"_key":"19ed85a9aa44","_type":"link","href":"https://www.commonroom.io/resources/signals/"},{"_key":"f4fb81e360ce","_type":"link","href":"https://www.commonroom.io/solutions/revops/"},{"_key":"79bcf2d67e41","_type":"link","href":"commonroom.io/playbooks/track-job-changes/"}],"style":"normal"},{"_key":"5bbc19c83a28","_type":"block","children":[{"_key":"cd3f29482157","_type":"span","marks":[],"text":"RoomieAI, Slack Alerts, & Mixmax: A Three-Tool Daily Workflow for Reps"}],"markDefs":[],"style":"h2"},{"_key":"5fd4a1bd89a6","_type":"block","children":[{"_key":"c20e16220297","_type":"span","marks":[],"text":"Even with the scoring and signal architecture in place, reps were still toggling between tools for pre-call research — Common Room, LinkedIn Sales Navigator, and a handful of other tabs just to build context on one account."}],"markDefs":[],"style":"normal"},{"_key":"b34c6bb07240","_type":"block","children":[{"_key":"f5508cb42c9b","_type":"span","marks":[],"text":"Heath's fix was to build the research layer directly into Common Room. 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It's about prioritizing the ROI that you know is already there, but you don't actually know how to go get.\" — Heath Barnett"}],"markDefs":[],"style":"blockquote"},{"_key":"3319833700b0","_type":"externalVideo","url":"https://youtu.be/Jj6H7j5rJFk"},{"_key":"e724faa7c91e","_type":"block","children":[{"_key":"006cd46811bf","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"b36656298126","_type":"infoBox","body":[{"_key":"4f721e35aed3","_type":"block","children":[{"_key":"abad6e92d562","_type":"span","marks":[],"text":"Submit your story at "},{"_key":"3ba47baf1bc9","_type":"span","marks":["adfd4e056de1","strong"],"text":"commonroom.io/spotlight"}],"markDefs":[{"_key":"adfd4e056de1","_type":"link","href":"http://commonroom.io/spotlight"}],"style":"normal"}],"header":"Want to be featured in a future Spotlight?","style":"question"},{"_key":"c3a93f2cbf51","_type":"block","children":[{"_key":"eb91087a427e","_type":"span","marks":[],"text":"See what’s possible with Common Room"}],"markDefs":[],"style":"h2"},{"_key":"7f1dae5bab87","_type":"block","children":[{"_key":"9b968bd87e46","_type":"span","marks":["strong"],"text":"Signal-to-sequence automation:"},{"_key":"f3e831be1e77","_type":"span","marks":[],"text":" Route high-intent accounts into the right outbound motion with scoring, enrichment, and automated handoffs."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"aedd1c9d00d6","_type":"block","children":[{"_key":"c04b6e508a36","_type":"span","marks":["strong"],"text":"Closed-lost reactivation:"},{"_key":"3d215ac1e18e","_type":"span","marks":[],"text":" Re-engage accounts when signals show the timing has changed (new leadership, new hiring, new intent)."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"e9be3b1bcb4d","_type":"block","children":[{"_key":"2a11d974b593","_type":"span","marks":["strong"],"text":"Account prioritization:"},{"_key":"0bdafa2bf339","_type":"span","marks":[],"text":" Cohort the market by ICP fit, then rank people inside those cohorts by buyer intent."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"9a7e05bdccf9","_type":"block","children":[{"_key":"f302a28ee1fc","_type":"span","marks":[],"text":"If you’ve built a workflow like this (or you’re in the middle of designing one), submit your story and help other operators copy what works."}],"markDefs":[],"style":"normal"},{"_key":"e01249e31c98","_type":"callToAction","action":"getStarted"}]}},{"node":{"_type":"post","id":"-b079833a-6922-5abe-80e6-376867958183","_id":"f991e1eb-855a-4d79-a771-573ee7ea8e33","publishedAt":"2026-04-17T21:30:00.000Z","_createdAt":"2026-04-15T21:00:52Z","_updatedAt":"2026-04-17T21:35:06Z","categories":[],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-a70194ef64d309b465f9390836c0c47a0eda5340-720x378-png","altText":null,"extension":"png","metadata":{"hasAlpha":true,"dimensions":{"height":378,"width":720,"aspectRatio":1.9047619047619047}}},"layout":null,"alt":"Saad Khan a go to market advisor shares his prospecting playbook "},"title":"How Saad Khan Scales Precision Prospecting with RoomieAI","_rawExcerpt":[{"_key":"2555d57fc03d","_type":"block","children":[{"_key":"b9dc55d726e1","_type":"span","marks":[],"text":"Most sales teams have a relevance problem, not a volume problem. Saad Khan shares how he solves it using stacked buyer signals and RoomieAI."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":9,"slug":{"current":"gtm-heroes-spotlight-2"},"isFeatured":null,"hideMainMedia":null,"cardImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-a70194ef64d309b465f9390836c0c47a0eda5340-720x378-png","altText":null,"extension":"png","metadata":{"hasAlpha":true,"dimensions":{"height":378,"width":720,"aspectRatio":1.9047619047619047}}}},"mainVideo":null,"graphic":null,"status":"published","authors":[],"companies":[],"_rawBody":[{"_key":"41217f6f5792","_type":"block","children":[{"_key":"618f74e1b9d4","_type":"span","marks":["strong"],"text":"Who:"},{"_key":"5619e770db47","_type":"span","marks":[],"text":" Saad Khan, GTM advisor who has built outbound motions for B2B companies focused on response rates, demo conversions, and revenue."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"2a8de3c3e8e0","_type":"block","children":[{"_key":"1e1375a8869b","_type":"span","marks":["strong"],"text":"The problem:"},{"_key":"84f9277181b2","_type":"span","marks":[],"text":" His team was spending half their day manually tracking buyer signals on spreadsheets — and still only had half the picture."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"1f419cbd98d2","_type":"block","children":[{"_key":"830cdc23e5c3","_type":"span","marks":["strong"],"text":"The fix:"},{"_key":"2240e7cbaba9","_type":"span","marks":[],"text":" 26-30% outbound conversions, a full day of execution, and zero spreadsheets. Common Room’s "},{"_key":"3b1a91f696d0","_type":"span","marks":["9837198fc5fc"],"text":"RoomieAI"},{"_key":"7f4bacc53fc0","_type":"span","marks":[],"text":" gave the time back without touching what was already working."}],"level":1,"listItem":"bullet","markDefs":[{"_key":"9837198fc5fc","_type":"link","href":"https://www.commonroom.io/product/ai/","openTab":true}],"style":"normal"},{"_key":"add5275941b9","_type":"block","children":[{"_key":"95d68622a1b8","_type":"span","marks":["strong"],"text":"What you'll learn:"},{"_key":"2191f86249cb","_type":"span","marks":[],"text":" How Saad answers the three questions every rep faces daily: who to reach out to, why them, and what to say using stacked buyer signals and AI-assisted outreach."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"4a9ea2e38331","_type":"block","children":[{"_key":"8dd89846e012","_type":"span","marks":[],"text":"The problem: chasing volume instead of relevance"}],"markDefs":[],"style":"h2"},{"_key":"7f2ddb7584dd","_type":"block","children":[{"_key":"07c0952c4197","_type":"span","marks":[],"text":"Declining outbound performance isn't new. What's new is how teams keep responding to it by doing more of what's not working."}],"markDefs":[],"style":"normal"},{"_key":"0c1fd12c1a1c","_type":"block","children":[{"_key":"07a9253ba0fe","_type":"span","marks":[],"text":"\"Here's the pattern I see everywhere,\" Saad says. \"Even product-market fit companies don't have this figured out. They're prioritizing incredibly high volume, with very low conversions. They're just spraying the TAM and hoping something sticks.\""}],"markDefs":[],"style":"normal"},{"_key":"250b5ee02312","_type":"block","children":[{"_key":"5a19d318f166","_type":"span","marks":[],"text":"The volume trap creates a chain of problems that compound on each other:"}],"markDefs":[],"style":"normal"},{"_key":"3b531433d97c","_type":"block","children":[{"_key":"1bd4b294d3ed","_type":"span","marks":["strong"],"text":"Poor prioritization:"},{"_key":"de5e2e393b35","_type":"span","marks":[],"text":" teams are going after anybody instead of the accounts most likely to engage."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"118e44d0739c","_type":"block","children":[{"_key":"584c4f9fadbf","_type":"span","marks":["strong"],"text":"Missing context:"},{"_key":"7b90a6eebb74","_type":"span","marks":[],"text":" the data sellers need isn't in front of them."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"341ea36cd32a","_type":"block","children":[{"_key":"61b3cd5647e6","_type":"span","marks":["strong"],"text":"Irrelevant messaging:"},{"_key":"b7867410a58b","_type":"span","marks":[],"text":" \"It's confusing personalization with or without relevance,\" Saad says. \"Bad relevance is irrelevant.\""}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"0155992073df","_type":"block","children":[{"_key":"7663e747d7c0","_type":"span","marks":[],"text":"The root cause is "},{"_key":"45fbeccdee88","_type":"span","marks":["a220dbc95c9c"],"text":"fragmented data"},{"_key":"68c1ba560414","_type":"span","marks":[],"text":". Sellers make decisions on one slice of the picture while marketing, product, and community teams hold the rest — signals that could tell you exactly who's in market right now."}],"markDefs":[{"_key":"a220dbc95c9c","_type":"link","href":"https://www.commonroom.io/blog/ai-native-gtm/"}],"style":"normal"},{"_key":"f9ec32e4e715","_type":"block","children":[{"_key":"98d6004b2b4f","_type":"span","marks":[],"text":"That gap between what sellers see and what the organization actually knows is the system problem behind declining outbound. Closing it is where precision prospecting starts."}],"markDefs":[],"style":"normal"},{"_key":"0cd264b9f75c","_type":"externalVideo","duration":"3 mins","vimeoId":"1184186512"},{"_key":"f4124fe58d05","_type":"block","children":[{"_key":"20d5b8a2e8ba","_type":"span","marks":[],"text":"The solution: Stacking signals to find real intent"}],"markDefs":[],"style":"h2"},{"_key":"f62c53f6ff87","_type":"block","children":[{"_key":"404f4866ca65","_type":"span","marks":[],"text":"Saad's fix starts with a shift in how teams think about "},{"_key":"b175d8de54a5","_type":"span","marks":["6b774f1730a3"],"text":"signals"},{"_key":"3c3f9fca7804","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"6b774f1730a3","_type":"link","href":"https://www.commonroom.io/resources/signals/"}],"style":"normal"},{"_key":"3840128666e1","_type":"block","children":[{"_key":"b57b615655ac","_type":"span","marks":[],"text":"\"People think about signals the wrong way,\" Saad Khan said. \"One signal is your starting point to go do more detective work and stack more data points together. Multiple signals stacked together equals higher likelihood of intent.\""}],"markDefs":[],"style":"normal"},{"_key":"568c5fb13cf2","_type":"block","children":[{"_key":"bbf9720431ac","_type":"span","marks":[],"text":"A single signal: a product signup, a page visit, a LinkedIn engagement, tells you someone might be interested. Layered together, they tell you someone is ready. The difference between a rep chasing a cold lead and one catching a live opportunity often comes down to how many signals they can see at once."}],"markDefs":[],"style":"normal"},{"_key":"9e4eb0f20992","_type":"block","children":[{"_key":"204e3a9046dd","_type":"span","marks":[],"text":"That's the principle behind how Common Room structures buyer intelligence. Instead of treating a single signal as a green light, it continuously captures and layers signals across channels so teams can see when multiple buying behaviors converge on the same account and intent compounds over time."}],"markDefs":[],"style":"normal"},{"_key":"2d8d9c79b559","_type":"block","children":[{"_key":"dbbe5486f990","_type":"span","marks":[],"text":"Saad's playbook for precision prospecting with RoomieAI"}],"markDefs":[],"style":"h2"},{"_key":"43e7aebd76fb","_type":"block","children":[{"_key":"69b32cd678a8","_type":"span","marks":[],"text":"With signal stacking as the foundation, Saad breaks down how RoomieAI turns that stacked intelligence into a daily execution workflow."}],"markDefs":[],"style":"normal"},{"_key":"0f5f5cd05c59","_type":"block","children":[{"_key":"ee2fc4fb4ce0","_type":"span","marks":[],"text":"1. Think of RoomieAI as your tactics board"}],"markDefs":[],"style":"h3"},{"_key":"5dbdbdfc072b","_type":"block","children":[{"_key":"63d3ea5a9df3","_type":"span","marks":[],"text":"\"Think of RoomieAI as your tactics board,\" Saad Khan said. \"Or if you want an AI analogy, think of it like your Jarvis. All your data is in Common Room — every signal, every touchpoint. And you're going in and essentially saying: tell me the companies exhibiting these tendencies, where we have the most product signups, who's engaged with us on social. RoomieAI simply tells you where to go.\""}],"markDefs":[],"style":"normal"},{"_key":"f86bb9429c7a","_type":"block","children":[{"_key":"ddb360f1b3e7","_type":"span","marks":[],"text":"RoomieAI is a suite of AI agents built on top of unified buyer intelligence. Three components power the daily workflow:"}],"markDefs":[],"style":"normal"},{"_key":"b5312bb84775","_type":"block","children":[{"_key":"08940ef070f5","_type":"span","marks":["strong"],"text":"RoomieAI Capture"},{"_key":"58be7d31ff19","_type":"span","marks":[],"text":" handles account research and signal collection."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"47f7f1f4e04a","_type":"block","children":[{"_key":"66805cb9ccfd","_type":"span","marks":["strong"],"text":"Spark Brief"},{"_key":"25168cd9f386","_type":"span","marks":[],"text":" delivers a daily briefing of the highest-priority accounts straight to reps in Slack and email."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"31b3c2f58f19","_type":"block","children":[{"_key":"de667ce86690","_type":"span","marks":["strong"],"text":"RoomieAI Activate"},{"_key":"4de6dc9c0273","_type":"span","marks":[],"text":" drafts contextual outreach grounded in complete signal, identity, and account data."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"212d46e9d633","_type":"block","children":[{"_key":"ae4253245dbd","_type":"span","marks":[],"text":"\"It does the account research for you, maps out a message, gives you all the context, and sends insights directly in Slack,\" Saad Khan said. \"All you have to do is act.\""}],"markDefs":[],"style":"normal"},{"_key":"730adefb608e","_type":"block","children":[{"_key":"a680d43997ce","_type":"span","marks":[],"text":"2. Stack signals to separate intent from noise"}],"markDefs":[],"style":"h3"},{"_key":"d59c05afb9bc","_type":"block","children":[{"_key":"80f082d80a45","_type":"span","marks":[],"text":"Saad Khan shares a practical example from running a PLG motion."}],"markDefs":[],"style":"normal"},{"_key":"42f60c33b937","_type":"block","children":[{"_key":"9f93e6106e29","_type":"span","marks":[],"text":"\"The interesting thing in PLG is that 40% activation failure occurs.”"}],"markDefs":[],"style":"normal"},{"_key":"23b054ff5835","_type":"block","children":[{"_key":"ae03c255c419","_type":"span","marks":[],"text":"\"40% of people who sign up for your free product will never know what you actually do and may never be in market. So that's your starting point. How do you find the ones who are?\""}],"markDefs":[],"style":"normal"},{"_key":"404e846708b3","_type":"block","children":[{"_key":"7ee74fe75eac","_type":"span","marks":[],"text":"His answer? Layer signals on top of that baseline to separate the curious from the committed. His team tracked:"}],"markDefs":[],"style":"normal"},{"_key":"935052c92595","_type":"block","children":[{"_key":"353ff1a8f7a4","_type":"span","marks":["strong","a765a1e1a786"],"text":"Site visitors"},{"_key":"e1802b059aa7","_type":"span","marks":["strong"],"text":":"},{"_key":"240ddcf2d68d","_type":"span","marks":[],"text":" people returning to the website after signing up were prioritizing learning, and worth prioritizing back"}],"level":1,"listItem":"bullet","markDefs":[{"_key":"a765a1e1a786","_type":"link","href":"https://www.commonroom.io/resources/signals/activity-level-spike/"}],"style":"normal"},{"_key":"1da551bee452","_type":"block","children":[{"_key":"7fd53dc7ccbd","_type":"span","marks":["strong"],"text":"Social signals:"},{"_key":"27f48e255d4a","_type":"span","marks":[],"text":" accounts engaging with content on LinkedIn were showing interest beyond the product itself"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"253a5e3a8908","_type":"block","children":[{"_key":"62cb0b25ebd3","_type":"span","marks":["strong","65bf9dffe01d"],"text":"Content engagement"},{"_key":"76548815295f","_type":"span","marks":["strong"],"text":":"},{"_key":"b608a93887d4","_type":"span","marks":[],"text":" reps reading resources and solution-focused blog posts signaled active problem awareness"}],"level":1,"listItem":"bullet","markDefs":[{"_key":"65bf9dffe01d","_type":"link","href":"https://www.commonroom.io/resources/signals/content-consumption/"}],"style":"normal"},{"_key":"61db5eabb421","_type":"block","children":[{"_key":"66e5fc22f220","_type":"span","marks":["strong"],"text":"Lookalike accounts:"},{"_key":"25d7e72eb86b","_type":"span","marks":[],"text":" companies matching the profile of best customers, even without product activity"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"81f16656967f","_type":"block","children":[{"_key":"a1981d2263ab","_type":"span","marks":["strong"],"text":"Closed-lost accounts:"},{"_key":"5b500183f2b4","_type":"span","marks":[],"text":" former opportunities showing renewed engagement"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"c77c254db76b","_type":"block","children":[{"_key":"32e08a2655dd","_type":"span","marks":[],"text":"No single signal tells the full story. But layered together in Common Room, they produce a prioritized view of which accounts are building momentum (and how fast) so reps know exactly where to focus before a window closes."}],"markDefs":[],"style":"normal"},{"_key":"f734a986b92c","_type":"externalVideo","vimeoId":"1184185568"},{"_key":"70f27d575e19","_type":"block","children":[{"_key":"c88cfea298c4","_type":"span","marks":[],"text":"3. Start with the hottest accounts every morning"}],"markDefs":[],"style":"h3"},{"_key":"911d2dcc3f04","_type":"block","children":[{"_key":"4ea5cd77473e","_type":"span","marks":[],"text":"This is where RoomieAI turns stacked signals into a daily rep workflow."}],"markDefs":[],"style":"normal"},{"_key":"623d91de7f3b","_type":"block","children":[{"_key":"5e73f2ebf898","_type":"span","marks":[],"text":"\"Every morning you log in, see your account list, and go after the hottest ones first,\" Saad Khan said. \"All the accounts are scored by an org score. I'd go for the 99s first.\""}],"markDefs":[],"style":"normal"},{"_key":"d22693ca848e","_type":"block","children":[{"_key":"8c326da54ed9","_type":"span","marks":[],"text":"The \"99s\" are the accounts at the very top of Common Room's signal-based scoring — where multiple buying signals have stacked into the highest composite score. Saad Khan breaks down what pushes an account there:"}],"markDefs":[],"style":"normal"},{"_key":"15d4befb10a2","_type":"block","children":[{"_key":"96fe5df7b779","_type":"span","marks":["strong"],"text":"Recency and frequency:"},{"_key":"606315a38dcf","_type":"span","marks":[],"text":" how many times an account has been active in the last 30 days, and how recently"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"727a1dc87d37","_type":"block","children":[{"_key":"51a8bd7d87fe","_type":"span","marks":["strong"],"text":"Engagement depth:"},{"_key":"6fa9003e68c1","_type":"span","marks":[],"text":" \"10 free users from one org? 10 people found a solution to a problem — that's a eureka moment. This could be an org-wide problem.\""}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"159088fc7b42","_type":"block","children":[{"_key":"e7303e062c3b","_type":"span","marks":["strong"],"text":"High-intent behavior:"},{"_key":"eca4d01e6473","_type":"span","marks":[],"text":" \"They're looking at the pricing page. You have to go there.\""}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"04a6ebbbcfac","_type":"block","children":[{"_key":"3b9444dafbcd","_type":"span","marks":[],"text":"Unlike traditional lead scoring built on static point models, Common Room ranks accounts based on recent, combined buying signals drawn from across the full buyer journey. The result is a prioritized list that reflects what's happening right now, not last quarter."}],"markDefs":[],"style":"normal"},{"_key":"7fb68affc4fe","_type":"block","children":[{"_key":"fc6648939cd9","_type":"span","marks":[],"text":"4. Find the right contacts and execute"}],"markDefs":[],"style":"h3"},{"_key":"116c07480380","_type":"block","children":[{"_key":"92e3c7c65d51","_type":"span","marks":[],"text":"Prioritizing the right accounts is only half the job. The other half is finding the right people inside them."}],"markDefs":[],"style":"normal"},{"_key":"1504467adc25","_type":"block","children":[{"_key":"64cd3938174a","_type":"span","marks":[],"text":"\"Enterprise companies could have hundreds of sales directors, some with titles that don't reflect their actual authority,\" Saad Khan said. \"This is where Common Room is helpful — it tells you who the economic buyers are, who the decision-makers are. My reps have the right contacts to go after.\""}],"markDefs":[],"style":"normal"},{"_key":"c2865dc3a13d","_type":"block","children":[{"_key":"617e399e60e9","_type":"span","marks":[],"text":"Think of Common Room's Prospector as a prospecting copilot that's always running in the background continuously identifying and prioritizing accounts and contacts, surfacing AI-suggested prospects ranked by fit, and tagging economic buyers and decision-makers. When accounts hit the right signal threshold, ready-to-work prospects get pushed directly into sequences."}],"markDefs":[],"style":"normal"},{"_key":"e6d4d02b1632","_type":"block","children":[{"_key":"4011a56d53ce","_type":"span","marks":[],"text":"If initial contacts go cold, reps can pull additional contacts without leaving the workflow. From there, everything connects: Outreach, Apollo, your CRM, so reps move from insight to action without switching tools."}],"markDefs":[],"style":"normal"},{"_key":"5b96f741ff42","_type":"block","children":[{"_key":"88a3e2bd85f3","_type":"span","marks":[],"text":"5. Draft and send the right message at scale"}],"markDefs":[],"style":"h3"},{"_key":"b27cb2ac29c5","_type":"block","children":[{"_key":"2f5c7dd730de","_type":"span","marks":[],"text":"With accounts prioritized and contacts identified, the last step is saying something worth responding to."}],"markDefs":[],"style":"normal"},{"_key":"7f8f6a1f7bb6","_type":"block","children":[{"_key":"1952480598c4","_type":"span","marks":[],"text":"\"You can always write the message yourself,\" Saad Khan said. \"Or you can have RoomieAI draft one for you. You don't have to use it exactly. Tweak it, make it sound like yours.\""}],"markDefs":[],"style":"normal"},{"_key":"f875adedcb63","_type":"block","children":[{"_key":"992b3f909a27","_type":"span","marks":[],"text":"RoomieAI drafts messages grounded in the relevant context behind each account — not generic templates. The rep still applies judgment and tone. The advantage is speed and consistency, especially when working hundreds of accounts at once. You're not starting from scratch, and you're not guessing at relevance. The context is already there so you can send the right person the right message at the right time."}],"markDefs":[],"style":"normal"},{"_key":"7490b9bcf5bd","_type":"infoBox","body":[{"_key":"3c31bff8c6f1","_type":"block","children":[{"_key":"d77bd0e17fde","_type":"span","marks":["strong"],"text":"See how RoomieAI puts this playbook into practice."},{"_key":"349137fe8c61","_type":"span","marks":[],"text":" Common Room's AI agents do the account research, surface the right contacts, and draft contextual messages so reps can focus on revenue-generating work. "},{"_key":"9d2775de4e9d","_type":"span","marks":["e2ddca6a2817"],"text":"Request a demo"}],"markDefs":[{"_key":"e2ddca6a2817","_type":"link","href":"https://www.commonroom.io/demo"}],"style":"normal"}]},{"_key":"73dee5d232ac","_type":"block","children":[{"_key":"88e4fb611ef5","_type":"span","marks":[],"text":"Scaling plays without reinventing the message"}],"markDefs":[],"style":"h2"},{"_key":"9ce7b18def1a","_type":"block","children":[{"_key":"44e4efa49eb6","_type":"span","marks":[],"text":"All of this signal data and context maps back to a small set of plays your team wants to run. Saad explains why this matters at scale."}],"markDefs":[],"style":"normal"},{"_key":"b1017ef74481","_type":"block","children":[{"_key":"2068e2dc2388","_type":"span","marks":[],"text":"\"All these signals in Common Room are built off of certain plays your manager wants you to run,\" Saad Khan said. \"A previous customer changed jobs and signed up to your product. A warm account from your target list just flagged on your website. You know the play, and RoomieAI helps you run it across hundreds of accounts instead of drafting the same message again and again.\""}],"markDefs":[],"style":"normal"},{"_key":"c0e52aa28437","_type":"block","children":[{"_key":"b8887a7d2d09","_type":"span","marks":[],"text":"That's the distinction worth holding onto: AI isn't most valuable when creating net-new personalized messages. It's most valuable when scaling the plays that are already working — consistently, accurately, and without burning rep time on repetitive drafting."}],"markDefs":[],"style":"normal"},{"_key":"46d42f07a175","_type":"externalVideo","vimeoId":"1184185566"},{"_key":"7dc41d7963d2","_type":"block","children":[{"_key":"ef95f420daf6","_type":"span","marks":[],"text":"From half a day of busy work to full-time execution"}],"markDefs":[],"style":"h2"},{"_key":"33a181f52e2a","_type":"block","children":[{"_key":"93258a60e918","_type":"span","marks":[],"text":"Before Common Room, Saad's team was doing all of this manually, and it was working. The playbook was sound. The process wasn't scalable."}],"markDefs":[],"style":"normal"},{"_key":"aa3339b41577","_type":"block","children":[{"_key":"8a54926e4443","_type":"span","marks":[],"text":"RoomieAI eliminated the manual research layer so reps could spend their full day executing the plays that were already producing results."}],"markDefs":[],"style":"normal"},{"_key":"0019199e5e12","_type":"block","children":[{"_key":"5f0dd2e762ca","_type":"span","marks":[],"text":"\"Good AI is a complement to what you do,\" Saad says. \"It makes what you do better and faster. It doesn't revolutionize what you do. It evolves what you're already doing into a faster, better, more efficient process.\""}],"markDefs":[],"style":"normal"},{"_key":"3ad36cdfddb1","_type":"block","children":[{"_key":"84994be938c0","_type":"span","marks":[],"text":"The teams that deploy this now will have the edge"}],"markDefs":[],"style":"h2"},{"_key":"67ff8092b9e7","_type":"block","children":[{"_key":"5214feccca44","_type":"span","marks":[],"text":"Saad's closing point is a challenge to every GTM leader still evaluating."}],"markDefs":[],"style":"normal"},{"_key":"9e17c33bbadb","_type":"block","children":[{"_key":"07a5434ae094","_type":"span","marks":[],"text":"\"Most sellers aren’t always enabled the right way, or they're operating in darkness,\" Saad says. \"I think it's the responsibility of operators and leaders to create systems, buy tech, and enable their team to do their best. Give them these data points, give them these insights. That's where the industry is going.\""}],"markDefs":[],"style":"normal"},{"_key":"0a96176b5c7f","_type":"block","children":[{"_key":"296109c3ea81","_type":"span","marks":[],"text":"\"If 2025 was the year of evaluating AI, 2026 is the year where people figure out how to deploy AI,\" Saad says."}],"markDefs":[],"style":"normal"},{"_key":"49023c674ac9","_type":"block","children":[{"_key":"99b08eb13243","_type":"span","marks":[],"text":"Saad's playbook comes down to one principle: precision beats volume."}],"markDefs":[],"style":"normal"},{"_key":"abd23a228857","_type":"block","children":[{"_key":"f866910de958","_type":"span","marks":[],"text":"Not because volume doesn't work, but because relevance wins. The rep who shows up with the right message, for the right person, at the right time doesn't need to send a hundred emails to get a response. They need to send the right one."}],"markDefs":[],"style":"normal"},{"_key":"7327fa2ec609","_type":"block","children":[{"_key":"abb047fa52bf","_type":"span","marks":[],"text":"That's what RoomieAI is built for. It unifies your signals, surfaces the right accounts and contacts, and gives reps the context to reach out with something worth responding to — so outbound stops being a numbers game and starts being a precision operation."}],"markDefs":[],"style":"normal"},{"_key":"35631a01274a","_type":"callToAction","action":"getStarted"},{"_key":"85a4e8265567","_type":"block","children":[{"_key":"fb6b5bc3d931","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"}]}},{"node":{"_type":"post","id":"-5507a767-9f26-5622-bb7e-c8abff1f9833","_id":"106b6d0e-d239-47f7-a45f-fea6e49e4cc5","publishedAt":"2026-04-01T15:26:00.000Z","_createdAt":"2026-03-05T17:17:39Z","_updatedAt":"2026-06-11T17:13:19Z","categories":[],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-e1c8e1e423bc4e925d7dccb8833d8442a145a0af-2560x1344-jpg","altText":null,"extension":"jpg","metadata":{"hasAlpha":false,"dimensions":{"height":1344,"width":2560,"aspectRatio":1.9047619047619047}}},"layout":null,"alt":"photo of three common room customers, Ellie Cary, Ashley Blackwell Guerra, and Jerry O'Shea"},"title":"3 Signal-based GTM plays high-performing revenue teams use today","_rawExcerpt":null,"readingTimeInMinutes":8,"slug":{"current":"gtm-heroes-spotlight-1"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[{"_key":"e1d8e6a28578","author":{"image":{"crop":{"_key":null,"_type":"sanity.imageCrop","top":0,"bottom":0,"left":0,"right":0},"hotspot":{"_key":null,"_type":"sanity.imageHotspot","x":0.5,"y":0.5,"height":1,"width":1},"asset":{"_id":"image-cb94b709e7a3b8f6b7cd080458b41ca80e3c306d-400x326-png"}},"name":"Annisha Lashand","title":"Content Marketing Lead"}}],"companies":[],"_rawBody":[{"_key":"32c6cbd8730a","_type":"block","children":[{"_key":"21b53e48d421","_type":"span","marks":[],"text":"There has never been more technology, more data, and more AI layered into go-to-market than there is right now. New signals, new tools, new agents, new workflows."}],"markDefs":[],"style":"normal"},{"_key":"c13ad819f719","_type":"block","children":[{"_key":"e30a61c5e79c","_type":"span","marks":[],"text":"Sourcing "},{"_key":"955e34e73f09","_type":"span","marks":["91dcb492de3a"],"text":"buyer signals"},{"_key":"12947135e4a5","_type":"span","marks":[],"text":" and intent data isn’t the hard part anymore. The hard part is turning it into something your team acts on consistently, confidently, and without burning hours on manual work.\n"}],"markDefs":[{"_key":"91dcb492de3a","_type":"link","href":"/resources/signals/"}],"style":"normal"},{"_key":"2065702c554b","_type":"block","children":[{"_key":"12947135e4a5","_type":"span","marks":[],"text":"We spoke with three operators who are doing exactly that:"}],"markDefs":[],"style":"normal"},{"_key":"841a94cc1ef9","_type":"block","children":[{"_key":"b0418528a694","_type":"span","marks":["strong","2dd03d2006bc"],"text":"Closed-lost pipeline reactivation."},{"_key":"4048ff4555d6","_type":"span","marks":[],"text":" Jerry O'Shea, GTM Engineer at Matillion, built a workflow to detect when closed-lost accounts start visiting their website again so reps can re-engage at the right moment."}],"level":1,"listItem":"bullet","markDefs":[{"_key":"2dd03d2006bc","_type":"link","href":"#pipeline-reactivate"}],"style":"normal"},{"_key":"7adc909af50c","_type":"block","children":[{"_key":"ec6e90b45310","_type":"span","marks":["strong","111098143686"],"text":"Competitor account prioritization with signal stacking."},{"_key":"cb7aff50479d","_type":"span","marks":[],"text":" Ashley Blackwell-Guerra, Global Director of AI, Systems & Data Ops at Contentful, stacked signals to pinpoint which competitor's customers to target, and doubled reply rates."}],"level":1,"listItem":"bullet","markDefs":[{"_key":"111098143686","_type":"link","href":"#signal-stack"}],"style":"normal"},{"_key":"aa5248c1aa8b","_type":"block","children":[{"_key":"638891fd520f","_type":"span","marks":["strong","f0bd13d2cc92"],"text":"Signal-to-sequence prospecting automation."},{"_key":"a113dcf9e7aa","_type":"span","marks":[],"text":" Ellie Cary, Director of Integrated Marketing at a Common Room customer, automated the path from buyer activity to Outreach enrollment so her reps could stop researching and start executing."}],"level":1,"listItem":"bullet","markDefs":[{"_key":"f0bd13d2cc92","_type":"link","href":"#auto-sequence"}],"style":"normal"},{"_key":"15aff4de9ddc","_type":"block","children":[{"_key":"5b4a2c56a6e9","_type":"span","marks":[],"text":"Here are their stories."}],"markDefs":[],"style":"normal"},{"_key":"41ce932b3896","_type":"anchor","label":"pipeline-reactivate"},{"_key":"b257659f73e2","_type":"block","children":[{"_key":"e8d4bac214c6","_type":"span","marks":[],"text":"Closed-lost pipeline reactivation with Jerry O'Shea"}],"markDefs":[],"style":"h2"},{"_key":"9313c6f424e9","_type":"block","children":[{"_key":"cd800a58420b","_type":"span","marks":["em"],"text":"GTM Engineer at Matillion"}],"markDefs":[],"style":"normal"},{"_key":"ed4cd81efe10","_type":"externalVideo","url":"https://youtu.be/PLsNbdnczMs"},{"_key":"061507102412","_type":"block","children":[{"_key":"737b4db22724","_type":"span","marks":["strong"],"text":"Using Common Room segments, Jerry built a workflow to detect when closed-lost accounts started visiting Matillion’s website again."}],"markDefs":[],"style":"normal"},{"_key":"c7e3c7e266c9","_type":"block","children":[{"_key":"5648168899ea","_type":"span","marks":[],"text":"The challenge"}],"markDefs":[],"style":"h3"},{"_key":"144b9562b4f2","_type":"block","children":[{"_key":"c59901412b1e","_type":"span","marks":[],"text":"Jerry's team at "},{"_key":"8f916eda8682","_type":"span","marks":["0b4b740a8d18"],"text":"Matillion"},{"_key":"fe41b8945c3b","_type":"span","marks":[],"text":" has launched dozens of segments since going live with Common Room. But the one they keep coming back to is their closed-lost reactivation play."}],"markDefs":[{"_key":"0b4b740a8d18","_type":"link","href":"https://www.matillion.com/"}],"style":"normal"},{"_key":"f98cf68e43f3","_type":"block","children":[{"_key":"af9888d1d84a","_type":"span","marks":[],"text":"The idea came from a simple observation. "},{"_key":"19173e23cd10","_type":"span","marks":["em"],"text":"\"If you go to your CRM, most teams have two primary closed-lost reasons: no decision or bad timing.\""},{"_key":"17704e4d3ad4","_type":"span","marks":[],"text":" Those aren’t hard \"no\" outcomes; they're timing problems. And the accounts behind them are not dead. They're just waiting."}],"markDefs":[],"style":"normal"},{"_key":"191adee36b9f","_type":"block","children":[{"_key":"4a74a4bec10d","_type":"span","marks":[],"text":"Those aren’t hard \"no\" outcomes; they're timing problems. And the accounts behind them are not dead. They're just waiting."}],"markDefs":[],"style":"normal"},{"_key":"18fec7be953f","_type":"block","children":[{"_key":"358c89b385fd","_type":"span","marks":[],"text":"The problem was that before this workflow, there was no systematic way to know when one of those accounts started showing interest again. They just sat in the CRM until someone remembered to check."}],"markDefs":[],"style":"normal"},{"_key":"6246eb3d961d","_type":"block","children":[{"_key":"fb175c8e984c","_type":"span","marks":[],"text":"The workflow"}],"markDefs":[],"style":"h3"},{"_key":"8ff4f4aeb2fb","_type":"block","children":[{"_key":"5b722d721d81","_type":"span","marks":[],"text":"Using Common Room segments and signal tracking, Jerry’s team built a workflow to catch accounts showing "},{"_key":"4d79a0947dae","_type":"span","marks":["e8504fde48b0"],"text":"renewed buyer activity"},{"_key":"9caf5f817ac8","_type":"span","marks":[],"text":". The criteria are clean: any account with a closed-lost opportunity older than three months where someone at the account has been visiting Matillion's website in the past 45 days. That is the trigger."}],"markDefs":[{"_key":"e8504fde48b0","_type":"link","href":"https://www.commonroom.io/resources/signals/activity-level-spike/"}],"style":"normal"},{"_key":"557c971efec7","_type":"block","children":[{"_key":"a651aae48b45","_type":"span","marks":[],"text":"But the segment is just the starting point. From there, the team layers in context. "}],"markDefs":[],"style":"normal"},{"_key":"f13d9df3146e","_type":"block","children":[{"_key":"e586fd9a24f7","_type":"span","marks":["em"],"text":"\"It really is just about being able to couple intent signals, curate wider information around why they actually lost, and help reps prioritize and identify people that have a higher propensity to buy.\""}],"markDefs":[],"style":"blockquote"},{"_key":"897e36b050db","_type":"block","children":[{"_key":"32c4957194aa","_type":"span","marks":[],"text":"The outcome"}],"markDefs":[],"style":"h3"},{"_key":"f359aa96f00c","_type":"block","children":[{"_key":"f0d8fe544b1f","_type":"span","marks":[],"text":"That combination of current activity paired with historical deal context gives reps a much sharper picture of which accounts to prioritize and how to approach them. Instead of recycling stale lists, the team is meeting buyers where they actually are in their journey."}],"markDefs":[],"style":"normal"},{"_key":"9801dbe71293","_type":"block","children":[{"_key":"fe77456bd580","_type":"span","marks":["em"],"text":"\"We're just trying to capitalize on some of those opportunities, to be able to identify people who are maybe looking to re-engage, maybe doing some passive research. Really just meeting them where they are in the customer journey.\""}],"markDefs":[],"style":"normal"},{"_key":"e7b79e26237a","_type":"block","children":[{"_key":"ae1e63e9c5b2","_type":"span","marks":[],"text":"The payoff is focus. Reps spend their time on accounts that have genuinely woken back up, and the team has a repeatable way to recover pipeline from deals that were lost to timing, not lost forever."}],"markDefs":[],"style":"normal"},{"_key":"d09fa8cecadd","_type":"anchor","label":"signal-stack"},{"_key":"71e26c7d8dbc","_type":"block","children":[{"_key":"476ea29825d7","_type":"span","marks":[],"text":"Signal stacking to prioritize which competitor's customers to target with Ashley Blackwell-Guerra"}],"markDefs":[],"style":"h2"},{"_key":"0f29699a038b","_type":"block","children":[{"_key":"138fbecaf31d","_type":"span","marks":["em"],"text":"Global Director of AI, Systems & Data Ops at Contentful"}],"markDefs":[],"style":"normal"},{"_key":"0ba9e4d57935","_type":"externalVideo","url":"https://youtu.be/JbEl9Q-tEKs"},{"_key":"fb9268571385","_type":"block","children":[{"_key":"b3b12d1f82a0","_type":"span","marks":["strong"],"text":"Using Common Room to unify signals from multiple data providers, Ashley’s team built a clearer view of which competitor accounts were most likely to enter a buying cycle."}],"markDefs":[],"style":"normal"},{"_key":"4ebc5aa28323","_type":"block","children":[{"_key":"afe9589ed895","_type":"span","marks":[],"text":"The challenge"}],"markDefs":[],"style":"h3"},{"_key":"9e7f40ad5564","_type":"block","children":[{"_key":"2f30096916c4","_type":"span","marks":[],"text":"When "},{"_key":"22518c6affe9","_type":"span","marks":["94dcb9447a4a"],"text":"Contentful"},{"_key":"cadf9773056e","_type":"span","marks":[],"text":" launched Common Room, Ashley's team decided to test it on one of the hardest outbound plays there is: going after accounts that were already using a competitor's product. "}],"markDefs":[{"_key":"94dcb9447a4a","_type":"link","href":"https://www.contentful.com/"}],"style":"normal"},{"_key":"c15564197c6d","_type":"block","children":[{"_key":"2f30096916c4","_type":"span","marks":[],"text":"But instead of blasting a broad list, they wanted to get surgical. They stacked multiple GTM signals to determine which accounts were most likely to switch and give themselves the best chance to win them over."}],"markDefs":[],"style":"normal"},{"_key":"84c4bc9461c5","_type":"block","children":[{"_key":"829d8245c2d7","_type":"span","marks":[],"text":"The approach started with accounts already in Salesforce where penetration had been limited. The bet was that stacking the right signals on top of existing relationships would give their BDRs something they never had before: a complete, multi-dimensional view of account readiness."}],"markDefs":[],"style":"normal"},{"_key":"43ae8cc498ee","_type":"block","children":[{"_key":"28de50afdcaf","_type":"span","marks":[],"text":"The workflow"}],"markDefs":[],"style":"h3"},{"_key":"3b0f7f069584","_type":"block","children":[{"_key":"dd3e8af76308","_type":"span","marks":[],"text":"Inside Common Room, the team pulled together information from multiple data providers into one view. "},{"_key":"bd30e68a314c","_type":"span","marks":["em"],"text":"\"Our BDRs were able to see information from a few different data providers, specifically around tech stack analysis, which was really helpful to bring together that ultimate list of accounts that we wanted to go outbound to.\""}],"markDefs":[],"style":"normal"},{"_key":"345a837b1cb2","_type":"block","children":[{"_key":"e8f208587625","_type":"span","marks":[],"text":"But it went deeper than tech stack. Ashley's team stacked additional signals on top: digital initiatives mentioned in public filings, "},{"_key":"f1ba078d86d0","_type":"span","marks":["a58418b1c8bb"],"text":"leadership changes"},{"_key":"225aebd7a42c","_type":"span","marks":[],"text":" like a new CMO or VP of Digital joining in the last six months, and broader indicators that suggested the account might be in a buying cycle. "}],"markDefs":[{"_key":"a58418b1c8bb","_type":"link","href":"https://www.commonroom.io/resources/signals/new-leadership-recently-hired/"}],"style":"normal"},{"_key":"5df60f0b3b64","_type":"block","children":[{"_key":"40139feef92d","_type":"span","marks":["em"],"text":"\"What were the external indicators that showed not only that they might have been Sitecore-specific customers, and also that they might be indicating that they're in a buying cycle, that they have the right people at that account, and there might be general company interest in changing their technologies?\""}],"markDefs":[],"style":"normal"},{"_key":"2842e12f46e9","_type":"block","children":[{"_key":"e824c76dafd2","_type":"span","marks":[],"text":"The outcome"}],"markDefs":[],"style":"h3"},{"_key":"d3ad2b17a9fb","_type":"block","children":[{"_key":"2c77f05b3d84","_type":"span","marks":[],"text":"That stacked view did two things. It gave reps the context to prioritize the right accounts and reach out with relevant messaging. And it helped the team work more closely with product marketing to tighten the message, because they finally had shared visibility into who they were going after and why."}],"markDefs":[],"style":"normal"},{"_key":"96b03145d562","_type":"block","children":[{"_key":"a75751aaa52e","_type":"span","marks":[],"text":"The results spoke for themselves. 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"}],"markDefs":[],"style":"normal"},{"_key":"fcba6d87d0cf","_type":"block","children":[{"_key":"693c5d8b4119","_type":"span","marks":[],"text":"Submit your story at "},{"_key":"43d602829e29","_type":"span","marks":["b18907b62446","strong"],"text":"commonroom.io/spotlight"},{"_key":"53e6f36465db","_type":"span","marks":[],"text":" and you could be featured in a future edition!"}],"markDefs":[{"_key":"b18907b62446","_type":"link","href":"/spotlight/"}],"style":"normal"},{"_key":"3d80e2e7bd02","_type":"callToAction","action":"getStarted"}]}},{"node":{"_type":"post","id":"-cf703141-abc8-5efa-b00a-a6a5d702cc8a","_id":"bcf79cc4-3a03-4e3a-b3b6-44740f1f11d4","publishedAt":"2026-03-26T15:00:00.000Z","_createdAt":"2026-03-23T22:14:49Z","_updatedAt":"2026-03-26T14:04:24Z","categories":[],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-b0ba4a4fff54b944c7e2ac4e7f767cac4a82d848-1280x672-png","altText":null,"extension":"png","metadata":{"hasAlpha":true,"dimensions":{"height":672,"width":1280,"aspectRatio":1.9047619047619047}}},"layout":null,"alt":"Dark green and black title card with the words: \"AI-native GTM needs more than a copilot, it needs a system.\""},"title":"AI-native GTM needs more than a copilot. 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And accurate, comprehensive "},{"_key":"f5caeb3de4a3","_type":"span","marks":["dc262da18c26"],"text":"enrichment"},{"_key":"7a487fc8d579","_type":"span","marks":[],"text":" produces personalized messages that resonate with buyers."}],"markDefs":[{"_key":"dc262da18c26","_type":"link","href":"https://www.commonroom.io/product/enrichment/"},{"_key":"ca7f32dca988","_type":"link","href":"https://www.commonroom.io/product/signals/"}],"style":"normal"},{"_key":"6032e8a3e555","_type":"block","children":[{"_key":"8db23316306c","_type":"span","marks":[],"text":"Simply said, "},{"_key":"765ea060c2a9","_type":"span","marks":["strong"],"text":"the impact of data quality compounds at the speed of AI; it’s a point of divergence for businesses:"}],"markDefs":[],"style":"normal"},{"_key":"a880af09cb23","_type":"block","children":[{"_key":"b0748097a85c","_type":"span","marks":["strong"],"text":"Great data:"},{"_key":"204b2a979101","_type":"span","marks":[],"text":" AI can be rolled out with confidence across holistic seller workflows, ably aiding sales, marketing, and RevOps teams with great insights to prioritize what the best actions to take are, how to take them, and how to execute. Teams become more confident, ramp quicker, and can pivot faster to adopt new strategies to help them win consistently."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"cf94269631c9","_type":"block","children":[{"_key":"e901df5fff59","_type":"span","marks":["strong"],"text":"Poor data:"},{"_key":"0c8d9bdb9af4","_type":"span","marks":[],"text":" AI amplifies your data problems and misinforms your entire GTM strategy. Entire segments of customers are constructed incorrectly leading to a lack of focus and flawed research. Poorly personalized outreach efforts miss the mark to the tune of hundreds, if not thousands of engagements every day. Sales productivity suffers and you don’t realize it until a quarter or fiscal year is at risk."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"a576c35b08c9","_type":"block","children":[{"_key":"e49dba7dfaf2","_type":"span","marks":["strong"],"text":"It's more important for us to focus more on who’s our ICP, who’s in our target market, etc. and use Common Room to connect kinetic intent than to deal with any noise in our data.\""},{"_key":"11e189800fe9","_type":"span","marks":[],"text":" -"},{"_key":"f4f56db75938","_type":"span","marks":["6b5cc796d330"],"text":" Jerry O'Shea"},{"_key":"dcda7cda3336","_type":"span","marks":[],"text":", GTM Engineering, Matillion"}],"markDefs":[{"_key":"6b5cc796d330","_type":"link","href":"https://www.linkedin.com/in/jerry-oshea/"}],"style":"blockquote"},{"_key":"02c58bcb8934","_type":"block","children":[{"_key":"942d78ab8a05","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"e8f74d5ac768","_type":"block","children":[{"_key":"0a96ceb0e5c7","_type":"span","marks":[],"text":"Poor data hygiene doesn’t show up as a glaring failure that triggers an immediate, overwhelming response. Instead it shows up scattered around your GTM workflows, slowing your teams down and reducing their productivity day in and day out."}],"markDefs":[],"style":"normal"},{"_key":"9de253701c04","_type":"block","children":[{"_key":"d8005c6eea50","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"3e65214a43e1","_type":"block","children":[{"_key":"26245c4f0bf5","_type":"span","marks":["strong"],"text":"This may look like:"}],"markDefs":[],"style":"normal"},{"_key":"547297a60134","_type":"block","children":[{"_key":"bd15bb1b0e34","_type":"span","marks":[],"text":"Bounced emails and “no longer at company” replies"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"808ddad26153","_type":"block","children":[{"_key":"ab9b45ba3df2","_type":"span","marks":[],"text":"Duplicate contacts that break routing, attribution, and reporting flows"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"5a4ed3abd049","_type":"block","children":[{"_key":"4e4ce57c2695","_type":"span","marks":[],"text":"Ops teams that live in spreadsheets and pivot tables to triage issues"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"d91f6c9e602d","_type":"block","children":[{"_key":"3f9393142de6","_type":"span","marks":[],"text":"Sellers that stop trusting CRM data"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"6c44d29caf8a","_type":"block","children":[{"_key":"f3d39f8a7742","_type":"span","marks":[],"text":"Drift in how you define your Ideal customer profiles and segmentation degradation with no easy way to pinpoint poor performance"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"0c44774c1522","_type":"block","children":[{"_key":"2c7b93702c42","_type":"span","marks":[],"text":"And yet for many revenue teams this problem persists. It forces their hands to either accept the waste or fight it with ad hoc initiatives to patch the CRM data as it’s needed. None of this scales and we shouldn’t be resigned to our fates dealing with poor CRM data hygiene."}],"markDefs":[],"style":"normal"},{"_key":"192eb1245e38","_type":"block","children":[{"_key":"119bcded3c22","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"01cef682bf37","_type":"block","children":[{"_key":"f20554cb6e7d","_type":"span","marks":[],"text":"This isn’t just abstract; by our calculations (SDRs wasting time chasing bad leads, lagging deal velocity, and marketing waste) a company with just $30M of revenue could be sacrificing upwards of $1.2M a year solely due to poor CRM data hygiene."}],"markDefs":[],"style":"normal"},{"_key":"1c07a857e261","_type":"block","children":[{"_key":"7b43e73c9ae6","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"dc5aa1e3b500","_type":"callToAction","action":"bookDemo"},{"_key":"d428fe774670","_type":"block","children":[{"_key":"85c5edb3a65c","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"b6d17d09e21d","_type":"mainImage","alt":"Image highlighting duplicate contact records","asset":{"_id":"image-17dd09d98f2710c8aa26c9d94778986b4fae6ffc-2400x1260-png","_type":"sanity.imageAsset","_rev":"kbUOe4A5TqOQfb8dFE9Xin","_createdAt":"2026-01-22T04:11:31Z","_updatedAt":"2026-01-22T04:11:31Z","assetId":"17dd09d98f2710c8aa26c9d94778986b4fae6ffc","extension":"png","metadata":{"_type":"sanity.imageMetadata","blurHash":"MXQJ+U~V9Z-p9a56kCt6NGt74.oznjR*oL","dimensions":{"_type":"sanity.imageDimensions","aspectRatio":1.9047619047619047,"height":1260,"width":2400},"hasAlpha":true,"isOpaque":true,"lqip":"data:image/png;base64,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","palette":{"_type":"sanity.imagePalette","darkMuted":{"_type":"sanity.imagePaletteSwatch","background":"#333432","foreground":"#fff","population":0.04,"title":"#fff"},"darkVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#1a707f","foreground":"#fff","population":0.94,"title":"#fff"},"dominant":{"_type":"sanity.imagePaletteSwatch","background":"#b9d8d1","foreground":"#000","population":4.69,"title":"#000"},"lightMuted":{"_type":"sanity.imagePaletteSwatch","background":"#b9d8d1","foreground":"#000","population":4.69,"title":"#000"},"lightVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#889ce8","foreground":"#000","population":0.02,"title":"#fff"},"muted":{"_type":"sanity.imagePaletteSwatch","background":"#60aba8","foreground":"#fff","population":1.13,"title":"#fff"},"vibrant":{"_type":"sanity.imagePaletteSwatch","background":"#4c5ccc","foreground":"#fff","population":0.03,"title":"#fff"}},"thumbHash":"uOcJDIQ/O2qBaGmRd4M/g/MSGA=="},"mimeType":"image/png","originalFilename":"CRM Data Resolution03.png","path":"images/vt347z5x/production/17dd09d98f2710c8aa26c9d94778986b4fae6ffc-2400x1260.png","sha1hash":"17dd09d98f2710c8aa26c9d94778986b4fae6ffc","size":912236,"uploadId":"4roXJUIJutK5Qh0SkxqlJFLeACQtBMiX","url":"https://cdn.sanity.io/images/vt347z5x/production/17dd09d98f2710c8aa26c9d94778986b4fae6ffc-2400x1260.png","filename":"CRM Data Resolution03.png","width":2400,"height":1260,"placeholderUrl":"https://cdn.sanity.io/images/vt347z5x/production/17dd09d98f2710c8aa26c9d94778986b4fae6ffc-2400x1260.png?rect=780,0,840,1260&w=%width%&h=%height%&q=80","id":"image-17dd09d98f2710c8aa26c9d94778986b4fae6ffc-2400x1260-png","children":[],"parent":null}},{"_key":"eb6c0f5387ea","_type":"block","children":[{"_key":"1650184eb10d","_type":"span","marks":["strong"],"text":""}],"markDefs":[],"style":"normal"},{"_key":"724ce2d900b1","_type":"block","children":[{"_key":"f61b7f75b42b","_type":"span","marks":["strong"],"text":"I’ve heard these claims before, what sets DataAgent apart?"}],"markDefs":[],"style":"h3"},{"_key":"0d64beb6d219","_type":"block","children":[{"_key":"ca957f3ec1d2","_type":"span","marks":["strong"],"text":"DataAgent is powered by our class-leading AI identity and contact resolution engine, "},{"_key":"f4f5c6a1dc21","_type":"span","marks":["strong","f9a17381c81f"],"text":"Person360"},{"_key":"bf45b4518e94","_type":"span","marks":["strong"],"text":". 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Contact your CSM to join the the limited Beta. New to Common Room? Book a demo to see how we can help."}],"markDefs":[],"style":"normal"},{"_key":"7533e7302e3a","_type":"block","children":[{"_key":"a2ccf6442190","_type":"span","marks":[],"text":"\n"}],"markDefs":[],"style":"normal"},{"_key":"468224208ca7","_type":"callToAction","action":"getStarted"}]}},{"node":{"_type":"post","id":"-6a9c32f9-e72f-5ceb-8825-67033c8a228b","_id":"5f2b9a16-25eb-448b-ae89-a3a88041a169","publishedAt":"2026-01-14T17:30:00.000Z","_createdAt":"2026-01-14T15:07:27Z","_updatedAt":"2026-01-15T21:17:25Z","categories":[{"_id":"086bd107-8028-4911-8060-ba5a88f93d5a","title":"Product news","titlePublic":null,"slug":{"current":"product"},"status":"published"},{"_id":"df0bb227-e656-4be1-af6a-5b8410d9a26e","title":"GTM teams 🛒 (PERSONA)","titlePublic":"Go-to-market","slug":{"current":"go-to-market"},"status":"hidden"},{"_id":"067d08c2-833d-447f-8bed-e63211d3c644","title":"Sales teams (PERSONA)","titlePublic":"Sales","slug":{"current":"sales"},"status":"published"},{"_id":"b0283bcf-1949-4988-ba0e-b43175d42846","title":"Revenue operations (PERSONA)","titlePublic":"RevOps","slug":{"current":"revops"},"status":"published"},{"_id":"1c3315d0-fdec-49dd-8590-76ca7a7367a2","title":"Signal-based selling","titlePublic":null,"slug":{"current":"signal-based-selling"},"status":"published"},{"_id":"49eddb17-5958-48af-aa46-54b32e89c68a","title":"Personalization","titlePublic":null,"slug":{"current":"personalization"},"status":"published"},{"_id":"acebef1a-78bc-489a-b970-1760f1c33d34","title":"Developer relations 🥑 (PERSONA)","titlePublic":"DevRel","slug":{"current":"community/developer-relations"},"status":"published"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-d89a37e27c60202b474269951630a8717c66fe60-2560x1344-png","altText":null,"extension":"png","metadata":{"hasAlpha":true,"dimensions":{"height":1344,"width":2560,"aspectRatio":1.9047619047619047}}},"layout":null,"alt":"Blog title card with title: \"Turning tech insights into action: introducing improved technographics to Common Room (powered by BuyerCaddy)"},"title":"Turning tech stack insights into action: Introducing BuyerCaddy technographics to Common Room","_rawExcerpt":[{"_key":"b923d6dcc055","_type":"block","children":[{"_key":"0529c01a442e","_type":"span","marks":[],"text":"Evolving prospecting insights in Common Room by augmenting our best in class signals with refined technographic insights via our partner, BuyerCaddy."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":7,"slug":{"current":"tech-stack-insights-with-buyercaddy"},"isFeatured":true,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[{"_key":"d7683f4c66b7","author":{"image":{"crop":null,"hotspot":null,"asset":{"_id":"image-305015f2cbc11086863074998f0fd066db10f132-333x333-png"}},"name":"Joshua Glagola","title":"Product Manager"}}],"companies":[],"_rawBody":[{"_key":"73accb34329c","_type":"infoBox","body":[{"_key":"e62f73346317","_type":"block","children":[{"_key":"929c7d5e9723","_type":"span","marks":["strong"],"text":"Supercharge your prospecting and account research with enhanced technographic insights: "},{"_key":"15288b091112","_type":"span","marks":[],"text":"Common Room's partnership with BuyerCaddy leverages incredible breadth and depth of technographic signals. 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"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"d803ec6bae36","_type":"block","children":[{"_key":"1e09fbc07e93","_type":"span","marks":["strong"],"text":"Action on technographic signals in a number of different workflows: "},{"_key":"c9b5169b85bd","_type":"span","marks":[],"text":"Run competitive displacement plays, build dynamic segments to define your 'best fit customers,' and understand the tech stack maturity of your accounts for more precise scoring and prioritization"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"}],"header":"TL;DR","style":"question"},{"_key":"4e626d86ae3a","_type":"block","children":[{"_key":"d96fc9a87b1b","_type":"span","marks":[],"text":"Common Room helps GTM teams act on the signals that actually move revenue, who is engaging, what they care about, and where momentum is building. 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But for companies selling technology solutions—from B2B SaaS to commercial open-source software—understanding the tech stack an organization uses day to day will tell you a lot about their pain points and priorities."}],"markDefs":[],"style":"normal"},{"_key":"9438cf2017a5","_type":"block","children":[{"_key":"2930c635f2730","_type":"span","marks":[],"text":"Not only can you determine if a company is the right fit for your product based on their tooling, you can use this information to personalize your outreach, highlight your product as a complement, and potentially run a rip-and-replace sales motion."}],"markDefs":[],"style":"normal"},{"_key":"ef41327c787a","_type":"block","children":[{"_key":"a44440701fc30","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to do a deep dive into your prospects’ tech stacks, apply this information to lead qualification, and use it to zero in on ideal customers."}],"markDefs":[],"style":"normal"},{"_key":"1f24406ac8be","_type":"block","children":[{"_key":"d00955319cf20","_type":"span","marks":[],"text":"Let’s get this show on the road 🚘"}],"markDefs":[],"style":"normal"},{"_key":"650890ad092e","_type":"block","children":[{"_key":"2d47687deade0","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"0862e04f0b62","_type":"block","children":[{"_key":"4645240bc8d90","_type":"span","marks":[],"text":"Common Room (this is how we’ll find and filter opportunities—"},{"_key":"4645240bc8d91","_type":"span","marks":["d94bb6b98912"],"text":"sign up for free"},{"_key":"4645240bc8d92","_type":"span","marks":[],"text":" to follow along)"}],"markDefs":[{"_key":"d94bb6b98912","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"f848e5893f09","_type":"block","children":[{"_key":"b8c16e220dd20","_type":"span","marks":[],"text":"Access to digital channels (in this example we’ll use GitHub, Twitter, and Discord)"}],"markDefs":[],"style":"callout"},{"_key":"e37d48a0dcb2","_type":"anchor","label":"Step 1: Connect data sources"},{"_key":"40bb4b0f5dc8","_type":"block","children":[{"_key":"2f412e0aecb3","_type":"span","marks":[],"text":"Step 1: Connect data sources"}],"markDefs":[],"style":"h3"},{"_key":"3f9219a453b8","_type":"block","children":[{"_key":"18e4a3c999d30","_type":"span","marks":[],"text":"The first thing we want to do is centralize our view of digital activity in Common Room so we can surface potential customers."}],"markDefs":[],"style":"normal"},{"_key":"e8e6465bffb4","_type":"block","children":[{"_key":"0812bd8358ea0","_type":"span","marks":[],"text":"In this case we’ll focus on "},{"_key":"0812bd8358ea1","_type":"span","marks":["ded4b4f74da6"],"text":"GitHub"},{"_key":"0812bd8358ea2","_type":"span","marks":[],"text":", "},{"_key":"0812bd8358ea3","_type":"span","marks":["4136efebb2e7"],"text":"Twitter"},{"_key":"0812bd8358ea4","_type":"span","marks":[],"text":", and "},{"_key":"0812bd8358ea5","_type":"span","marks":["f63e4cbdfeba"],"text":"Discord"},{"_key":"0812bd8358ea6","_type":"span","marks":[],"text":". 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You can choose from a list of the most popular technology solutions across a wide variety of use cases, such as cloud computing services, ecommerce platforms, project management softwares, tag management systems, website optimization tools, and much more."}],"markDefs":[],"style":"normal"},{"_key":"811492d65919","_type":"block","children":[{"_key":"fafbf10432170","_type":"span","marks":[],"text":"What matters most to you will depend on your company and sales strategy. For this example, let’s say we’re selling an open-source relational database management system called Pied Piper."}],"markDefs":[],"style":"normal"},{"_key":"f9761c47b2de","_type":"block","children":[{"_key":"49c107f16c2c0","_type":"span","marks":[],"text":"We know organizations that are currently using one of our competitors are a great source of high-quality leads. So we’ll select "},{"_key":"49c107f16c2c1","_type":"span","marks":["strong"],"text":"Microsoft SQL Server"},{"_key":"49c107f16c2c2","_type":"span","marks":[],"text":", "},{"_key":"49c107f16c2c3","_type":"span","marks":["strong"],"text":"MySQL"},{"_key":"49c107f16c2c4","_type":"span","marks":[],"text":", and "},{"_key":"49c107f16c2c5","_type":"span","marks":["strong"],"text":"PostgreSQL"},{"_key":"49c107f16c2c6","_type":"span","marks":[],"text":" from the list."}],"markDefs":[],"style":"normal"},{"_key":"00de0db7edef","_type":"mainImage","asset":{"_ref":"image-5706e9c5107d88ea16317a843321e142a000a49a-971x588-png","_type":"reference"},"caption":"Select technologies"},{"_key":"c89884c06109","_type":"block","children":[{"_key":"af783cb04aa10","_type":"span","marks":[],"text":"Boom—we now have a view of all organizations across our connected channels who have these technologies in their stacks 🔍"}],"markDefs":[],"style":"normal"},{"_key":"f92e1ec18d13","_type":"block","children":[{"_key":"95425809acb10","_type":"span","marks":[],"text":"Hover over any organization and click "},{"_key":"95425809acb11","_type":"span","marks":["strong"],"text":"Preview"},{"_key":"95425809acb12","_type":"span","marks":[],"text":". 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Let’s dig a little deeper to find the best opportunities."}],"markDefs":[],"style":"normal"},{"_key":"ec20150d242b","_type":"anchor","label":"Step 3: Refine filtering"},{"_key":"3263fe4dde94","_type":"block","children":[{"_key":"a2303cf6d0300","_type":"span","marks":[],"text":"Step 3: Refine filtering"}],"markDefs":[],"style":"h3"},{"_key":"e51477360e8b","_type":"block","children":[{"_key":"d8f8aad48d060","_type":"span","marks":[],"text":"Let’s say we want to focus on larger organizations."}],"markDefs":[],"style":"normal"},{"_key":"c8db79d43baf","_type":"block","children":[{"_key":"8644a4d2481c0","_type":"span","marks":[],"text":"We’ll click "},{"_key":"8644a4d2481c1","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"8644a4d2481c2","_type":"span","marks":[],"text":" and choose "},{"_key":"8644a4d2481c3","_type":"span","marks":["strong"],"text":"Organization size"},{"_key":"8644a4d2481c4","_type":"span","marks":[],"text":" from the section under 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How are your sellers and SDRs utilizing it to prospect effectively and drive deals forward?\n\nIf you’re a sales or sales development leader, you’re probably getting asked questions like this from your execs and during your QBRs. Your team may have tried using account intent data from some of the 3rd-party intent vendors out there (we won’t call them out by name) and found that the results left much to be desired.\n\nSound like you? If so, you’re in the right place. This playbook will give you a concrete starting point to alert your sales and sales development team members when high-profile accounts AND prospects engage in high-intent purchasing behaviors."}],"markDefs":[],"style":"normal"},{"_key":"80b8c7878ea4","_type":"block","children":[{"_key":"088b86af98ce0","_type":"span","marks":[],"text":"Actionable ‘buyer intent’ alerts for your sales team"}],"markDefs":[],"style":"h3"},{"_key":"a66d1d684088","_type":"block","children":[{"_key":"2dc54faa7da10","_type":"span","marks":[],"text":"The term \"intent-based sales\" has been floating around for quite some time. At a high level, the approach makes a lot of sense. With limited resources, your sellers and SDRs should focus on accounts giving off the right buying signs. However, the challenge is extracting signals from the noise and surfacing intent that's actionable and effective.\n\nFor the most part, traditional intent signals suffer from being too company-centric and weak in context. Yes, it's interesting to know that “Fortune X” company “ABC Corp.” is showing buying intent. But how should your sales reps and SDRs take action based on that information alone? Who should they reach out to? On which platforms? And in response to which specific behaviors or comments?\n\nYour team would be far more likely to take action (and be successful when taking action) if the intent signals were both meaningful AND connected to the identity of the person showing intent."}],"markDefs":[],"style":"normal"},{"_key":"cdf2602bae75","_type":"block","children":[{"_key":"75774371eac20","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to help your team to do just that!"}],"markDefs":[],"style":"normal"},{"_key":"7fb137634c72","_type":"block","children":[{"_key":"5079bf0b14d6","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"7623a54496d2","_type":"block","children":[{"_key":"1e85c2faa854","_type":"span","marks":["strong"],"text":"What you’ll need"}],"markDefs":[],"style":"normal"},{"_key":"ecb0af1945ab","_type":"block","children":[{"_key":"c55afec48d53","_type":"span","marks":[],"text":"Common Room — this is what we’ll use to ingest buyer intent activity ("},{"_key":"8b2e0657c9dc","_type":"span","marks":["50d00defdc8e"],"text":"Sign-up for free"},{"_key":"0a5f57cba6de","_type":"span","marks":[],"text":" to follow along)."}],"markDefs":[{"_key":"50d00defdc8e","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"e083b699eece","_type":"block","children":[{"_key":"fd1a92f1a4a0","_type":"span","marks":[],"text":"Identify channels where you are most likely to pull in the type of intent you’d like to surface. In this example, we’ll use Slack, GitHub, LinkedIn, Twitter, and Discourse."}],"markDefs":[],"style":"callout"},{"_key":"b80d7f7eb370","_type":"anchor","label":"Step 1: Connect sources"},{"_key":"5a14127e3786","_type":"block","children":[{"_key":"c33449ab13ec0","_type":"span","marks":[],"text":"Step 1: Connect sources where your target audience is active"}],"markDefs":[],"style":"h3"},{"_key":"65bf2c3f2b89","_type":"block","children":[{"_key":"f5f5bf11189f0","_type":"span","marks":[],"text":"For this playbook, let's imagine we operate a commercial SaaS business associated with a large open-source project."}],"markDefs":[],"style":"normal"},{"_key":"918c337a47fb","_type":"block","children":[{"_key":"52d1a5d127440","_type":"span","marks":[],"text":"We have a healthy open-source community of developers, where activities, discussions, and key actions cut across channels like GitHub, Discourse, LinkedIn, Twitter, Slack, Stack Overflow, etc."}],"markDefs":[],"style":"normal"},{"_key":"8397ae761ed2","_type":"block","children":[{"_key":"0217e3e8687c0","_type":"span","marks":[],"text":"To start, we'll want to connect to the above sources using Common Room."}],"markDefs":[],"style":"normal"},{"_key":"743032965530","_type":"block","children":[{"_key":"214ab356f30a0","_type":"span","marks":[],"text":"For this use case, we'll identify buyer intent based on meaningful activity — comments, replies, commits, searches — across these channels. Let's start by connecting the sources where we'd most expect people to ask or discuss the price of our commercial offering or a proof of concept."}],"markDefs":[],"style":"normal"},{"_key":"3834d90f0387","_type":"block","children":[{"_key":"86a32acc00b40","_type":"span","marks":[],"text":"We can start by connecting our community Slack."}],"markDefs":[],"style":"normal"},{"_key":"4dab036a3121","_type":"mainImage","asset":{"_ref":"image-2a7a95476bcc45bbef34a538302a7f32a9cd4aa6-1322x904-png","_type":"reference"}},{"_key":"b16be6dfb2ce","_type":"block","children":[{"_key":"dd4b2c03df510","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"dd4b2c03df511","_type":"span","marks":[],"text":" To connect to Slack, you'll need to be a Slack admin, or you'll need to get permission from your internal admin."}],"markDefs":[],"style":"callout"},{"_key":"dca042a125b7","_type":"block","children":[{"_key":"8bf5dba1efab0","_type":"span","marks":[],"text":"We’ll click "},{"_key":"15314b37a5d3","_type":"span","marks":["strong"],"text":"Connect Slack"},{"_key":"0b7f91635288","_type":"span","marks":[],"text":" and be presented with two check boxes confirming that we’ve got permission and understand the limits associated with Slack applications."}],"markDefs":[],"style":"normal"},{"_key":"976b8ca48656","_type":"mainImage","asset":{"_ref":"image-0b27a61d5a68b080320a30a53684c0722996d789-2932x1832-png","_type":"reference"},"caption":"Connect and authenticate with Slack"},{"_key":"bc3125ab90fa","_type":"block","children":[{"_key":"146a51e326330","_type":"span","marks":[],"text":"We’ll check the boxes and "},{"_key":"39a3e944bc85","_type":"span","marks":["strong"],"text":"Authenticate Slack"},{"_key":"0d593536f33e","_type":"span","marks":[],"text":". After a few minutes, activity from Slack will begin to populate in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"d05ad8819c11","_type":"block","children":[{"_key":"a1d5623cd1780","_type":"span","marks":[],"text":"Congrats! You’ve just connected your first source 🎉"}],"markDefs":[],"style":"normal"},{"_key":"ee681fb4132a","_type":"block","children":[{"_key":"23ae243e830b0","_type":"span","marks":[],"text":"Now, we’ll follow a similar pattern to connect our other sources. Let’s give GitHub a try."}],"markDefs":[],"style":"normal"},{"_key":"6dfe502042d7","_type":"block","children":[{"_key":"875e7610e0d90","_type":"span","marks":[],"text":"To connect to GitHub, we’ll follow the same process as before and select to connect GitHub."}],"markDefs":[],"style":"normal"},{"_key":"c35cd71438ec","_type":"block","children":[{"_key":"0588e031b1c40","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"0588e031b1c41","_type":"span","marks":[],"text":" some sources like GitHub and Twitter require additional permissions to authenticate and pull data into Common Room. For example, to connect to a public GitHub repo, you’ll need approval from one of the org admins. "},{"_key":"0588e031b1c42","_type":"span","marks":["4048979e1bfb"],"text":"See GitHub permissions here for more"},{"_key":"0588e031b1c43","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"4048979e1bfb","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/github#required-permissions"}],"style":"callout"},{"_key":"3df4a60d08f0","_type":"block","children":[{"_key":"c0686f6830bc0","_type":"span","marks":[],"text":"We’ll head over to the settings in your Common Room workspace and select to connect to GitHub. From here you can authenticate your GitHub identity and select any repos where admin approval is granted."}],"markDefs":[],"style":"normal"},{"_key":"ae202f6dec09","_type":"mainImage","asset":{"_ref":"image-d161b448abb1d182c3fc7a461bc9108253750848-2006x1038-png","_type":"reference"},"caption":"Authenticate your community GitHub and select repos"},{"_key":"6ceb95ed42d1","_type":"block","children":[{"_key":"75c7e9e1a75f0","_type":"span","marks":[],"text":"That’s pretty much it. Once the GitHub integration is configured, Common Room will begin importing activity history from the repositories you’ve chosen."}],"markDefs":[],"style":"normal"},{"_key":"21a8e949976b","_type":"anchor","label":"Step 2: Let the data flow"},{"_key":"e9df601da6c4","_type":"block","children":[{"_key":"bcbf4760b31d0","_type":"span","marks":[],"text":"Step 2: Let the data flow"}],"markDefs":[],"style":"h3"},{"_key":"55ca41183a5a","_type":"block","children":[{"_key":"075de60a62bb0","_type":"span","marks":[],"text":"After connecting our other relevant sources (Discourse, LinkedIn, Twitter, etc.), Common Room will import data into your workspace following the docs "},{"_key":"d0d9ccea05ec","_type":"span","marks":["538121eb0b6b"],"text":"outlined here"},{"_key":"9b85e171be95","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"538121eb0b6b","_type":"link","href":"https://docs.commonroom.io/get-started/integrations"}],"style":"normal"},{"_key":"3cc5d3541c91","_type":"block","children":[{"_key":"db7f4c579d0a0","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"db7f4c579d0a1","_type":"span","marks":[],"text":" Importing data may take some time, depending on the source and volume of activity you're bringing into Common Room)."}],"markDefs":[],"style":"callout"},{"_key":"b3d3cfec4645","_type":"block","children":[{"_key":"8598500b7e170","_type":"span","marks":[],"text":"We can now head over to the "},{"_key":"fe54afd6be34","_type":"span","marks":["strong"],"text":"Members"},{"_key":"af22e9643422","_type":"span","marks":[],"text":" menu item, and you’ll see members from across your various connected sources begin to roll in."}],"markDefs":[],"style":"normal"},{"_key":"def6897dcf8e","_type":"mainImage","asset":{"_ref":"image-3695229250dff5023fd8b70c7886901c60a3d24f-2932x1832-png","_type":"reference"},"caption":"View active members in Common Room"},{"_key":"13f670d309f8","_type":"block","children":[{"_key":"be0dbfc4ec770","_type":"span","marks":[],"text":"By default, you’ll notice that Common Room will surface rich data points like "},{"_key":"2196e7b078bc","_type":"span","marks":["strong"],"text":"Impact Points"},{"_key":"b4fe6c9f6cc1","_type":"span","marks":[],"text":", "},{"_key":"c8bc2e93c886","_type":"span","marks":["strong"],"text":"Activity Count"},{"_key":"02873c89b2e2","_type":"span","marks":[],"text":", "},{"_key":"2ef008eba22d","_type":"span","marks":["strong"],"text":"Profiles"},{"_key":"b1f7d253ab25","_type":"span","marks":[],"text":", and other useful tidbits. Having such visibility into the members behind the intent takes us one huge step toward creating actionable buyer intent alerts for our sales team."}],"markDefs":[],"style":"normal"},{"_key":"b8ce35d4823b","_type":"block","children":[{"_key":"5b3aaabeaeb90","_type":"span","marks":[],"text":"We can also jump over to the "},{"_key":"35a7281416ac","_type":"span","marks":["strong"],"text":"Activity"},{"_key":"630b8735439e","_type":"span","marks":[],"text":" menu item to view the specific behavioral context associated with our members."}],"markDefs":[],"style":"normal"},{"_key":"65458c52f61d","_type":"mainImage","asset":{"_ref":"image-64554b28cd6f8e0d7bf7d22b7ff5b080b90e5508-2932x1832-png","_type":"reference"},"caption":"See activity from your community like trending conversations"},{"_key":"90e943c81b95","_type":"block","children":[{"_key":"993a418f07010","_type":"span","marks":[],"text":"Every member who has taken action across any of our connected sources will have a set of activities tied to their record that we will use to expose the context behind the buyer intent."}],"markDefs":[],"style":"normal"},{"_key":"f23ea5f090ab","_type":"block","children":[{"_key":"71b8102d095d0","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"653f4d8692aa","_type":"span","marks":[],"text":" We recommend allowing sources to propagate for ~1-month for the best buying intent alerts results."}],"markDefs":[],"style":"callout"},{"_key":"68e4720964ed","_type":"block","children":[{"_key":"d5ef8ba905ac0","_type":"span","marks":[],"text":"In this example, we will identify specific buyer intent keywords and set up an automation to surface activities from members searching for those keywords."}],"markDefs":[],"style":"normal"},{"_key":"97ecf61689a3","_type":"block","children":[{"_key":"0e72ef2f5f7f0","_type":"span","marks":[],"text":"In the next step, we'll discover and validate the keywords we want to trigger our buyer intent alerts."}],"markDefs":[],"style":"normal"},{"_key":"185b0d18979a","_type":"anchor","label":"Step 3: Explore keywords"},{"_key":"96bd9fb0e5cc","_type":"block","children":[{"_key":"fb32c78a7f1c0","_type":"span","marks":[],"text":"Step 3: Explore and verify high-intent keywords"}],"markDefs":[],"style":"h3"},{"_key":"780d46135282","_type":"block","children":[{"_key":"0dcfb8085d390","_type":"span","marks":[],"text":"We'll head over to the "},{"_key":"6cb4ca83f24c","_type":"span","marks":["strong"],"text":"Activity"},{"_key":"e49166da1ca0","_type":"span","marks":[],"text":" module in the left sidebar to explore and validate buyer intent keywords. Once we've clicked into the module, we'll want to find keywords that return a balance of volume and signal."}],"markDefs":[],"style":"normal"},{"_key":"33c67d593ed6","_type":"block","children":[{"_key":"fcbeba9209e70","_type":"span","marks":[],"text":"To do this, we’ll use Common Room’s feature functionality by clicking the "},{"_key":"75f16d79219c","_type":"span","marks":["strong"],"text":"+ Add filter"},{"_key":"f2c1dbb9b1e0","_type":"span","marks":[],"text":" button on the within the "},{"_key":"b821b080a4dc","_type":"span","marks":["strong"],"text":"Activty"},{"_key":"3043a43c5c37","_type":"span","marks":[],"text":" module."}],"markDefs":[],"style":"normal"},{"_key":"5386af333fdd","_type":"mainImage","asset":{"_ref":"image-bc9429be9aef4539ae466887e8af3f7da2569ab3-2214x1366-png","_type":"reference"},"caption":"Add an activity filter for keywords"},{"_key":"69a806025a8c","_type":"block","children":[{"_key":"42e00fad0c7f0","_type":"span","marks":[],"text":"A modal will show that includes a table with several columns. Conveniently, we can use the search bar within the table to search for "},{"_key":"30062c01d9b3","_type":"span","marks":["strong"],"text":"Keyword search"},{"_key":"52d5846c1d33","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"587502e56732","_type":"mainImage","asset":{"_ref":"image-c809d4e975688c858914157a68b366b8a43e04b0-2040x380-png","_type":"reference"},"caption":"Use the search function to filter for keyword search activity"},{"_key":"bc6d1b85db19","_type":"block","children":[{"_key":"c420a51c5f5f0","_type":"span","marks":[],"text":"We'll click "},{"_key":"737aac654e6a","_type":"span","marks":["strong"],"text":"Keyword search"},{"_key":"657f15d148f2","_type":"span","marks":[],"text":", returning us to the main list of all activities in our community. We can now use keyword search like we would any other search operator to help us identify which high-intent keywords will produce both the volume and signal needed for us to feel confident triggering a sales alert."}],"markDefs":[],"style":"normal"},{"_key":"9e97cc3d447d","_type":"block","children":[{"_key":"c952c2b068cf0","_type":"span","marks":[],"text":"Your experience with your business and talking with customers are our friends. We know that one of the standard terms used by prospects who want to consider the commercial offering is “proof of concept”, so let's type that into the keyword search bar to see what it returns."}],"markDefs":[],"style":"normal"},{"_key":"5e70ce20723d","_type":"mainImage","asset":{"_ref":"image-d58592396dd0ce0371a9d6bb5e5a0180f01f8c79-730x420-png","_type":"reference"},"caption":"Filter community activity by keywords"},{"_key":"3ce2112507b6","_type":"block","children":[{"_key":"9a3280c30e500","_type":"span","marks":[],"text":"That narrows the scope from an initial 600,000+ activities to a manageable 300. As we scan through the specific activities, we see a good signal for the most part. Remember, we're not looking to be perfect but to improve the likelihood that our sales team can land and progress opportunities."}],"markDefs":[],"style":"normal"},{"_key":"5957be1bc5ba","_type":"block","children":[{"_key":"c827f43cd2390","_type":"span","marks":[],"text":"We also think \"pricing\" may be a strong keyword signal for us. So, we search for that term, and what we find is encouraging — volume jumps up significantly to about 2,500 activities and we see strong-signal activity like this gem from our community Slack:"}],"markDefs":[],"style":"normal"},{"_key":"031a049ab049","_type":"mainImage","asset":{"_ref":"image-ce2dca9b1475d2c6b898b14513670bee41021c9b-1796x314-png","_type":"reference"},"caption":"Activity with “pricing” as a keyword"},{"_key":"76cfd8fb609c","_type":"block","children":[{"_key":"8dd6a5b3b5130","_type":"span","marks":[],"text":"Having identified what we believe is a pair of solid buyer intent keywords and knowing that we can always add to this list of keywords in the future, we decide it's time to move on and start building out our buyer intent alert system."}],"markDefs":[],"style":"normal"},{"_key":"81ae4f78ece8","_type":"anchor","label":"Step 4: Tag intent activities"},{"_key":"157493e8905e","_type":"block","children":[{"_key":"e7eec391167f0","_type":"span","marks":[],"text":"Step 4: Tag net-new buyer intent activities"}],"markDefs":[],"style":"h3"},{"_key":"3ba9ae8dda5f","_type":"block","children":[{"_key":"5cbbfdf950200","_type":"span","marks":[],"text":"At the outset, one of our goals was to highlight prospects for sales and sales development to target and shine a light on the activities and context surrounding those prospects. To do that, we'll need to do some tagging pre-work that will pay off. Doing this will enable our sellers and SDRs to quickly sift through to the specific buyer intent activity on any member record."}],"markDefs":[],"style":"normal"},{"_key":"9b6d4140b183","_type":"block","children":[{"_key":"00ae3e4a8d3e0","_type":"span","marks":[],"text":"Next, we will set up a "},{"_key":"d28d022e5ba3","_type":"span","marks":["strong"],"text":"Tag new activities"},{"_key":"9ed048fdcf26","_type":"span","marks":[],"text":" workflow that will tag all net-new activities that pop up in our community that contain the buyer intent keywords we've already identified in Step 3."}],"markDefs":[],"style":"normal"},{"_key":"60a824c40b0a","_type":"block","children":[{"_key":"d49d489added0","_type":"span","marks":[],"text":"To do this, we'll head to the "},{"_key":"bf505324a56b","_type":"span","marks":["strong"],"text":"Workflows"},{"_key":"a1b277a7af58","_type":"span","marks":[],"text":" view on the left-hand navigation and select the ready-to-use "},{"_key":"ab944b8e596a","_type":"span","marks":["strong"],"text":"Tag new activities template"},{"_key":"c5aef5fcb119","_type":"span","marks":[],"text":". After choosing the template, you'll be dropped into the Workflow builder. Here we can give our workflow a name, define the parameters, and select the tag we want to add to the activities that fit within the parameters."}],"markDefs":[],"style":"normal"},{"_key":"16e2aec958b3","_type":"mainImage","asset":{"_ref":"image-2aa538ad3d1ffb2688bf40bf4743005a7e759a26-2932x1832-png","_type":"reference"},"caption":"Tag an activity workflow canvas"},{"_key":"ded20839d469","_type":"block","children":[{"_key":"2c31ce5ca87a0","_type":"span","marks":[],"text":"From here, we want to add a "},{"_key":"63836576dc44","_type":"span","marks":["strong"],"text":"Buyer Intent"},{"_key":"bb9bcd7c1daf","_type":"span","marks":[],"text":" tag to any new activity that contains the buyer intent keywords “proof of concept” or “pricing.” Let’s go ahead and add those criteria by clicking the "},{"_key":"9e3ef798b737","_type":"span","marks":["strong"],"text":"+ Add filter"},{"_key":"f23989341f62","_type":"span","marks":[],"text":" button and selecting "},{"_key":"c119f437b239","_type":"span","marks":["strong"],"text":"Keyword search"},{"_key":"1cd0fe571b77","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"34f44e5375c4","_type":"mainImage","asset":{"_ref":"image-d58592396dd0ce0371a9d6bb5e5a0180f01f8c79-730x420-png","_type":"reference"},"caption":"Filter workflow steps by keyword"},{"_key":"bde63278641e","_type":"block","children":[{"_key":"c94d4b004bbc0","_type":"span","marks":[],"text":"Add \"proof of concept\" and \"pricing\" to the filter. Now we're ready to add the tagging step to complete the workflow. Click "},{"_key":"3f8e3aadc888","_type":"span","marks":["strong"],"text":"Select tag"},{"_key":"3b56536f0cbe","_type":"span","marks":[],"text":" to the right of the green tag icon and begin typing ”Purchase search intent” into the field. We haven't created the tag, so we'll select "},{"_key":"2afcd2ae617a","_type":"span","marks":["strong"],"text":"+ New tag"},{"_key":"bf4fddba8b3a","_type":"span","marks":[],"text":": and label it “Purchase search Intent.”"}],"markDefs":[],"style":"normal"},{"_key":"8626aaf3a1c4","_type":"mainImage","asset":{"_ref":"image-f2e48bdf1755547f7f5405114f59a8ae2ae939cf-1338x448-png","_type":"reference"},"caption":"Add an activity tag"},{"_key":"0c505da0b22b","_type":"block","children":[{"_key":"4f7ca4d888910","_type":"span","marks":[],"text":"Hit "},{"_key":"3ef511bea5e7","_type":"span","marks":["strong"],"text":"Save"},{"_key":"7aec870cadff","_type":"span","marks":[],"text":" in the upper right corner of the workflow module and toggle the workflow to "},{"_key":"e98fd393d868","_type":"span","marks":["strong"],"text":"On"},{"_key":"3cce005c6739","_type":"span","marks":[],"text":". We can now view our newly created workflow on the Workflows page and rest easy, knowing that our efforts will help Sales reps take action with context around purchase intent signals."}],"markDefs":[],"style":"normal"},{"_key":"1ef233f97516","_type":"mainImage","asset":{"_ref":"image-aaf6296abdb8098851a80059123163145c5cde5a-2002x710-png","_type":"reference"},"caption":"Tag activities workflow saved and on"},{"_key":"fa3b18754e9a","_type":"block","children":[{"_key":"49da5d5e57a00","_type":"span","marks":[],"text":"Next, we’ll build out the segment of buyer intent prospects to alert our sales counterparts to take action."}],"markDefs":[],"style":"normal"},{"_key":"a940e6b4104c","_type":"anchor","label":"Step 5: Create a segment"},{"_key":"f28839a925a1","_type":"block","children":[{"_key":"19fc162c995a0","_type":"span","marks":[],"text":"Step 5: Create a segment of prospects with purchase intent"}],"markDefs":[],"style":"h3"},{"_key":"5740616c2cb2","_type":"block","children":[{"_key":"310cc71104400","_type":"span","marks":["965b8cbdfea5"],"text":"Segments"},{"_key":"310cc71104401","_type":"span","marks":[],"text":" in Common Room offer a powerful way to manage groups of members with similar attributes. In this case, we'll tightly control and trigger intent alerts for members with similar intent-keyword attributes."}],"markDefs":[{"_key":"965b8cbdfea5","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments-page"}],"style":"normal"},{"_key":"68d5dad7f05a","_type":"block","children":[{"_key":"43ec60e48b5b0","_type":"span","marks":[],"text":"Let's click on the "},{"_key":"0baa0dccc9a1","_type":"span","marks":["strong"],"text":"Segments"},{"_key":"6a7853d62112","_type":"span","marks":[],"text":" icon on the left-side menu and click "},{"_key":"b6080f81b9aa","_type":"span","marks":["strong"],"text":"+ New segment"},{"_key":"1a16bd956281","_type":"span","marks":[],"text":" on the upper right corner to create anew segment."}],"markDefs":[],"style":"normal"},{"_key":"9c21cc3f4259","_type":"block","children":[{"_key":"3507f563e6660","_type":"span","marks":[],"text":"We can give our segment a name and description (you'll need to locate this again in the next step). 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"}],"markDefs":[],"style":"normal"},{"_key":"f2c8fffeb7ff","_type":"block","children":[{"_key":"a72dbf58b0e6","_type":"span","marks":[],"text":"To get there, we’ll navigate to the "},{"_key":"4ec67ddac10e","_type":"span","marks":["strong"],"text":"Member management"},{"_key":"86233f7c9b44","_type":"span","marks":[],"text":" tab and then click "},{"_key":"516a96be7b88","_type":"span","marks":["strong"],"text":"Set criteria"},{"_key":"c814f8dd6f9e","_type":"span","marks":[],"text":" at the far right of the screen."}],"markDefs":[],"style":"normal"},{"_key":"25d15e72670c","_type":"block","children":[{"_key":"294aa078bbf60","_type":"span","marks":[],"text":"Our original goal was to alert sales when a member’s activity contains the buyer intent keywords we’ve defined. Let’s do that by clicking "},{"_key":"8c71491eb2c8","_type":"span","marks":["strong"],"text":"+ Add filter"},{"_key":"17ae3050c482","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"8dfd0ee87d85","_type":"mainImage","asset":{"_ref":"image-2ae522a287dc33272c26c60e32cb6df97c760658-2932x1832-png","_type":"reference"},"caption":"Set parameters to auto add members to our segment based on keyword searches"},{"_key":"5b31e5efa759","_type":"block","children":[{"_key":"f9ed7bef34f60","_type":"span","marks":[],"text":"We’ll then use "},{"_key":"9cdc6755f958","_type":"span","marks":["strong"],"text":"Keyword search"},{"_key":"a49ea5212ad2","_type":"span","marks":[],"text":" again to add the “proof of concept” and “pricing” keywords as the "},{"_key":"0d774aa7ae08","_type":"span","marks":["strong"],"text":"Auto-add criteria"},{"_key":"80b5909f54c0","_type":"span","marks":[],"text":". Be sure to uncheck the auto-remove checkbox that’s checked blue by default. In this case, we don’t suspect our core criteria to change over time, so there’s no use in using the auto-remove capabilities."}],"markDefs":[],"style":"normal"},{"_key":"7c3c1887e238","_type":"block","children":[{"_key":"2b1c92dfdd070","_type":"span","marks":[],"text":"We want be notified when new activity occurs, so let's click "},{"_key":"79aad941117c","_type":"span","marks":["strong"],"text":"Get notified"},{"_key":"95fdfb83ec51","_type":"span","marks":[],"text":" in the upper-right menu and then toggle "},{"_key":"3b943f0963c0","_type":"span","marks":["strong"],"text":"Members additions/removals"},{"_key":"ea59fcd03271","_type":"span","marks":[],"text":" to the "},{"_key":"2b1c92dfdd071","_type":"span","marks":["em","strong"],"text":"On"},{"_key":"2b1c92dfdd072","_type":"span","marks":[],"text":" position."}],"markDefs":[],"style":"normal"},{"_key":"7b1eb357b079","_type":"mainImage","asset":{"_ref":"image-109dd50e82686938c75c77e5a33f7dc7ab6d88fe-606x802-png","_type":"reference"},"caption":"Turn on notifications when members are added or removed"},{"_key":"622836f71a20","_type":"block","children":[{"_key":"9102ed77cad60","_type":"span","marks":[],"text":"We'll now be notified via email or Slack when a member meets the buyer intent criteria established."}],"markDefs":[],"style":"normal"},{"_key":"f87d11fc5480","_type":"block","children":[{"_key":"217604cc4cb20","_type":"span","marks":[],"text":"And we have one last step — loop in sales as the final piece to this alert."}],"markDefs":[],"style":"normal"},{"_key":"6110b5295900","_type":"anchor","label":"Step 6: Subscribe sales reps"},{"_key":"bda2a4fd547c","_type":"block","children":[{"_key":"a07e9b856f790","_type":"span","marks":[],"text":"Step 6: Subscribe your sales reps purchase intent alerts"}],"markDefs":[],"style":"h3"},{"_key":"7130ba6f6c9d","_type":"block","children":[{"_key":"e9f868c338d00","_type":"span","marks":[],"text":"Clicking into the segment we just created, click the "},{"_key":"f63eff6bb8e2","_type":"span","marks":["strong"],"text":"…"},{"_key":"9dad4681eb7d","_type":"span","marks":[],"text":" icon in the far right corner, and then click "},{"_key":"89eeed58c230","_type":"span","marks":["strong"],"text":"Send to others"},{"_key":"9d834c6e64d3","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"6f625c7303b9","_type":"block","children":[{"_key":"3bd08a4ff5ea0","_type":"span","marks":[],"text":"We want to share this alert with a pilot group of reps. And we can do that by typing in their names in the search bar and then hitting "},{"_key":"55c29ada0c27","_type":"span","marks":["strong"],"text":"Share"},{"_key":"c30c4a511083","_type":"span","marks":[],"text":" at the bottom right."}],"markDefs":[],"style":"normal"},{"_key":"4ecc0eee0d14","_type":"mainImage","asset":{"_ref":"image-442e5bbdceec08f1d66fe856ec7b5634566697ce-2932x1832-png","_type":"reference"}},{"_key":"d9840a09fce0","_type":"block","children":[{"_key":"d033f94163910","_type":"span","marks":[],"text":"Boom! That's it. Our work here is done."}],"markDefs":[],"style":"normal"},{"_key":"72cf4408af2d","_type":"block","children":[{"_key":"69c81a9a84ac0","_type":"span","marks":[],"text":"All that remains is for us to follow up with our sellers and SDRs to confirm that they’ve subscribed to the alert and then watch the intent-based prospecting bonanza begin."}],"markDefs":[],"style":"normal"},{"_key":"a00abd7d5d08","_type":"anchor","label":"Wrapping up"},{"_key":"a9d306833cd6","_type":"block","children":[{"_key":"2f534657106a0","_type":"span","marks":[],"text":"Wrapping up"}],"markDefs":[],"style":"h3"},{"_key":"12de248a7489","_type":"block","children":[{"_key":"44e5914c1c5a0","_type":"span","marks":[],"text":"🥳 Congratulations, you've made it to the end!"}],"markDefs":[],"style":"normal"},{"_key":"05db660e7e43","_type":"block","children":[{"_key":"cfbd2122ee910","_type":"span","marks":[],"text":"To recap, we used this playbook as a concrete starting point for alerting reps of high-intent accounts, prospects within those accounts, and their specific buying-intent behavior."}],"markDefs":[],"style":"normal"},{"_key":"d42404f55660","_type":"block","children":[{"_key":"554bef80ad610","_type":"span","marks":[],"text":"We want to hear about your use case and help you find the perfect playbook. 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And if you haven’t already, "},{"_key":"554bef80ad613","_type":"span","marks":["6fb2faaccc07"],"text":"sign-up for a free account here"},{"_key":"554bef80ad614","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"0465f931edf0","_type":"link","href":"https://www.commonroom.io/contact/"},{"_key":"6fb2faaccc07","_type":"link","href":"https://commonroom.io/signup"}],"style":"normal"}],"cardImage":{"_type":"image","asset":{"_ref":"image-42588d10ef046261a6ed5002ac721cc117bcbe3e-2400x1260-png","_type":"reference"}},"categories":[{"_key":"59ba8f3d9f5f","_ref":"df0bb227-e656-4be1-af6a-5b8410d9a26e","_type":"reference"},{"_key":"1ebd7364d843","_ref":"067d08c2-833d-447f-8bed-e63211d3c644","_type":"reference"},{"_key":"e5e2faae6a29","_ref":"ee7a2a14-d037-4853-855a-e47d014bac0b","_type":"reference"},{"_key":"3608ccc1b67a","_ref":"b0283bcf-1949-4988-ba0e-b43175d42846","_type":"reference"}],"excerpt":[{"_key":"60fbdc9bbedd","_type":"block","children":[{"_key":"6e4ab2a2bf170","_type":"span","marks":[],"text":"Focus your team’s time on sales-ready prospects and accounts."}],"markDefs":[],"style":"normal"}],"integrations":[{"_key":"7c0caa179ea9","_ref":"94ff18e3-422c-4145-b03b-3dc30efb39b4","_type":"reference"},{"_key":"13651c3443c8","_ref":"43798970-db53-4d39-bd02-6414bf583f20","_type":"reference"},{"_key":"bc024c7fe8bb","_ref":"da7f128f-4f0e-4339-9931-278e0d5e08bf","_type":"reference"},{"_key":"3831990e4dfd","_ref":"67148278-8a4f-4c09-a71b-5f0907950868","_type":"reference"},{"_key":"5a4db6f665ba","_ref":"406b5182-5fb2-4fef-a2e5-d12e2ba0aa83","_type":"reference"}],"mainImage":{"_type":"mainImage","asset":{"_ref":"image-acc018b220534004d1e54b9b78afa8c6c7cbdb1b-2400x1260-png","_type":"reference"}},"plan":"team","skill":"Pro","slug":{"_type":"slug","current":"get-buyer-intent-alerts-to-sellers"},"status":"published","teams":["Sales","Marketing"],"title":"Send real-time purchase intent alerts to your GTM team","useCases":[{"_key":"db192819085a","_ref":"bdb4baea-87b1-4930-930a-c5a944d7b831","_type":"reference"}],"id":"-56d5c84a-9041-5958-b11f-255c0f3ac804","children":[],"parent":null,"__gatsby_resolved":{"slug":{"current":"get-buyer-intent-alerts-to-sellers"},"status":"published","_createdAt":"2023-05-25T18:58:54Z","categories":[{"_id":"df0bb227-e656-4be1-af6a-5b8410d9a26e"},{"_id":"067d08c2-833d-447f-8bed-e63211d3c644"},{"_id":"ee7a2a14-d037-4853-855a-e47d014bac0b"},{"_id":"b0283bcf-1949-4988-ba0e-b43175d42846"}],"_rawExcerpt":[{"_key":"60fbdc9bbedd","_type":"block","children":[{"_key":"6e4ab2a2bf170","_type":"span","marks":[],"text":"Focus your team’s time on sales-ready prospects and accounts."}],"markDefs":[],"style":"normal"}],"isPublished":true,"integrations":[{"_id":"94ff18e3-422c-4145-b03b-3dc30efb39b4"},{"_id":"43798970-db53-4d39-bd02-6414bf583f20"},{"_id":"da7f128f-4f0e-4339-9931-278e0d5e08bf"},{"_id":"67148278-8a4f-4c09-a71b-5f0907950868"},{"_id":"406b5182-5fb2-4fef-a2e5-d12e2ba0aa83"}],"_id":"eced69cd-5220-465e-9582-8ba3231dc1ad"}},{"_id":"e4bdca07-2e58-48f5-ab00-5d95293ec7d4","_type":"playbook","_rev":"WOPW25iMagSfL12hwtTrnX","_createdAt":"2023-05-04T19:54:45Z","_updatedAt":"2024-09-11T17:48:11Z","body":[{"_key":"e2700d8de6c6","_type":"anchor","label":"Overview"},{"_key":"1a712624da7e","_type":"block","children":[{"_key":"2bb8a65a7ce1","_type":"span","marks":[],"text":"Overview"}],"markDefs":[],"style":"h3"},{"_key":"a81370f3e42e","_type":"block","children":[{"_key":"97f5a59be689","_type":"span","marks":[],"text":"Pull requests are a sign of a healthy GitHub repo. It’s an even better sign when your community contributes those PRs."}],"markDefs":[],"style":"normal"},{"_key":"3ecbb751010b","_type":"block","children":[{"_key":"49629f8390b70","_type":"span","marks":[],"text":"GitHub PRs from your developer community aren’t just about adding features or fixing bugs—they signal that your DevRel program is paying off. It’s one thing to invite users to contribute to your open-source software; it’s another for them to take you up on it."}],"markDefs":[],"style":"normal"},{"_key":"edaad7754e66","_type":"block","children":[{"_key":"7a411cd7994c0","_type":"span","marks":[],"text":"To encourage and reinforce this behavior, it’s helpful to know it’s happening immediately, follow up, and lend a helping hand with haste."}],"markDefs":[],"style":"normal"},{"_key":"2200f8de46b5","_type":"block","children":[{"_key":"99496594bf560","_type":"span","marks":[],"text":"This playbook will show you how to tag meaningful source-specific activity (like when a PR is submitted on GitHub). Even better, we’ll also walk through how to notify your team members on Slack when a PR is submitted."}],"markDefs":[],"style":"normal"},{"_key":"03ab09ab0136","_type":"block","children":[{"_key":"6b921dd1b990","_type":"span","marks":["strong"],"text":"What you’ll need"}],"markDefs":[],"style":"normal"},{"_key":"c1c3e192a14f","_type":"block","children":[{"_key":"ea34691398b9","_type":"span","marks":["strong"],"text":"Common Room:"},{"_key":"af96e2523ea2","_type":"span","marks":[],"text":" this is what we’ll use to ingest activity from GitHub ("},{"_key":"63a9522e7912","_type":"span","marks":["afe897858c04"],"text":"Sign-up for free"},{"_key":"c9730a7b9a26","_type":"span","marks":[],"text":" to follow along)."}],"markDefs":[{"_key":"afe897858c04","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"b02f070a6780","_type":"block","children":[{"_key":"87d897f474d2","_type":"span","marks":["strong"],"text":"GitHub:"},{"_key":"c039263a1f5e","_type":"span","marks":[],"text":" Admin access or approval from your repository admin."}],"markDefs":[],"style":"callout"},{"_key":"03fc0306c15a","_type":"block","children":[{"_key":"6303397e3397","_type":"span","marks":["strong"],"text":"Slack:"},{"_key":"2d3e974cd600","_type":"span","marks":[],"text":" Permission to add applications to your community or company Slack instance."}],"markDefs":[],"style":"callout"},{"_key":"a3b11e02abbe","_type":"anchor","label":"Step 1: Pull GitHub data into Common Room"},{"_key":"aada3c5b8682","_type":"block","children":[{"_key":"255a2aad4b110","_type":"span","marks":[],"text":"Step 1: Pull GitHub data into Common Room"}],"markDefs":[],"style":"h3"},{"_key":"fb921604dbbc","_type":"block","children":[{"_key":"05a847a462640","_type":"span","marks":[],"text":"Our first step is to connect your repo to Common Room so we can pull in activity and create filters for our alerts. To do that, head to the "},{"_key":"05a847a462641","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"05a847a462642","_type":"span","marks":[],"text":" menu in Common Room and select "},{"_key":"05a847a462643","_type":"span","marks":["strong"],"text":"Connect GitHub"},{"_key":"05a847a462644","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"13b26f2d3a2b","_type":"mainImage","alt":"Connect GitHub to Common Room","asset":{"_ref":"image-b421f8e89dd036be3a25fbf9b620148043be1b63-1322x904-png","_type":"reference"},"caption":"Connect GitHub to Common Room"},{"_key":"5ff5761d53a4","_type":"block","children":[{"_key":"96274ae107710","_type":"span","marks":[],"text":"After clicking to connect, you’ll be asked to authenticate your GitHub identity and select any repos where admin approval is granted."}],"markDefs":[],"style":"normal"},{"_key":"1ea16ad680ae","_type":"mainImage","asset":{"_ref":"image-837234b9b927d1380846125efa163104ed6f952b-1440x1026-png","_type":"reference"},"caption":"Authenticate GitHub account and select relevant repos","crop":{"_type":"sanity.imageCrop","bottom":0.061278114398886196,"left":0,"right":0,"top":0.022060121183599037},"hotspot":{"_type":"sanity.imageHotspot","height":0.9166617644175148,"width":1,"x":0.5,"y":0.4803910033923564}},{"_key":"df815119e3e1","_type":"block","children":[{"_key":"9b32e539afd7","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"67335366f1ce","_type":"span","marks":[],"text":" Connecting to "},{"_key":"72dd0cebed94","_type":"span","marks":["ab23dc3bb4d3"],"text":"GitHub requires approval"},{"_key":"c282bb134dfd","_type":"span","marks":[],"text":" from one of your org admins. If you are not an org admin and proceed through the integration setup, GitHub will email your org admins requesting their approval. Common Room will begin importing activity from your repo once an admin approves the request."}],"markDefs":[{"_key":"ab23dc3bb4d3","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/github#required-permissions"}],"style":"callout"},{"_key":"57f22545cf51","_type":"block","children":[{"_key":"b2eb4a781c570","_type":"span","marks":[],"text":"And once authenticated is verified, you’ll see activity data from GitHub in your Common Room instance after a few minutes."}],"markDefs":[],"style":"normal"},{"_key":"ff83fa3e62fa","_type":"anchor","label":"Step 2: Filter GitHub activity"},{"_key":"f1a2d15765a2","_type":"block","children":[{"_key":"a4b74715f2d60","_type":"span","marks":[],"text":"Step 2: Filter activity from GitHub"}],"markDefs":[],"style":"h3"},{"_key":"5c879569513e","_type":"block","children":[{"_key":"e6000b93405f0","_type":"span","marks":[],"text":"With your GitHub repos connected, we can head to the 💬 "},{"_key":"e6000b93405f1","_type":"span","marks":["strong"],"text":"Activity"},{"_key":"e6000b93405f2","_type":"span","marks":[],"text":" pane in Common Room to get a sense of volume, activity type, etc."}],"markDefs":[],"style":"normal"},{"_key":"4d19a058c03a","_type":"block","children":[{"_key":"757a0b2ca1560","_type":"span","marks":[],"text":"Because Common Room is a single platform for operationalizing activity across many digital channels, many “rooms” (what we call a customer instance) have multiple sources connected."}],"markDefs":[],"style":"normal"},{"_key":"ade4f35fce8d","_type":"block","children":[{"_key":"6e379094f1930","_type":"span","marks":[],"text":"For our Uncommon community, we have more than 186k activities tracked! That’s way too many for this use case, so we’ll want to add filters to extract developer signals from the noise on channels like LinkedIn or Twitter."}],"markDefs":[],"style":"normal"},{"_key":"84c59d5d2f50","_type":"mainImage","alt":"Activity overview","asset":{"_ref":"image-d17c7300052f871b091af8b1e3ad0610a8968a74-2932x1832-png","_type":"reference"},"caption":"Activity overview"},{"_key":"03b7077fdf0c","_type":"block","children":[{"_key":"498043aa7a150","_type":"span","marks":[],"text":"From this view, we can click on "},{"_key":"498043aa7a151","_type":"span","marks":["strong"],"text":"+ Add filter"},{"_key":"498043aa7a152","_type":"span","marks":[],"text":" and select "},{"_key":"498043aa7a153","_type":"span","marks":["strong"],"text":"Source activity type"},{"_key":"498043aa7a154","_type":"span","marks":[],"text":" from the menu. This will allow us to pinpoint GitHub pull requests."}],"markDefs":[],"style":"normal"},{"_key":"7d907f275aff","_type":"block","children":[{"_key":"43e97a763df60","_type":"span","marks":[],"text":"With the source filter selected, we can hover over GitHub and check the button for "},{"_key":"43e97a763df61","_type":"span","marks":["strong"],"text":"Pull requests submitted"},{"_key":"43e97a763df62","_type":"span","marks":[],"text":". This brings our activity down to a couple thousand. Better, but still too much volume for our use case."}],"markDefs":[],"style":"normal"},{"_key":"1676bf6b1028","_type":"mainImage","alt":"Filter by GitHub source activity type","asset":{"_ref":"image-fc7a9cec0eff5aaf4cacf07c9792a6255bade302-1010x848-png","_type":"reference"},"caption":"Filter by GitHub source activity type"},{"_key":"8a342d8adac3","_type":"block","children":[{"_key":"37cdbf4503360","_type":"span","marks":[],"text":"To filter further, we can click on the calendar icon on the right side of the activity panel and choose "},{"_key":"d248011963de","_type":"span","marks":["strong"],"text":"Last 7 days"},{"_key":"582cdc6fbe54","_type":"span","marks":[],"text":". This narrows our results to a couple dozen pull requests from the last seven days. Much more manageable."}],"markDefs":[],"style":"normal"},{"_key":"0bd50173bf03","_type":"mainImage","alt":"Add time constraints to activity filters","asset":{"_ref":"image-b1b5b7332c1377f0f9f264fa2eba9c76ad9cd760-524x620-png","_type":"reference"},"caption":"Add time constraints to activity filters"},{"_key":"a58fcce0c813","_type":"block","children":[{"_key":"8eeeeffa52910","_type":"span","marks":[],"text":"Now, let's create an alert to send real-time notifications to Slack."}],"markDefs":[],"style":"normal"},{"_key":"163909ba629e","_type":"anchor","label":"Step 3: Automate team alerts"},{"_key":"404cadf9d813","_type":"block","children":[{"_key":"b4c04ac5f6100","_type":"span","marks":[],"text":"Step 3: Automate team alerts"}],"markDefs":[],"style":"h3"},{"_key":"fa6fe8b73edf","_type":"block","children":[{"_key":"3a89d85a44190","_type":"span","marks":[],"text":"Head over to the "},{"_key":"678c83395900","_type":"span","marks":["strong"],"text":"team alerts"},{"_key":"902eb118cc3d","_type":"span","marks":[],"text":" menu on the left nav and click the "},{"_key":"9b764e10498d","_type":"span","marks":["strong"],"text":"+ Create team alert"},{"_key":"ad7f39b61bfb","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"76530640ff04","_type":"mainImage","alt":"Team alerts overview","asset":{"_ref":"image-da9a9a3a80229119e5c8e3f2e43e24d5d9d365b8-2932x1832-png","_type":"reference"},"caption":"Create alerts for your team"},{"_key":"623ed51e3b8a","_type":"block","children":[{"_key":"f83ff04d60c40","_type":"span","marks":[],"text":"This will take us to the alert workflow, where we can set up a trigger from an event (PR submitted, in this case), a filter to narrow alerts if needed, and an action to send the alert to a destination."}],"markDefs":[],"style":"normal"},{"_key":"ab1ca9879a73","_type":"mainImage","alt":"Workflow for team alerts","asset":{"_ref":"image-39e542d7855fa4217e105854b4976e27d354ead3-2932x1832-png","_type":"reference"},"caption":"Send team alerts from a Common Room source to your alerting destination"},{"_key":"6992547c4f8b","_type":"block","children":[{"_key":"5ebb5e9b0f9e0","_type":"span","marks":[],"text":"First, we’ll select a trigger to initiate our alert. We’ll select Community Wide from the trigger dropdown and select "},{"_key":"a976f9322add","_type":"span","marks":["strong"],"text":"💬 New activity"},{"_key":"5cd6584d1d6e","_type":"span","marks":[],"text":" as our event."}],"markDefs":[],"style":"normal"},{"_key":"c63a54784ee2","_type":"mainImage","alt":"Trigger on new activity","asset":{"_ref":"image-15441b0369568b32e61982b6381442fd0c25a2b3-694x740-png","_type":"reference"},"caption":"Trigger a team alert from member activity"},{"_key":"b251ab1b9156","_type":"block","children":[{"_key":"8adc1aff39440","_type":"span","marks":[],"text":"We’re then taken to a filter step. And from here, we can select "},{"_key":"b1fabac20f82","_type":"span","marks":["strong"],"text":"Activity filters"},{"_key":"215c8833b69e","_type":"span","marks":[],"text":" and add the same criteria we used above: source activity type = GitHub and activity = pull requests submitted."}],"markDefs":[],"style":"normal"},{"_key":"e3373a8fcf3e","_type":"mainImage","alt":"Filter team alerts by activity","asset":{"_ref":"image-cc417d0e1a14b9233e2b22f0bb48e88f9a3f4821-1032x744-png","_type":"reference"},"caption":"Filter alerts by activity on GitHub"},{"_key":"1ec034cde0d6","_type":"block","children":[{"_key":"56af6b146a340","_type":"span","marks":[],"text":"We also don’t want alerts when our own team members submit pull requests, so we’ll add an additional "},{"_key":"7c5f47485b87","_type":"span","marks":["strong"],"text":"member filter"},{"_key":"376815251222","_type":"span","marks":[],"text":" to exclude our team."}],"markDefs":[],"style":"normal"},{"_key":"3fbf08646a67","_type":"mainImage","alt":"Add member filters to alerts","asset":{"_ref":"image-7d6e8839a30ced68f943f0578f56b94f31e9da31-862x824-png","_type":"reference"},"caption":"Add filters to your alerts to exclude members"},{"_key":"d22bd693f431","_type":"block","children":[{"_key":"39011c6d6f220","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"9e9ff977532b","_type":"span","marks":[],"text":" If we wanted to refine our team alerts, we could add additional filters here for firmographics (e.g., company size > 10 or industry excludes health care)."}],"markDefs":[],"style":"callout"},{"_key":"7843a831f868","_type":"block","children":[{"_key":"69860b3f51160","_type":"span","marks":[],"text":"And for our final step in our team alert workflow, we’ll select to send alerts to Slack and choose the channel we want alerts to go to."}],"markDefs":[],"style":"normal"},{"_key":"8567a644b1fc","_type":"mainImage","alt":"Send alerts to Slack destination","asset":{"_ref":"image-c70b6dac2aefa59f3aaf9e3db7d7e422c40e525f-764x784-png","_type":"reference"},"caption":"Send PR notifications to a Slack channel"},{"_key":"1fca7ae5d824","_type":"block","children":[{"_key":"2e19cce494930","_type":"span","marks":[],"text":"When you click \"Create alert,\" you’ll see a confirmation modal to send a test message. We want to test what this looks like, so we’ll send it."}],"markDefs":[],"style":"normal"},{"_key":"02d1daef250a","_type":"mainImage","alt":"Send a test message to Slack","asset":{"_ref":"image-557fecc0bf3577d577d4918d43aa696e97048eb3-1210x932-png","_type":"reference"},"caption":"Send a test alert message to Slack"},{"_key":"a89011845367","_type":"block","children":[{"_key":"33d6809018d10","_type":"span","marks":[],"text":"Everything looks good and our channel was updated, so we’ll click \"Create and turn on.\" And with that, our alert is live!"}],"markDefs":[],"style":"normal"},{"_key":"0427c5bcbf37","_type":"anchor","label":"Wrapping up"},{"_key":"a51d98df5bbc","_type":"block","children":[{"_key":"86c7ff07e687","_type":"span","marks":[],"text":"Wrapping up"}],"markDefs":[],"style":"h3"},{"_key":"9bcf87fc3e3e","_type":"block","children":[{"_key":"2a7260535172","_type":"span","marks":[],"text":"With this playbook, we isolated meaningful activity from GitHub and alerted our team to take action. 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This shows us all the columns displaying information about accounts captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"2443339abcfd","_type":"mainImage","asset":{"_ref":"image-910aa9b983d599403c3fc255b53bc56e38c347bc-1316x1468-png","_type":"reference"},"caption":"View columns"},{"_key":"88ecb2b02205","_type":"block","children":[{"_key":"f8aef99f2e5d0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"f8aef99f2e5d1","_type":"span","marks":["strong"],"text":"Create new custom field"},{"_key":"f8aef99f2e5d2","_type":"span","marks":[],"text":", give it a brief name and description, and select "},{"_key":"f8aef99f2e5d3","_type":"span","marks":["strong"],"text":"Calculated"},{"_key":"f8aef99f2e5d4","_type":"span","marks":[],"text":" as the type."}],"markDefs":[],"style":"normal"},{"_key":"a6328a9bf15b","_type":"mainImage","asset":{"_ref":"image-d422206bea4636465f6e783abf707d7d8e596066-1314x946-png","_type":"reference"},"caption":"Select Calculated"},{"_key":"9ea3a66a9e7a","_type":"block","children":[{"_key":"df0785269baf0","_type":"span","marks":[],"text":"We can create a field based on any number of different types of account-level signals, including contact-level activities (such as product usage, job changes, and more), job listings, and news events."}],"markDefs":[],"style":"normal"},{"_key":"9e6d127a0176","_type":"mainImage","asset":{"_ref":"image-46de57b369a630d3ca01fa68fd84af445e34a088-1316x782-png","_type":"reference"},"caption":"View field options"},{"_key":"00b8f0c01f07","_type":"block","children":[{"_key":"42f2185784e60","_type":"span","marks":[],"text":"We can even use Common Room’s Prospector tool to count the number of high-fit prospects who work at an organization based on our custom criteria, like job title, role, seniority level, location, job-change history, and even LinkedIn follower count."}],"markDefs":[],"style":"normal"},{"_key":"cce590fd58f0","_type":"infoBox","body":[{"_key":"fa71d74b1bf4","_type":"block","children":[{"_key":"0066491dd2be","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"f619de28403b","_type":"span","marks":["c3fccc97056c"],"text":"Prospector"},{"_key":"82f8daf805ca","_type":"span","marks":[],"text":" feature allows you to search through a proprietary, constantly refreshed database of more than 200 million B2B contacts, surface employees at specific organizations based on custom criteria, and automatically add them as contacts—even if they’re not currently engaging with your organization on any connected channels or tracked in your CRM."}],"markDefs":[{"_key":"c3fccc97056c","_type":"link","href":"https://docs.commonroom.io/get-started/signals/common-room-native-signals/prospector"}],"style":"normal"}],"header":"Prospector","style":"info"},{"_key":"eabbca911d10","_type":"block","children":[{"_key":"4f327eced2cf0","_type":"span","marks":[],"text":"For this example, let’s say we want to see how many people within an account have been active in our product over the past 30 days. 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This makes it much easier to zero in on high-usage accounts quickly 🥳"}],"markDefs":[],"style":"normal"},{"_key":"2cb57cf15aa6","_type":"block","children":[{"_key":"64925a04c5270","_type":"span","marks":[],"text":"We can add as many calculated field columns to our view as we want to get even more granular."}],"markDefs":[],"style":"normal"},{"_key":"210a7c0defd5","_type":"block","children":[{"_key":"d599a23d33300","_type":"span","marks":[],"text":"We can also use calculated fields as inputs in our signal-based scoring."}],"markDefs":[],"style":"normal"},{"_key":"c3ab9150ade5","_type":"infoBox","body":[{"_key":"9302cf2bb50a","_type":"block","children":[{"_key":"b053fd49c410","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"88096eebbd6d","_type":"span","marks":["4149990fd895"],"text":"lead and account scoring"},{"_key":"f2abeafd543e","_type":"span","marks":[],"text":" feature allows you to instantly evaluate all opportunities based on customizable fit and behavior criteria. 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"},{"_key":"6030885869af","_type":"span","marks":["96cbf09da7e4"],"text":"Sign up for free"},{"_key":"d299bac8b099","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"96cbf09da7e4","_type":"link","href":"https://www.commonroom.io/signup?website_attribution=playbooks%252Fscale-proven-sales-plays-on-autopilot"}],"style":"normal"}],"header":"Common Room","style":"success"},{"_key":"a80f0f0a4b2d","_type":"infoBox","body":[{"_key":"64102c968949","_type":"block","children":[{"_key":"deac55c1c126","_type":"span","marks":[],"text":"We’ll use LinkedIn in this example. Check out our "},{"_key":"8210fe90f2bd","_type":"span","marks":["408b7e145fc7"],"text":"integrations docs"},{"_key":"f55a80b6a147","_type":"span","marks":[],"text":" for step-by-step directions on how to connect any channel to Common Room."}],"markDefs":[{"_key":"408b7e145fc7","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"normal"}],"header":"Digital channels","style":"success"},{"_key":"8a9a2407a533","_type":"infoBox","body":[{"_key":"20d969f9d58a","_type":"block","children":[{"_key":"f4804d0f400a","_type":"span","marks":[],"text":"We’ll use Snowflake in this example. Check out our "},{"_key":"927ce56625a6","_type":"span","marks":["65fa67aba9f5"],"text":"integration docs"},{"_key":"c58f2d5e6962","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Snowflake to Common Room and explore other business data source options."}],"markDefs":[{"_key":"65fa67aba9f5","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/snowflake"}],"style":"normal"}],"header":"Data warehouse","style":"success"},{"_key":"7adf6181c374","_type":"infoBox","body":[{"_key":"097b3f290fd8","_type":"block","children":[{"_key":"938f85b7a173","_type":"span","marks":[],"text":"We’ll use Salesforce in this example. 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This makes it easy to take action on buying signals fast."}],"markDefs":[{"_key":"670a3d63becd","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"dd605d93c39a","_type":"block","children":[{"_key":"65087ee1c0780","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"65087ee1c0781","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"65087ee1c0782","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and navigate to "},{"_key":"65087ee1c0783","_type":"span","marks":["strong"],"text":"Scores"},{"_key":"65087ee1c0784","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"4eb75ac80eeb","_type":"mainImage","asset":{"_ref":"image-647bf5df0c8f1dd14f5cfec62f9efc2db6642702-3840x2160-png","_type":"reference"},"caption":"Select Scores"},{"_key":"5ac9ddcad2bf","_type":"block","children":[{"_key":"45b7b371d0f00","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"45b7b371d0f01","_type":"span","marks":["strong"],"text":"Create new score"},{"_key":"45b7b371d0f02","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"ece4bda989ff","_type":"mainImage","asset":{"_ref":"image-cc563df6cc3d517648f6bcd558da2546db512a1d-408x164-png","_type":"reference"},"caption":"Select Create new score"},{"_key":"07629eeb3992","_type":"block","children":[{"_key":"2601b209705e0","_type":"span","marks":[],"text":"After we give our score a title and short description, we can drill down into buyer fit and behavior."}],"markDefs":[],"style":"normal"},{"_key":"ab04b2e279d3","_type":"mainImage","asset":{"_ref":"image-5ff532024f271815208c693fea7f3f235d2d7fd3-3840x2160-png","_type":"reference"},"caption":"View score configuration options"},{"_key":"fc50e2371099","_type":"block","children":[{"_key":"6ec8c86b8a360","_type":"span","marks":[],"text":"We’ll start with fit."}],"markDefs":[],"style":"normal"},{"_key":"d8f7e55543fc","_type":"block","children":[{"_key":"c01db3f8673e0","_type":"span","marks":[],"text":"We have no shortage of attributes we can add, but for this example we want to score fit based on the industry the person works in, how much revenue their organization brings in each year, and whether or not they’re an economic buyer."}],"markDefs":[],"style":"normal"},{"_key":"b6217a3cd79b","_type":"block","children":[{"_key":"7b842e70f4dc0","_type":"span","marks":[],"text":"We can easily add those criteria by clicking "},{"_key":"7b842e70f4dc1","_type":"span","marks":["strong"],"text":"Add rule"},{"_key":"7b842e70f4dc2","_type":"span","marks":[],"text":" and choosing from our filters."}],"markDefs":[],"style":"normal"},{"_key":"4ad7731e34ce","_type":"mainImage","asset":{"_ref":"image-b2bba636bae2cba9021467bd92bd93d6a4669632-2522x1322-png","_type":"reference"},"caption":"View filters"},{"_key":"837c861e1928","_type":"block","children":[{"_key":"411da69d240e0","_type":"span","marks":[],"text":"Each time we add a new criteria, we have the option of customizing its importance to the score (as well as specifying additional parameters). Maybe industry is more important to us than annual revenue, so we’d mark it as very important."}],"markDefs":[],"style":"normal"},{"_key":"e72cfcd19ded","_type":"mainImage","asset":{"_ref":"image-e65b10b1a7174f7656e2d512d0f04b7f82c07410-3840x2160-png","_type":"reference"},"caption":"Configure importance"},{"_key":"02e7696e8bfd","_type":"block","children":[{"_key":"f713dc0320260","_type":"span","marks":[],"text":"Okay, now let’s focus on behavior."}],"markDefs":[],"style":"normal"},{"_key":"d25c228e3f2d","_type":"block","children":[{"_key":"e55bbcc5aaf90","_type":"span","marks":[],"text":"Again, we can pull in signals related to actions across numerous digital channels: product, website, social, community, open-source—you name it. But for now we want to score behavior based on LinkedIn engagement and product usage."}],"markDefs":[],"style":"normal"},{"_key":"b65eadea5b10","_type":"block","children":[{"_key":"ac469763b5250","_type":"span","marks":[],"text":"So we’d click "},{"_key":"ac469763b5251","_type":"span","marks":["strong"],"text":"Add rule"},{"_key":"ac469763b5252","_type":"span","marks":[],"text":" under that section and once again choose from our filters."}],"markDefs":[],"style":"normal"},{"_key":"24d528e8fa08","_type":"mainImage","asset":{"_ref":"image-22f414829784571be83f781f3c0a73768e0be24c-2524x1312-png","_type":"reference"},"caption":"View filters"},{"_key":"960e52c92757","_type":"block","children":[{"_key":"e495367b737f0","_type":"span","marks":[],"text":"Once that’s done, we can decide how important fit and behavior are when scoring leads. We’d just hit "},{"_key":"e495367b737f1","_type":"span","marks":["strong"],"text":"Edit weights"},{"_key":"e495367b737f2","_type":"span","marks":[],"text":" and determine how much weight each category carries."}],"markDefs":[],"style":"normal"},{"_key":"20340322da87","_type":"mainImage","asset":{"_ref":"image-7fe9220f457c6161c4c7a8427a564a735fd444e6-2488x636-png","_type":"reference"},"caption":"Select Edit weights"},{"_key":"94bb83ebc1da","_type":"block","children":[{"_key":"cf223924881d0","_type":"span","marks":[],"text":"Last but not least, we’ll click "},{"_key":"cf223924881d1","_type":"span","marks":["strong"],"text":"Edit ranges"},{"_key":"cf223924881d2","_type":"span","marks":[],"text":" at the top of the screen so we can determine which scores are not a fit, fair, good, or excellent."}],"markDefs":[],"style":"normal"},{"_key":"666be331054a","_type":"mainImage","asset":{"_ref":"image-e8c38da0fd6831a1cd0069404be94a72da81d4f7-2516x624-png","_type":"reference"},"caption":"Select Edit ranges"},{"_key":"0bad8e6073d0","_type":"block","children":[{"_key":"a6ee768bafa80","_type":"span","marks":[],"text":"Voilà—we now have a new lead scoring system in place that can be applied to every person tracked in our digital ecosystem 💯"}],"markDefs":[],"style":"normal"},{"_key":"a484f182d298","_type":"block","children":[{"_key":"5ed0e09c30830","_type":"span","marks":[],"text":"Let’s put it to good use."}],"markDefs":[],"style":"normal"},{"_key":"dbfae35f6b0f","_type":"anchor","label":"Step 2: View scores"},{"_key":"263dc0330f6c","_type":"block","children":[{"_key":"1f4c15b51cd60","_type":"span","marks":[],"text":"Step 2: View scores"}],"markDefs":[],"style":"h3"},{"_key":"fd47c4a6857d","_type":"block","children":[{"_key":"810cac9088b40","_type":"span","marks":[],"text":"Click "},{"_key":"810cac9088b41","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"810cac9088b42","_type":"span","marks":[],"text":" to leave the "},{"_key":"810cac9088b43","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"810cac9088b44","_type":"span","marks":[],"text":" menu and head to "},{"_key":"810cac9088b45","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"810cac9088b46","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"e5cf5e6d173b","_type":"block","children":[{"_key":"3f96bd38fc850","_type":"span","marks":[],"text":"After we add our score as a column in our contacts view (just hit "},{"_key":"3f96bd38fc851","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"3f96bd38fc852","_type":"span","marks":[],"text":" to add a new one and customize its placement), we can see the lead score for each person marked as a contact in Common Room (keep in mind we can also do this for organizations)."}],"markDefs":[],"style":"normal"},{"_key":"619c7f3e2ebf","_type":"mainImage","asset":{"_ref":"image-d4bc0979907081d060f9e4b6855ccf8b906cab64-2620x508-png","_type":"reference"},"caption":"View scores"},{"_key":"f2d247deb9cf","_type":"block","children":[{"_key":"dc0baef46acb0","_type":"span","marks":[],"text":"Even better, we can simply hover over a person’s score to see why they received that designation."}],"markDefs":[],"style":"normal"},{"_key":"7e39a8df9911","_type":"mainImage","asset":{"_ref":"image-8a9c9820338a66c959f3b7c23061899d2d53d963-1058x674-png","_type":"reference"},"caption":"View score factors"},{"_key":"88438b6512bb","_type":"block","children":[{"_key":"e6e8b57d435d0","_type":"span","marks":[],"text":"Once we find a likely candidate for outreach, we can click into their Person360™ profile to learn more about them."}],"markDefs":[],"style":"normal"},{"_key":"ccfee15e587e","_type":"mainImage","asset":{"_ref":"image-55d3d0eda34f939874d5aae3e482cbf6af6b64fd-2688x1088-png","_type":"reference"},"caption":"View profile"},{"_key":"209871bfa390","_type":"block","children":[{"_key":"f9f91bbfeaac0","_type":"span","marks":[],"text":"🔦 "},{"_key":"f9f91bbfeaac1","_type":"span","marks":["strong"],"text":"Product spotlight: Person360\n"},{"_key":"56c2996207120","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"56c2996207121","_type":"span","marks":["89c9119c3ce7"],"text":"Person360"},{"_key":"56c2996207122","_type":"span","marks":[],"text":" feature allows you to deanonymize, merge, and enrich signals from every channel connected to Common Room. This makes it easy to reveal the identity, intent, and context of every buyer and customer."}],"markDefs":[{"_key":"89c9119c3ce7","_type":"link","href":"https://www.commonroom.io/blog/introducing-person360-connect-with-the-person-behind-the-signal/"}],"style":"callout"},{"_key":"71ec11946933","_type":"block","children":[{"_key":"ffe5768d9b080","_type":"span","marks":[],"text":"Here we can see where they work, how to contact them, and dig into activities across different channels—from social interactions to product usage."}],"markDefs":[],"style":"normal"},{"_key":"43b3125fef1e","_type":"block","children":[{"_key":"b5023842cbd70","_type":"span","marks":[],"text":"We can even add them to a personalized outbound sequence or sync their records with our CRM, all from Common Room 🙌"}],"markDefs":[],"style":"normal"},{"_key":"7d777e9c6177","_type":"block","children":[{"_key":"8c82551828d70","_type":"span","marks":[],"text":"But first, let’s make sure we’re always up to date on new leads with high scores."}],"markDefs":[],"style":"normal"},{"_key":"ee6d818525f5","_type":"anchor","label":"Step 3: Automate alerts and outreach"},{"_key":"37368a9b2e4c","_type":"block","children":[{"_key":"2ce0c139934a0","_type":"span","marks":[],"text":"Step 3: Automate alerts and outreach"}],"markDefs":[],"style":"h3"},{"_key":"7d5de5968ffc","_type":"block","children":[{"_key":"eaad4254a18d0","_type":"span","marks":[],"text":"We can set up multiple automations based on lead and account scores."}],"markDefs":[],"style":"normal"},{"_key":"92d5a3cfee2b","_type":"block","children":[{"_key":"09a1c1b7af8f0","_type":"span","marks":[],"text":"For example, we could create a real-time alert to notify us in Slack the instant a new contact with a high lead score is added to Common Room."}],"markDefs":[],"style":"normal"},{"_key":"221c9f1c2b3e","_type":"block","children":[{"_key":"daf1c070eb700","_type":"span","marks":[],"text":"🔦 "},{"_key":"daf1c070eb701","_type":"span","marks":["strong"],"text":"Product spotlight: Team alerts\n"},{"_key":"75e23c0644b60","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"75e23c0644b61","_type":"span","marks":["d223d82045a8"],"text":"team alerts"},{"_key":"75e23c0644b62","_type":"span","marks":[],"text":" feature allows you to automate alerts based on any combination of triggers and filters so you can see real-time activity from the people and accounts you care about. This makes it easy to always stay updated on specific individuals and organizations."}],"markDefs":[{"_key":"d223d82045a8","_type":"link","href":"https://docs.commonroom.io/using-common-room/team-alerts-page"}],"style":"callout"},{"_key":"f982a908ae08","_type":"mainImage","asset":{"_ref":"image-8edacb12f91a6bbf68ee53cc634edab13dc70fe4-1330x1060-png","_type":"reference"},"caption":"Configure alert"},{"_key":"4720fc5ca96e","_type":"block","children":[{"_key":"a6453a710ac10","_type":"span","marks":[],"text":"This way we get alerted right where we work so we never miss a new opportunity."}],"markDefs":[],"style":"normal"},{"_key":"bb84b5a99358","_type":"block","children":[{"_key":"8633ba2b918e0","_type":"span","marks":[],"text":"Or we could create a segment based on lead ownership in Salesforce that automatically pulls high-scoring leads who are owned by us into a segment for easy monitoring and engagement."}],"markDefs":[],"style":"normal"},{"_key":"9bd57a31d3db","_type":"block","children":[{"_key":"c684f17622aa0","_type":"span","marks":[],"text":"🔦 "},{"_key":"c684f17622aa1","_type":"span","marks":["strong"],"text":"Product spotlight: Segments\n"},{"_key":"90b35603f9410","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"90b35603f9411","_type":"span","marks":["cb5de7758ac1"],"text":"segments"},{"_key":"90b35603f9412","_type":"span","marks":[],"text":" feature allows you to combine activity data from across 30-plus channels with customer fit criteria, such as organization size and role. 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Once that’s done, data from Slack will start flowing into Common Room."}],"markDefs":[],"style":"normal"},{"_key":"d7906b127121","_type":"block","children":[{"_key":"e2a95a17d0a60","_type":"span","marks":[],"text":"We’ll then repeat this process with LinkedIn."}],"markDefs":[],"style":"normal"},{"_key":"0dde6cf8bd8d","_type":"block","children":[{"_key":"bcda2cddc12c0","_type":"span","marks":[],"text":"Okay, now that our digital channels are connected, let’s make sure we can surface our PQLs in our CRM."}],"markDefs":[],"style":"normal"},{"_key":"b8c0d1aba769","_type":"anchor","label":"Step 3: Connect Salesforce"},{"_key":"2051a58c4e25","_type":"block","children":[{"_key":"0311229dcb430","_type":"span","marks":[],"text":"Step 3: Connect Salesforce"}],"markDefs":[],"style":"h3"},{"_key":"21f961e3f70d","_type":"block","children":[{"_key":"7237aec246f10","_type":"span","marks":["adf447075a67"],"text":"Salesforce"},{"_key":"7237aec246f11","_type":"span","marks":[],"text":" is our source of truth, so we’ll choose it from the list of data sources."}],"markDefs":[{"_key":"adf447075a67","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/salesforce-crm"}],"style":"normal"},{"_key":"0c77b13562f6","_type":"mainImage","asset":{"_ref":"image-a5ab89ad102394e7ed1a186eb84269aa20748690-1422x792-png","_type":"reference"},"caption":"Select Salesforce"},{"_key":"cfdcfed499ca","_type":"block","children":[{"_key":"fd9ea48e77b90","_type":"span","marks":[],"text":"We’ll need to confirm that we’re an admin (otherwise, we can invite an admin to finish the integration setup). 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This makes it easy to view data recorded in your CRM within Common Room, as well as pass data from Common Room to your CRM."}],"markDefs":[{"_key":"99276b170aff","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/hubspot"}],"style":"callout"},{"_key":"1d94a0a07ede","_type":"block","children":[{"_key":"ce28356c27690","_type":"span","marks":[],"text":"Now that we know we can sync Common Room data with Salesforce, let’s get to finding our PQLs 💸"}],"markDefs":[],"style":"normal"},{"_key":"884ecf350a0a","_type":"anchor","label":"Step 4: Create product-qualified tag"},{"_key":"c1cd7b32f320","_type":"block","children":[{"_key":"32c2cc467f8d0","_type":"span","marks":[],"text":"Step 4: Create product-qualified tag"}],"markDefs":[],"style":"h3"},{"_key":"767bd7762e00","_type":"block","children":[{"_key":"68c1ad5c400c0","_type":"span","marks":[],"text":"Click "},{"_key":"68c1ad5c400c1","_type":"span","marks":["strong"],"text":"Tags"},{"_key":"68c1ad5c400c2","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"68c1ad5c400c3","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"68c1ad5c400c4","_type":"span","marks":[],"text":" menu."}],"markDefs":[],"style":"normal"},{"_key":"d0acf3392866","_type":"mainImage","asset":{"_ref":"image-86637bf43477c512fd4b530f58408679d9400e64-3841x2161-png","_type":"reference"},"caption":"Select Tags"},{"_key":"a89160f481c7","_type":"block","children":[{"_key":"1fbed4b2a5040","_type":"span","marks":[],"text":"As you’ll see, the "},{"_key":"1fbed4b2a5041","_type":"span","marks":["strong"],"text":"Product qualified"},{"_key":"1fbed4b2a5042","_type":"span","marks":[],"text":" tag is one of many default tags in Common Room. 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This will bring up a dropdown menu where we can choose from a list of options or customize our own date range."}],"markDefs":[],"style":"normal"},{"_key":"f3b5f03745b0","_type":"block","children":[{"_key":"a1d257f4ce940","_type":"span","marks":[],"text":"We’ll select "},{"_key":"a1d257f4ce941","_type":"span","marks":["strong"],"text":"Last 28 days"},{"_key":"a1d257f4ce942","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"e0afdc3793b0","_type":"mainImage","asset":{"_ref":"image-3140c870d0deafed88198e35515c53adefd8f825-487x721-png","_type":"reference"},"caption":"Select Last 28 days"},{"_key":"4bf68b0611e5","_type":"block","children":[{"_key":"2924ee37ff510","_type":"span","marks":[],"text":"Next we’ll add another field filter. This time we’ll choose "},{"_key":"2924ee37ff511","_type":"span","marks":["strong"],"text":"# Design Files Created"},{"_key":"2924ee37ff512","_type":"span","marks":[],"text":" and put 5 in the "},{"_key":"2924ee37ff513","_type":"span","marks":["strong"],"text":"At least"},{"_key":"2924ee37ff514","_type":"span","marks":[],"text":" box."}],"markDefs":[],"style":"normal"},{"_key":"c6a23e17131e","_type":"mainImage","asset":{"_ref":"image-dd32d5b29061b71a8543221ec1bfa5c0109018e8-507x465-png","_type":"reference"},"caption":"Add criteria"},{"_key":"5be342300537","_type":"block","children":[{"_key":"7c85b8dd7b190","_type":"span","marks":[],"text":"Finally, we’ll add a field filter for "},{"_key":"7c85b8dd7b191","_type":"span","marks":["strong"],"text":"# Invites Sent"},{"_key":"7c85b8dd7b192","_type":"span","marks":[],"text":" and put 2 in the "},{"_key":"7c85b8dd7b193","_type":"span","marks":["strong"],"text":"At least"},{"_key":"7c85b8dd7b194","_type":"span","marks":[],"text":" box."}],"markDefs":[],"style":"normal"},{"_key":"23548375a062","_type":"mainImage","asset":{"_ref":"image-27bca8d201fc69d8a80bc3160468eff7c56cdc3d-501x461-png","_type":"reference"},"caption":"Add criteria"},{"_key":"a97936927eb5","_type":"block","children":[{"_key":"8654dbd28e710","_type":"span","marks":[],"text":"Hit "},{"_key":"8654dbd28e711","_type":"span","marks":["strong"],"text":"Save"},{"_key":"8654dbd28e712","_type":"span","marks":[],"text":" and you’re all set. Any individual who matches our criteria will be tagged as a product-qualified lead 🥂"}],"markDefs":[],"style":"normal"},{"_key":"cadf9b75b2b8","_type":"block","children":[{"_key":"b4e01ecd2fc80","_type":"span","marks":[],"text":"Let’s take a look at what we’ve found."}],"markDefs":[],"style":"normal"},{"_key":"725764b52fb3","_type":"anchor","label":"Step 5: Identify PQLs"},{"_key":"f2f8d057774b","_type":"block","children":[{"_key":"622ddb3faaf20","_type":"span","marks":[],"text":"Step 5: Identify PQLs"}],"markDefs":[],"style":"h3"},{"_key":"3294b858bb4e","_type":"block","children":[{"_key":"2ebf13ea19e80","_type":"span","marks":[],"text":"Click "},{"_key":"2ebf13ea19e81","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"2ebf13ea19e82","_type":"span","marks":[],"text":" to exit the "},{"_key":"2ebf13ea19e83","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"2ebf13ea19e84","_type":"span","marks":[],"text":" menu, then click "},{"_key":"2ebf13ea19e85","_type":"span","marks":["strong"],"text":"Members"},{"_key":"2ebf13ea19e86","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"92d29813e806","_type":"mainImage","asset":{"_ref":"image-465c487129184466948f52d96dcf18fcc831187b-3841x2161-png","_type":"reference"},"caption":"Select Members"},{"_key":"cfd82ce5cb14","_type":"block","children":[{"_key":"02358fca73660","_type":"span","marks":[],"text":"Select "},{"_key":"02358fca73661","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"02358fca73662","_type":"span","marks":[],"text":", then navigate to "},{"_key":"02358fca73663","_type":"span","marks":["strong"],"text":"Member tags"},{"_key":"02358fca73664","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"bf89fb9575fd","_type":"mainImage","asset":{"_ref":"image-902e9e59f3931da2a4a154d308588a9872e58494-2071x1321-png","_type":"reference"},"caption":"Select Member tags"},{"_key":"2a201116db2e","_type":"block","children":[{"_key":"c6acf2c290dd0","_type":"span","marks":[],"text":"This will open up a dropdown menu. Choose "},{"_key":"c6acf2c290dd1","_type":"span","marks":["strong"],"text":"Product qualified"},{"_key":"c6acf2c290dd2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"3e0b3a8f8513","_type":"mainImage","asset":{"_ref":"image-9e0ab735fef7706002ecfdbd20e0a7b8550b2734-517x915-png","_type":"reference"},"caption":"Select Product qualified"},{"_key":"05f02b655a00","_type":"block","children":[{"_key":"853a88a481190","_type":"span","marks":[],"text":"This will give us a view of every product user who matches our tag 👀"}],"markDefs":[],"style":"normal"},{"_key":"c230a65d7095","_type":"block","children":[{"_key":"afedaa1cab580","_type":"span","marks":[],"text":"We can drill down further from here if we want to. Let’s say we'd like to prioritize the biggest and best opportunities—people who work at large organizations that bring in a certain amount of revenue each year."}],"markDefs":[],"style":"normal"},{"_key":"da56eeb57a08","_type":"block","children":[{"_key":"4547023f3d890","_type":"span","marks":[],"text":"💡 Common Room’s "},{"_key":"4547023f3d891","_type":"span","marks":["2bfbd7ce5a5a"],"text":"filters"},{"_key":"4547023f3d892","_type":"span","marks":[],"text":" make it easy to narrow your scope by sifting through individuals and organizations based on specific attributes and actions, such as job title, tech stack, keywords, sentiment, and more."}],"markDefs":[{"_key":"2bfbd7ce5a5a","_type":"link","href":"https://docs.commonroom.io/using-common-room/organizations-page/filters-and-sorting"}],"style":"callout"},{"_key":"c37c69d35240","_type":"block","children":[{"_key":"9dff445d04140","_type":"span","marks":[],"text":"We’ll click "},{"_key":"9dff445d04141","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"9dff445d04142","_type":"span","marks":[],"text":" again and head over to "},{"_key":"9dff445d04143","_type":"span","marks":["strong"],"text":"Organization size"},{"_key":"9dff445d04144","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"594f94008170","_type":"mainImage","asset":{"_ref":"image-3c2ba2e03ff8f6135daabcad31d6ddea30003988-2491x1319-png","_type":"reference"},"caption":"Select Organization size"},{"_key":"29d16f2524f4","_type":"block","children":[{"_key":"e0352eeef1e80","_type":"span","marks":[],"text":"After we select this filter, we’ll add 1,000 to the "},{"_key":"e0352eeef1e81","_type":"span","marks":["strong"],"text":"At least"},{"_key":"e0352eeef1e82","_type":"span","marks":[],"text":" box."}],"markDefs":[],"style":"normal"},{"_key":"b24d6177d9eb","_type":"mainImage","asset":{"_ref":"image-e6df7dcc456009ec9b9cc4c8344f9f61a0803ad4-481x1037-png","_type":"reference"},"caption":"Add criteria"},{"_key":"ffaa31b1b804","_type":"block","children":[{"_key":"202f3964c7790","_type":"span","marks":[],"text":"Next we’ll add a filter for "},{"_key":"202f3964c7791","_type":"span","marks":["strong"],"text":"Annual revenue"},{"_key":"202f3964c7792","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"82250151cc86","_type":"mainImage","asset":{"_ref":"image-c200c230ff8bd24a9a21ded43ee96e7dfa827194-2499x1309-png","_type":"reference"},"caption":"Select Annual revenue"},{"_key":"a9a74934f9a3","_type":"block","children":[{"_key":"3e68f38ac45f0","_type":"span","marks":[],"text":"Then we’ll add $10M to the "},{"_key":"3e68f38ac45f1","_type":"span","marks":["strong"],"text":"At least"},{"_key":"3e68f38ac45f2","_type":"span","marks":[],"text":" box."}],"markDefs":[],"style":"normal"},{"_key":"403111d45765","_type":"mainImage","asset":{"_ref":"image-f43a0853cffa9026b14bb307639155cc4551248c-475x967-png","_type":"reference"},"caption":"Add criteria"},{"_key":"158a2b3a7abb","_type":"block","children":[{"_key":"aef3685628150","_type":"span","marks":[],"text":"Now we have a view of all product-qualified leads that work at organizations with at least 1,000 employees and generate $10 million or more in annual revenue."}],"markDefs":[],"style":"normal"},{"_key":"b0d10000b621","_type":"block","children":[{"_key":"b717817ddfc00","_type":"span","marks":[],"text":"Let’s make sure we’re always kept up to date on our leads."}],"markDefs":[],"style":"normal"},{"_key":"dab0931e8b2a","_type":"anchor","label":"Step 6: Create real-time alerts"},{"_key":"f82ef43d0624","_type":"block","children":[{"_key":"52fcb476f7950","_type":"span","marks":[],"text":"Step 6: Create real-time alerts"}],"markDefs":[],"style":"h3"},{"_key":"e9c537e7a7c5","_type":"block","children":[{"_key":"68e281c5d6560","_type":"span","marks":[],"text":"Navigate to "},{"_key":"68e281c5d6561","_type":"span","marks":["strong"],"text":"Team alerts"},{"_key":"68e281c5d6562","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"1a39d6bfb756","_type":"mainImage","asset":{"_ref":"image-cf7c9bbb9515fd059e4752bdce900901cb933bc0-3841x2161-png","_type":"reference"},"caption":"Select Team alerts"},{"_key":"84391d46d684","_type":"block","children":[{"_key":"9f30cab2b9110","_type":"span","marks":[],"text":"We’ll click "},{"_key":"9f30cab2b9111","_type":"span","marks":["strong"],"text":"Create team alert"},{"_key":"9f30cab2b9112","_type":"span","marks":[],"text":" to set up what will trigger our alert and where it will be sent."}],"markDefs":[],"style":"normal"},{"_key":"aa0881c67549","_type":"mainImage","asset":{"_ref":"image-14f7c072ce466f674a621790fd1fadc6396e9d91-2303x881-png","_type":"reference"},"caption":"Select Create team alert"},{"_key":"612f467fcb5c","_type":"block","children":[{"_key":"8102dec00a7b0","_type":"span","marks":[],"text":"We want to get notified any time a user becomes a PQL 📟"}],"markDefs":[],"style":"normal"},{"_key":"39dec4f01f22","_type":"block","children":[{"_key":"6c738b3193580","_type":"span","marks":[],"text":"First we’ll select "},{"_key":"6c738b3193581","_type":"span","marks":["strong"],"text":"New member"},{"_key":"6c738b3193582","_type":"span","marks":[],"text":" under the trigger section."}],"markDefs":[],"style":"normal"},{"_key":"687f16ff88a6","_type":"mainImage","asset":{"_ref":"image-34385c5aef6459a69de0861b6e2a9edeb2f80865-733x935-png","_type":"reference"},"caption":"Select New member"},{"_key":"86d2497a1e94","_type":"block","children":[{"_key":"b66e9ee976ef0","_type":"span","marks":[],"text":"Then we’ll click "},{"_key":"b66e9ee976ef1","_type":"span","marks":["strong"],"text":"Add member filter"},{"_key":"b66e9ee976ef2","_type":"span","marks":[],"text":" under the filters section and choose "},{"_key":"b66e9ee976ef3","_type":"span","marks":["strong"],"text":"Member tags"},{"_key":"b66e9ee976ef4","_type":"span","marks":[],"text":". Select "},{"_key":"b66e9ee976ef5","_type":"span","marks":["strong"],"text":"Product qualified"},{"_key":"b66e9ee976ef6","_type":"span","marks":[],"text":" from the dropdown list."}],"markDefs":[],"style":"normal"},{"_key":"8327d5e0bde2","_type":"mainImage","asset":{"_ref":"image-9cdbfb69a55af6ca99a01324d4f33ad22b1bf244-477x255-png","_type":"reference"},"caption":"Select Product qualified"},{"_key":"47485ea4834e","_type":"block","children":[{"_key":"3b534aa460770","_type":"span","marks":[],"text":"Finally, let’s make sure we get alerted where we work. We’ll choose an internal Slack channel under the Action section."}],"markDefs":[],"style":"normal"},{"_key":"e5d1493771c8","_type":"mainImage","asset":{"_ref":"image-725e8c21fc2b3323b9fbdeb59890ad00ce51b494-715x623-png","_type":"reference"},"caption":"Select Slack channel"},{"_key":"50ab33b4259f","_type":"block","children":[{"_key":"6cbdb14f2b920","_type":"span","marks":[],"text":"Click "},{"_key":"6cbdb14f2b921","_type":"span","marks":["strong"],"text":"Create alert"},{"_key":"6cbdb14f2b922","_type":"span","marks":[],"text":" and now we’ll be the first to know about new PQLs."}],"markDefs":[],"style":"normal"},{"_key":"82f00ea0ca8e","_type":"block","children":[{"_key":"f07be49080450","_type":"span","marks":[],"text":"But we don’t just want to know about product-qualified leads—we want to follow up with them. 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Choose "},{"_key":"f6ad75cd007e5","_type":"span","marks":["strong"],"text":"Member tags"},{"_key":"f6ad75cd007e6","_type":"span","marks":[],"text":" and select "},{"_key":"f6ad75cd007e7","_type":"span","marks":["strong"],"text":"Product qualified "},{"_key":"f6ad75cd007e8","_type":"span","marks":[],"text":"from the dropdown list."}],"markDefs":[],"style":"normal"},{"_key":"6b18eaba2f56","_type":"mainImage","asset":{"_ref":"image-646eb84c8d3aea21282bc58cdf1ebb1e708f65c4-531x431-png","_type":"reference"},"caption":"Select Product qualified"},{"_key":"2e441d74075b","_type":"block","children":[{"_key":"3329f63d44a00","_type":"span","marks":[],"text":"Segments are reactive. Any time a person matches our criteria, they’ll automatically be added to our segment. Likewise, any time a person stops matching our criteria, they’ll be removed. 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Or at least it used to be."}],"markDefs":[],"style":"normal"},{"_key":"65dbfdbdd8f0","_type":"block","children":[{"_key":"54924da328200","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to spot which accounts are active in your product, drill down into individual users, and transform product usage into sales gold."}],"markDefs":[],"style":"normal"},{"_key":"254fa6b119c2","_type":"block","children":[{"_key":"feab0c1a35070","_type":"span","marks":[],"text":"Let’s get going 🏁"}],"markDefs":[],"style":"normal"},{"_key":"581933543259","_type":"block","children":[{"_key":"371686e182550","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"471261136dbc","_type":"block","children":[{"_key":"63af520c0fde0","_type":"span","marks":[],"text":"Common Room (this is how we’ll identify and monitor product usage—"},{"_key":"63af520c0fde1","_type":"span","marks":["d911b3225f51"],"text":"sign up for free"},{"_key":"63af520c0fde2","_type":"span","marks":[],"text":" to follow along)"}],"markDefs":[{"_key":"d911b3225f51","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"94eee7279df3","_type":"block","children":[{"_key":"76b492486a9a0","_type":"span","marks":[],"text":"Access to product data (in this example we’ll use Snowflake)"}],"markDefs":[],"style":"callout"},{"_key":"4a4b9288b21f","_type":"block","children":[{"_key":"be34031691d80","_type":"span","marks":[],"text":"Access to digital channels (in this example we’ll use LinkedIn)"}],"markDefs":[],"style":"callout"},{"_key":"5b8496d3a752","_type":"anchor","label":"Step 1: Connect Snowflake"},{"_key":"2732759db0d6","_type":"block","children":[{"_key":"ce6942cb55f8","_type":"span","marks":[],"text":"Step 1: Connect Snowflake"}],"markDefs":[],"style":"h3"},{"_key":"d6d7de530202","_type":"block","children":[{"_key":"df248291ce140","_type":"span","marks":[],"text":"We want to hone in on organizations that are active in our product, so our first step is connecting our product usage data to Common Room. 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"},{"_key":"946885c689285","_type":"span","marks":["strong"],"text":"Workflows"},{"_key":"946885c689286","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"39fd6e164482","_type":"mainImage","asset":{"_ref":"image-cbeab4ee0232382a0bdad43535f430d59b5aa03e-3840x2161-png","_type":"reference"},"caption":"Select Workflows"},{"_key":"e57378a08d85","_type":"block","children":[{"_key":"2bf9304e42650","_type":"span","marks":[],"text":"This is where we’ll automate how our tag is assigned so we can easily track power accounts."}],"markDefs":[],"style":"normal"},{"_key":"c097cfb6b43a","_type":"block","children":[{"_key":"90f2e8aea3f50","_type":"span","marks":[],"text":"💡 "},{"_key":"90f2e8aea3f51","_type":"span","marks":["752f0da0c8fe"],"text":"Workflows"},{"_key":"90f2e8aea3f52","_type":"span","marks":[],"text":" in Common Room allow you to automate actions—such as assigning tags, sending messages, and more—based on customizable inputs so you can 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This makes it easy to view data recorded in your CRM within Common Room, as well as pass data from Common Room to your CRM."}],"markDefs":[{"_key":"99276b170aff","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/hubspot"}],"style":"callout"},{"_key":"1d94a0a07ede","_type":"block","children":[{"_key":"ce28356c27690","_type":"span","marks":[],"text":"Now that we know we can sync Common Room data with Salesforce, let’s get to finding our PQLs 💸"}],"markDefs":[],"style":"normal"},{"_key":"884ecf350a0a","_type":"anchor","label":"Step 4: Create product-qualified tag"},{"_key":"c1cd7b32f320","_type":"block","children":[{"_key":"32c2cc467f8d0","_type":"span","marks":[],"text":"Step 4: Create product-qualified tag"}],"markDefs":[],"style":"h3"},{"_key":"767bd7762e00","_type":"block","children":[{"_key":"68c1ad5c400c0","_type":"span","marks":[],"text":"Click "},{"_key":"68c1ad5c400c1","_type":"span","marks":["strong"],"text":"Tags"},{"_key":"68c1ad5c400c2","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"68c1ad5c400c3","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"68c1ad5c400c4","_type":"span","marks":[],"text":" menu."}],"markDefs":[],"style":"normal"},{"_key":"d0acf3392866","_type":"mainImage","asset":{"_ref":"image-86637bf43477c512fd4b530f58408679d9400e64-3841x2161-png","_type":"reference"},"caption":"Select Tags"},{"_key":"a89160f481c7","_type":"block","children":[{"_key":"1fbed4b2a5040","_type":"span","marks":[],"text":"As you’ll see, the "},{"_key":"1fbed4b2a5041","_type":"span","marks":["strong"],"text":"Product qualified"},{"_key":"1fbed4b2a5042","_type":"span","marks":[],"text":" tag is one of many default tags in Common Room. Once we turn it on, any individual who matches our criteria will automatically be tagged with this label."}],"markDefs":[],"style":"normal"},{"_key":"88a94a031b59","_type":"mainImage","asset":{"_ref":"image-597154ba7180defb81fd653137cbb1bf53e0114c-2137x763-png","_type":"reference"},"caption":"View tags"},{"_key":"c0c083b79349","_type":"block","children":[{"_key":"947ad0a6ddef0","_type":"span","marks":[],"text":"💡 You can create and assign both "},{"_key":"947ad0a6ddef1","_type":"span","marks":["39171dff20a9"],"text":"member tags"},{"_key":"947ad0a6ddef2","_type":"span","marks":[],"text":" and "},{"_key":"947ad0a6ddef3","_type":"span","marks":["9e586891c3b3"],"text":"organization tags"},{"_key":"947ad0a6ddef4","_type":"span","marks":[],"text":" to quickly find and track ideal personas, economic buyers, current customers, and more."}],"markDefs":[{"_key":"39171dff20a9","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/member-tags"},{"_key":"9e586891c3b3","_type":"link","href":"https://docs.commonroom.io/using-common-room/organizations-page/organization-tags"}],"style":"callout"},{"_key":"d1bec6bc18ac","_type":"block","children":[{"_key":"3d3c6cb8b9930","_type":"span","marks":[],"text":"Let’s decide what constitutes a product-qualified lead. 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This will bring up a dropdown menu where we can choose from a list of options or customize our own date range."}],"markDefs":[],"style":"normal"},{"_key":"f3b5f03745b0","_type":"block","children":[{"_key":"a1d257f4ce940","_type":"span","marks":[],"text":"We’ll select "},{"_key":"a1d257f4ce941","_type":"span","marks":["strong"],"text":"Last 28 days"},{"_key":"a1d257f4ce942","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"e0afdc3793b0","_type":"mainImage","asset":{"_ref":"image-3140c870d0deafed88198e35515c53adefd8f825-487x721-png","_type":"reference"},"caption":"Select Last 28 days"},{"_key":"4bf68b0611e5","_type":"block","children":[{"_key":"2924ee37ff510","_type":"span","marks":[],"text":"Next we’ll add another field filter. This time we’ll choose "},{"_key":"2924ee37ff511","_type":"span","marks":["strong"],"text":"# Design Files Created"},{"_key":"2924ee37ff512","_type":"span","marks":[],"text":" and put 5 in the "},{"_key":"2924ee37ff513","_type":"span","marks":["strong"],"text":"At least"},{"_key":"2924ee37ff514","_type":"span","marks":[],"text":" box."}],"markDefs":[],"style":"normal"},{"_key":"c6a23e17131e","_type":"mainImage","asset":{"_ref":"image-dd32d5b29061b71a8543221ec1bfa5c0109018e8-507x465-png","_type":"reference"},"caption":"Add criteria"},{"_key":"5be342300537","_type":"block","children":[{"_key":"7c85b8dd7b190","_type":"span","marks":[],"text":"Finally, we’ll add a field filter for "},{"_key":"7c85b8dd7b191","_type":"span","marks":["strong"],"text":"# Invites Sent"},{"_key":"7c85b8dd7b192","_type":"span","marks":[],"text":" and put 2 in the "},{"_key":"7c85b8dd7b193","_type":"span","marks":["strong"],"text":"At least"},{"_key":"7c85b8dd7b194","_type":"span","marks":[],"text":" box."}],"markDefs":[],"style":"normal"},{"_key":"23548375a062","_type":"mainImage","asset":{"_ref":"image-27bca8d201fc69d8a80bc3160468eff7c56cdc3d-501x461-png","_type":"reference"},"caption":"Add criteria"},{"_key":"a97936927eb5","_type":"block","children":[{"_key":"8654dbd28e710","_type":"span","marks":[],"text":"Hit "},{"_key":"8654dbd28e711","_type":"span","marks":["strong"],"text":"Save"},{"_key":"8654dbd28e712","_type":"span","marks":[],"text":" and you’re all set. Any individual who matches our criteria will be tagged as a product-qualified lead 🥂"}],"markDefs":[],"style":"normal"},{"_key":"cadf9b75b2b8","_type":"block","children":[{"_key":"b4e01ecd2fc80","_type":"span","marks":[],"text":"Let’s take a look at what we’ve found."}],"markDefs":[],"style":"normal"},{"_key":"725764b52fb3","_type":"anchor","label":"Step 5: Identify PQLs"},{"_key":"f2f8d057774b","_type":"block","children":[{"_key":"622ddb3faaf20","_type":"span","marks":[],"text":"Step 5: Identify PQLs"}],"markDefs":[],"style":"h3"},{"_key":"3294b858bb4e","_type":"block","children":[{"_key":"2ebf13ea19e80","_type":"span","marks":[],"text":"Click "},{"_key":"2ebf13ea19e81","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"2ebf13ea19e82","_type":"span","marks":[],"text":" to exit the "},{"_key":"2ebf13ea19e83","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"2ebf13ea19e84","_type":"span","marks":[],"text":" menu, then click "},{"_key":"2ebf13ea19e85","_type":"span","marks":["strong"],"text":"Members"},{"_key":"2ebf13ea19e86","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"92d29813e806","_type":"mainImage","asset":{"_ref":"image-465c487129184466948f52d96dcf18fcc831187b-3841x2161-png","_type":"reference"},"caption":"Select Members"},{"_key":"cfd82ce5cb14","_type":"block","children":[{"_key":"02358fca73660","_type":"span","marks":[],"text":"Select "},{"_key":"02358fca73661","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"02358fca73662","_type":"span","marks":[],"text":", then navigate to "},{"_key":"02358fca73663","_type":"span","marks":["strong"],"text":"Member tags"},{"_key":"02358fca73664","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"bf89fb9575fd","_type":"mainImage","asset":{"_ref":"image-902e9e59f3931da2a4a154d308588a9872e58494-2071x1321-png","_type":"reference"},"caption":"Select Member tags"},{"_key":"2a201116db2e","_type":"block","children":[{"_key":"c6acf2c290dd0","_type":"span","marks":[],"text":"This will open up a dropdown menu. Choose "},{"_key":"c6acf2c290dd1","_type":"span","marks":["strong"],"text":"Product qualified"},{"_key":"c6acf2c290dd2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"3e0b3a8f8513","_type":"mainImage","asset":{"_ref":"image-9e0ab735fef7706002ecfdbd20e0a7b8550b2734-517x915-png","_type":"reference"},"caption":"Select Product qualified"},{"_key":"05f02b655a00","_type":"block","children":[{"_key":"853a88a481190","_type":"span","marks":[],"text":"This will give us a view of every product user who matches our tag 👀"}],"markDefs":[],"style":"normal"},{"_key":"c230a65d7095","_type":"block","children":[{"_key":"afedaa1cab580","_type":"span","marks":[],"text":"We can drill down further from here if we want to. Let’s say we'd like to prioritize the biggest and best opportunities—people who work at large organizations that bring in a certain amount of revenue each year."}],"markDefs":[],"style":"normal"},{"_key":"da56eeb57a08","_type":"block","children":[{"_key":"4547023f3d890","_type":"span","marks":[],"text":"💡 Common Room’s "},{"_key":"4547023f3d891","_type":"span","marks":["2bfbd7ce5a5a"],"text":"filters"},{"_key":"4547023f3d892","_type":"span","marks":[],"text":" make it easy to narrow your scope by sifting through individuals and organizations based on specific attributes and actions, such as job title, tech stack, keywords, sentiment, and more."}],"markDefs":[{"_key":"2bfbd7ce5a5a","_type":"link","href":"https://docs.commonroom.io/using-common-room/organizations-page/filters-and-sorting"}],"style":"callout"},{"_key":"c37c69d35240","_type":"block","children":[{"_key":"9dff445d04140","_type":"span","marks":[],"text":"We’ll click "},{"_key":"9dff445d04141","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"9dff445d04142","_type":"span","marks":[],"text":" again and head over to "},{"_key":"9dff445d04143","_type":"span","marks":["strong"],"text":"Organization size"},{"_key":"9dff445d04144","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"594f94008170","_type":"mainImage","asset":{"_ref":"image-3c2ba2e03ff8f6135daabcad31d6ddea30003988-2491x1319-png","_type":"reference"},"caption":"Select Organization size"},{"_key":"29d16f2524f4","_type":"block","children":[{"_key":"e0352eeef1e80","_type":"span","marks":[],"text":"After we select this filter, we’ll add 1,000 to the "},{"_key":"e0352eeef1e81","_type":"span","marks":["strong"],"text":"At least"},{"_key":"e0352eeef1e82","_type":"span","marks":[],"text":" box."}],"markDefs":[],"style":"normal"},{"_key":"b24d6177d9eb","_type":"mainImage","asset":{"_ref":"image-e6df7dcc456009ec9b9cc4c8344f9f61a0803ad4-481x1037-png","_type":"reference"},"caption":"Add criteria"},{"_key":"ffaa31b1b804","_type":"block","children":[{"_key":"202f3964c7790","_type":"span","marks":[],"text":"Next we’ll add a filter for "},{"_key":"202f3964c7791","_type":"span","marks":["strong"],"text":"Annual revenue"},{"_key":"202f3964c7792","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"82250151cc86","_type":"mainImage","asset":{"_ref":"image-c200c230ff8bd24a9a21ded43ee96e7dfa827194-2499x1309-png","_type":"reference"},"caption":"Select Annual revenue"},{"_key":"a9a74934f9a3","_type":"block","children":[{"_key":"3e68f38ac45f0","_type":"span","marks":[],"text":"Then we’ll add $10M to the "},{"_key":"3e68f38ac45f1","_type":"span","marks":["strong"],"text":"At least"},{"_key":"3e68f38ac45f2","_type":"span","marks":[],"text":" box."}],"markDefs":[],"style":"normal"},{"_key":"403111d45765","_type":"mainImage","asset":{"_ref":"image-f43a0853cffa9026b14bb307639155cc4551248c-475x967-png","_type":"reference"},"caption":"Add criteria"},{"_key":"158a2b3a7abb","_type":"block","children":[{"_key":"aef3685628150","_type":"span","marks":[],"text":"Now we have a view of all product-qualified leads that work at organizations with at least 1,000 employees and generate $10 million or more in annual revenue."}],"markDefs":[],"style":"normal"},{"_key":"b0d10000b621","_type":"block","children":[{"_key":"b717817ddfc00","_type":"span","marks":[],"text":"Let’s make sure we’re always kept up to date on our leads."}],"markDefs":[],"style":"normal"},{"_key":"dab0931e8b2a","_type":"anchor","label":"Step 6: Create real-time alerts"},{"_key":"f82ef43d0624","_type":"block","children":[{"_key":"52fcb476f7950","_type":"span","marks":[],"text":"Step 6: Create real-time alerts"}],"markDefs":[],"style":"h3"},{"_key":"e9c537e7a7c5","_type":"block","children":[{"_key":"68e281c5d6560","_type":"span","marks":[],"text":"Navigate to "},{"_key":"68e281c5d6561","_type":"span","marks":["strong"],"text":"Team alerts"},{"_key":"68e281c5d6562","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"1a39d6bfb756","_type":"mainImage","asset":{"_ref":"image-cf7c9bbb9515fd059e4752bdce900901cb933bc0-3841x2161-png","_type":"reference"},"caption":"Select Team alerts"},{"_key":"84391d46d684","_type":"block","children":[{"_key":"9f30cab2b9110","_type":"span","marks":[],"text":"We’ll click "},{"_key":"9f30cab2b9111","_type":"span","marks":["strong"],"text":"Create team alert"},{"_key":"9f30cab2b9112","_type":"span","marks":[],"text":" to set up what will trigger our alert and where it will be sent."}],"markDefs":[],"style":"normal"},{"_key":"aa0881c67549","_type":"mainImage","asset":{"_ref":"image-14f7c072ce466f674a621790fd1fadc6396e9d91-2303x881-png","_type":"reference"},"caption":"Select Create team alert"},{"_key":"612f467fcb5c","_type":"block","children":[{"_key":"8102dec00a7b0","_type":"span","marks":[],"text":"We want to get notified any time a user becomes a PQL 📟"}],"markDefs":[],"style":"normal"},{"_key":"39dec4f01f22","_type":"block","children":[{"_key":"6c738b3193580","_type":"span","marks":[],"text":"First we’ll select "},{"_key":"6c738b3193581","_type":"span","marks":["strong"],"text":"New member"},{"_key":"6c738b3193582","_type":"span","marks":[],"text":" under the trigger section."}],"markDefs":[],"style":"normal"},{"_key":"687f16ff88a6","_type":"mainImage","asset":{"_ref":"image-34385c5aef6459a69de0861b6e2a9edeb2f80865-733x935-png","_type":"reference"},"caption":"Select New member"},{"_key":"86d2497a1e94","_type":"block","children":[{"_key":"b66e9ee976ef0","_type":"span","marks":[],"text":"Then we’ll click "},{"_key":"b66e9ee976ef1","_type":"span","marks":["strong"],"text":"Add member filter"},{"_key":"b66e9ee976ef2","_type":"span","marks":[],"text":" under the filters section and choose "},{"_key":"b66e9ee976ef3","_type":"span","marks":["strong"],"text":"Member tags"},{"_key":"b66e9ee976ef4","_type":"span","marks":[],"text":". Select "},{"_key":"b66e9ee976ef5","_type":"span","marks":["strong"],"text":"Product qualified"},{"_key":"b66e9ee976ef6","_type":"span","marks":[],"text":" from the dropdown list."}],"markDefs":[],"style":"normal"},{"_key":"8327d5e0bde2","_type":"mainImage","asset":{"_ref":"image-9cdbfb69a55af6ca99a01324d4f33ad22b1bf244-477x255-png","_type":"reference"},"caption":"Select Product qualified"},{"_key":"47485ea4834e","_type":"block","children":[{"_key":"3b534aa460770","_type":"span","marks":[],"text":"Finally, let’s make sure we get alerted where we work. We’ll choose an internal Slack channel under the Action section."}],"markDefs":[],"style":"normal"},{"_key":"e5d1493771c8","_type":"mainImage","asset":{"_ref":"image-725e8c21fc2b3323b9fbdeb59890ad00ce51b494-715x623-png","_type":"reference"},"caption":"Select Slack channel"},{"_key":"50ab33b4259f","_type":"block","children":[{"_key":"6cbdb14f2b920","_type":"span","marks":[],"text":"Click "},{"_key":"6cbdb14f2b921","_type":"span","marks":["strong"],"text":"Create alert"},{"_key":"6cbdb14f2b922","_type":"span","marks":[],"text":" and now we’ll be the first to know about new PQLs."}],"markDefs":[],"style":"normal"},{"_key":"82f00ea0ca8e","_type":"block","children":[{"_key":"f07be49080450","_type":"span","marks":[],"text":"But we don’t just want to know about product-qualified leads—we want to follow up with them. 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Or at least it used to be."}],"markDefs":[],"style":"normal"},{"_key":"65dbfdbdd8f0","_type":"block","children":[{"_key":"54924da328200","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to spot which accounts are active in your product, drill down into individual users, and transform product usage into sales gold."}],"markDefs":[],"style":"normal"},{"_key":"254fa6b119c2","_type":"block","children":[{"_key":"feab0c1a35070","_type":"span","marks":[],"text":"Let’s get going 🏁"}],"markDefs":[],"style":"normal"},{"_key":"581933543259","_type":"block","children":[{"_key":"371686e182550","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"471261136dbc","_type":"block","children":[{"_key":"63af520c0fde0","_type":"span","marks":[],"text":"Common Room (this is how we’ll identify and monitor product usage—"},{"_key":"63af520c0fde1","_type":"span","marks":["d911b3225f51"],"text":"sign up for free"},{"_key":"63af520c0fde2","_type":"span","marks":[],"text":" to follow along)"}],"markDefs":[{"_key":"d911b3225f51","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"94eee7279df3","_type":"block","children":[{"_key":"76b492486a9a0","_type":"span","marks":[],"text":"Access to product data (in this example we’ll use Snowflake)"}],"markDefs":[],"style":"callout"},{"_key":"4a4b9288b21f","_type":"block","children":[{"_key":"be34031691d80","_type":"span","marks":[],"text":"Access to digital channels (in this example we’ll use LinkedIn)"}],"markDefs":[],"style":"callout"},{"_key":"5b8496d3a752","_type":"anchor","label":"Step 1: Connect Snowflake"},{"_key":"2732759db0d6","_type":"block","children":[{"_key":"ce6942cb55f8","_type":"span","marks":[],"text":"Step 1: Connect Snowflake"}],"markDefs":[],"style":"h3"},{"_key":"d6d7de530202","_type":"block","children":[{"_key":"df248291ce140","_type":"span","marks":[],"text":"We want to hone in on organizations that are active in our product, so our first step is connecting our product usage data to Common Room. 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This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. Integrations include popular CRMs and sales execution platforms like Salesforce, HubSpot, Outreach, Apollo, Salesloft, Gong Engage, and more."}],"markDefs":[{"_key":"9b25088fa1cb","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"}],"header":"Native integrations","style":"info"},{"_key":"84bbfa156b79","_type":"block","children":[{"_key":"4e614dff25ae0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"4e614dff25ae1","_type":"span","marks":["strong"],"text":"Add mapping"},{"_key":"4e614dff25ae2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"1c5edffc52b9","_type":"mainImage","asset":{"_ref":"image-5362dfb8ecfb05da745e36506df337b4ab544c72-314x119-png","_type":"reference"},"caption":"Select Add mapping"},{"_key":"3958276bcf34","_type":"block","children":[{"_key":"3df618d2362f0","_type":"span","marks":[],"text":"This will add a row of blank boxes to the mapping section below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message snippet"},{"_key":"b8430b29823d","_type":"block","children":[{"_key":"46e33d3cd44b0","_type":"span","marks":[],"text":"Step 3: Generate message snippet"}],"markDefs":[],"style":"h3"},{"_key":"6ac55a6acf4b","_type":"block","children":[{"_key":"8dc09ed22b900","_type":"span","marks":[],"text":"Time to put RoomieAI to the test."}],"markDefs":[],"style":"normal"},{"_key":"7c200874be96","_type":"block","children":[{"_key":"6379b1dff85f0","_type":"span","marks":[],"text":"We’d click "},{"_key":"6379b1dff85f1","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"6379b1dff85f2","_type":"span","marks":[],"text":" and go to any contact-level view in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"e9fcd025aec9","_type":"block","children":[{"_key":"0c9cfbaa22550","_type":"span","marks":[],"text":"We can generate message snippets directly from a contact’s Person360 profile."}],"markDefs":[],"style":"normal"},{"_key":"49d97c6d2723","_type":"mainImage","asset":{"_ref":"image-89963a49a28f6de1ddce4211e18be097de9bf05a-2750x1501-png","_type":"reference"},"caption":"View message snippet options"},{"_key":"22c2b56ed01d","_type":"block","children":[{"_key":"571b66087b1d0","_type":"span","marks":[],"text":"But let’s say we’ve already created a contact segment for economic buyers who match our criteria for ideal persona and changed jobs in the past six months."}],"markDefs":[],"style":"normal"},{"_key":"1b5a1c16e7bf","_type":"infoBox","body":[{"_key":"08be22703ebc","_type":"block","children":[{"_key":"525003b9795a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"3050097b2cb0","_type":"span","marks":["7fd5f4301cb5"],"text":"intelligent automations"},{"_key":"54b79903e046","_type":"span","marks":[],"text":" build auto-replenishing segments using your custom filtering criteria, automating play creation based on any combination of contact, account, 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This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. Integrations include popular CRMs and sales execution platforms like Salesforce, HubSpot, Outreach, Apollo, Salesloft, Gong Engage, and more."}],"markDefs":[{"_key":"9b25088fa1cb","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"}],"header":"Native integrations","style":"info"},{"_key":"84bbfa156b79","_type":"block","children":[{"_key":"4e614dff25ae0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"4e614dff25ae1","_type":"span","marks":["strong"],"text":"Add mapping"},{"_key":"4e614dff25ae2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"1c5edffc52b9","_type":"mainImage","asset":{"_ref":"image-5362dfb8ecfb05da745e36506df337b4ab544c72-314x119-png","_type":"reference"},"caption":"Select Add mapping"},{"_key":"3958276bcf34","_type":"block","children":[{"_key":"3df618d2362f0","_type":"span","marks":[],"text":"This will add a row of blank boxes to the mapping section below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message snippet"},{"_key":"b8430b29823d","_type":"block","children":[{"_key":"46e33d3cd44b0","_type":"span","marks":[],"text":"Step 3: Generate message snippet"}],"markDefs":[],"style":"h3"},{"_key":"6ac55a6acf4b","_type":"block","children":[{"_key":"8dc09ed22b900","_type":"span","marks":[],"text":"Time to put RoomieAI to the test."}],"markDefs":[],"style":"normal"},{"_key":"7c200874be96","_type":"block","children":[{"_key":"6379b1dff85f0","_type":"span","marks":[],"text":"We’d click "},{"_key":"6379b1dff85f1","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"6379b1dff85f2","_type":"span","marks":[],"text":" and go to any contact-level view in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"e9fcd025aec9","_type":"block","children":[{"_key":"0c9cfbaa22550","_type":"span","marks":[],"text":"We can generate message snippets directly from a contact’s Person360 profile."}],"markDefs":[],"style":"normal"},{"_key":"49d97c6d2723","_type":"mainImage","asset":{"_ref":"image-89963a49a28f6de1ddce4211e18be097de9bf05a-2750x1501-png","_type":"reference"},"caption":"View message snippet options"},{"_key":"22c2b56ed01d","_type":"block","children":[{"_key":"571b66087b1d0","_type":"span","marks":[],"text":"But let’s say we’ve already created a contact segment for economic buyers who match our criteria for ideal persona and changed jobs in the past six months."}],"markDefs":[],"style":"normal"},{"_key":"1b5a1c16e7bf","_type":"infoBox","body":[{"_key":"08be22703ebc","_type":"block","children":[{"_key":"525003b9795a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"3050097b2cb0","_type":"span","marks":["7fd5f4301cb5"],"text":"intelligent automations"},{"_key":"54b79903e046","_type":"span","marks":[],"text":" build auto-replenishing segments using your custom filtering criteria, automating play creation based on any combination of contact, account, 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This makes it easy to take action on buying signals fast."}],"markDefs":[{"_key":"670a3d63becd","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"dd605d93c39a","_type":"block","children":[{"_key":"65087ee1c0780","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"65087ee1c0781","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"65087ee1c0782","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and navigate to "},{"_key":"65087ee1c0783","_type":"span","marks":["strong"],"text":"Scores"},{"_key":"65087ee1c0784","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"4eb75ac80eeb","_type":"mainImage","asset":{"_ref":"image-647bf5df0c8f1dd14f5cfec62f9efc2db6642702-3840x2160-png","_type":"reference"},"caption":"Select Scores"},{"_key":"5ac9ddcad2bf","_type":"block","children":[{"_key":"45b7b371d0f00","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"45b7b371d0f01","_type":"span","marks":["strong"],"text":"Create new score"},{"_key":"45b7b371d0f02","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"ece4bda989ff","_type":"mainImage","asset":{"_ref":"image-cc563df6cc3d517648f6bcd558da2546db512a1d-408x164-png","_type":"reference"},"caption":"Select Create new score"},{"_key":"07629eeb3992","_type":"block","children":[{"_key":"2601b209705e0","_type":"span","marks":[],"text":"After we give our score a title and short description, we can drill down into buyer fit and behavior."}],"markDefs":[],"style":"normal"},{"_key":"ab04b2e279d3","_type":"mainImage","asset":{"_ref":"image-5ff532024f271815208c693fea7f3f235d2d7fd3-3840x2160-png","_type":"reference"},"caption":"View score configuration options"},{"_key":"fc50e2371099","_type":"block","children":[{"_key":"6ec8c86b8a360","_type":"span","marks":[],"text":"We’ll start with fit."}],"markDefs":[],"style":"normal"},{"_key":"d8f7e55543fc","_type":"block","children":[{"_key":"c01db3f8673e0","_type":"span","marks":[],"text":"We have no shortage of attributes we can add, but for this example we want to score fit based on the industry the person works in, how much revenue their organization brings in each year, and whether or not they’re an economic buyer."}],"markDefs":[],"style":"normal"},{"_key":"b6217a3cd79b","_type":"block","children":[{"_key":"7b842e70f4dc0","_type":"span","marks":[],"text":"We can easily add those criteria by clicking "},{"_key":"7b842e70f4dc1","_type":"span","marks":["strong"],"text":"Add rule"},{"_key":"7b842e70f4dc2","_type":"span","marks":[],"text":" and choosing from our filters."}],"markDefs":[],"style":"normal"},{"_key":"4ad7731e34ce","_type":"mainImage","asset":{"_ref":"image-b2bba636bae2cba9021467bd92bd93d6a4669632-2522x1322-png","_type":"reference"},"caption":"View filters"},{"_key":"837c861e1928","_type":"block","children":[{"_key":"411da69d240e0","_type":"span","marks":[],"text":"Each time we add a new criteria, we have the option of customizing its importance to the score (as well as specifying additional parameters). 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This shows us all the columns displaying information about accounts captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"2443339abcfd","_type":"mainImage","asset":{"_ref":"image-910aa9b983d599403c3fc255b53bc56e38c347bc-1316x1468-png","_type":"reference"},"caption":"View columns"},{"_key":"88ecb2b02205","_type":"block","children":[{"_key":"f8aef99f2e5d0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"f8aef99f2e5d1","_type":"span","marks":["strong"],"text":"Create new custom field"},{"_key":"f8aef99f2e5d2","_type":"span","marks":[],"text":", give it a brief name and description, and select "},{"_key":"f8aef99f2e5d3","_type":"span","marks":["strong"],"text":"Calculated"},{"_key":"f8aef99f2e5d4","_type":"span","marks":[],"text":" as the type."}],"markDefs":[],"style":"normal"},{"_key":"a6328a9bf15b","_type":"mainImage","asset":{"_ref":"image-d422206bea4636465f6e783abf707d7d8e596066-1314x946-png","_type":"reference"},"caption":"Select Calculated"},{"_key":"9ea3a66a9e7a","_type":"block","children":[{"_key":"df0785269baf0","_type":"span","marks":[],"text":"We can create a field based on any number of different types of account-level signals, including contact-level activities (such as product usage, job changes, and more), job listings, and news events."}],"markDefs":[],"style":"normal"},{"_key":"9e6d127a0176","_type":"mainImage","asset":{"_ref":"image-46de57b369a630d3ca01fa68fd84af445e34a088-1316x782-png","_type":"reference"},"caption":"View field options"},{"_key":"00b8f0c01f07","_type":"block","children":[{"_key":"42f2185784e60","_type":"span","marks":[],"text":"We can even use Common Room’s Prospector tool to count the number of high-fit prospects who work at an organization based on our custom criteria, like job title, role, seniority level, location, job-change history, and even LinkedIn follower count."}],"markDefs":[],"style":"normal"},{"_key":"cce590fd58f0","_type":"infoBox","body":[{"_key":"fa71d74b1bf4","_type":"block","children":[{"_key":"0066491dd2be","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"f619de28403b","_type":"span","marks":["c3fccc97056c"],"text":"Prospector"},{"_key":"82f8daf805ca","_type":"span","marks":[],"text":" feature allows you to search through a proprietary, constantly refreshed database of more than 200 million B2B contacts, surface employees at specific organizations based on custom criteria, and automatically add them as contacts—even if they’re not currently engaging with your organization on any connected channels or tracked in your CRM."}],"markDefs":[{"_key":"c3fccc97056c","_type":"link","href":"https://docs.commonroom.io/get-started/signals/common-room-native-signals/prospector"}],"style":"normal"}],"header":"Prospector","style":"info"},{"_key":"eabbca911d10","_type":"block","children":[{"_key":"4f327eced2cf0","_type":"span","marks":[],"text":"For this example, let’s say we want to see how many people within an account have been active in our product over the past 30 days. 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Keep in mind, this will apply to all org-level views."}],"markDefs":[],"style":"normal"},{"_key":"e57c21366e7e","_type":"block","children":[{"_key":"b5e172c83cdf0","_type":"span","marks":[],"text":"We can always click back into "},{"_key":"b5e172c83cdf1","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"b5e172c83cdf2","_type":"span","marks":[],"text":" to rearrange its placement on the screen or remove it entirely."}],"markDefs":[],"style":"normal"},{"_key":"c8d0d488710d","_type":"block","children":[{"_key":"ce1786f6e3270","_type":"span","marks":[],"text":"Either way, Common Room will refresh the record daily to make sure our counts are always up to date 💪"}],"markDefs":[],"style":"normal"},{"_key":"266cbb6ca0dd","_type":"block","children":[{"_key":"b9ec6176d0f80","_type":"span","marks":[],"text":"Okay, now let’s use our calculated field to help with account prioritization."}],"markDefs":[],"style":"normal"},{"_key":"53caf53ff60b","_type":"anchor","label":"Step 2: Stack rank accounts"},{"_key":"641c5651ea15","_type":"block","children":[{"_key":"b3eca47fce940","_type":"span","marks":[],"text":"Step 2: Stack rank accounts"}],"markDefs":[],"style":"h3"},{"_key":"c431a3f4ff35","_type":"block","children":[{"_key":"2f17c39954b70","_type":"span","marks":[],"text":"Once our new calculated field column is complete, we can quickly see counts for every org in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"0f3159711197","_type":"mainImage","asset":{"_ref":"image-a79cc33b884b6a124dbf0f71c84a57bee97ae6d8-1306x802-png","_type":"reference"},"caption":"View calculated field"},{"_key":"09b5f97c06f9","_type":"block","children":[{"_key":"3c2b193dfbb50","_type":"span","marks":[],"text":"We can click on the column header in our org-level view and select "},{"_key":"3c2b193dfbb51","_type":"span","marks":["strong"],"text":"Sort descending"},{"_key":"3c2b193dfbb52","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"b49fd9daa23b","_type":"mainImage","asset":{"_ref":"image-7e846a8d8136b64ae13c4bdb74e7ecd797f3c7b0-564x310-png","_type":"reference"},"caption":"Select Sort descending"},{"_key":"28acf60f1b72","_type":"block","children":[{"_key":"2c980d72d9020","_type":"span","marks":[],"text":"Now every account in Common Room is listed by the number of users active in our product over the past 30 days from highest to lowest. This makes it much easier to zero in on high-usage accounts quickly 🥳"}],"markDefs":[],"style":"normal"},{"_key":"2cb57cf15aa6","_type":"block","children":[{"_key":"64925a04c5270","_type":"span","marks":[],"text":"We can add as many calculated field columns to our view as we want to get even more granular."}],"markDefs":[],"style":"normal"},{"_key":"210a7c0defd5","_type":"block","children":[{"_key":"d599a23d33300","_type":"span","marks":[],"text":"We can also use calculated fields as inputs in our signal-based scoring."}],"markDefs":[],"style":"normal"},{"_key":"c3ab9150ade5","_type":"infoBox","body":[{"_key":"9302cf2bb50a","_type":"block","children":[{"_key":"b053fd49c410","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"88096eebbd6d","_type":"span","marks":["4149990fd895"],"text":"lead and account scoring"},{"_key":"f2abeafd543e","_type":"span","marks":[],"text":" feature allows you to instantly evaluate all opportunities based on customizable fit and behavior criteria. This makes it easy to find and follow up on the best opportunities fast using every available signal."}],"markDefs":[{"_key":"4149990fd895","_type":"link","href":"https://docs.commonroom.io/set-preferences/scores"}],"style":"normal"}],"header":"Lead and account scoring","style":"info"},{"_key":"f941a78a93d4","_type":"block","children":[{"_key":"af84011dc3860","_type":"span","marks":[],"text":"In this case, we might want to weight scores higher for accounts where there’s a certain number of active product users."}],"markDefs":[],"style":"normal"},{"_key":"4e0028a78e86","_type":"block","children":[{"_key":"33dad2f9e68a0","_type":"span","marks":[],"text":"Once we’ve "},{"_key":"33dad2f9e68a1","_type":"span","marks":["c0429b6a8a55"],"text":"customized how accounts are scored"},{"_key":"33dad2f9e68a2","_type":"span","marks":[],"text":" using this and other fit and behavior criteria, we can add account scores as yet another column in our org-level view."}],"markDefs":[{"_key":"c0429b6a8a55","_type":"link","href":"https://www.commonroom.io/playbooks/signal-based-lead-and-account-scoring/"}],"style":"normal"},{"_key":"45b8966871ce","_type":"block","children":[{"_key":"a36e368a1f770","_type":"span","marks":[],"text":"We’d simply hover over a score to see the context behind its ranking, including our calculated field."}],"markDefs":[],"style":"normal"},{"_key":"e3e7b65eeb43","_type":"block","children":[{"_key":"383154ae055f0","_type":"span","marks":[],"text":"All right—we’ve got a list of accounts with a high volume of product activity. Time to take action."}],"markDefs":[],"style":"normal"},{"_key":"ae5888eca9c1","_type":"anchor","label":"Step 3: Drill down into accounts"},{"_key":"f3a77aecdac2","_type":"block","children":[{"_key":"68f16ae8ffe50","_type":"span","marks":[],"text":"Step 3: Drill down into accounts"}],"markDefs":[],"style":"h3"},{"_key":"0109ce5ea8b2","_type":"block","children":[{"_key":"78ecd66940ea0","_type":"span","marks":[],"text":"To see the people behind the signals, we’d simply click on the number in a calculated field associated with any account."}],"markDefs":[],"style":"normal"},{"_key":"ce4a9414bd19","_type":"block","children":[{"_key":"f0cda5c062420","_type":"span","marks":[],"text":"This will pull up a list of contacts prefiltered based on our field. 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And if you haven’t already, "},{"_key":"896feff27da33","_type":"span","marks":["3e17c1bfa0d1","em"],"text":"try Common Room for free"},{"_key":"896feff27da34","_type":"span","marks":["em"],"text":"."}],"markDefs":[{"_key":"e0e4d980e57e","_type":"link","href":"https://www.commonroom.io/contact"},{"_key":"3e17c1bfa0d1","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"normal"}],"categories":[{"_key":"95783976088a","_ref":"df0bb227-e656-4be1-af6a-5b8410d9a26e","_type":"reference"},{"_key":"fe7e0af7d23e","_ref":"067d08c2-833d-447f-8bed-e63211d3c644","_type":"reference"},{"_key":"feea755fde84","_ref":"0ca9a6b3-3e40-42ed-8e2b-3f798a365fb4","_type":"reference"},{"_key":"bd33ce37fcca","_ref":"1c3315d0-fdec-49dd-8590-76ca7a7367a2","_type":"reference"},{"_key":"ef56b5c78c56","_ref":"7662f4d2-9875-4dc5-be5e-91dd093375ae","_type":"reference"}],"excerpt":[{"_key":"0e4155520a4c","_type":"block","children":[{"_key":"1e98c60a94a40","_type":"span","marks":[],"text":"Prioritize accounts based on buying signals and take action fast."}],"markDefs":[],"style":"normal"}],"integrations":[{"_key":"87a6c5b12d90","_ref":"479658eb-a957-4567-8076-8589a923d732","_type":"reference"}],"mainImage":{"_type":"mainImage","alt":"Title card with title: \"Identify and action on signal-heavy accounts\"","asset":{"_ref":"image-35bf75da595927ceb3070d708397c538fd9fe107-2400x1260-png","_type":"reference"}},"slug":{"_type":"slug","current":"identify-and-action-on-signal-heavy-accounts"},"status":"published","suggestions":[{"_key":"f67c467c4480","_ref":"d14860a3-c2df-4eef-962c-5d58c6155f98","_type":"reference"},{"_key":"be059f52fee3","_ref":"eb24a945-71b2-4828-af7d-408c4efde3f0","_type":"reference"},{"_key":"d071325a3a0e","_ref":"1f47abf7-8f98-4f6c-9ef8-182a83b9079e","_type":"reference"}],"teams":["Sales","Marketing"],"title":"Identify and action on signal-heavy accounts","useCases":[{"_key":"e12d2eb9ca5e","_ref":"49ec3c36-aeca-4921-a021-5a88cf0d66c0","_type":"reference"}],"id":"-e21d0bed-c5b3-5e60-89a2-e1a5c271ac64","children":[],"parent":null,"__gatsby_resolved":{"slug":{"current":"identify-and-action-on-signal-heavy-accounts"},"status":"published","_createdAt":"2024-08-07T13:10:16Z","categories":[{"_id":"df0bb227-e656-4be1-af6a-5b8410d9a26e"},{"_id":"067d08c2-833d-447f-8bed-e63211d3c644"},{"_id":"0ca9a6b3-3e40-42ed-8e2b-3f798a365fb4"},{"_id":"1c3315d0-fdec-49dd-8590-76ca7a7367a2"},{"_id":"7662f4d2-9875-4dc5-be5e-91dd093375ae"}],"_rawExcerpt":[{"_key":"0e4155520a4c","_type":"block","children":[{"_key":"1e98c60a94a40","_type":"span","marks":[],"text":"Prioritize accounts based on buying signals and take action fast."}],"markDefs":[],"style":"normal"}],"isPublished":true,"integrations":[{"_id":"479658eb-a957-4567-8076-8589a923d732"}],"_id":"dc42e419-d60d-42d9-b31e-bb67cf25e931"}},{"_id":"d14860a3-c2df-4eef-962c-5d58c6155f98","_type":"playbook","_rev":"3AHjQWU8UUPPySuswtEEP4","_createdAt":"2024-05-10T18:48:10Z","_updatedAt":"2024-09-13T16:06:44Z","body":[{"_key":"3143d2bd0992","_type":"block","children":[{"_key":"8633c566c0ac0","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"ec9c2ffbe83b","_type":"anchor","label":"Getting started"},{"_key":"a0ba86660875","_type":"block","children":[{"_key":"2b74c5d08948","_type":"span","marks":[],"text":"Getting started"}],"markDefs":[],"style":"h3"},{"_key":"28d4325b5d11","_type":"block","children":[{"_key":"d242bd0ddeff0","_type":"span","marks":[],"text":"Most lead and account scores miss out on key buying signals."}],"markDefs":[],"style":"normal"},{"_key":"321b8ca18c8a","_type":"block","children":[{"_key":"15b473ca24f60","_type":"span","marks":[],"text":"Even worse, they leave sales reps in the dark about why an opportunity is “good” or “bad” in the first place 🕯️"}],"markDefs":[],"style":"normal"},{"_key":"42f40ee612dc","_type":"block","children":[{"_key":"b9b63828bbfb0","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to build a better scoring system and empower reps to reach out with full context."}],"markDefs":[],"style":"normal"},{"_key":"009fceb1a309","_type":"block","children":[{"_key":"954abca7f9a20","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"e6c4454fe19a","_type":"infoBox","body":[{"_key":"c5d114cb40f5","_type":"block","children":[{"_key":"2810218ef332","_type":"span","marks":[],"text":"This is how we’ll create lead and account scores. "},{"_key":"6030885869af","_type":"span","marks":["96cbf09da7e4"],"text":"Sign up for free"},{"_key":"d299bac8b099","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"96cbf09da7e4","_type":"link","href":"https://www.commonroom.io/signup?website_attribution=playbooks%252Fscale-proven-sales-plays-on-autopilot"}],"style":"normal"}],"header":"Common Room","style":"success"},{"_key":"a80f0f0a4b2d","_type":"infoBox","body":[{"_key":"64102c968949","_type":"block","children":[{"_key":"deac55c1c126","_type":"span","marks":[],"text":"We’ll use LinkedIn in this example. Check out our "},{"_key":"8210fe90f2bd","_type":"span","marks":["408b7e145fc7"],"text":"integrations docs"},{"_key":"f55a80b6a147","_type":"span","marks":[],"text":" for step-by-step directions on how to connect any channel to Common Room."}],"markDefs":[{"_key":"408b7e145fc7","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"normal"}],"header":"Digital channels","style":"success"},{"_key":"8a9a2407a533","_type":"infoBox","body":[{"_key":"20d969f9d58a","_type":"block","children":[{"_key":"f4804d0f400a","_type":"span","marks":[],"text":"We’ll use Snowflake in this example. Check out our "},{"_key":"927ce56625a6","_type":"span","marks":["65fa67aba9f5"],"text":"integration docs"},{"_key":"c58f2d5e6962","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Snowflake to Common Room and explore other business data source options."}],"markDefs":[{"_key":"65fa67aba9f5","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/snowflake"}],"style":"normal"}],"header":"Data warehouse","style":"success"},{"_key":"7adf6181c374","_type":"infoBox","body":[{"_key":"097b3f290fd8","_type":"block","children":[{"_key":"938f85b7a173","_type":"span","marks":[],"text":"We’ll use Salesforce in this example. 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This makes it easy to take action on buying signals fast."}],"markDefs":[{"_key":"670a3d63becd","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"dd605d93c39a","_type":"block","children":[{"_key":"65087ee1c0780","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"65087ee1c0781","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"65087ee1c0782","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and navigate to "},{"_key":"65087ee1c0783","_type":"span","marks":["strong"],"text":"Scores"},{"_key":"65087ee1c0784","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"4eb75ac80eeb","_type":"mainImage","asset":{"_ref":"image-647bf5df0c8f1dd14f5cfec62f9efc2db6642702-3840x2160-png","_type":"reference"},"caption":"Select Scores"},{"_key":"5ac9ddcad2bf","_type":"block","children":[{"_key":"45b7b371d0f00","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"45b7b371d0f01","_type":"span","marks":["strong"],"text":"Create new score"},{"_key":"45b7b371d0f02","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"ece4bda989ff","_type":"mainImage","asset":{"_ref":"image-cc563df6cc3d517648f6bcd558da2546db512a1d-408x164-png","_type":"reference"},"caption":"Select Create new score"},{"_key":"07629eeb3992","_type":"block","children":[{"_key":"2601b209705e0","_type":"span","marks":[],"text":"After we give our score a title and short description, we can drill down into buyer fit and behavior."}],"markDefs":[],"style":"normal"},{"_key":"ab04b2e279d3","_type":"mainImage","asset":{"_ref":"image-5ff532024f271815208c693fea7f3f235d2d7fd3-3840x2160-png","_type":"reference"},"caption":"View score configuration options"},{"_key":"fc50e2371099","_type":"block","children":[{"_key":"6ec8c86b8a360","_type":"span","marks":[],"text":"We’ll start with fit."}],"markDefs":[],"style":"normal"},{"_key":"d8f7e55543fc","_type":"block","children":[{"_key":"c01db3f8673e0","_type":"span","marks":[],"text":"We have no shortage of attributes we can add, but for this example we want to score fit based on the industry the person works in, how much revenue their organization brings in each year, and whether or not they’re an economic buyer."}],"markDefs":[],"style":"normal"},{"_key":"b6217a3cd79b","_type":"block","children":[{"_key":"7b842e70f4dc0","_type":"span","marks":[],"text":"We can easily add those criteria by clicking "},{"_key":"7b842e70f4dc1","_type":"span","marks":["strong"],"text":"Add rule"},{"_key":"7b842e70f4dc2","_type":"span","marks":[],"text":" and choosing from our filters."}],"markDefs":[],"style":"normal"},{"_key":"4ad7731e34ce","_type":"mainImage","asset":{"_ref":"image-b2bba636bae2cba9021467bd92bd93d6a4669632-2522x1322-png","_type":"reference"},"caption":"View filters"},{"_key":"837c861e1928","_type":"block","children":[{"_key":"411da69d240e0","_type":"span","marks":[],"text":"Each time we add a new criteria, we have the option of customizing its importance to the score (as well as specifying additional parameters). Maybe industry is more important to us than annual revenue, so we’d mark it as very important."}],"markDefs":[],"style":"normal"},{"_key":"e72cfcd19ded","_type":"mainImage","asset":{"_ref":"image-e65b10b1a7174f7656e2d512d0f04b7f82c07410-3840x2160-png","_type":"reference"},"caption":"Configure importance"},{"_key":"02e7696e8bfd","_type":"block","children":[{"_key":"f713dc0320260","_type":"span","marks":[],"text":"Okay, now let’s focus on behavior."}],"markDefs":[],"style":"normal"},{"_key":"d25c228e3f2d","_type":"block","children":[{"_key":"e55bbcc5aaf90","_type":"span","marks":[],"text":"Again, we can pull in signals related to actions across numerous digital channels: product, website, social, community, open-source—you name it. 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We’d just hit "},{"_key":"e495367b737f1","_type":"span","marks":["strong"],"text":"Edit weights"},{"_key":"e495367b737f2","_type":"span","marks":[],"text":" and determine how much weight each category carries."}],"markDefs":[],"style":"normal"},{"_key":"20340322da87","_type":"mainImage","asset":{"_ref":"image-7fe9220f457c6161c4c7a8427a564a735fd444e6-2488x636-png","_type":"reference"},"caption":"Select Edit weights"},{"_key":"94bb83ebc1da","_type":"block","children":[{"_key":"cf223924881d0","_type":"span","marks":[],"text":"Last but not least, we’ll click "},{"_key":"cf223924881d1","_type":"span","marks":["strong"],"text":"Edit ranges"},{"_key":"cf223924881d2","_type":"span","marks":[],"text":" at the top of the screen so we can determine which scores are not a fit, fair, good, or excellent."}],"markDefs":[],"style":"normal"},{"_key":"666be331054a","_type":"mainImage","asset":{"_ref":"image-e8c38da0fd6831a1cd0069404be94a72da81d4f7-2516x624-png","_type":"reference"},"caption":"Select Edit ranges"},{"_key":"0bad8e6073d0","_type":"block","children":[{"_key":"a6ee768bafa80","_type":"span","marks":[],"text":"Voilà—we now have a new lead scoring system in place that can be applied to every person tracked in our digital ecosystem 💯"}],"markDefs":[],"style":"normal"},{"_key":"a484f182d298","_type":"block","children":[{"_key":"5ed0e09c30830","_type":"span","marks":[],"text":"Let’s put it to good use."}],"markDefs":[],"style":"normal"},{"_key":"dbfae35f6b0f","_type":"anchor","label":"Step 2: View scores"},{"_key":"263dc0330f6c","_type":"block","children":[{"_key":"1f4c15b51cd60","_type":"span","marks":[],"text":"Step 2: View scores"}],"markDefs":[],"style":"h3"},{"_key":"fd47c4a6857d","_type":"block","children":[{"_key":"810cac9088b40","_type":"span","marks":[],"text":"Click "},{"_key":"810cac9088b41","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"810cac9088b42","_type":"span","marks":[],"text":" to leave the "},{"_key":"810cac9088b43","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"810cac9088b44","_type":"span","marks":[],"text":" menu and head to "},{"_key":"810cac9088b45","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"810cac9088b46","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"e5cf5e6d173b","_type":"block","children":[{"_key":"3f96bd38fc850","_type":"span","marks":[],"text":"After we add our score as a column in our contacts view (just hit "},{"_key":"3f96bd38fc851","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"3f96bd38fc852","_type":"span","marks":[],"text":" to add a new one and customize its placement), we can see the lead score for each person marked as a contact in Common Room (keep in mind we can also do this for organizations)."}],"markDefs":[],"style":"normal"},{"_key":"619c7f3e2ebf","_type":"mainImage","asset":{"_ref":"image-d4bc0979907081d060f9e4b6855ccf8b906cab64-2620x508-png","_type":"reference"},"caption":"View scores"},{"_key":"f2d247deb9cf","_type":"block","children":[{"_key":"dc0baef46acb0","_type":"span","marks":[],"text":"Even better, we can simply hover over a person’s score to see why they received that designation."}],"markDefs":[],"style":"normal"},{"_key":"7e39a8df9911","_type":"mainImage","asset":{"_ref":"image-8a9c9820338a66c959f3b7c23061899d2d53d963-1058x674-png","_type":"reference"},"caption":"View score factors"},{"_key":"88438b6512bb","_type":"block","children":[{"_key":"e6e8b57d435d0","_type":"span","marks":[],"text":"Once we find a likely candidate for outreach, we can click into their Person360™ profile to learn more about them."}],"markDefs":[],"style":"normal"},{"_key":"ccfee15e587e","_type":"mainImage","asset":{"_ref":"image-55d3d0eda34f939874d5aae3e482cbf6af6b64fd-2688x1088-png","_type":"reference"},"caption":"View profile"},{"_key":"209871bfa390","_type":"block","children":[{"_key":"f9f91bbfeaac0","_type":"span","marks":[],"text":"🔦 "},{"_key":"f9f91bbfeaac1","_type":"span","marks":["strong"],"text":"Product spotlight: Person360\n"},{"_key":"56c2996207120","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"56c2996207121","_type":"span","marks":["89c9119c3ce7"],"text":"Person360"},{"_key":"56c2996207122","_type":"span","marks":[],"text":" feature allows you to deanonymize, merge, and enrich signals from every channel connected to Common Room. 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When you can engage the entire buying committee simultaneously—with relevant context for each person—you accelerate deal velocity."}],"markDefs":[],"style":"normal"}],"header":"Intent multithreading","style":"success"},{"_key":"2904a48049b5","_type":"block","children":[{"_key":"06cce0a8590f","_type":"span","marks":[],"text":"When reps have everything they need in one place, it boosts adoption."}],"markDefs":[],"style":"normal"},{"_key":"c1a34167b733","_type":"block","children":[{"_key":"cae74e425f6c","_type":"span","marks":[],"text":"When reps don’t have to jump back and forth between tools, it boosts efficiency."}],"markDefs":[],"style":"normal"},{"_key":"726c19cda2c0","_type":"block","children":[{"_key":"e2e094420d01","_type":"span","marks":[],"text":"And when reps can easily experiment with different signals and outbound approaches to see what works best for different plays, it boosts conversion."}],"markDefs":[],"style":"normal"},{"_key":"0bf62884352d","_type":"playbookReference","playbook":{"_id":"cc57dea4-cb3f-4243-b7a6-ccffe8ac8fe8","_type":"playbook","_rev":"Bo1BzxZG0b9UIBwdTmL3c4","_createdAt":"2024-12-16T15:43:15Z","_updatedAt":"2025-04-15T21:10:05Z","body":[{"_key":"b6556e2519e2","_type":"anchor","label":"Getting started"},{"_key":"933c37569956","_type":"block","children":[{"_key":"aeaccb4adef50","_type":"span","marks":[],"text":"Getting started"}],"markDefs":[],"style":"h3"},{"_key":"2e06974d002a","_type":"block","children":[{"_key":"979892f7cb2e0","_type":"span","marks":[],"text":"Successful sales plays are built on the right combination of buying signals, fit criteria, and messaging."}],"markDefs":[],"style":"normal"},{"_key":"672036b5aa01","_type":"block","children":[{"_key":"89fea0f166940","_type":"span","marks":[],"text":"But figuring out which inputs drive the best outputs is too often a guessing game 🤷"}],"markDefs":[],"style":"normal"},{"_key":"8b3dceb8fe0b","_type":"block","children":[{"_key":"e2d7bab3f5670","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to identify which plays and processes generate the most ROI and replicate them across your team."}],"markDefs":[],"style":"normal"},{"_key":"0820a5aa284e","_type":"block","children":[{"_key":"5ff591c97af90","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"5ca614e9592d","_type":"infoBox","body":[{"_key":"2ac17f9c3d27","_type":"block","children":[{"_key":"2bba447852e5","_type":"span","marks":[],"text":"This is how we’ll measure play performance. "},{"_key":"acf411dfdd1e","_type":"span","marks":["d2745a2d5727"],"text":"Sign up for free"},{"_key":"85ea79f1463b","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"d2745a2d5727","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"normal"}],"header":"Common Room","style":"success"},{"_key":"dfed0833f762","_type":"infoBox","body":[{"_key":"c4e25666ffae","_type":"block","children":[{"_key":"65921ef1602b","_type":"span","marks":[],"text":"We’ll use Salesforce in this example. 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Time to scale success by making sure every BDR is prioritizing it 🙌"}],"markDefs":[],"style":"normal"},{"_key":"29c9f922638d","_type":"anchor","label":"Step 2: Templatize high-performing plays"},{"_key":"781487e1c21f","_type":"block","children":[{"_key":"432c7cb4eac10","_type":"span","marks":[],"text":"Step 2: Templatize high-performing plays"}],"markDefs":[],"style":"h3"},{"_key":"a6bd23205085","_type":"block","children":[{"_key":"a5c54e58bbf00","_type":"span","marks":[],"text":"We’d click "},{"_key":"a5c54e58bbf01","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"a5c54e58bbf02","_type":"span","marks":[],"text":" in the left sidebar (the little ⚙️ icon at the bottom) and navigate to 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Check out our "},{"_key":"3ed0674028a11","_type":"span","marks":["1543a01bbadf"],"text":"integration docs"},{"_key":"3ed0674028a12","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Outreach to Common Room and explore other integration options."}],"markDefs":[{"_key":"1543a01bbadf","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/outreach"}],"style":"callout"},{"_key":"e13bd9a4cc52","_type":"anchor","label":"Step 1: Create workflow"},{"_key":"29ebfb3c0782","_type":"block","children":[{"_key":"0b5ac617b3670","_type":"span","marks":[],"text":"Step 1: Create workflow"}],"markDefs":[],"style":"h3"},{"_key":"98afd8408b29","_type":"block","children":[{"_key":"8693ca795e9a0","_type":"span","marks":[],"text":"Let’s say some of our reps have recently seen success with expanding the number of product seats at certain accounts."}],"markDefs":[],"style":"normal"},{"_key":"8207de523905","_type":"block","children":[{"_key":"39e6f02d8cfd0","_type":"span","marks":[],"text":"We want to make it easy for the entire team to add economic buyers who are admins in our product—and who are showing signs of needing more seats—to a personalized email sequence."}],"markDefs":[],"style":"normal"},{"_key":"4a2a5e47131e","_type":"block","children":[{"_key":"bf91a3fdea690","_type":"span","marks":[],"text":"We’d log in to Common Room and go to "},{"_key":"bf91a3fdea691","_type":"span","marks":["strong"],"text":"Workflows"},{"_key":"bf91a3fdea692","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"171aeb58f7b2","_type":"mainImage","asset":{"_ref":"image-22ad7d77fb015d85d8cfd2c5f13d6917853f70b2-3840x2160-png","_type":"reference"},"caption":"Select Workflows"},{"_key":"a7a5c8187cb1","_type":"block","children":[{"_key":"ddf58c754eca0","_type":"span","marks":[],"text":"🔦 "},{"_key":"ddf58c754eca1","_type":"span","marks":["strong"],"text":"Product spotlight: Workflows\n"},{"_key":"15dab01a2ae90","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"15dab01a2ae91","_type":"span","marks":["3ae6c90214cc"],"text":"workflows"},{"_key":"15dab01a2ae92","_type":"span","marks":[],"text":" feature allows you to create and customize automations based on specific demographic, firmographic, and activity details. 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This makes it easy to engage buyers without switching tools."}],"markDefs":[{"_key":"602e777c0971","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/apollo"}],"style":"callout"},{"_key":"4d09d1281aa1","_type":"block","children":[{"_key":"01b1182824d20","_type":"span","marks":[],"text":"Okay, now let’s decide how people get added to our automated workflow 🤖"}],"markDefs":[],"style":"normal"},{"_key":"5b48ef7e853a","_type":"anchor","label":"Step 2: Add filters"},{"_key":"f2130da11918","_type":"block","children":[{"_key":"b83bc1f4a7ae0","_type":"span","marks":[],"text":"Step 2: Add filters"}],"markDefs":[],"style":"h3"},{"_key":"b8db716bc891","_type":"block","children":[{"_key":"ba55232b79ac0","_type":"span","marks":[],"text":"Common Room automatically pulls in and combines data from all our connected sources so we can slice and dice it as we please using filters."}],"markDefs":[],"style":"normal"},{"_key":"73104ef1cdf9","_type":"block","children":[{"_key":"4cc526e5fea40","_type":"span","marks":[],"text":"🔦 "},{"_key":"4cc526e5fea41","_type":"span","marks":["strong"],"text":"Product spotlight: Filters\n"},{"_key":"cd1b4b90c9a40","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"cd1b4b90c9a41","_type":"span","marks":["7a23d40419a0"],"text":"filters"},{"_key":"cd1b4b90c9a42","_type":"span","marks":[],"text":" feature allows you to highlight individuals and organizations based on any combination of factors. This makes it easy to surface specific people and companies based on firmographic details, cross-channel activities, product usage, and more."}],"markDefs":[{"_key":"7a23d40419a0","_type":"link","href":"https://docs.commonroom.io/get-started/core-concepts-home/filters"}],"style":"callout"},{"_key":"c9d197feaf94","_type":"block","children":[{"_key":"bc0161ac42640","_type":"span","marks":[],"text":"First we want to add a filter for people who are tagged as economic buyers. We’d find that under "},{"_key":"bc0161ac42641","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"bc0161ac42642","_type":"span","marks":[],"text":" in the "},{"_key":"bc0161ac42643","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"bc0161ac42644","_type":"span","marks":[],"text":" section."}],"markDefs":[],"style":"normal"},{"_key":"b84a70766ab9","_type":"mainImage","asset":{"_ref":"image-2cc2ff0778dd0a41e7aabb2a16430395c0bf2cf4-896x908-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"f15174c45003","_type":"block","children":[{"_key":"710528980e7b0","_type":"span","marks":[],"text":"🔦 "},{"_key":"710528980e7b1","_type":"span","marks":["strong"],"text":"Product spotlight: Tags\n"},{"_key":"8d44811e773a0","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"8d44811e773a1","_type":"span","marks":["0f0801f943dc"],"text":"tags"},{"_key":"8d44811e773a2","_type":"span","marks":[],"text":" feature allows you to automatically label individuals and organizations with specific tags based on customizable criteria. This makes it easy to quickly filter for economic buyers, ideal personas, product-qualified leads, and more."}],"markDefs":[{"_key":"0f0801f943dc","_type":"link","href":"https://docs.commonroom.io/set-preferences/tags"}],"style":"callout"},{"_key":"8a949cddd48f","_type":"block","children":[{"_key":"add44d382d280","_type":"span","marks":[],"text":"Next we’d apply filters to our Snowflake data to zero in on individuals who are admins of at least one workspace."}],"markDefs":[],"style":"normal"},{"_key":"627a68a07969","_type":"mainImage","asset":{"_ref":"image-689e1096394cbd7af1d28be3206c7d32d7fc9051-1342x866-png","_type":"reference"},"caption":"Select Admin of at least 1 workspace"},{"_key":"d604910cb716","_type":"block","children":[{"_key":"b41582958cd40","_type":"span","marks":[],"text":"Then we’d add a filter for "},{"_key":"b41582958cd41","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"b41582958cd42","_type":"span","marks":[],"text":" and pull from our product data to hone in on companies where the number of employees is higher than the number of paid seats."}],"markDefs":[],"style":"normal"},{"_key":"5a21a5880ada","_type":"mainImage","asset":{"_ref":"image-bf88f50b5db5719cc5b3a1a692df253a703dfaf8-1790x1002-png","_type":"reference"},"caption":"Select Employee count is greater than paid seats"},{"_key":"b44353a9bf5b","_type":"block","children":[{"_key":"c3199b2d21ff0","_type":"span","marks":[],"text":"Finally, we’d add another organization filter for companies where license utilization over the past 28 days is 100%."}],"markDefs":[],"style":"normal"},{"_key":"cfa07e061f7e","_type":"mainImage","asset":{"_ref":"image-b9364fc8f2663c097a5adc95d402b2a886097d1b-1072x568-png","_type":"reference"},"caption":"Select License utilization"},{"_key":"667993fc2c56","_type":"block","children":[{"_key":"33b0f6cdc5d50","_type":"span","marks":[],"text":"Voilà—now anyone who is an economic buyer and admin in our product—and who works at a company with more employees than paid seats that is using all of its licenses—will be added to this workflow 🧙"}],"markDefs":[],"style":"normal"},{"_key":"8e6371e6e8a9","_type":"block","children":[{"_key":"02713a42b0be0","_type":"span","marks":[],"text":"Now let’s decide what the workflow looks like."}],"markDefs":[],"style":"normal"},{"_key":"8e102b9effc1","_type":"anchor","label":"Step 3: Select sequence"},{"_key":"cabd65da0204","_type":"block","children":[{"_key":"b5e2190879580","_type":"span","marks":[],"text":"Step 3: Select sequence"}],"markDefs":[],"style":"h3"},{"_key":"583877e5e6f3","_type":"block","children":[{"_key":"304938494b620","_type":"span","marks":[],"text":"Let’s say we have an email sequence set up for just this kind of play."}],"markDefs":[],"style":"normal"},{"_key":"a2364967f879","_type":"block","children":[{"_key":"0e700337c8ee0","_type":"span","marks":[],"text":"It might look something like this:"}],"markDefs":[],"style":"normal"},{"_key":"94a84750f1be","_type":"block","children":[{"_key":"2a1ddd3355370","_type":"span","marks":[],"text":"✍️ "},{"_key":"2a1ddd3355371","_type":"span","marks":["strong"],"text":"Outbound template based on employee-to-paid seat ratio\n"},{"_key":"9d2e8044c44f0","_type":"span","marks":["em"],"text":"\nHi "},{"_key":"9d2e8044c44f1","_type":"span","marks":["strong","em"],"text":"[first name]"},{"_key":"9d2e8044c44f2","_type":"span","marks":["em"],"text":",\n\nChecking how your experience with "},{"_key":"9742cf0fb8651","_type":"span","marks":["strong","em"],"text":"[product name] "},{"_key":"9742cf0fb8652","_type":"span","marks":["em"],"text":"is going?\n\nLooks like all of your available licenses are being used. 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Check out our "},{"_key":"2d8d8ecffdde","_type":"span","marks":["fe2847342591"],"text":"integration docs"},{"_key":"b3bf6c13ff25","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Outreach to Common Room and explore other integration options."}],"markDefs":[{"_key":"fe2847342591","_type":"link","href":"https://www.commonroom.io/docs/signals/business-integrations/"}],"style":"normal"}],"header":"Sales execution platform","style":"success"},{"_key":"eeab854f45bc","_type":"anchor","label":"Step 1: Create message snippet template"},{"_key":"1bf95681c881","_type":"block","children":[{"_key":"ae19e07c2b860","_type":"span","marks":[],"text":"Step 1: Create message snippet template"}],"markDefs":[],"style":"h3"},{"_key":"fe3939b1fef8","_type":"block","children":[{"_key":"7ed39eda1cf10","_type":"span","marks":[],"text":"Let’s say we want to create unique, AI-generated message snippets we can insert into outbound sequences for different sales plays."}],"markDefs":[],"style":"normal"},{"_key":"32d3616256e7","_type":"block","children":[{"_key":"aa36d3642ccd0","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"aa36d3642ccd1","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"aa36d3642ccd2","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and click "},{"_key":"aa36d3642ccd3","_type":"span","marks":["strong"],"text":"RoomieAI™"},{"_key":"aa36d3642ccd4","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"462ffafadc1a","_type":"mainImage","asset":{"_ref":"image-207ee1e1e28568c9fdbcd34f4d656704d2bbdad9-3840x2160-png","_type":"reference"},"caption":"Select RoomieAI"},{"_key":"9820d50d888c","_type":"infoBox","body":[{"_key":"d224f5893df5","_type":"block","children":[{"_key":"94e7351652840","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"a09e7c8e271d","_type":"span","marks":["c0a83e80c7b7"],"text":"messaging agent"},{"_key":"c5a7584bd7ed","_type":"span","marks":[],"text":" automatically pushes signal data to a self-learning large language model to craft personalized, relevant messaging at scale. 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We can even tell RoomieAI to assume a certain persona or give it examples of messaging to emulate."}],"markDefs":[],"style":"normal"},{"_key":"072f8886b297","_type":"block","children":[{"_key":"74d37483dc1b0","_type":"span","marks":[],"text":"The goal is to provide RoomieAI with all the details it needs—including any explicit dos and don’ts."}],"markDefs":[],"style":"normal"},{"_key":"d429fa751c1c","_type":"block","children":[{"_key":"f592363d8d320","_type":"span","marks":[],"text":"Beyond instructions for message structure and tone and style, we want to tell RoomieAI which signals and fit criteria to pull from when generating a message."}],"markDefs":[],"style":"normal"},{"_key":"4eeef8ad859b","_type":"block","children":[{"_key":"347ebce89a350","_type":"span","marks":[],"text":"We’d simply click on "},{"_key":"347ebce89a351","_type":"span","marks":["strong"],"text":"Variables"},{"_key":"347ebce89a352","_type":"span","marks":[],"text":" near the top of the "},{"_key":"347ebce89a353","_type":"span","marks":["strong"],"text":"Prompt"},{"_key":"347ebce89a354","_type":"span","marks":[],"text":" text box to select which ones to include."}],"markDefs":[],"style":"normal"},{"_key":"d96fdae927b3","_type":"mainImage","asset":{"_ref":"image-ba68ad7bdbb6149be606d6cd0f77517b920ea59e-1646x1020-png","_type":"reference"},"caption":"Select Variables"},{"_key":"3170d25a6dbf","_type":"block","children":[{"_key":"b185c9886d2a0","_type":"span","marks":[],"text":"We can choose from contact-, account-, and activity-specific variables based on the data sources connected to Common Room, like website activity, product usage, and social interactions."}],"markDefs":[],"style":"normal"},{"_key":"2e938a2f31a2","_type":"block","children":[{"_key":"e593fca36bc90","_type":"span","marks":[],"text":"This also includes variables for "},{"_key":"e593fca36bc91","_type":"span","marks":["707602fc019e"],"text":"custom"},{"_key":"e593fca36bc92","_type":"span","marks":[],"text":" and "},{"_key":"e593fca36bc93","_type":"span","marks":["cba8990730e1"],"text":"calculated fields"},{"_key":"e593fca36bc94","_type":"span","marks":[],"text":" we’ve previously created in Common Room, such as location, role, industry, company size, and more."}],"markDefs":[{"_key":"707602fc019e","_type":"link","href":"https://www.commonroom.io/docs/set-preferences/fields/"},{"_key":"cba8990730e1","_type":"link","href":"https://www.commonroom.io/playbooks/identify-and-action-on-signal-heavy-accounts/"}],"style":"normal"},{"_key":"64195cf3330f","_type":"block","children":[{"_key":"888c84376f2b0","_type":"span","marks":[],"text":"And since these variables are dynamic, they’ll automatically be customized for every prospect we outbound using the signal data captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"98b1f325ce8e","_type":"block","children":[{"_key":"f06b97da3f0a0","_type":"span","marks":[],"text":"RoomieAI will use Common Room’s AI-powered identity resolution and waterfall enrichment engine—Person360™—to inform its output."}],"markDefs":[],"style":"normal"},{"_key":"661abf1a8440","_type":"infoBox","body":[{"_key":"c5a7898ce5d6","_type":"block","children":[{"_key":"ffa939150956","_type":"span","marks":[],"text":"Common Room’s out-of-the-box "},{"_key":"5439bb3de872","_type":"span","marks":["d51e54901860"],"text":"identity and enrichment engine"},{"_key":"6648fb7b0d0e","_type":"span","marks":[],"text":" uses machine learning models to automatically deanonymize contact and account activity, merge cross-channel signals into unified profiles, and fill in the blanks with rich contextual data."}],"markDefs":[{"_key":"d51e54901860","_type":"link","href":"https://www.commonroom.io/product/person-360/"}],"style":"normal"}],"header":"AI-powered identity resolution and waterfall enrichment","style":"info"},{"_key":"db50793eff6f","_type":"block","children":[{"_key":"a626a53bb28f0","_type":"span","marks":[],"text":"In this case, we want RoomieAI to base its messaging on job-change signals, as well as prospects’ previous and current organizations."}],"markDefs":[],"style":"normal"},{"_key":"2d0fe6022b55","_type":"mainImage","asset":{"_ref":"image-eba5653fbb6cef5d09696ca3f5abc43a4f6f9811-1628x650-png","_type":"reference"},"caption":"Configure variables"},{"_key":"f3746361fb3f","_type":"block","children":[{"_key":"4e8c7d1adfa80","_type":"span","marks":[],"text":"Finally we’d fill out the "},{"_key":"4e8c7d1adfa81","_type":"span","marks":["strong"],"text":"About your business"},{"_key":"4e8c7d1adfa82","_type":"span","marks":[],"text":" text box. This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. Integrations include popular CRMs and sales execution platforms like Salesforce, HubSpot, Outreach, Apollo, Salesloft, Gong Engage, and more."}],"markDefs":[{"_key":"9b25088fa1cb","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"}],"header":"Native integrations","style":"info"},{"_key":"84bbfa156b79","_type":"block","children":[{"_key":"4e614dff25ae0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"4e614dff25ae1","_type":"span","marks":["strong"],"text":"Add mapping"},{"_key":"4e614dff25ae2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"1c5edffc52b9","_type":"mainImage","asset":{"_ref":"image-5362dfb8ecfb05da745e36506df337b4ab544c72-314x119-png","_type":"reference"},"caption":"Select Add mapping"},{"_key":"3958276bcf34","_type":"block","children":[{"_key":"3df618d2362f0","_type":"span","marks":[],"text":"This will add a row of blank boxes to the mapping section below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message snippet"},{"_key":"b8430b29823d","_type":"block","children":[{"_key":"46e33d3cd44b0","_type":"span","marks":[],"text":"Step 3: Generate message snippet"}],"markDefs":[],"style":"h3"},{"_key":"6ac55a6acf4b","_type":"block","children":[{"_key":"8dc09ed22b900","_type":"span","marks":[],"text":"Time to put RoomieAI to the test."}],"markDefs":[],"style":"normal"},{"_key":"7c200874be96","_type":"block","children":[{"_key":"6379b1dff85f0","_type":"span","marks":[],"text":"We’d click "},{"_key":"6379b1dff85f1","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"6379b1dff85f2","_type":"span","marks":[],"text":" and go to any contact-level view in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"e9fcd025aec9","_type":"block","children":[{"_key":"0c9cfbaa22550","_type":"span","marks":[],"text":"We can generate message snippets directly from a contact’s Person360 profile."}],"markDefs":[],"style":"normal"},{"_key":"49d97c6d2723","_type":"mainImage","asset":{"_ref":"image-89963a49a28f6de1ddce4211e18be097de9bf05a-2750x1501-png","_type":"reference"},"caption":"View message snippet options"},{"_key":"22c2b56ed01d","_type":"block","children":[{"_key":"571b66087b1d0","_type":"span","marks":[],"text":"But let’s say we’ve already created a contact segment for economic buyers who match our criteria for ideal persona and changed jobs in the past six months."}],"markDefs":[],"style":"normal"},{"_key":"1b5a1c16e7bf","_type":"infoBox","body":[{"_key":"08be22703ebc","_type":"block","children":[{"_key":"525003b9795a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"3050097b2cb0","_type":"span","marks":["7fd5f4301cb5"],"text":"intelligent automations"},{"_key":"54b79903e046","_type":"span","marks":[],"text":" build auto-replenishing segments using your custom filtering criteria, automating play creation based on any combination of contact, account, and activity signals."}],"markDefs":[{"_key":"7fd5f4301cb5","_type":"link","href":"https://www.commonroom.io/product/automation/"}],"style":"normal"}],"header":"Playbook automation","style":"info"},{"_key":"2a14ac1eca1e","_type":"block","children":[{"_key":"9fbcee2479650","_type":"span","marks":[],"text":"We’d navigate to our segment, click the dropdown arrow next to a prospect’s name, and choose "},{"_key":"0266d90427f8","_type":"span","marks":["strong"],"text":"Add to Outreach sequence"},{"_key":"a38f9f231fb1","_type":"span","marks":[],"text":" from the task list options."}],"markDefs":[],"style":"normal"},{"_key":"de1898d7f946","_type":"mainImage","asset":{"_ref":"image-ef7c92ccfe5bc12c06627c5161ec57c74d46255e-1332x247-png","_type":"reference"},"caption":"Select Add to Outreach sequence"},{"_key":"f4ab4c739d6c","_type":"block","children":[{"_key":"9f0c7fb599fb0","_type":"span","marks":[],"text":"We’d select the sequence our template is mapped to and RoomieAI will instantly spin up a 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We can even tell RoomieAI to assume a certain persona or give it examples of messaging to emulate."}],"markDefs":[],"style":"normal"},{"_key":"072f8886b297","_type":"block","children":[{"_key":"74d37483dc1b0","_type":"span","marks":[],"text":"The goal is to provide RoomieAI with all the details it needs—including any explicit dos and don’ts."}],"markDefs":[],"style":"normal"},{"_key":"d429fa751c1c","_type":"block","children":[{"_key":"f592363d8d320","_type":"span","marks":[],"text":"Beyond instructions for message structure and tone and style, we want to tell RoomieAI which signals and fit criteria to pull from when generating a message."}],"markDefs":[],"style":"normal"},{"_key":"4eeef8ad859b","_type":"block","children":[{"_key":"347ebce89a350","_type":"span","marks":[],"text":"We’d simply click on "},{"_key":"347ebce89a351","_type":"span","marks":["strong"],"text":"Variables"},{"_key":"347ebce89a352","_type":"span","marks":[],"text":" near the top of the "},{"_key":"347ebce89a353","_type":"span","marks":["strong"],"text":"Prompt"},{"_key":"347ebce89a354","_type":"span","marks":[],"text":" text box to select which ones to include."}],"markDefs":[],"style":"normal"},{"_key":"d96fdae927b3","_type":"mainImage","asset":{"_ref":"image-ba68ad7bdbb6149be606d6cd0f77517b920ea59e-1646x1020-png","_type":"reference"},"caption":"Select Variables"},{"_key":"3170d25a6dbf","_type":"block","children":[{"_key":"b185c9886d2a0","_type":"span","marks":[],"text":"We can choose from contact-, account-, and activity-specific variables based on the data sources connected to Common Room, like website activity, product usage, and social interactions."}],"markDefs":[],"style":"normal"},{"_key":"2e938a2f31a2","_type":"block","children":[{"_key":"e593fca36bc90","_type":"span","marks":[],"text":"This also includes variables for "},{"_key":"e593fca36bc91","_type":"span","marks":["707602fc019e"],"text":"custom"},{"_key":"e593fca36bc92","_type":"span","marks":[],"text":" and "},{"_key":"e593fca36bc93","_type":"span","marks":["cba8990730e1"],"text":"calculated fields"},{"_key":"e593fca36bc94","_type":"span","marks":[],"text":" we’ve previously created in Common Room, such as location, role, industry, company size, and more."}],"markDefs":[{"_key":"707602fc019e","_type":"link","href":"https://www.commonroom.io/docs/set-preferences/fields/"},{"_key":"cba8990730e1","_type":"link","href":"https://www.commonroom.io/playbooks/identify-and-action-on-signal-heavy-accounts/"}],"style":"normal"},{"_key":"64195cf3330f","_type":"block","children":[{"_key":"888c84376f2b0","_type":"span","marks":[],"text":"And since these variables are dynamic, they’ll automatically be customized for every prospect we outbound using the signal data captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"98b1f325ce8e","_type":"block","children":[{"_key":"f06b97da3f0a0","_type":"span","marks":[],"text":"RoomieAI will use Common Room’s AI-powered identity resolution and waterfall enrichment engine—Person360™—to inform its output."}],"markDefs":[],"style":"normal"},{"_key":"661abf1a8440","_type":"infoBox","body":[{"_key":"c5a7898ce5d6","_type":"block","children":[{"_key":"ffa939150956","_type":"span","marks":[],"text":"Common Room’s out-of-the-box "},{"_key":"5439bb3de872","_type":"span","marks":["d51e54901860"],"text":"identity and enrichment engine"},{"_key":"6648fb7b0d0e","_type":"span","marks":[],"text":" uses machine learning models to automatically deanonymize contact and account activity, merge cross-channel signals into unified profiles, and fill in the blanks with rich contextual data."}],"markDefs":[{"_key":"d51e54901860","_type":"link","href":"https://www.commonroom.io/product/person-360/"}],"style":"normal"}],"header":"AI-powered identity resolution and waterfall enrichment","style":"info"},{"_key":"db50793eff6f","_type":"block","children":[{"_key":"a626a53bb28f0","_type":"span","marks":[],"text":"In this case, we want RoomieAI to base its messaging on job-change signals, as well as prospects’ previous and current organizations."}],"markDefs":[],"style":"normal"},{"_key":"2d0fe6022b55","_type":"mainImage","asset":{"_ref":"image-eba5653fbb6cef5d09696ca3f5abc43a4f6f9811-1628x650-png","_type":"reference"},"caption":"Configure variables"},{"_key":"f3746361fb3f","_type":"block","children":[{"_key":"4e8c7d1adfa80","_type":"span","marks":[],"text":"Finally we’d fill out the "},{"_key":"4e8c7d1adfa81","_type":"span","marks":["strong"],"text":"About your business"},{"_key":"4e8c7d1adfa82","_type":"span","marks":[],"text":" text box. This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. Integrations include popular CRMs and sales execution platforms like Salesforce, HubSpot, Outreach, Apollo, Salesloft, Gong Engage, and more."}],"markDefs":[{"_key":"9b25088fa1cb","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"}],"header":"Native integrations","style":"info"},{"_key":"84bbfa156b79","_type":"block","children":[{"_key":"4e614dff25ae0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"4e614dff25ae1","_type":"span","marks":["strong"],"text":"Add mapping"},{"_key":"4e614dff25ae2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"1c5edffc52b9","_type":"mainImage","asset":{"_ref":"image-5362dfb8ecfb05da745e36506df337b4ab544c72-314x119-png","_type":"reference"},"caption":"Select Add mapping"},{"_key":"3958276bcf34","_type":"block","children":[{"_key":"3df618d2362f0","_type":"span","marks":[],"text":"This will add a row of blank boxes to the mapping section below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message snippet"},{"_key":"b8430b29823d","_type":"block","children":[{"_key":"46e33d3cd44b0","_type":"span","marks":[],"text":"Step 3: Generate message snippet"}],"markDefs":[],"style":"h3"},{"_key":"6ac55a6acf4b","_type":"block","children":[{"_key":"8dc09ed22b900","_type":"span","marks":[],"text":"Time to put RoomieAI to the test."}],"markDefs":[],"style":"normal"},{"_key":"7c200874be96","_type":"block","children":[{"_key":"6379b1dff85f0","_type":"span","marks":[],"text":"We’d click "},{"_key":"6379b1dff85f1","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"6379b1dff85f2","_type":"span","marks":[],"text":" and go to any contact-level view in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"e9fcd025aec9","_type":"block","children":[{"_key":"0c9cfbaa22550","_type":"span","marks":[],"text":"We can generate message snippets directly from a contact’s Person360 profile."}],"markDefs":[],"style":"normal"},{"_key":"49d97c6d2723","_type":"mainImage","asset":{"_ref":"image-89963a49a28f6de1ddce4211e18be097de9bf05a-2750x1501-png","_type":"reference"},"caption":"View message snippet options"},{"_key":"22c2b56ed01d","_type":"block","children":[{"_key":"571b66087b1d0","_type":"span","marks":[],"text":"But let’s say we’ve already created a contact segment for economic buyers who match our criteria for ideal persona and changed jobs in the past six months."}],"markDefs":[],"style":"normal"},{"_key":"1b5a1c16e7bf","_type":"infoBox","body":[{"_key":"08be22703ebc","_type":"block","children":[{"_key":"525003b9795a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"3050097b2cb0","_type":"span","marks":["7fd5f4301cb5"],"text":"intelligent automations"},{"_key":"54b79903e046","_type":"span","marks":[],"text":" build auto-replenishing segments using your custom filtering criteria, automating play creation based on any combination of contact, account, and activity signals."}],"markDefs":[{"_key":"7fd5f4301cb5","_type":"link","href":"https://www.commonroom.io/product/automation/"}],"style":"normal"}],"header":"Playbook automation","style":"info"},{"_key":"2a14ac1eca1e","_type":"block","children":[{"_key":"9fbcee2479650","_type":"span","marks":[],"text":"We’d navigate to our segment, click the dropdown arrow next to a prospect’s name, and choose "},{"_key":"0266d90427f8","_type":"span","marks":["strong"],"text":"Add to Outreach sequence"},{"_key":"a38f9f231fb1","_type":"span","marks":[],"text":" from the task list options."}],"markDefs":[],"style":"normal"},{"_key":"de1898d7f946","_type":"mainImage","asset":{"_ref":"image-ef7c92ccfe5bc12c06627c5161ec57c74d46255e-1332x247-png","_type":"reference"},"caption":"Select Add to Outreach sequence"},{"_key":"f4ab4c739d6c","_type":"block","children":[{"_key":"9f0c7fb599fb0","_type":"span","marks":[],"text":"We’d select the sequence our template is mapped to and RoomieAI will instantly spin up a 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This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. Integrations include popular CRMs and sales execution platforms like Salesforce, HubSpot, Outreach, Apollo, Salesloft, Gong Engage, and more."}],"markDefs":[{"_key":"9b25088fa1cb","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"}],"header":"Native integrations","style":"info"},{"_key":"84bbfa156b79","_type":"block","children":[{"_key":"4e614dff25ae0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"4e614dff25ae1","_type":"span","marks":["strong"],"text":"Add mapping"},{"_key":"4e614dff25ae2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"1c5edffc52b9","_type":"mainImage","asset":{"_ref":"image-5362dfb8ecfb05da745e36506df337b4ab544c72-314x119-png","_type":"reference"},"caption":"Select Add mapping"},{"_key":"3958276bcf34","_type":"block","children":[{"_key":"3df618d2362f0","_type":"span","marks":[],"text":"This will add a row of blank boxes to the mapping section below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message snippet"},{"_key":"b8430b29823d","_type":"block","children":[{"_key":"46e33d3cd44b0","_type":"span","marks":[],"text":"Step 3: Generate message snippet"}],"markDefs":[],"style":"h3"},{"_key":"6ac55a6acf4b","_type":"block","children":[{"_key":"8dc09ed22b900","_type":"span","marks":[],"text":"Time to put RoomieAI to the test."}],"markDefs":[],"style":"normal"},{"_key":"7c200874be96","_type":"block","children":[{"_key":"6379b1dff85f0","_type":"span","marks":[],"text":"We’d click "},{"_key":"6379b1dff85f1","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"6379b1dff85f2","_type":"span","marks":[],"text":" and go to any contact-level view in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"e9fcd025aec9","_type":"block","children":[{"_key":"0c9cfbaa22550","_type":"span","marks":[],"text":"We can generate message snippets directly from a contact’s Person360 profile."}],"markDefs":[],"style":"normal"},{"_key":"49d97c6d2723","_type":"mainImage","asset":{"_ref":"image-89963a49a28f6de1ddce4211e18be097de9bf05a-2750x1501-png","_type":"reference"},"caption":"View message snippet options"},{"_key":"22c2b56ed01d","_type":"block","children":[{"_key":"571b66087b1d0","_type":"span","marks":[],"text":"But let’s say we’ve already created a contact segment for economic buyers who match our criteria for ideal persona and changed jobs in the past six months."}],"markDefs":[],"style":"normal"},{"_key":"1b5a1c16e7bf","_type":"infoBox","body":[{"_key":"08be22703ebc","_type":"block","children":[{"_key":"525003b9795a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"3050097b2cb0","_type":"span","marks":["7fd5f4301cb5"],"text":"intelligent automations"},{"_key":"54b79903e046","_type":"span","marks":[],"text":" build auto-replenishing segments using your custom filtering criteria, automating play creation based on any combination of contact, account, 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This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. Integrations include popular CRMs and sales execution platforms like Salesforce, HubSpot, Outreach, Apollo, Salesloft, Gong Engage, and more."}],"markDefs":[{"_key":"9b25088fa1cb","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"}],"header":"Native integrations","style":"info"},{"_key":"84bbfa156b79","_type":"block","children":[{"_key":"4e614dff25ae0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"4e614dff25ae1","_type":"span","marks":["strong"],"text":"Add mapping"},{"_key":"4e614dff25ae2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"1c5edffc52b9","_type":"mainImage","asset":{"_ref":"image-5362dfb8ecfb05da745e36506df337b4ab544c72-314x119-png","_type":"reference"},"caption":"Select Add mapping"},{"_key":"3958276bcf34","_type":"block","children":[{"_key":"3df618d2362f0","_type":"span","marks":[],"text":"This will add a row of blank boxes to the mapping section below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message snippet"},{"_key":"b8430b29823d","_type":"block","children":[{"_key":"46e33d3cd44b0","_type":"span","marks":[],"text":"Step 3: Generate message snippet"}],"markDefs":[],"style":"h3"},{"_key":"6ac55a6acf4b","_type":"block","children":[{"_key":"8dc09ed22b900","_type":"span","marks":[],"text":"Time to put RoomieAI to the test."}],"markDefs":[],"style":"normal"},{"_key":"7c200874be96","_type":"block","children":[{"_key":"6379b1dff85f0","_type":"span","marks":[],"text":"We’d click "},{"_key":"6379b1dff85f1","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"6379b1dff85f2","_type":"span","marks":[],"text":" and go to any contact-level view in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"e9fcd025aec9","_type":"block","children":[{"_key":"0c9cfbaa22550","_type":"span","marks":[],"text":"We can generate message snippets directly from a contact’s Person360 profile."}],"markDefs":[],"style":"normal"},{"_key":"49d97c6d2723","_type":"mainImage","asset":{"_ref":"image-89963a49a28f6de1ddce4211e18be097de9bf05a-2750x1501-png","_type":"reference"},"caption":"View message snippet options"},{"_key":"22c2b56ed01d","_type":"block","children":[{"_key":"571b66087b1d0","_type":"span","marks":[],"text":"But let’s say we’ve already created a contact segment for economic buyers who match our criteria for ideal persona and changed jobs in the past six months."}],"markDefs":[],"style":"normal"},{"_key":"1b5a1c16e7bf","_type":"infoBox","body":[{"_key":"08be22703ebc","_type":"block","children":[{"_key":"525003b9795a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"3050097b2cb0","_type":"span","marks":["7fd5f4301cb5"],"text":"intelligent automations"},{"_key":"54b79903e046","_type":"span","marks":[],"text":" build auto-replenishing segments using your custom filtering criteria, automating play creation based on any combination of contact, account, 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We can do this from "},{"_key":"276e081c88c91","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"276e081c88c92","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar) or from any org-level view within Common Room, including segments."}],"markDefs":[],"style":"normal"},{"_key":"e3efd8b698ba","_type":"infoBox","body":[{"_key":"1e5f2ab8d35a","_type":"block","children":[{"_key":"0d5da3d23f18","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"168d5c6ecf95","_type":"span","marks":["f0485d8aff7a"],"text":"segments"},{"_key":"1635bdc4612b","_type":"span","marks":[],"text":" feature allows you to automatically add individuals or organizations to auto-replenishing lists based on customizable criteria. This makes it easy to quickly surface, monitor, and engage specific people and companies at scale."}],"markDefs":[{"_key":"f0485d8aff7a","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"normal"}],"header":"Segments","style":"info"},{"_key":"ca09528e1c83","_type":"block","children":[{"_key":"de6df6f402a60","_type":"span","marks":[],"text":"In this case, we’ll navigate to "},{"_key":"de6df6f402a61","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"de6df6f402a62","_type":"span","marks":[],"text":" in the left sidebar and create our field there."}],"markDefs":[],"style":"normal"},{"_key":"bc1de396a1fd","_type":"mainImage","asset":{"_ref":"image-58645d117f3e2b54b644a6d496fdfe4425930b3a-3840x2160-png","_type":"reference"},"caption":"Select Organizations"},{"_key":"b1ffa45d959a","_type":"block","children":[{"_key":"f1b4baa730350","_type":"span","marks":[],"text":"We’d click "},{"_key":"f1b4baa730351","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"f1b4baa730352","_type":"span","marks":[],"text":" in the top right of the screen. This shows us all the columns displaying information about accounts captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"2443339abcfd","_type":"mainImage","asset":{"_ref":"image-910aa9b983d599403c3fc255b53bc56e38c347bc-1316x1468-png","_type":"reference"},"caption":"View columns"},{"_key":"88ecb2b02205","_type":"block","children":[{"_key":"f8aef99f2e5d0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"f8aef99f2e5d1","_type":"span","marks":["strong"],"text":"Create new custom field"},{"_key":"f8aef99f2e5d2","_type":"span","marks":[],"text":", give it a brief name and description, and select "},{"_key":"f8aef99f2e5d3","_type":"span","marks":["strong"],"text":"Calculated"},{"_key":"f8aef99f2e5d4","_type":"span","marks":[],"text":" as the type."}],"markDefs":[],"style":"normal"},{"_key":"a6328a9bf15b","_type":"mainImage","asset":{"_ref":"image-d422206bea4636465f6e783abf707d7d8e596066-1314x946-png","_type":"reference"},"caption":"Select Calculated"},{"_key":"9ea3a66a9e7a","_type":"block","children":[{"_key":"df0785269baf0","_type":"span","marks":[],"text":"We can create a field based on any number of different types of account-level signals, including contact-level activities (such as product usage, job changes, and more), job listings, and news events."}],"markDefs":[],"style":"normal"},{"_key":"9e6d127a0176","_type":"mainImage","asset":{"_ref":"image-46de57b369a630d3ca01fa68fd84af445e34a088-1316x782-png","_type":"reference"},"caption":"View field options"},{"_key":"00b8f0c01f07","_type":"block","children":[{"_key":"42f2185784e60","_type":"span","marks":[],"text":"We can even use Common Room’s Prospector tool to count the number of high-fit prospects who work at an organization based on our custom criteria, like job title, role, seniority level, location, job-change history, and even LinkedIn follower count."}],"markDefs":[],"style":"normal"},{"_key":"cce590fd58f0","_type":"infoBox","body":[{"_key":"fa71d74b1bf4","_type":"block","children":[{"_key":"0066491dd2be","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"f619de28403b","_type":"span","marks":["c3fccc97056c"],"text":"Prospector"},{"_key":"82f8daf805ca","_type":"span","marks":[],"text":" feature allows you to search through a proprietary, constantly refreshed database of more than 200 million B2B contacts, surface employees at specific organizations based on custom criteria, and automatically add them as contacts—even if they’re not currently engaging with your organization on any connected channels or tracked in your CRM."}],"markDefs":[{"_key":"c3fccc97056c","_type":"link","href":"https://docs.commonroom.io/get-started/signals/common-room-native-signals/prospector"}],"style":"normal"}],"header":"Prospector","style":"info"},{"_key":"eabbca911d10","_type":"block","children":[{"_key":"4f327eced2cf0","_type":"span","marks":[],"text":"For this example, let’s say we want to see how many people within an account have been active in our product over the past 30 days. 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Check out our "},{"_key":"927ce56625a6","_type":"span","marks":["65fa67aba9f5"],"text":"integration docs"},{"_key":"c58f2d5e6962","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Snowflake to Common Room and explore other business data source options."}],"markDefs":[{"_key":"65fa67aba9f5","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/snowflake"}],"style":"normal"}],"header":"Data warehouse","style":"success"},{"_key":"7adf6181c374","_type":"infoBox","body":[{"_key":"097b3f290fd8","_type":"block","children":[{"_key":"938f85b7a173","_type":"span","marks":[],"text":"We’ll use Salesforce in this example. 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This makes it easy to take action on buying signals fast."}],"markDefs":[{"_key":"670a3d63becd","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"dd605d93c39a","_type":"block","children":[{"_key":"65087ee1c0780","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"65087ee1c0781","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"65087ee1c0782","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and navigate to "},{"_key":"65087ee1c0783","_type":"span","marks":["strong"],"text":"Scores"},{"_key":"65087ee1c0784","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"4eb75ac80eeb","_type":"mainImage","asset":{"_ref":"image-647bf5df0c8f1dd14f5cfec62f9efc2db6642702-3840x2160-png","_type":"reference"},"caption":"Select Scores"},{"_key":"5ac9ddcad2bf","_type":"block","children":[{"_key":"45b7b371d0f00","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"45b7b371d0f01","_type":"span","marks":["strong"],"text":"Create new score"},{"_key":"45b7b371d0f02","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"ece4bda989ff","_type":"mainImage","asset":{"_ref":"image-cc563df6cc3d517648f6bcd558da2546db512a1d-408x164-png","_type":"reference"},"caption":"Select Create new score"},{"_key":"07629eeb3992","_type":"block","children":[{"_key":"2601b209705e0","_type":"span","marks":[],"text":"After we give our score a title and short description, we can drill down into buyer fit and behavior."}],"markDefs":[],"style":"normal"},{"_key":"ab04b2e279d3","_type":"mainImage","asset":{"_ref":"image-5ff532024f271815208c693fea7f3f235d2d7fd3-3840x2160-png","_type":"reference"},"caption":"View score configuration options"},{"_key":"fc50e2371099","_type":"block","children":[{"_key":"6ec8c86b8a360","_type":"span","marks":[],"text":"We’ll start with fit."}],"markDefs":[],"style":"normal"},{"_key":"d8f7e55543fc","_type":"block","children":[{"_key":"c01db3f8673e0","_type":"span","marks":[],"text":"We have no shortage of attributes we can add, but for this example we want to score fit based on the industry the person works in, how much revenue their organization brings in each year, and whether or not they’re an economic buyer."}],"markDefs":[],"style":"normal"},{"_key":"b6217a3cd79b","_type":"block","children":[{"_key":"7b842e70f4dc0","_type":"span","marks":[],"text":"We can easily add those criteria by clicking "},{"_key":"7b842e70f4dc1","_type":"span","marks":["strong"],"text":"Add rule"},{"_key":"7b842e70f4dc2","_type":"span","marks":[],"text":" and choosing from our filters."}],"markDefs":[],"style":"normal"},{"_key":"4ad7731e34ce","_type":"mainImage","asset":{"_ref":"image-b2bba636bae2cba9021467bd92bd93d6a4669632-2522x1322-png","_type":"reference"},"caption":"View filters"},{"_key":"837c861e1928","_type":"block","children":[{"_key":"411da69d240e0","_type":"span","marks":[],"text":"Each time we add a new criteria, we have the option of customizing its importance to the score (as well as specifying additional parameters). 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We’d just hit "},{"_key":"e495367b737f1","_type":"span","marks":["strong"],"text":"Edit weights"},{"_key":"e495367b737f2","_type":"span","marks":[],"text":" and determine how much weight each category carries."}],"markDefs":[],"style":"normal"},{"_key":"20340322da87","_type":"mainImage","asset":{"_ref":"image-7fe9220f457c6161c4c7a8427a564a735fd444e6-2488x636-png","_type":"reference"},"caption":"Select Edit weights"},{"_key":"94bb83ebc1da","_type":"block","children":[{"_key":"cf223924881d0","_type":"span","marks":[],"text":"Last but not least, we’ll click "},{"_key":"cf223924881d1","_type":"span","marks":["strong"],"text":"Edit ranges"},{"_key":"cf223924881d2","_type":"span","marks":[],"text":" at the top of the screen so we can determine which scores are not a fit, fair, good, or excellent."}],"markDefs":[],"style":"normal"},{"_key":"666be331054a","_type":"mainImage","asset":{"_ref":"image-e8c38da0fd6831a1cd0069404be94a72da81d4f7-2516x624-png","_type":"reference"},"caption":"Select Edit ranges"},{"_key":"0bad8e6073d0","_type":"block","children":[{"_key":"a6ee768bafa80","_type":"span","marks":[],"text":"Voilà—we now have a new lead scoring system in place that can be applied to every person tracked in our digital ecosystem 💯"}],"markDefs":[],"style":"normal"},{"_key":"a484f182d298","_type":"block","children":[{"_key":"5ed0e09c30830","_type":"span","marks":[],"text":"Let’s put it to good use."}],"markDefs":[],"style":"normal"},{"_key":"dbfae35f6b0f","_type":"anchor","label":"Step 2: View scores"},{"_key":"263dc0330f6c","_type":"block","children":[{"_key":"1f4c15b51cd60","_type":"span","marks":[],"text":"Step 2: View scores"}],"markDefs":[],"style":"h3"},{"_key":"fd47c4a6857d","_type":"block","children":[{"_key":"810cac9088b40","_type":"span","marks":[],"text":"Click "},{"_key":"810cac9088b41","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"810cac9088b42","_type":"span","marks":[],"text":" to leave the "},{"_key":"810cac9088b43","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"810cac9088b44","_type":"span","marks":[],"text":" menu and head to "},{"_key":"810cac9088b45","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"810cac9088b46","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"e5cf5e6d173b","_type":"block","children":[{"_key":"3f96bd38fc850","_type":"span","marks":[],"text":"After we add our score as a column in our contacts view (just hit "},{"_key":"3f96bd38fc851","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"3f96bd38fc852","_type":"span","marks":[],"text":" to add a new one and customize its placement), we can see the lead score for each person marked as a contact in Common Room (keep in mind we can also do this for organizations)."}],"markDefs":[],"style":"normal"},{"_key":"619c7f3e2ebf","_type":"mainImage","asset":{"_ref":"image-d4bc0979907081d060f9e4b6855ccf8b906cab64-2620x508-png","_type":"reference"},"caption":"View scores"},{"_key":"f2d247deb9cf","_type":"block","children":[{"_key":"dc0baef46acb0","_type":"span","marks":[],"text":"Even better, we can simply hover over a person’s score to see why they received that designation."}],"markDefs":[],"style":"normal"},{"_key":"7e39a8df9911","_type":"mainImage","asset":{"_ref":"image-8a9c9820338a66c959f3b7c23061899d2d53d963-1058x674-png","_type":"reference"},"caption":"View score factors"},{"_key":"88438b6512bb","_type":"block","children":[{"_key":"e6e8b57d435d0","_type":"span","marks":[],"text":"Once we find a likely candidate for outreach, we can click into their Person360™ profile to learn more about them."}],"markDefs":[],"style":"normal"},{"_key":"ccfee15e587e","_type":"mainImage","asset":{"_ref":"image-55d3d0eda34f939874d5aae3e482cbf6af6b64fd-2688x1088-png","_type":"reference"},"caption":"View profile"},{"_key":"209871bfa390","_type":"block","children":[{"_key":"f9f91bbfeaac0","_type":"span","marks":[],"text":"🔦 "},{"_key":"f9f91bbfeaac1","_type":"span","marks":["strong"],"text":"Product spotlight: Person360\n"},{"_key":"56c2996207120","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"56c2996207121","_type":"span","marks":["89c9119c3ce7"],"text":"Person360"},{"_key":"56c2996207122","_type":"span","marks":[],"text":" feature allows you to deanonymize, merge, and enrich signals from every channel connected to Common Room. 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Check out our "},{"_key":"43ce65564f40","_type":"span","marks":["295199622034"],"text":"integration docs"},{"_key":"4dcb31435349","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Snowflake to Common Room and explore other business data source options."}],"markDefs":[{"_key":"295199622034","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/snowflake"}],"style":"normal"}],"header":"Data warehouse","style":"success"},{"_key":"42e6e2255241","_type":"anchor","label":"Step 1: Create calculated field"},{"_key":"525000611f6e","_type":"block","children":[{"_key":"c33e548abc060","_type":"span","marks":[],"text":"Step 1: Create calculated field"}],"markDefs":[],"style":"h3"},{"_key":"d7c70e67bae9","_type":"block","children":[{"_key":"79ce3b673dab0","_type":"span","marks":[],"text":"Let’s say there’s a particular buying signal we’re interested in. 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This shows us all the columns displaying information about accounts captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"2443339abcfd","_type":"mainImage","asset":{"_ref":"image-910aa9b983d599403c3fc255b53bc56e38c347bc-1316x1468-png","_type":"reference"},"caption":"View columns"},{"_key":"88ecb2b02205","_type":"block","children":[{"_key":"f8aef99f2e5d0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"f8aef99f2e5d1","_type":"span","marks":["strong"],"text":"Create new custom field"},{"_key":"f8aef99f2e5d2","_type":"span","marks":[],"text":", give it a brief name and description, and select "},{"_key":"f8aef99f2e5d3","_type":"span","marks":["strong"],"text":"Calculated"},{"_key":"f8aef99f2e5d4","_type":"span","marks":[],"text":" as the type."}],"markDefs":[],"style":"normal"},{"_key":"a6328a9bf15b","_type":"mainImage","asset":{"_ref":"image-d422206bea4636465f6e783abf707d7d8e596066-1314x946-png","_type":"reference"},"caption":"Select Calculated"},{"_key":"9ea3a66a9e7a","_type":"block","children":[{"_key":"df0785269baf0","_type":"span","marks":[],"text":"We can create a field based on any number of different types of account-level signals, including contact-level activities (such as product usage, job changes, and more), job listings, and news events."}],"markDefs":[],"style":"normal"},{"_key":"9e6d127a0176","_type":"mainImage","asset":{"_ref":"image-46de57b369a630d3ca01fa68fd84af445e34a088-1316x782-png","_type":"reference"},"caption":"View field options"},{"_key":"00b8f0c01f07","_type":"block","children":[{"_key":"42f2185784e60","_type":"span","marks":[],"text":"We can even use Common Room’s Prospector tool to count the number of high-fit prospects who work at an organization based on our custom criteria, like job title, role, seniority level, location, job-change history, and even LinkedIn follower count."}],"markDefs":[],"style":"normal"},{"_key":"cce590fd58f0","_type":"infoBox","body":[{"_key":"fa71d74b1bf4","_type":"block","children":[{"_key":"0066491dd2be","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"f619de28403b","_type":"span","marks":["c3fccc97056c"],"text":"Prospector"},{"_key":"82f8daf805ca","_type":"span","marks":[],"text":" feature allows you to search through a proprietary, constantly refreshed database of more than 200 million B2B contacts, surface employees at specific organizations based on custom criteria, and automatically add them as contacts—even if they’re not currently engaging with your organization on any connected channels or tracked in your CRM."}],"markDefs":[{"_key":"c3fccc97056c","_type":"link","href":"https://docs.commonroom.io/get-started/signals/common-room-native-signals/prospector"}],"style":"normal"}],"header":"Prospector","style":"info"},{"_key":"eabbca911d10","_type":"block","children":[{"_key":"4f327eced2cf0","_type":"span","marks":[],"text":"For this example, let’s say we want to see how many people within an account have been active in our product over the past 30 days. 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We’d just hit "},{"_key":"e495367b737f1","_type":"span","marks":["strong"],"text":"Edit weights"},{"_key":"e495367b737f2","_type":"span","marks":[],"text":" and determine how much weight each category carries."}],"markDefs":[],"style":"normal"},{"_key":"20340322da87","_type":"mainImage","asset":{"_ref":"image-7fe9220f457c6161c4c7a8427a564a735fd444e6-2488x636-png","_type":"reference"},"caption":"Select Edit weights"},{"_key":"94bb83ebc1da","_type":"block","children":[{"_key":"cf223924881d0","_type":"span","marks":[],"text":"Last but not least, we’ll click "},{"_key":"cf223924881d1","_type":"span","marks":["strong"],"text":"Edit ranges"},{"_key":"cf223924881d2","_type":"span","marks":[],"text":" at the top of the screen so we can determine which scores are not a fit, fair, good, or excellent."}],"markDefs":[],"style":"normal"},{"_key":"666be331054a","_type":"mainImage","asset":{"_ref":"image-e8c38da0fd6831a1cd0069404be94a72da81d4f7-2516x624-png","_type":"reference"},"caption":"Select Edit ranges"},{"_key":"0bad8e6073d0","_type":"block","children":[{"_key":"a6ee768bafa80","_type":"span","marks":[],"text":"Voilà—we now have a new lead scoring system in place that can be applied to every person tracked in our digital ecosystem 💯"}],"markDefs":[],"style":"normal"},{"_key":"a484f182d298","_type":"block","children":[{"_key":"5ed0e09c30830","_type":"span","marks":[],"text":"Let’s put it to good use."}],"markDefs":[],"style":"normal"},{"_key":"dbfae35f6b0f","_type":"anchor","label":"Step 2: View scores"},{"_key":"263dc0330f6c","_type":"block","children":[{"_key":"1f4c15b51cd60","_type":"span","marks":[],"text":"Step 2: View scores"}],"markDefs":[],"style":"h3"},{"_key":"fd47c4a6857d","_type":"block","children":[{"_key":"810cac9088b40","_type":"span","marks":[],"text":"Click "},{"_key":"810cac9088b41","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"810cac9088b42","_type":"span","marks":[],"text":" to leave the "},{"_key":"810cac9088b43","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"810cac9088b44","_type":"span","marks":[],"text":" menu and head to "},{"_key":"810cac9088b45","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"810cac9088b46","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"e5cf5e6d173b","_type":"block","children":[{"_key":"3f96bd38fc850","_type":"span","marks":[],"text":"After we add our score as a column in our contacts view (just hit "},{"_key":"3f96bd38fc851","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"3f96bd38fc852","_type":"span","marks":[],"text":" to add a new one and customize its placement), we can see the lead score for each person marked as a contact in Common Room (keep in mind we can also do this for organizations)."}],"markDefs":[],"style":"normal"},{"_key":"619c7f3e2ebf","_type":"mainImage","asset":{"_ref":"image-d4bc0979907081d060f9e4b6855ccf8b906cab64-2620x508-png","_type":"reference"},"caption":"View scores"},{"_key":"f2d247deb9cf","_type":"block","children":[{"_key":"dc0baef46acb0","_type":"span","marks":[],"text":"Even better, we can simply hover over a person’s score to see why they received that designation."}],"markDefs":[],"style":"normal"},{"_key":"7e39a8df9911","_type":"mainImage","asset":{"_ref":"image-8a9c9820338a66c959f3b7c23061899d2d53d963-1058x674-png","_type":"reference"},"caption":"View score factors"},{"_key":"88438b6512bb","_type":"block","children":[{"_key":"e6e8b57d435d0","_type":"span","marks":[],"text":"Once we find a likely candidate for outreach, we can click into their Person360™ profile to learn more about them."}],"markDefs":[],"style":"normal"},{"_key":"ccfee15e587e","_type":"mainImage","asset":{"_ref":"image-55d3d0eda34f939874d5aae3e482cbf6af6b64fd-2688x1088-png","_type":"reference"},"caption":"View profile"},{"_key":"209871bfa390","_type":"block","children":[{"_key":"f9f91bbfeaac0","_type":"span","marks":[],"text":"🔦 "},{"_key":"f9f91bbfeaac1","_type":"span","marks":["strong"],"text":"Product spotlight: Person360\n"},{"_key":"56c2996207120","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"56c2996207121","_type":"span","marks":["89c9119c3ce7"],"text":"Person360"},{"_key":"56c2996207122","_type":"span","marks":[],"text":" feature allows you to deanonymize, merge, and enrich signals from every channel connected to Common Room. 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This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. Integrations include popular CRMs and sales execution platforms like Salesforce, HubSpot, Outreach, Apollo, Salesloft, Gong Engage, and more."}],"markDefs":[{"_key":"9b25088fa1cb","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"}],"header":"Native integrations","style":"info"},{"_key":"84bbfa156b79","_type":"block","children":[{"_key":"4e614dff25ae0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"4e614dff25ae1","_type":"span","marks":["strong"],"text":"Add mapping"},{"_key":"4e614dff25ae2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"1c5edffc52b9","_type":"mainImage","asset":{"_ref":"image-5362dfb8ecfb05da745e36506df337b4ab544c72-314x119-png","_type":"reference"},"caption":"Select Add mapping"},{"_key":"3958276bcf34","_type":"block","children":[{"_key":"3df618d2362f0","_type":"span","marks":[],"text":"This will add a row of blank boxes to the mapping section below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message snippet"},{"_key":"b8430b29823d","_type":"block","children":[{"_key":"46e33d3cd44b0","_type":"span","marks":[],"text":"Step 3: Generate message snippet"}],"markDefs":[],"style":"h3"},{"_key":"6ac55a6acf4b","_type":"block","children":[{"_key":"8dc09ed22b900","_type":"span","marks":[],"text":"Time to put RoomieAI to the test."}],"markDefs":[],"style":"normal"},{"_key":"7c200874be96","_type":"block","children":[{"_key":"6379b1dff85f0","_type":"span","marks":[],"text":"We’d click "},{"_key":"6379b1dff85f1","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"6379b1dff85f2","_type":"span","marks":[],"text":" and go to any contact-level view in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"e9fcd025aec9","_type":"block","children":[{"_key":"0c9cfbaa22550","_type":"span","marks":[],"text":"We can generate message snippets directly from a contact’s Person360 profile."}],"markDefs":[],"style":"normal"},{"_key":"49d97c6d2723","_type":"mainImage","asset":{"_ref":"image-89963a49a28f6de1ddce4211e18be097de9bf05a-2750x1501-png","_type":"reference"},"caption":"View message snippet options"},{"_key":"22c2b56ed01d","_type":"block","children":[{"_key":"571b66087b1d0","_type":"span","marks":[],"text":"But let’s say we’ve already created a contact segment for economic buyers who match our criteria for ideal persona and changed jobs in the past six months."}],"markDefs":[],"style":"normal"},{"_key":"1b5a1c16e7bf","_type":"infoBox","body":[{"_key":"08be22703ebc","_type":"block","children":[{"_key":"525003b9795a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"3050097b2cb0","_type":"span","marks":["7fd5f4301cb5"],"text":"intelligent automations"},{"_key":"54b79903e046","_type":"span","marks":[],"text":" build auto-replenishing segments using your custom filtering criteria, automating play creation based on any combination of contact, account, 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We can even tell RoomieAI to assume a certain persona or give it examples of messaging to emulate."}],"markDefs":[],"style":"normal"},{"_key":"072f8886b297","_type":"block","children":[{"_key":"74d37483dc1b0","_type":"span","marks":[],"text":"The goal is to provide RoomieAI with all the details it needs—including any explicit dos and don’ts."}],"markDefs":[],"style":"normal"},{"_key":"d429fa751c1c","_type":"block","children":[{"_key":"f592363d8d320","_type":"span","marks":[],"text":"Beyond instructions for message structure and tone and style, we want to tell RoomieAI which signals and fit criteria to pull from when generating a message."}],"markDefs":[],"style":"normal"},{"_key":"4eeef8ad859b","_type":"block","children":[{"_key":"347ebce89a350","_type":"span","marks":[],"text":"We’d simply click on "},{"_key":"347ebce89a351","_type":"span","marks":["strong"],"text":"Variables"},{"_key":"347ebce89a352","_type":"span","marks":[],"text":" near the top of the "},{"_key":"347ebce89a353","_type":"span","marks":["strong"],"text":"Prompt"},{"_key":"347ebce89a354","_type":"span","marks":[],"text":" text box to select which ones to include."}],"markDefs":[],"style":"normal"},{"_key":"d96fdae927b3","_type":"mainImage","asset":{"_ref":"image-ba68ad7bdbb6149be606d6cd0f77517b920ea59e-1646x1020-png","_type":"reference"},"caption":"Select Variables"},{"_key":"3170d25a6dbf","_type":"block","children":[{"_key":"b185c9886d2a0","_type":"span","marks":[],"text":"We can choose from contact-, account-, and activity-specific variables based on the data sources connected to Common Room, like website activity, product usage, and social interactions."}],"markDefs":[],"style":"normal"},{"_key":"2e938a2f31a2","_type":"block","children":[{"_key":"e593fca36bc90","_type":"span","marks":[],"text":"This also includes variables for "},{"_key":"e593fca36bc91","_type":"span","marks":["707602fc019e"],"text":"custom"},{"_key":"e593fca36bc92","_type":"span","marks":[],"text":" and "},{"_key":"e593fca36bc93","_type":"span","marks":["cba8990730e1"],"text":"calculated fields"},{"_key":"e593fca36bc94","_type":"span","marks":[],"text":" we’ve previously created in Common Room, such as location, role, industry, company size, and more."}],"markDefs":[{"_key":"707602fc019e","_type":"link","href":"https://www.commonroom.io/docs/set-preferences/fields/"},{"_key":"cba8990730e1","_type":"link","href":"https://www.commonroom.io/playbooks/identify-and-action-on-signal-heavy-accounts/"}],"style":"normal"},{"_key":"64195cf3330f","_type":"block","children":[{"_key":"888c84376f2b0","_type":"span","marks":[],"text":"And since these variables are dynamic, they’ll automatically be customized for every prospect we outbound using the signal data captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"98b1f325ce8e","_type":"block","children":[{"_key":"f06b97da3f0a0","_type":"span","marks":[],"text":"RoomieAI will use Common Room’s AI-powered identity resolution and waterfall enrichment engine—Person360™—to inform its output."}],"markDefs":[],"style":"normal"},{"_key":"661abf1a8440","_type":"infoBox","body":[{"_key":"c5a7898ce5d6","_type":"block","children":[{"_key":"ffa939150956","_type":"span","marks":[],"text":"Common Room’s out-of-the-box "},{"_key":"5439bb3de872","_type":"span","marks":["d51e54901860"],"text":"identity and enrichment engine"},{"_key":"6648fb7b0d0e","_type":"span","marks":[],"text":" uses machine learning models to automatically deanonymize contact and account activity, merge cross-channel signals into unified profiles, and fill in the blanks with rich contextual data."}],"markDefs":[{"_key":"d51e54901860","_type":"link","href":"https://www.commonroom.io/product/person-360/"}],"style":"normal"}],"header":"AI-powered identity resolution and waterfall enrichment","style":"info"},{"_key":"db50793eff6f","_type":"block","children":[{"_key":"a626a53bb28f0","_type":"span","marks":[],"text":"In this case, we want RoomieAI to base its messaging on job-change signals, as well as prospects’ previous and current organizations."}],"markDefs":[],"style":"normal"},{"_key":"2d0fe6022b55","_type":"mainImage","asset":{"_ref":"image-eba5653fbb6cef5d09696ca3f5abc43a4f6f9811-1628x650-png","_type":"reference"},"caption":"Configure variables"},{"_key":"f3746361fb3f","_type":"block","children":[{"_key":"4e8c7d1adfa80","_type":"span","marks":[],"text":"Finally we’d fill out the "},{"_key":"4e8c7d1adfa81","_type":"span","marks":["strong"],"text":"About your business"},{"_key":"4e8c7d1adfa82","_type":"span","marks":[],"text":" text box. This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. Integrations include popular CRMs and sales execution platforms like Salesforce, HubSpot, Outreach, Apollo, Salesloft, Gong Engage, and more."}],"markDefs":[{"_key":"9b25088fa1cb","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"}],"header":"Native integrations","style":"info"},{"_key":"84bbfa156b79","_type":"block","children":[{"_key":"4e614dff25ae0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"4e614dff25ae1","_type":"span","marks":["strong"],"text":"Add mapping"},{"_key":"4e614dff25ae2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"1c5edffc52b9","_type":"mainImage","asset":{"_ref":"image-5362dfb8ecfb05da745e36506df337b4ab544c72-314x119-png","_type":"reference"},"caption":"Select Add mapping"},{"_key":"3958276bcf34","_type":"block","children":[{"_key":"3df618d2362f0","_type":"span","marks":[],"text":"This will add a row of blank boxes to the mapping section below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message snippet"},{"_key":"b8430b29823d","_type":"block","children":[{"_key":"46e33d3cd44b0","_type":"span","marks":[],"text":"Step 3: Generate message snippet"}],"markDefs":[],"style":"h3"},{"_key":"6ac55a6acf4b","_type":"block","children":[{"_key":"8dc09ed22b900","_type":"span","marks":[],"text":"Time to put RoomieAI to the test."}],"markDefs":[],"style":"normal"},{"_key":"7c200874be96","_type":"block","children":[{"_key":"6379b1dff85f0","_type":"span","marks":[],"text":"We’d click "},{"_key":"6379b1dff85f1","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"6379b1dff85f2","_type":"span","marks":[],"text":" and go to any contact-level view in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"e9fcd025aec9","_type":"block","children":[{"_key":"0c9cfbaa22550","_type":"span","marks":[],"text":"We can generate message snippets directly from a contact’s Person360 profile."}],"markDefs":[],"style":"normal"},{"_key":"49d97c6d2723","_type":"mainImage","asset":{"_ref":"image-89963a49a28f6de1ddce4211e18be097de9bf05a-2750x1501-png","_type":"reference"},"caption":"View message snippet options"},{"_key":"22c2b56ed01d","_type":"block","children":[{"_key":"571b66087b1d0","_type":"span","marks":[],"text":"But let’s say we’ve already created a contact segment for economic buyers who match our criteria for ideal persona and changed jobs in the past six months."}],"markDefs":[],"style":"normal"},{"_key":"1b5a1c16e7bf","_type":"infoBox","body":[{"_key":"08be22703ebc","_type":"block","children":[{"_key":"525003b9795a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"3050097b2cb0","_type":"span","marks":["7fd5f4301cb5"],"text":"intelligent automations"},{"_key":"54b79903e046","_type":"span","marks":[],"text":" build auto-replenishing segments using your custom filtering criteria, automating play creation based on any combination of contact, account, and activity signals."}],"markDefs":[{"_key":"7fd5f4301cb5","_type":"link","href":"https://www.commonroom.io/product/automation/"}],"style":"normal"}],"header":"Playbook automation","style":"info"},{"_key":"2a14ac1eca1e","_type":"block","children":[{"_key":"9fbcee2479650","_type":"span","marks":[],"text":"We’d navigate to our segment, click the dropdown arrow next to a prospect’s name, and choose "},{"_key":"0266d90427f8","_type":"span","marks":["strong"],"text":"Add to Outreach sequence"},{"_key":"a38f9f231fb1","_type":"span","marks":[],"text":" from the task list options."}],"markDefs":[],"style":"normal"},{"_key":"de1898d7f946","_type":"mainImage","asset":{"_ref":"image-ef7c92ccfe5bc12c06627c5161ec57c74d46255e-1332x247-png","_type":"reference"},"caption":"Select Add to Outreach sequence"},{"_key":"f4ab4c739d6c","_type":"block","children":[{"_key":"9f0c7fb599fb0","_type":"span","marks":[],"text":"We’d select the sequence our template is mapped to and RoomieAI will instantly spin up a 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The ability to craft that messaging instantly."}],"markDefs":[],"style":"normal"},{"_key":"eb0415f00203","_type":"block","children":[{"_key":"a59b5a6e6769","_type":"span","marks":[],"text":"With the right tooling in place, reps can generate hyper-personalized, hyper-relevant messaging for every prospect in their book of business in real time."}],"markDefs":[],"style":"normal"},{"_key":"9958328bb644","_type":"infoBox","body":[{"_key":"94baa1f7649f","_type":"block","children":[{"_key":"112ff7d45b20","_type":"span","marks":["837770361993"],"text":"RoomieAI Activate"},{"_key":"b2edc0404fb4","_type":"span","marks":[],"text":" crafts highly personalized, highly relevant messaging for every contact in real time using retrieval augmented generation. Send or sequence messaging with a single click or automate outreach from end to end."}],"markDefs":[{"_key":"837770361993","_type":"link","href":"https://www.commonroom.io/product/ai/"}],"style":"normal"}],"header":"Data and signal activation agent","style":"info"},{"_key":"c9e5f153e2ed","_type":"block","children":[{"_key":"d190310aeadd","_type":"span","marks":[],"text":"“If we’re not using AI to help us identify some of those and then also craft those messages, I think we’re missing something,” Chris said."}],"markDefs":[],"style":"blockquote"},{"_key":"f156e28ba7c5","_type":"playbookReference","playbook":{"_id":"60ede2e7-262a-4065-9057-52bd7f52422c","_type":"playbook","_rev":"arS9ExMW1t4U3XlaIluXwY","_createdAt":"2024-09-05T20:11:12Z","_updatedAt":"2024-11-25T13:55:07Z","body":[{"_key":"2719f0b84f29","_type":"anchor","label":"Getting started"},{"_key":"406c463ccd0f","_type":"block","children":[{"_key":"0784d49712970","_type":"span","marks":[],"text":"Getting started"}],"markDefs":[],"style":"h3"},{"_key":"f19bb6d321d9","_type":"block","children":[{"_key":"de65cd5a75f70","_type":"span","marks":[],"text":"Personalization and relevance make or break outbound messaging."}],"markDefs":[],"style":"normal"},{"_key":"ff9e51cf16f4","_type":"block","children":[{"_key":"e0ca603acdaa0","_type":"span","marks":[],"text":"But crafting custom outbound for every prospect is a time-consuming task 😩"}],"markDefs":[],"style":"normal"},{"_key":"3112d64559a1","_type":"block","children":[{"_key":"7f28864bfc0d0","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to instantly create personalized, relevant messages based on person-, account-, and activity-level buying signals and fit criteria, send them to your sequencing tool just as fast, and even automate the entire process."}],"markDefs":[],"style":"normal"},{"_key":"eed031ee0d68","_type":"block","children":[{"_key":"c944e2c019be0","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"0889f0366c58","_type":"infoBox","body":[{"_key":"24f1e3cb9389","_type":"block","children":[{"_key":"82941dce392b","_type":"span","marks":[],"text":"This is how we’ll create and automate AI-generated outreach. 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Check out our "},{"_key":"2d8d8ecffdde","_type":"span","marks":["fe2847342591"],"text":"integration docs"},{"_key":"b3bf6c13ff25","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Outreach to Common Room and explore other integration options."}],"markDefs":[{"_key":"fe2847342591","_type":"link","href":"https://www.commonroom.io/docs/signals/business-integrations/"}],"style":"normal"}],"header":"Sales execution platform","style":"success"},{"_key":"eeab854f45bc","_type":"anchor","label":"Step 1: Create message snippet template"},{"_key":"1bf95681c881","_type":"block","children":[{"_key":"ae19e07c2b860","_type":"span","marks":[],"text":"Step 1: Create message snippet template"}],"markDefs":[],"style":"h3"},{"_key":"fe3939b1fef8","_type":"block","children":[{"_key":"7ed39eda1cf10","_type":"span","marks":[],"text":"Let’s say we want to create unique, AI-generated message snippets we can insert into outbound sequences for different sales plays."}],"markDefs":[],"style":"normal"},{"_key":"32d3616256e7","_type":"block","children":[{"_key":"aa36d3642ccd0","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"aa36d3642ccd1","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"aa36d3642ccd2","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and click "},{"_key":"aa36d3642ccd3","_type":"span","marks":["strong"],"text":"RoomieAI™"},{"_key":"aa36d3642ccd4","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"462ffafadc1a","_type":"mainImage","asset":{"_ref":"image-207ee1e1e28568c9fdbcd34f4d656704d2bbdad9-3840x2160-png","_type":"reference"},"caption":"Select RoomieAI"},{"_key":"9820d50d888c","_type":"infoBox","body":[{"_key":"d224f5893df5","_type":"block","children":[{"_key":"94e7351652840","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"a09e7c8e271d","_type":"span","marks":["c0a83e80c7b7"],"text":"messaging agent"},{"_key":"c5a7584bd7ed","_type":"span","marks":[],"text":" automatically pushes signal data to a self-learning large language model to craft personalized, relevant messaging at scale. 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We can even tell RoomieAI to assume a certain persona or give it examples of messaging to emulate."}],"markDefs":[],"style":"normal"},{"_key":"072f8886b297","_type":"block","children":[{"_key":"74d37483dc1b0","_type":"span","marks":[],"text":"The goal is to provide RoomieAI with all the details it needs—including any explicit dos and don’ts."}],"markDefs":[],"style":"normal"},{"_key":"d429fa751c1c","_type":"block","children":[{"_key":"f592363d8d320","_type":"span","marks":[],"text":"Beyond instructions for message structure and tone and style, we want to tell RoomieAI which signals and fit criteria to pull from when generating a message."}],"markDefs":[],"style":"normal"},{"_key":"4eeef8ad859b","_type":"block","children":[{"_key":"347ebce89a350","_type":"span","marks":[],"text":"We’d simply click on "},{"_key":"347ebce89a351","_type":"span","marks":["strong"],"text":"Variables"},{"_key":"347ebce89a352","_type":"span","marks":[],"text":" near the top of the "},{"_key":"347ebce89a353","_type":"span","marks":["strong"],"text":"Prompt"},{"_key":"347ebce89a354","_type":"span","marks":[],"text":" text box to select which ones to include."}],"markDefs":[],"style":"normal"},{"_key":"d96fdae927b3","_type":"mainImage","asset":{"_ref":"image-ba68ad7bdbb6149be606d6cd0f77517b920ea59e-1646x1020-png","_type":"reference"},"caption":"Select Variables"},{"_key":"3170d25a6dbf","_type":"block","children":[{"_key":"b185c9886d2a0","_type":"span","marks":[],"text":"We can choose from contact-, account-, and activity-specific variables based on the data sources connected to Common Room, like website activity, product usage, and social interactions."}],"markDefs":[],"style":"normal"},{"_key":"2e938a2f31a2","_type":"block","children":[{"_key":"e593fca36bc90","_type":"span","marks":[],"text":"This also includes variables for "},{"_key":"e593fca36bc91","_type":"span","marks":["707602fc019e"],"text":"custom"},{"_key":"e593fca36bc92","_type":"span","marks":[],"text":" and "},{"_key":"e593fca36bc93","_type":"span","marks":["cba8990730e1"],"text":"calculated fields"},{"_key":"e593fca36bc94","_type":"span","marks":[],"text":" we’ve previously created in Common Room, such as location, role, industry, company size, and more."}],"markDefs":[{"_key":"707602fc019e","_type":"link","href":"https://www.commonroom.io/docs/set-preferences/fields/"},{"_key":"cba8990730e1","_type":"link","href":"https://www.commonroom.io/playbooks/identify-and-action-on-signal-heavy-accounts/"}],"style":"normal"},{"_key":"64195cf3330f","_type":"block","children":[{"_key":"888c84376f2b0","_type":"span","marks":[],"text":"And since these variables are dynamic, they’ll automatically be customized for every prospect we outbound using the signal data captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"98b1f325ce8e","_type":"block","children":[{"_key":"f06b97da3f0a0","_type":"span","marks":[],"text":"RoomieAI will use Common Room’s AI-powered identity resolution and waterfall enrichment engine—Person360™—to inform its output."}],"markDefs":[],"style":"normal"},{"_key":"661abf1a8440","_type":"infoBox","body":[{"_key":"c5a7898ce5d6","_type":"block","children":[{"_key":"ffa939150956","_type":"span","marks":[],"text":"Common Room’s out-of-the-box "},{"_key":"5439bb3de872","_type":"span","marks":["d51e54901860"],"text":"identity and enrichment engine"},{"_key":"6648fb7b0d0e","_type":"span","marks":[],"text":" uses machine learning models to automatically deanonymize contact and account activity, merge cross-channel signals into unified profiles, and fill in the blanks with rich contextual data."}],"markDefs":[{"_key":"d51e54901860","_type":"link","href":"https://www.commonroom.io/product/person-360/"}],"style":"normal"}],"header":"AI-powered identity resolution and waterfall enrichment","style":"info"},{"_key":"db50793eff6f","_type":"block","children":[{"_key":"a626a53bb28f0","_type":"span","marks":[],"text":"In this case, we want RoomieAI to base its messaging on job-change signals, as well as prospects’ previous and current organizations."}],"markDefs":[],"style":"normal"},{"_key":"2d0fe6022b55","_type":"mainImage","asset":{"_ref":"image-eba5653fbb6cef5d09696ca3f5abc43a4f6f9811-1628x650-png","_type":"reference"},"caption":"Configure variables"},{"_key":"f3746361fb3f","_type":"block","children":[{"_key":"4e8c7d1adfa80","_type":"span","marks":[],"text":"Finally we’d fill out the "},{"_key":"4e8c7d1adfa81","_type":"span","marks":["strong"],"text":"About your business"},{"_key":"4e8c7d1adfa82","_type":"span","marks":[],"text":" text box. This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. Integrations include popular CRMs and sales execution platforms like Salesforce, HubSpot, Outreach, Apollo, Salesloft, Gong Engage, and more."}],"markDefs":[{"_key":"9b25088fa1cb","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"}],"header":"Native integrations","style":"info"},{"_key":"84bbfa156b79","_type":"block","children":[{"_key":"4e614dff25ae0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"4e614dff25ae1","_type":"span","marks":["strong"],"text":"Add mapping"},{"_key":"4e614dff25ae2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"1c5edffc52b9","_type":"mainImage","asset":{"_ref":"image-5362dfb8ecfb05da745e36506df337b4ab544c72-314x119-png","_type":"reference"},"caption":"Select Add mapping"},{"_key":"3958276bcf34","_type":"block","children":[{"_key":"3df618d2362f0","_type":"span","marks":[],"text":"This will add a row of blank boxes to the mapping section below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message 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Check out our "},{"_key":"3ed0674028a11","_type":"span","marks":["1543a01bbadf"],"text":"integration docs"},{"_key":"3ed0674028a12","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Outreach to Common Room and explore other integration options."}],"markDefs":[{"_key":"1543a01bbadf","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/outreach"}],"style":"callout"},{"_key":"e13bd9a4cc52","_type":"anchor","label":"Step 1: Create workflow"},{"_key":"29ebfb3c0782","_type":"block","children":[{"_key":"0b5ac617b3670","_type":"span","marks":[],"text":"Step 1: Create workflow"}],"markDefs":[],"style":"h3"},{"_key":"98afd8408b29","_type":"block","children":[{"_key":"8693ca795e9a0","_type":"span","marks":[],"text":"Let’s say some of our reps have recently seen success with expanding the number of product seats at certain accounts."}],"markDefs":[],"style":"normal"},{"_key":"8207de523905","_type":"block","children":[{"_key":"39e6f02d8cfd0","_type":"span","marks":[],"text":"We want to make it easy for the entire team to add economic buyers who are admins in our product—and who are showing signs of needing more seats—to a personalized email sequence."}],"markDefs":[],"style":"normal"},{"_key":"4a2a5e47131e","_type":"block","children":[{"_key":"bf91a3fdea690","_type":"span","marks":[],"text":"We’d log in to Common Room and go to "},{"_key":"bf91a3fdea691","_type":"span","marks":["strong"],"text":"Workflows"},{"_key":"bf91a3fdea692","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"171aeb58f7b2","_type":"mainImage","asset":{"_ref":"image-22ad7d77fb015d85d8cfd2c5f13d6917853f70b2-3840x2160-png","_type":"reference"},"caption":"Select Workflows"},{"_key":"a7a5c8187cb1","_type":"block","children":[{"_key":"ddf58c754eca0","_type":"span","marks":[],"text":"🔦 "},{"_key":"ddf58c754eca1","_type":"span","marks":["strong"],"text":"Product spotlight: Workflows\n"},{"_key":"15dab01a2ae90","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"15dab01a2ae91","_type":"span","marks":["3ae6c90214cc"],"text":"workflows"},{"_key":"15dab01a2ae92","_type":"span","marks":[],"text":" feature allows you to create and customize automations based on specific demographic, firmographic, and activity details. This makes it easy to quickly track, organize, and engage people and accounts at scale."}],"markDefs":[{"_key":"3ae6c90214cc","_type":"link","href":"https://docs.commonroom.io/using-common-room/workflows"}],"style":"callout"},{"_key":"051eb479a16d","_type":"block","children":[{"_key":"d43104d1f4880","_type":"span","marks":[],"text":"We’d click "},{"_key":"d43104d1f4881","_type":"span","marks":["strong"],"text":"Create a workflow"},{"_key":"d43104d1f4882","_type":"span","marks":[],"text":" and choose the option for adding someone to an Outreach sequence."}],"markDefs":[],"style":"normal"},{"_key":"3aa393b9b097","_type":"mainImage","asset":{"_ref":"image-179bea3c62accd29fa84017210b97b26aa954616-2440x1370-png","_type":"reference"},"caption":"Select Add to Outreach sequence"},{"_key":"e0e9a0cf2700","_type":"block","children":[{"_key":"278a135137560","_type":"span","marks":[],"text":"🔦 "},{"_key":"278a135137561","_type":"span","marks":["strong"],"text":"Product spotlight: Sales engagement platform integrations\n"},{"_key":"3ee3377302c40","_type":"span","marks":[],"text":"Common Room’s integrations with sales engagement platforms—including Outreach and "},{"_key":"3ee3377302c41","_type":"span","marks":["602e777c0971"],"text":"Apollo"},{"_key":"3ee3377302c42","_type":"span","marks":[],"text":"—allow you to add individuals to personalized email sequences from within Common Room. This makes it easy to engage buyers without switching tools."}],"markDefs":[{"_key":"602e777c0971","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/apollo"}],"style":"callout"},{"_key":"4d09d1281aa1","_type":"block","children":[{"_key":"01b1182824d20","_type":"span","marks":[],"text":"Okay, now let’s decide how people get added to our automated workflow 🤖"}],"markDefs":[],"style":"normal"},{"_key":"5b48ef7e853a","_type":"anchor","label":"Step 2: Add filters"},{"_key":"f2130da11918","_type":"block","children":[{"_key":"b83bc1f4a7ae0","_type":"span","marks":[],"text":"Step 2: Add filters"}],"markDefs":[],"style":"h3"},{"_key":"b8db716bc891","_type":"block","children":[{"_key":"ba55232b79ac0","_type":"span","marks":[],"text":"Common Room automatically pulls in and combines data from all our connected sources so we can slice and dice it as we please using filters."}],"markDefs":[],"style":"normal"},{"_key":"73104ef1cdf9","_type":"block","children":[{"_key":"4cc526e5fea40","_type":"span","marks":[],"text":"🔦 "},{"_key":"4cc526e5fea41","_type":"span","marks":["strong"],"text":"Product spotlight: Filters\n"},{"_key":"cd1b4b90c9a40","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"cd1b4b90c9a41","_type":"span","marks":["7a23d40419a0"],"text":"filters"},{"_key":"cd1b4b90c9a42","_type":"span","marks":[],"text":" feature allows you to highlight individuals and organizations based on any combination of factors. This makes it easy to surface specific people and companies based on firmographic details, cross-channel activities, product usage, and more."}],"markDefs":[{"_key":"7a23d40419a0","_type":"link","href":"https://docs.commonroom.io/get-started/core-concepts-home/filters"}],"style":"callout"},{"_key":"c9d197feaf94","_type":"block","children":[{"_key":"bc0161ac42640","_type":"span","marks":[],"text":"First we want to add a filter for people who are tagged as economic buyers. We’d find that under "},{"_key":"bc0161ac42641","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"bc0161ac42642","_type":"span","marks":[],"text":" in the "},{"_key":"bc0161ac42643","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"bc0161ac42644","_type":"span","marks":[],"text":" section."}],"markDefs":[],"style":"normal"},{"_key":"b84a70766ab9","_type":"mainImage","asset":{"_ref":"image-2cc2ff0778dd0a41e7aabb2a16430395c0bf2cf4-896x908-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"f15174c45003","_type":"block","children":[{"_key":"710528980e7b0","_type":"span","marks":[],"text":"🔦 "},{"_key":"710528980e7b1","_type":"span","marks":["strong"],"text":"Product spotlight: Tags\n"},{"_key":"8d44811e773a0","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"8d44811e773a1","_type":"span","marks":["0f0801f943dc"],"text":"tags"},{"_key":"8d44811e773a2","_type":"span","marks":[],"text":" feature allows you to automatically label individuals and organizations with specific tags based on customizable criteria. This makes it easy to quickly filter for economic buyers, ideal personas, product-qualified leads, and more."}],"markDefs":[{"_key":"0f0801f943dc","_type":"link","href":"https://docs.commonroom.io/set-preferences/tags"}],"style":"callout"},{"_key":"8a949cddd48f","_type":"block","children":[{"_key":"add44d382d280","_type":"span","marks":[],"text":"Next we’d apply filters to our Snowflake data to zero in on individuals who are admins of at least one workspace."}],"markDefs":[],"style":"normal"},{"_key":"627a68a07969","_type":"mainImage","asset":{"_ref":"image-689e1096394cbd7af1d28be3206c7d32d7fc9051-1342x866-png","_type":"reference"},"caption":"Select Admin of at least 1 workspace"},{"_key":"d604910cb716","_type":"block","children":[{"_key":"b41582958cd40","_type":"span","marks":[],"text":"Then we’d add a filter for "},{"_key":"b41582958cd41","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"b41582958cd42","_type":"span","marks":[],"text":" and pull from our product data to hone in on companies where the number of employees is higher than the number of paid seats."}],"markDefs":[],"style":"normal"},{"_key":"5a21a5880ada","_type":"mainImage","asset":{"_ref":"image-bf88f50b5db5719cc5b3a1a692df253a703dfaf8-1790x1002-png","_type":"reference"},"caption":"Select Employee count is greater than paid seats"},{"_key":"b44353a9bf5b","_type":"block","children":[{"_key":"c3199b2d21ff0","_type":"span","marks":[],"text":"Finally, we’d add another organization filter for companies where license utilization over the past 28 days is 100%."}],"markDefs":[],"style":"normal"},{"_key":"cfa07e061f7e","_type":"mainImage","asset":{"_ref":"image-b9364fc8f2663c097a5adc95d402b2a886097d1b-1072x568-png","_type":"reference"},"caption":"Select License utilization"},{"_key":"667993fc2c56","_type":"block","children":[{"_key":"33b0f6cdc5d50","_type":"span","marks":[],"text":"Voilà—now anyone who is an economic buyer and admin in our product—and who works at a company with more employees than paid seats that is using all of its licenses—will be added to this workflow 🧙"}],"markDefs":[],"style":"normal"},{"_key":"8e6371e6e8a9","_type":"block","children":[{"_key":"02713a42b0be0","_type":"span","marks":[],"text":"Now let’s decide what the workflow looks like."}],"markDefs":[],"style":"normal"},{"_key":"8e102b9effc1","_type":"anchor","label":"Step 3: Select sequence"},{"_key":"cabd65da0204","_type":"block","children":[{"_key":"b5e2190879580","_type":"span","marks":[],"text":"Step 3: Select sequence"}],"markDefs":[],"style":"h3"},{"_key":"583877e5e6f3","_type":"block","children":[{"_key":"304938494b620","_type":"span","marks":[],"text":"Let’s say we have an email sequence set up for just this kind of play."}],"markDefs":[],"style":"normal"},{"_key":"a2364967f879","_type":"block","children":[{"_key":"0e700337c8ee0","_type":"span","marks":[],"text":"It might look something like this:"}],"markDefs":[],"style":"normal"},{"_key":"94a84750f1be","_type":"block","children":[{"_key":"2a1ddd3355370","_type":"span","marks":[],"text":"✍️ "},{"_key":"2a1ddd3355371","_type":"span","marks":["strong"],"text":"Outbound template based on employee-to-paid seat ratio\n"},{"_key":"9d2e8044c44f0","_type":"span","marks":["em"],"text":"\nHi "},{"_key":"9d2e8044c44f1","_type":"span","marks":["strong","em"],"text":"[first name]"},{"_key":"9d2e8044c44f2","_type":"span","marks":["em"],"text":",\n\nChecking how your experience with "},{"_key":"9742cf0fb8651","_type":"span","marks":["strong","em"],"text":"[product name] "},{"_key":"9742cf0fb8652","_type":"span","marks":["em"],"text":"is going?\n\nLooks like all of your available licenses are being used. Love to see that!\n\nWe find that needs change as companies grow. Sometimes that means re-evaluating the number of licenses for different workspaces.\n\nLet me know if you could use more team members in "},{"_key":"91f4bdbc43961","_type":"span","marks":["strong","em"],"text":"[product name]"},{"_key":"91f4bdbc43962","_type":"span","marks":["em"],"text":". 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This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. 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below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message snippet"},{"_key":"b8430b29823d","_type":"block","children":[{"_key":"46e33d3cd44b0","_type":"span","marks":[],"text":"Step 3: Generate message snippet"}],"markDefs":[],"style":"h3"},{"_key":"6ac55a6acf4b","_type":"block","children":[{"_key":"8dc09ed22b900","_type":"span","marks":[],"text":"Time to put RoomieAI to the test."}],"markDefs":[],"style":"normal"},{"_key":"7c200874be96","_type":"block","children":[{"_key":"6379b1dff85f0","_type":"span","marks":[],"text":"We’d click "},{"_key":"6379b1dff85f1","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"6379b1dff85f2","_type":"span","marks":[],"text":" and go to any contact-level view in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"e9fcd025aec9","_type":"block","children":[{"_key":"0c9cfbaa22550","_type":"span","marks":[],"text":"We can generate message snippets directly from a contact’s Person360 profile."}],"markDefs":[],"style":"normal"},{"_key":"49d97c6d2723","_type":"mainImage","asset":{"_ref":"image-89963a49a28f6de1ddce4211e18be097de9bf05a-2750x1501-png","_type":"reference"},"caption":"View message snippet options"},{"_key":"22c2b56ed01d","_type":"block","children":[{"_key":"571b66087b1d0","_type":"span","marks":[],"text":"But let’s say we’ve already created a contact segment for economic buyers who match our criteria for ideal persona and changed jobs in the past six months."}],"markDefs":[],"style":"normal"},{"_key":"1b5a1c16e7bf","_type":"infoBox","body":[{"_key":"08be22703ebc","_type":"block","children":[{"_key":"525003b9795a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"3050097b2cb0","_type":"span","marks":["7fd5f4301cb5"],"text":"intelligent automations"},{"_key":"54b79903e046","_type":"span","marks":[],"text":" build auto-replenishing segments using your custom filtering criteria, automating play creation based on any combination of contact, account, 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After all, they can’t stay glued to TechCrunch and The Wall Street Journal all day 📰"}],"markDefs":[],"style":"normal"},{"_key":"fde0a0b2b1e2","_type":"block","children":[{"_key":"5d1511f4ffb80","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to automatically highlight business-relevant reports and announcements, hone in on high-fit opportunities, and take action fast."}],"markDefs":[],"style":"normal"},{"_key":"3b77262f32a4","_type":"block","children":[{"_key":"811720105b180","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"bdb453847704","_type":"infoBox","body":[{"_key":"68a8233087ef","_type":"block","children":[{"_key":"f7f18e9b6145","_type":"span","marks":[],"text":"This is how we’ll identify relevant news articles and current events. "},{"_key":"5f63ec49f73f","_type":"span","marks":["cad378b9d513"],"text":"Sign up for free"},{"_key":"89e096497bfc","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"cad378b9d513","_type":"link","href":"https://www.commonroom.io/signup?website_attribution=playbooks%252Fturn-former-product-users-into-new-deals-won"}],"style":"normal"}],"header":"Common Room","style":"success"},{"_key":"a11aaf58ad7d","_type":"infoBox","body":[{"_key":"d9d2a98c7a13","_type":"block","children":[{"_key":"11c48bd07d32","_type":"span","marks":[],"text":"We’ll use Salesforce in this example. 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This makes it easy to quickly surface, monitor, and engage specific people and companies at scale."}],"markDefs":[{"_key":"13097763c55b","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"callout"},{"_key":"4efdbecb3a16","_type":"block","children":[{"_key":"9c0c96e550020","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"9c0c96e550021","_type":"span","marks":["strong"],"text":"New segment"},{"_key":"9c0c96e550022","_type":"span","marks":[],"text":", create one for contacts, and customize how people are added to it."}],"markDefs":[],"style":"normal"},{"_key":"4cc2178345c8","_type":"mainImage","asset":{"_ref":"image-977e9fe41a4dafffa40212bd3408032d82452458-855x390-png","_type":"reference"},"caption":"Select Create new segment for contacts"},{"_key":"f0315f3750b7","_type":"block","children":[{"_key":"38b4c9371bf40","_type":"span","marks":[],"text":"Let’s start by filtering our segment to only display the leads we own within Salesforce."}],"markDefs":[],"style":"normal"},{"_key":"3587fd319aea","_type":"mainImage","asset":{"_ref":"image-9d46d09bd943028dc853cab692298d3c70b93938-2499x1408-png","_type":"reference"},"caption":"Select Lead Owner Name"},{"_key":"f9f6f57c5b04","_type":"block","children":[{"_key":"df899604ca090","_type":"span","marks":[],"text":"Next we’ll add a "},{"_key":"df899604ca091","_type":"span","marks":["strong"],"text":"News & events"},{"_key":"df899604ca092","_type":"span","marks":[],"text":" filter. 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This makes it easy to engage buyers without switching tools."}],"markDefs":[{"_key":"9c55a9797be3","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/outreach"},{"_key":"2fbdf1c64ca2","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/apollo"},{"_key":"7333627a8880","_type":"link","href":"https://docs.commonroom.io/get-started/signals/business-integrations/salesloft"}],"style":"callout"},{"_key":"e050941aa3c7","_type":"block","children":[{"_key":"4bed7e6f67b90","_type":"span","marks":[],"text":"Our message might look something like this:"}],"markDefs":[],"style":"normal"},{"_key":"8c31e8ff1255","_type":"infoBox","body":[{"_key":"23e2ea89c17d","_type":"block","children":[{"_key":"f301fe471c9c","_type":"span","marks":[],"text":"Hi "},{"_key":"78b7808c187e","_type":"span","marks":["strong"],"text":"[first name]"},{"_key":"e9e6b9351683","_type":"span","marks":[],"text":","}],"markDefs":[],"style":"normal"},{"_key":"2718776e4f67","_type":"block","children":[{"_key":"bb5a9a5df521","_type":"span","marks":[],"text":"Hope the dust has settled after the "},{"_key":"117253f21af6","_type":"span","marks":["strong"],"text":"[name of breach]"},{"_key":"5b3a4198e188","_type":"span","marks":[],"text":" we spotted on "},{"_key":"0092fc1d1176","_type":"span","marks":["strong"],"text":"[news outlet]"},{"_key":"e0fc62f1c4e6","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"dc3e0104923f","_type":"block","children":[{"_key":"0443b4fc7e07","_type":"span","marks":[],"text":"We help companies like "},{"_key":"4b7fae674c03","_type":"span","marks":["strong"],"text":"[names of current customers in the same industry]"},{"_key":"fbf78324b588","_type":"span","marks":[],"text":" prevent this from happening by using "},{"_key":"2d545f2a887d","_type":"span","marks":["strong"],"text":"[unique features or functionalities associated with product]"},{"_key":"a0aad74ac499","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"16fee93ba33f","_type":"block","children":[{"_key":"bfaf19618470","_type":"span","marks":[],"text":"Here’s a "},{"_key":"1f93b16dc25f","_type":"span","marks":["strong"],"text":"[asset that shows differentiator]"},{"_key":"422715a4a4c9","_type":"span","marks":[],"text":". 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This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. Integrations include popular CRMs and sales execution platforms like Salesforce, HubSpot, Outreach, Apollo, Salesloft, Gong Engage, and more."}],"markDefs":[{"_key":"9b25088fa1cb","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"}],"header":"Native integrations","style":"info"},{"_key":"84bbfa156b79","_type":"block","children":[{"_key":"4e614dff25ae0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"4e614dff25ae1","_type":"span","marks":["strong"],"text":"Add mapping"},{"_key":"4e614dff25ae2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"1c5edffc52b9","_type":"mainImage","asset":{"_ref":"image-5362dfb8ecfb05da745e36506df337b4ab544c72-314x119-png","_type":"reference"},"caption":"Select Add mapping"},{"_key":"3958276bcf34","_type":"block","children":[{"_key":"3df618d2362f0","_type":"span","marks":[],"text":"This will add a row of blank boxes to the mapping section below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message snippet"},{"_key":"b8430b29823d","_type":"block","children":[{"_key":"46e33d3cd44b0","_type":"span","marks":[],"text":"Step 3: Generate message snippet"}],"markDefs":[],"style":"h3"},{"_key":"6ac55a6acf4b","_type":"block","children":[{"_key":"8dc09ed22b900","_type":"span","marks":[],"text":"Time to put RoomieAI to the test."}],"markDefs":[],"style":"normal"},{"_key":"7c200874be96","_type":"block","children":[{"_key":"6379b1dff85f0","_type":"span","marks":[],"text":"We’d click "},{"_key":"6379b1dff85f1","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"6379b1dff85f2","_type":"span","marks":[],"text":" and go to any contact-level view in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"e9fcd025aec9","_type":"block","children":[{"_key":"0c9cfbaa22550","_type":"span","marks":[],"text":"We can generate message snippets directly from a contact’s Person360 profile."}],"markDefs":[],"style":"normal"},{"_key":"49d97c6d2723","_type":"mainImage","asset":{"_ref":"image-89963a49a28f6de1ddce4211e18be097de9bf05a-2750x1501-png","_type":"reference"},"caption":"View message snippet options"},{"_key":"22c2b56ed01d","_type":"block","children":[{"_key":"571b66087b1d0","_type":"span","marks":[],"text":"But let’s say we’ve already created a contact segment for economic buyers who match our criteria for ideal persona and changed jobs in the past six months."}],"markDefs":[],"style":"normal"},{"_key":"1b5a1c16e7bf","_type":"infoBox","body":[{"_key":"08be22703ebc","_type":"block","children":[{"_key":"525003b9795a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"3050097b2cb0","_type":"span","marks":["7fd5f4301cb5"],"text":"intelligent automations"},{"_key":"54b79903e046","_type":"span","marks":[],"text":" build auto-replenishing segments using your custom filtering criteria, automating play creation based on any combination of contact, account, 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This makes it easy to take action on buying signals fast."}],"markDefs":[{"_key":"670a3d63becd","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"dd605d93c39a","_type":"block","children":[{"_key":"65087ee1c0780","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"65087ee1c0781","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"65087ee1c0782","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and navigate to "},{"_key":"65087ee1c0783","_type":"span","marks":["strong"],"text":"Scores"},{"_key":"65087ee1c0784","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"4eb75ac80eeb","_type":"mainImage","asset":{"_ref":"image-647bf5df0c8f1dd14f5cfec62f9efc2db6642702-3840x2160-png","_type":"reference"},"caption":"Select Scores"},{"_key":"5ac9ddcad2bf","_type":"block","children":[{"_key":"45b7b371d0f00","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"45b7b371d0f01","_type":"span","marks":["strong"],"text":"Create new score"},{"_key":"45b7b371d0f02","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"ece4bda989ff","_type":"mainImage","asset":{"_ref":"image-cc563df6cc3d517648f6bcd558da2546db512a1d-408x164-png","_type":"reference"},"caption":"Select Create new score"},{"_key":"07629eeb3992","_type":"block","children":[{"_key":"2601b209705e0","_type":"span","marks":[],"text":"After we give our score a title and short description, we can drill down into buyer fit and behavior."}],"markDefs":[],"style":"normal"},{"_key":"ab04b2e279d3","_type":"mainImage","asset":{"_ref":"image-5ff532024f271815208c693fea7f3f235d2d7fd3-3840x2160-png","_type":"reference"},"caption":"View score configuration options"},{"_key":"fc50e2371099","_type":"block","children":[{"_key":"6ec8c86b8a360","_type":"span","marks":[],"text":"We’ll start with fit."}],"markDefs":[],"style":"normal"},{"_key":"d8f7e55543fc","_type":"block","children":[{"_key":"c01db3f8673e0","_type":"span","marks":[],"text":"We have no shortage of attributes we can add, but for this example we want to score fit based on the industry the person works in, how much revenue their organization brings in each year, and whether or not they’re an economic buyer."}],"markDefs":[],"style":"normal"},{"_key":"b6217a3cd79b","_type":"block","children":[{"_key":"7b842e70f4dc0","_type":"span","marks":[],"text":"We can easily add those criteria by clicking "},{"_key":"7b842e70f4dc1","_type":"span","marks":["strong"],"text":"Add rule"},{"_key":"7b842e70f4dc2","_type":"span","marks":[],"text":" and choosing from our filters."}],"markDefs":[],"style":"normal"},{"_key":"4ad7731e34ce","_type":"mainImage","asset":{"_ref":"image-b2bba636bae2cba9021467bd92bd93d6a4669632-2522x1322-png","_type":"reference"},"caption":"View filters"},{"_key":"837c861e1928","_type":"block","children":[{"_key":"411da69d240e0","_type":"span","marks":[],"text":"Each time we add a new criteria, we have the option of customizing its importance to the score (as well as specifying additional parameters). 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We’d just hit "},{"_key":"e495367b737f1","_type":"span","marks":["strong"],"text":"Edit weights"},{"_key":"e495367b737f2","_type":"span","marks":[],"text":" and determine how much weight each category carries."}],"markDefs":[],"style":"normal"},{"_key":"20340322da87","_type":"mainImage","asset":{"_ref":"image-7fe9220f457c6161c4c7a8427a564a735fd444e6-2488x636-png","_type":"reference"},"caption":"Select Edit weights"},{"_key":"94bb83ebc1da","_type":"block","children":[{"_key":"cf223924881d0","_type":"span","marks":[],"text":"Last but not least, we’ll click "},{"_key":"cf223924881d1","_type":"span","marks":["strong"],"text":"Edit ranges"},{"_key":"cf223924881d2","_type":"span","marks":[],"text":" at the top of the screen so we can determine which scores are not a fit, fair, good, or excellent."}],"markDefs":[],"style":"normal"},{"_key":"666be331054a","_type":"mainImage","asset":{"_ref":"image-e8c38da0fd6831a1cd0069404be94a72da81d4f7-2516x624-png","_type":"reference"},"caption":"Select Edit ranges"},{"_key":"0bad8e6073d0","_type":"block","children":[{"_key":"a6ee768bafa80","_type":"span","marks":[],"text":"Voilà—we now have a new lead scoring system in place that can be applied to every person tracked in our digital ecosystem 💯"}],"markDefs":[],"style":"normal"},{"_key":"a484f182d298","_type":"block","children":[{"_key":"5ed0e09c30830","_type":"span","marks":[],"text":"Let’s put it to good use."}],"markDefs":[],"style":"normal"},{"_key":"dbfae35f6b0f","_type":"anchor","label":"Step 2: View scores"},{"_key":"263dc0330f6c","_type":"block","children":[{"_key":"1f4c15b51cd60","_type":"span","marks":[],"text":"Step 2: View scores"}],"markDefs":[],"style":"h3"},{"_key":"fd47c4a6857d","_type":"block","children":[{"_key":"810cac9088b40","_type":"span","marks":[],"text":"Click "},{"_key":"810cac9088b41","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"810cac9088b42","_type":"span","marks":[],"text":" to leave the "},{"_key":"810cac9088b43","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"810cac9088b44","_type":"span","marks":[],"text":" menu and head to "},{"_key":"810cac9088b45","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"810cac9088b46","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"e5cf5e6d173b","_type":"block","children":[{"_key":"3f96bd38fc850","_type":"span","marks":[],"text":"After we add our score as a column in our contacts view (just hit "},{"_key":"3f96bd38fc851","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"3f96bd38fc852","_type":"span","marks":[],"text":" to add a new one and customize its placement), we can see the lead score for each person marked as a contact in Common Room (keep in mind we can also do this for organizations)."}],"markDefs":[],"style":"normal"},{"_key":"619c7f3e2ebf","_type":"mainImage","asset":{"_ref":"image-d4bc0979907081d060f9e4b6855ccf8b906cab64-2620x508-png","_type":"reference"},"caption":"View scores"},{"_key":"f2d247deb9cf","_type":"block","children":[{"_key":"dc0baef46acb0","_type":"span","marks":[],"text":"Even better, we can simply hover over a person’s score to see why they received that designation."}],"markDefs":[],"style":"normal"},{"_key":"7e39a8df9911","_type":"mainImage","asset":{"_ref":"image-8a9c9820338a66c959f3b7c23061899d2d53d963-1058x674-png","_type":"reference"},"caption":"View score factors"},{"_key":"88438b6512bb","_type":"block","children":[{"_key":"e6e8b57d435d0","_type":"span","marks":[],"text":"Once we find a likely candidate for outreach, we can click into their Person360™ profile to learn more about them."}],"markDefs":[],"style":"normal"},{"_key":"ccfee15e587e","_type":"mainImage","asset":{"_ref":"image-55d3d0eda34f939874d5aae3e482cbf6af6b64fd-2688x1088-png","_type":"reference"},"caption":"View profile"},{"_key":"209871bfa390","_type":"block","children":[{"_key":"f9f91bbfeaac0","_type":"span","marks":[],"text":"🔦 "},{"_key":"f9f91bbfeaac1","_type":"span","marks":["strong"],"text":"Product spotlight: Person360\n"},{"_key":"56c2996207120","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"56c2996207121","_type":"span","marks":["89c9119c3ce7"],"text":"Person360"},{"_key":"56c2996207122","_type":"span","marks":[],"text":" feature allows you to deanonymize, merge, and enrich signals from every channel connected to Common Room. 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And if you haven’t already, "},{"_key":"1d3912c926434","_type":"span","marks":["e5172abc7901","em"],"text":"try Common Room for free"},{"_key":"1d3912c926435","_type":"span","marks":["em"],"text":"."}],"markDefs":[{"_key":"ea25df86ca81","_type":"link","href":"https://www.commonroom.io/contact/"},{"_key":"e5172abc7901","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"normal"}],"categories":[{"_key":"80e4ff7a799f","_ref":"df0bb227-e656-4be1-af6a-5b8410d9a26e","_type":"reference"},{"_key":"480e284bf607","_ref":"067d08c2-833d-447f-8bed-e63211d3c644","_type":"reference"},{"_key":"3027aa7e1fa9","_ref":"0ca9a6b3-3e40-42ed-8e2b-3f798a365fb4","_type":"reference"},{"_key":"92dfcbaea5f7","_ref":"1c3315d0-fdec-49dd-8590-76ca7a7367a2","_type":"reference"},{"_key":"2e0b33834546","_ref":"b0283bcf-1949-4988-ba0e-b43175d42846","_type":"reference"},{"_key":"abebe545cbfd","_ref":"7662f4d2-9875-4dc5-be5e-91dd093375ae","_type":"reference"}],"excerpt":[{"_key":"f976be0ddc6f","_type":"block","children":[{"_key":"9923bdece77f0","_type":"span","marks":[],"text":"Engage the right accounts at the right time using every signal."}],"markDefs":[],"style":"normal"}],"integrations":[{"_key":"540422e7246c","_ref":"94ff18e3-422c-4145-b03b-3dc30efb39b4","_type":"reference"},{"_key":"46942959ffa0","_ref":"479658eb-a957-4567-8076-8589a923d732","_type":"reference"},{"_key":"2e954d230c95","_ref":"82a26102-47d3-49e9-8f13-0c5a11744312","_type":"reference"}],"mainImage":{"_type":"mainImage","alt":"Title card with title: \"Follow up on the best leads fast with signal-based scoring\"","asset":{"_ref":"image-eae6a2ad4501f74176bac2ec463f228061acb5c6-2400x1260-png","_type":"reference"}},"slug":{"_type":"slug","current":"signal-based-lead-and-account-scoring"},"status":"published","suggestions":[{"_key":"367ab3d305af","_ref":"3d60bd1d-25c4-4eb6-94cf-cf23291e5dda","_type":"reference"},{"_key":"1c65d6b69e3e","_ref":"4613aad7-94e2-44a2-a509-8f95dd7a7137","_type":"reference"},{"_key":"5bfcf553c3a1","_ref":"81093de6-76c5-4a4e-9bd3-028fad117ba5","_type":"reference"}],"teams":["Sales","Marketing"],"title":"Follow up on the best leads fast with signal-based scoring","useCases":[{"_key":"427602d83d89","_ref":"49ec3c36-aeca-4921-a021-5a88cf0d66c0","_type":"reference"}],"id":"-39c0599c-173e-5f07-b954-4a095b28a9f4","children":[],"parent":null,"__gatsby_resolved":{"slug":{"current":"signal-based-lead-and-account-scoring"},"status":"published","_createdAt":"2024-05-10T18:48:10Z","categories":[{"_id":"df0bb227-e656-4be1-af6a-5b8410d9a26e"},{"_id":"067d08c2-833d-447f-8bed-e63211d3c644"},{"_id":"0ca9a6b3-3e40-42ed-8e2b-3f798a365fb4"},{"_id":"1c3315d0-fdec-49dd-8590-76ca7a7367a2"},{"_id":"b0283bcf-1949-4988-ba0e-b43175d42846"},{"_id":"7662f4d2-9875-4dc5-be5e-91dd093375ae"}],"_rawExcerpt":[{"_key":"f976be0ddc6f","_type":"block","children":[{"_key":"9923bdece77f0","_type":"span","marks":[],"text":"Engage the right accounts at the right time using every signal."}],"markDefs":[],"style":"normal"}],"isPublished":true,"integrations":[{"_id":"94ff18e3-422c-4145-b03b-3dc30efb39b4"},{"_id":"479658eb-a957-4567-8076-8589a923d732"},{"_id":"82a26102-47d3-49e9-8f13-0c5a11744312"}],"_id":"d14860a3-c2df-4eef-962c-5d58c6155f98"}},{"_id":"dc42e419-d60d-42d9-b31e-bb67cf25e931","_type":"playbook","_rev":"Vuz5aUcn4aMvzzjKxFtvVg","_createdAt":"2024-08-07T13:10:16Z","_updatedAt":"2024-09-13T16:04:30Z","body":[{"_key":"eb9256e249f8","_type":"anchor","label":"Getting started"},{"_key":"a4a7fbbfa295","_type":"block","children":[{"_key":"7b218f6c0a9f0","_type":"span","marks":[],"text":"Getting started"}],"markDefs":[],"style":"h3"},{"_key":"fe4d91e59888","_type":"block","children":[{"_key":"86f31c76c6370","_type":"span","marks":[],"text":"Signal depth is just as valuable as signal breadth."}],"markDefs":[],"style":"normal"},{"_key":"9bcd7a536b9a","_type":"block","children":[{"_key":"ec361ba24c480","_type":"span","marks":[],"text":"But knowing which accounts generate a high volume of key buying signals used to require manual research or hacky workarounds. That’s no longer the case 🙌"}],"markDefs":[],"style":"normal"},{"_key":"632a03ee6b04","_type":"block","children":[{"_key":"4c2a64b271be0","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to quickly stack rank accounts based on the volume of signals you care about and action on them just as fast."}],"markDefs":[],"style":"normal"},{"_key":"829e2f32636d","_type":"block","children":[{"_key":"956fc73d27b30","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"6c34b0e95c87","_type":"infoBox","body":[{"_key":"3e6455e7f433","_type":"block","children":[{"_key":"bf2898c67273","_type":"span","marks":[],"text":"This is how we’ll identify and calculate account-level signals. "},{"_key":"4335d189c511","_type":"span","marks":["04d41cb5b41b"],"text":"Sign up for free"},{"_key":"53a538c55239","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"04d41cb5b41b","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"normal"}],"header":"Common Room","style":"success"},{"_key":"cb73b8cdf35e","_type":"infoBox","body":[{"_key":"433fc955fd6d","_type":"block","children":[{"_key":"ccce2fc453fa","_type":"span","marks":[],"text":"We’ll use Snowflake in this example. Check out our "},{"_key":"43ce65564f40","_type":"span","marks":["295199622034"],"text":"integration docs"},{"_key":"4dcb31435349","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Snowflake to Common Room and explore other business data source options."}],"markDefs":[{"_key":"295199622034","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/snowflake"}],"style":"normal"}],"header":"Data warehouse","style":"success"},{"_key":"42e6e2255241","_type":"anchor","label":"Step 1: Create calculated field"},{"_key":"525000611f6e","_type":"block","children":[{"_key":"c33e548abc060","_type":"span","marks":[],"text":"Step 1: Create calculated field"}],"markDefs":[],"style":"h3"},{"_key":"d7c70e67bae9","_type":"block","children":[{"_key":"79ce3b673dab0","_type":"span","marks":[],"text":"Let’s say there’s a particular buying signal we’re interested in. We want to prioritize account outreach based on the volume of that signal."}],"markDefs":[],"style":"normal"},{"_key":"6e29e416b2ec","_type":"block","children":[{"_key":"276e081c88c90","_type":"span","marks":[],"text":"We’d log in to Common Room and create a calculated field to track it. We can do this from "},{"_key":"276e081c88c91","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"276e081c88c92","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar) or from any org-level view within Common Room, including segments."}],"markDefs":[],"style":"normal"},{"_key":"e3efd8b698ba","_type":"infoBox","body":[{"_key":"1e5f2ab8d35a","_type":"block","children":[{"_key":"0d5da3d23f18","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"168d5c6ecf95","_type":"span","marks":["f0485d8aff7a"],"text":"segments"},{"_key":"1635bdc4612b","_type":"span","marks":[],"text":" feature allows you to automatically add individuals or organizations to auto-replenishing lists based on customizable criteria. This makes it easy to quickly surface, monitor, and engage specific people and companies at scale."}],"markDefs":[{"_key":"f0485d8aff7a","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"normal"}],"header":"Segments","style":"info"},{"_key":"ca09528e1c83","_type":"block","children":[{"_key":"de6df6f402a60","_type":"span","marks":[],"text":"In this case, we’ll navigate to "},{"_key":"de6df6f402a61","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"de6df6f402a62","_type":"span","marks":[],"text":" in the left sidebar and create our field there."}],"markDefs":[],"style":"normal"},{"_key":"bc1de396a1fd","_type":"mainImage","asset":{"_ref":"image-58645d117f3e2b54b644a6d496fdfe4425930b3a-3840x2160-png","_type":"reference"},"caption":"Select Organizations"},{"_key":"b1ffa45d959a","_type":"block","children":[{"_key":"f1b4baa730350","_type":"span","marks":[],"text":"We’d click "},{"_key":"f1b4baa730351","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"f1b4baa730352","_type":"span","marks":[],"text":" in the top right of the screen. This shows us all the columns displaying information about accounts captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"2443339abcfd","_type":"mainImage","asset":{"_ref":"image-910aa9b983d599403c3fc255b53bc56e38c347bc-1316x1468-png","_type":"reference"},"caption":"View columns"},{"_key":"88ecb2b02205","_type":"block","children":[{"_key":"f8aef99f2e5d0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"f8aef99f2e5d1","_type":"span","marks":["strong"],"text":"Create new custom field"},{"_key":"f8aef99f2e5d2","_type":"span","marks":[],"text":", give it a brief name and description, and select "},{"_key":"f8aef99f2e5d3","_type":"span","marks":["strong"],"text":"Calculated"},{"_key":"f8aef99f2e5d4","_type":"span","marks":[],"text":" as the type."}],"markDefs":[],"style":"normal"},{"_key":"a6328a9bf15b","_type":"mainImage","asset":{"_ref":"image-d422206bea4636465f6e783abf707d7d8e596066-1314x946-png","_type":"reference"},"caption":"Select Calculated"},{"_key":"9ea3a66a9e7a","_type":"block","children":[{"_key":"df0785269baf0","_type":"span","marks":[],"text":"We can create a field based on any number of different types of account-level signals, including contact-level activities (such as product usage, job changes, and more), job listings, and news events."}],"markDefs":[],"style":"normal"},{"_key":"9e6d127a0176","_type":"mainImage","asset":{"_ref":"image-46de57b369a630d3ca01fa68fd84af445e34a088-1316x782-png","_type":"reference"},"caption":"View field options"},{"_key":"00b8f0c01f07","_type":"block","children":[{"_key":"42f2185784e60","_type":"span","marks":[],"text":"We can even use Common Room’s Prospector tool to count the number of high-fit prospects who work at an organization based on our custom criteria, like job title, role, seniority level, location, job-change history, and even LinkedIn follower count."}],"markDefs":[],"style":"normal"},{"_key":"cce590fd58f0","_type":"infoBox","body":[{"_key":"fa71d74b1bf4","_type":"block","children":[{"_key":"0066491dd2be","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"f619de28403b","_type":"span","marks":["c3fccc97056c"],"text":"Prospector"},{"_key":"82f8daf805ca","_type":"span","marks":[],"text":" feature allows you to search through a proprietary, constantly refreshed database of more than 200 million B2B contacts, surface employees at specific organizations based on custom criteria, and automatically add them as contacts—even if they’re not currently engaging with your organization on any connected channels or tracked in your CRM."}],"markDefs":[{"_key":"c3fccc97056c","_type":"link","href":"https://docs.commonroom.io/get-started/signals/common-room-native-signals/prospector"}],"style":"normal"}],"header":"Prospector","style":"info"},{"_key":"eabbca911d10","_type":"block","children":[{"_key":"4f327eced2cf0","_type":"span","marks":[],"text":"For this example, let’s say we want to see how many people within an account have been active in our product over the past 30 days. We’d configure the field to make sure we’re counting that record."}],"markDefs":[],"style":"normal"},{"_key":"3c00a93d4623","_type":"mainImage","asset":{"_ref":"image-3407cb495fd82d6baa5848b42b23cb29fc2116e9-1322x1222-png","_type":"reference"},"caption":"Configure calculated field"},{"_key":"c1d75286634b","_type":"block","children":[{"_key":"44a1e83f11150","_type":"span","marks":[],"text":"Once we’ve created our field and hit "},{"_key":"44a1e83f11151","_type":"span","marks":["strong"],"text":"Save"},{"_key":"44a1e83f11152","_type":"span","marks":[],"text":", it will automatically be added as a column to our table view. 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They blast the same generic message across 100 accounts and hope they get lucky."}],"markDefs":[],"style":"normal"},{"_key":"92feb388741e","_type":"block","children":[{"_key":"e008ff8e4d2b","_type":"span","marks":[],"text":"But the best outbound reps book more meetings in fewer touchpoints by finding the right account, the right person, and sending the right message—at the right time."}],"markDefs":[],"style":"normal"},{"_key":"9fac45defaad","_type":"block","children":[{"_key":"83b394b5e170","_type":"span","marks":[],"text":"Although the tech to detect these signals and research accounts at scale has become much better, using signals (or what I used to call triggers) is not new."}],"markDefs":[],"style":"normal"},{"_key":"2548900dec32","_type":"block","children":[{"_key":"dfa6a1e994a3","_type":"span","marks":[],"text":"Signals have been around forever and I’ll show you my three favorite signals you can use even if you don’t have a fancy tech stack:"}],"markDefs":[],"style":"normal"},{"_key":"d346e2cc1c90","_type":"block","children":[{"_key":"9c5fc74fa637","_type":"span","marks":[],"text":"Job listing signals"}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"e8a891dbdaea","_type":"block","children":[{"_key":"1d82064ed57d","_type":"span","marks":[],"text":"Social engagement signals"}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"b74233a896d6","_type":"block","children":[{"_key":"ff46d777a0e0","_type":"span","marks":[],"text":"Job-change signals"}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"db4a27a3ad80","_type":"block","children":[{"_key":"ce88402bfafd","_type":"span","marks":[],"text":"I’ll also give you personalized messaging to use for each of these signals. 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And if you haven’t already, "},{"_key":"3259244e98ec3","_type":"span","marks":["b101ebd77a6d","em"],"text":"try Common Room for free"},{"_key":"3259244e98ec4","_type":"span","marks":["em"],"text":"."}],"markDefs":[{"_key":"f1c5bb7cfdc7","_type":"link","href":"https://www.commonroom.io/contact"},{"_key":"b101ebd77a6d","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"normal"}],"categories":[{"_key":"f5ebf49e9d59","_ref":"df0bb227-e656-4be1-af6a-5b8410d9a26e","_type":"reference"},{"_key":"1c81dfc83cb0","_ref":"067d08c2-833d-447f-8bed-e63211d3c644","_type":"reference"},{"_key":"a0c165b78488","_ref":"7662f4d2-9875-4dc5-be5e-91dd093375ae","_type":"reference"}],"excerpt":[{"_key":"22d4b1d1cf8a","_type":"block","children":[{"_key":"be065588013a0","_type":"span","marks":[],"text":"Find the right stakeholders at any org lightning-fast."}],"markDefs":[],"style":"normal"}],"integrations":[{"_key":"c0401ecdbaa3","_ref":"a74a5c78-9d76-4ec4-9d2c-cc0b96c2d1f3","_type":"reference"}],"mainImage":{"_type":"mainImage","alt":"Title card with title: \"Instantly uncover new prospects at target accounts\"","asset":{"_ref":"image-efbfa7192d2e1f9a715cc544280bd79c4bfdb7ac-2400x1260-png","_type":"reference"}},"slug":{"_type":"slug","current":"instantly-uncover-new-prospects-at-target-accounts"},"status":"published","suggestions":[{"_key":"c84562059ca1","_ref":"eb24a945-71b2-4828-af7d-408c4efde3f0","_type":"reference"},{"_key":"6370a7d7a5ae","_ref":"81093de6-76c5-4a4e-9bd3-028fad117ba5","_type":"reference"},{"_key":"7f1beb7e8646","_ref":"4613aad7-94e2-44a2-a509-8f95dd7a7137","_type":"reference"}],"teams":["Sales"],"title":"Instantly uncover new prospects at target accounts","useCases":[{"_key":"fd77cbc30bb0","_ref":"c9b18e74-0bd8-4e62-9174-cb6014a157d3","_type":"reference"},{"_key":"4841ea85fed0","_ref":"0e7a354d-d271-44b0-9b92-f749a4930541","_type":"reference"}],"id":"-25b57639-2827-53c2-a924-3b44a3f0a646","children":[],"parent":null,"__gatsby_resolved":{"slug":{"current":"instantly-uncover-new-prospects-at-target-accounts"},"status":"published","_createdAt":"2024-05-01T12:50:02Z","categories":[{"_id":"df0bb227-e656-4be1-af6a-5b8410d9a26e"},{"_id":"067d08c2-833d-447f-8bed-e63211d3c644"},{"_id":"7662f4d2-9875-4dc5-be5e-91dd093375ae"}],"_rawExcerpt":[{"_key":"22d4b1d1cf8a","_type":"block","children":[{"_key":"be065588013a0","_type":"span","marks":[],"text":"Find the right stakeholders at any org lightning-fast."}],"markDefs":[],"style":"normal"}],"isPublished":true,"integrations":[{"_id":"a74a5c78-9d76-4ec4-9d2c-cc0b96c2d1f3"}],"_id":"3d60bd1d-25c4-4eb6-94cf-cf23291e5dda"}},{"_id":"b7f7931e-a5a6-43db-b6f4-c37d015501ea","_type":"playbook","_rev":"EYp45eXhZh4AvyNbWaqmgG","_createdAt":"2024-05-07T19:40:08Z","_updatedAt":"2025-04-15T23:13:26Z","body":[{"_key":"295a594af505","_type":"block","children":[{"_key":"be672d07d4840","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"2c0ca9afb14c","_type":"anchor","label":"Getting started"},{"_key":"c0092b0e0f7a","_type":"block","children":[{"_key":"f06ca8d8487e","_type":"span","marks":[],"text":"Getting started"}],"markDefs":[],"style":"h3"},{"_key":"8ae578f131ad","_type":"block","children":[{"_key":"67dd19cc58650","_type":"span","marks":[],"text":"Buying signals come in all shapes and sizes—including company "},{"_key":"67dd19cc58651","_type":"span","marks":["1576babcd97a"],"text":"news and events"},{"_key":"67dd19cc58652","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"1576babcd97a","_type":"link","href":"https://docs.commonroom.io/get-started/signals/common-room-native-signals/news-and-events"}],"style":"normal"},{"_key":"fc9b51c3e88e","_type":"block","children":[{"_key":"ce0e49088b2d0","_type":"span","marks":[],"text":"But it’s hard for sales reps to keep up with every merger, acquisition, and regional expansion. After all, they can’t stay glued to TechCrunch and The Wall Street Journal all day 📰"}],"markDefs":[],"style":"normal"},{"_key":"fde0a0b2b1e2","_type":"block","children":[{"_key":"5d1511f4ffb80","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to automatically highlight business-relevant reports and announcements, hone in on high-fit opportunities, and take action fast."}],"markDefs":[],"style":"normal"},{"_key":"3b77262f32a4","_type":"block","children":[{"_key":"811720105b180","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"bdb453847704","_type":"infoBox","body":[{"_key":"68a8233087ef","_type":"block","children":[{"_key":"f7f18e9b6145","_type":"span","marks":[],"text":"This is how we’ll identify relevant news articles and current events. 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This makes it easy to quickly surface, monitor, and engage specific people and companies at scale."}],"markDefs":[{"_key":"13097763c55b","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"callout"},{"_key":"4efdbecb3a16","_type":"block","children":[{"_key":"9c0c96e550020","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"9c0c96e550021","_type":"span","marks":["strong"],"text":"New segment"},{"_key":"9c0c96e550022","_type":"span","marks":[],"text":", create one for contacts, and customize how people are added to it."}],"markDefs":[],"style":"normal"},{"_key":"4cc2178345c8","_type":"mainImage","asset":{"_ref":"image-977e9fe41a4dafffa40212bd3408032d82452458-855x390-png","_type":"reference"},"caption":"Select Create new segment for contacts"},{"_key":"f0315f3750b7","_type":"block","children":[{"_key":"38b4c9371bf40","_type":"span","marks":[],"text":"Let’s start by filtering our segment to only display the leads we own within Salesforce."}],"markDefs":[],"style":"normal"},{"_key":"3587fd319aea","_type":"mainImage","asset":{"_ref":"image-9d46d09bd943028dc853cab692298d3c70b93938-2499x1408-png","_type":"reference"},"caption":"Select Lead Owner Name"},{"_key":"f9f6f57c5b04","_type":"block","children":[{"_key":"df899604ca090","_type":"span","marks":[],"text":"Next we’ll add a "},{"_key":"df899604ca091","_type":"span","marks":["strong"],"text":"News & events"},{"_key":"df899604ca092","_type":"span","marks":[],"text":" filter. We can customize the filter based on date, category, and keyword."}],"markDefs":[],"style":"normal"},{"_key":"2ecdccc9d460","_type":"mainImage","asset":{"_ref":"image-d7f9280a0a317d3a18c881c3aa4cd18bb493043a-2487x1302-png","_type":"reference"},"caption":"Select News & events filter"},{"_key":"ea1817533db0","_type":"block","children":[{"_key":"5ff4894082ba0","_type":"span","marks":[],"text":"In this case, we want to surface people active across our digital ecosystem who work at organizations in the news because of a data breach 🔒"}],"markDefs":[],"style":"normal"},{"_key":"69cc5a89b89e","_type":"block","children":[{"_key":"d93fa64233fe0","_type":"span","marks":[],"text":"We can select "},{"_key":"d93fa64233fe1","_type":"span","marks":["strong"],"text":"News keyword search"},{"_key":"d93fa64233fe2","_type":"span","marks":[],"text":" within the filter and configure it to pull up news stories with the words “data breach” in them."}],"markDefs":[],"style":"normal"},{"_key":"e9813430b59a","_type":"mainImage","asset":{"_ref":"image-448c06eb67cfb1514c42b2760cb89fc92cc33813-2141x696-png","_type":"reference"},"caption":"Configure News & events filter"},{"_key":"8dfaaf6f0d34","_type":"block","children":[{"_key":"b5330b0d21910","_type":"span","marks":[],"text":"Common Room will search a database of more than 40 million companies globally that’s refreshed daily to find a match (if we have a specific company in mind, we can always upload accounts ourselves and use Common Room to enrich our list using this database)."}],"markDefs":[],"style":"normal"},{"_key":"f34342d94a42","_type":"block","children":[{"_key":"f6c6c4ee1b6a0","_type":"span","marks":[],"text":"Now any person who works at a target account associated with a “data breach” news story will automatically be added to this segment."}],"markDefs":[],"style":"normal"},{"_key":"765aac10f8e8","_type":"anchor","label":"Step 2: Filter segment"},{"_key":"c6ec0eda309f","_type":"block","children":[{"_key":"c9ff1b5da62d0","_type":"span","marks":[],"text":"Step 2: Filter segment"}],"markDefs":[],"style":"h3"},{"_key":"db20b8b25000","_type":"block","children":[{"_key":"da4f3b06e7c20","_type":"span","marks":[],"text":"We want to focus on budget holders, so we'll refine our list by adding a filter for individuals who are tagged as economic buyers."}],"markDefs":[],"style":"normal"},{"_key":"c9126a100544","_type":"mainImage","asset":{"_ref":"image-12591cbb13559d8215c1d55b0b5c5c0ca1ed4506-1559x608-png","_type":"reference"},"caption":"Select Economic buyers tag"},{"_key":"cf81b48c5c7a","_type":"block","children":[{"_key":"3198cbfa247e0","_type":"span","marks":[],"text":"Keep in mind, we can slice and dice our segment however we wish using other out-of-the-box tags or by creating our own tags based on any combination of behaviors and characteristics at the person and organization level."}],"markDefs":[],"style":"normal"},{"_key":"42083517c6ff","_type":"block","children":[{"_key":"c49b611cf2d40","_type":"span","marks":[],"text":"🔦 "},{"_key":"c49b611cf2d41","_type":"span","marks":["strong"],"text":"Product spotlight: Tags\n"},{"_key":"f304ec259e5b0","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"f304ec259e5b1","_type":"span","marks":["607fb59dbb74"],"text":"tags"},{"_key":"f304ec259e5b2","_type":"span","marks":[],"text":" feature allows you to automatically label individuals and organizations with specific tags based on customizable criteria. This makes it easy to quickly filter for ideal personas, ideal customer profiles, and more."}],"markDefs":[{"_key":"607fb59dbb74","_type":"link","href":"https://docs.commonroom.io/set-preferences/tags"}],"style":"callout"},{"_key":"ad7c130cc05f","_type":"block","children":[{"_key":"27440661953e0","_type":"span","marks":[],"text":"If no economic buyers at an organization are currently tracked in Common Room, we can always "},{"_key":"cf5161aee4af","_type":"span","marks":["843ca1d62a4e"],"text":"use the Prospector feature"},{"_key":"7a912c1cc1d9","_type":"span","marks":[],"text":" to find the right person and add them to our segment."}],"markDefs":[{"_key":"843ca1d62a4e","_type":"link","href":"https://www.commonroom.io/playbooks/instantly-uncover-new-prospects-at-target-accounts/"}],"style":"normal"},{"_key":"38e1d7251929","_type":"mainImage","asset":{"_ref":"image-4be79175d5612cb5109b022792b95fc7194f299e-3840x2160-png","_type":"reference"},"caption":"View Prospector"},{"_key":"0287d3bfbaab","_type":"block","children":[{"_key":"9e76cde6e0680","_type":"span","marks":[],"text":"🔦 "},{"_key":"9e76cde6e0681","_type":"span","marks":["strong"],"text":"Product spotlight: Prospector\n"},{"_key":"89c08512b16c0","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"89c08512b16c1","_type":"span","marks":["82d5f089ab6d"],"text":"Prospector"},{"_key":"89c08512b16c2","_type":"span","marks":[],"text":" feature allows you to search through a proprietary, constantly refreshed database of more than 200 million B2B contacts, surface employees at specific organizations, and add them as contacts—even if they’re not currently engaging with your organization on any connected channels or tracked in your CRM."}],"markDefs":[{"_key":"82d5f089ab6d","_type":"link","href":"https://docs.commonroom.io/get-started/signals/common-room-native-signals/prospector"}],"style":"callout"},{"_key":"2f29cff4fac5","_type":"block","children":[{"_key":"c43ae9241ae30","_type":"span","marks":[],"text":"Finally, we’ll configure our notifications to make sure we’re alerted in real time whenever a new person is added to this segment ⏰"}],"markDefs":[],"style":"normal"},{"_key":"cac2050a1a9e","_type":"mainImage","asset":{"_ref":"image-e31a73a20ae6e8dbd6cf7c681df404d36940c360-812x886-png","_type":"reference"},"caption":"Configure notifications"},{"_key":"591260e0513a","_type":"block","children":[{"_key":"ba1434c4a2580","_type":"span","marks":[],"text":"Okay, now that we have our list of contacts, let’s get to work."}],"markDefs":[],"style":"normal"},{"_key":"e1cc99f2c52a","_type":"anchor","label":"Step 3: Prospect with highly relevant messaging"},{"_key":"b37a7aa1dae4","_type":"block","children":[{"_key":"340ce746b7f60","_type":"span","marks":[],"text":"Step 3: Prospect with highly relevant messaging"}],"markDefs":[],"style":"h3"},{"_key":"1c103dee5b38","_type":"block","children":[{"_key":"34a282bd55f00","_type":"span","marks":[],"text":"We want to make sure our messaging is as personalized and relevant as possible (especially in a case like this, where the news may have a negative connotation)."}],"markDefs":[],"style":"normal"},{"_key":"57d906b0fd21","_type":"block","children":[{"_key":"24d73ca4f9c10","_type":"span","marks":[],"text":"We can click the "},{"_key":"24d73ca4f9c11","_type":"span","marks":["strong"],"text":"Preview"},{"_key":"24d73ca4f9c12","_type":"span","marks":[],"text":" button over the person’s organization to get a look at the news story in question 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started"},{"_key":"6fa2f861ad99","_type":"block","children":[{"_key":"c023716c0d21","_type":"span","marks":[],"text":"Getting started"}],"markDefs":[],"style":"h3"},{"_key":"ddefa2b3a247","_type":"block","children":[{"_key":"df6d954836d70","_type":"span","marks":[],"text":"Potential buyers engage with your organization’s content every day."}],"markDefs":[],"style":"normal"},{"_key":"c2d4991e110c","_type":"block","children":[{"_key":"62710bce38ac0","_type":"span","marks":[],"text":"But with buyer activity spread across so many channels—and person-level insights often hidden from view—it’s difficult to keep up and separate the real opportunities from the also-rans 🕵️"}],"markDefs":[],"style":"normal"},{"_key":"501c23c887f6","_type":"block","children":[{"_key":"3036c80fac8b0","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to zero in on social content engagement from the buyers you care about, get the full picture of recent buyer activity, and reach out with confidence."}],"markDefs":[],"style":"normal"},{"_key":"04bf0e5cb2cb","_type":"block","children":[{"_key":"a5629c0055a90","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"85790155970a","_type":"block","children":[{"_key":"91fec67aba820","_type":"span","marks":[],"text":"🧰 "},{"_key":"91fec67aba821","_type":"span","marks":["strong"],"text":"Common Room\n"},{"_key":"91fec67aba822","_type":"span","marks":[],"text":"This is how we’ll discover, deanonymize, and explore buyer activity. "},{"_key":"91fec67aba823","_type":"span","marks":["0e025a543888"],"text":"Sign up for free"},{"_key":"91fec67aba824","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"0e025a543888","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"callout"},{"_key":"2c87ed2cc836","_type":"block","children":[{"_key":"70d2164614ab0","_type":"span","marks":[],"text":"🧰 "},{"_key":"70d2164614ab1","_type":"span","marks":["strong"],"text":"CRM\n"},{"_key":"95b346beeaf50","_type":"span","marks":[],"text":"We’ll use Salesforce in this example. "},{"_key":"95b346beeaf51","_type":"span","marks":["8ad0b7275e0d"],"text":"Check out our full interactive guide"},{"_key":"95b346beeaf52","_type":"span","marks":[],"text":" for step-by-step directions on how to map your Salesforce data to Common Room and see our "},{"_key":"95b346beeaf53","_type":"span","marks":["72e39f951af6"],"text":"integration docs"},{"_key":"95b346beeaf54","_type":"span","marks":[],"text":" for other CRM options."}],"markDefs":[{"_key":"8ad0b7275e0d","_type":"link","href":"https://app.arcade.software/share/lY7OWgwVNn5oLydRjICI"},{"_key":"72e39f951af6","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/hubspot"}],"style":"callout"},{"_key":"a3342b00a36c","_type":"block","children":[{"_key":"e06460c6fee10","_type":"span","marks":[],"text":"🧰 "},{"_key":"e06460c6fee11","_type":"span","marks":["strong"],"text":"Digital channels\n"},{"_key":"7e9eb8e680c10","_type":"span","marks":[],"text":"We’ll use "},{"_key":"7e9eb8e680c11","_type":"span","marks":["740db20aa078"],"text":"LinkedIn"},{"_key":"7e9eb8e680c12","_type":"span","marks":[],"text":" and "},{"_key":"7e9eb8e680c13","_type":"span","marks":["b424518324ab"],"text":"X (formerly Twitter)"},{"_key":"7e9eb8e680c14","_type":"span","marks":[],"text":" in this example. Check out our "},{"_key":"7e9eb8e680c15","_type":"span","marks":["af1ea672fd6a"],"text":"integrations docs"},{"_key":"7e9eb8e680c16","_type":"span","marks":[],"text":" for step-by-step directions on how to connect any channel to Common Room."}],"markDefs":[{"_key":"740db20aa078","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/linkedin"},{"_key":"b424518324ab","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/twitter"},{"_key":"af1ea672fd6a","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"9db08c3a526a","_type":"anchor","label":"Step 1: Create segment"},{"_key":"f5ef8cc6ebfa","_type":"block","children":[{"_key":"98b32f0b05950","_type":"span","marks":[],"text":"Step 1: Create segment"}],"markDefs":[],"style":"h3"},{"_key":"e10dad74613f","_type":"block","children":[{"_key":"e5765ff175150","_type":"span","marks":[],"text":"Let’s say we’re looking for a way to get a conversation started with an economic buyer at one of our owned accounts."}],"markDefs":[],"style":"normal"},{"_key":"7dc86090afad","_type":"block","children":[{"_key":"084225a6c5b10","_type":"span","marks":[],"text":"We’d log in to Common Room and go to "},{"_key":"084225a6c5b11","_type":"span","marks":["strong"],"text":"Segments"},{"_key":"084225a6c5b12","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"833dcd06f8e6","_type":"mainImage","asset":{"_ref":"image-6f4a2fe9b89d049d95761da71d2ebd0f310c72c5-3840x2160-png","_type":"reference"},"caption":"Select Segments"},{"_key":"42b095d47b44","_type":"block","children":[{"_key":"01cf3839070f0","_type":"span","marks":[],"text":"🔦 "},{"_key":"01cf3839070f1","_type":"span","marks":["strong"],"text":"Product spotlight: Segments\n"},{"_key":"cf262073a5880","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"cf262073a5881","_type":"span","marks":["603047ab579e"],"text":"segments"},{"_key":"cf262073a5882","_type":"span","marks":[],"text":" feature allows you to automatically add individuals or organizations to dedicated lists based on customizable criteria. This makes it easy to quickly surface, monitor, and engage specific people and companies at scale."}],"markDefs":[{"_key":"603047ab579e","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"callout"},{"_key":"69ec0f3a4645","_type":"block","children":[{"_key":"17b5c602e5fa0","_type":"span","marks":[],"text":"If the segment doesn’t already exist, we’d click "},{"_key":"17b5c602e5fa1","_type":"span","marks":["strong"],"text":"New segment"},{"_key":"17b5c602e5fa2","_type":"span","marks":[],"text":" and create one for accounts that are owned by us in Salesforce."}],"markDefs":[],"style":"normal"},{"_key":"77af2b967962","_type":"mainImage","asset":{"_ref":"image-8f7153610ad9a448a206cd4cc5e3d1c6edbd3259-964x392-png","_type":"reference"},"caption":"Select Create new segment for organizations"},{"_key":"fcb96c791b12","_type":"block","children":[{"_key":"cdad4e5efbd90","_type":"span","marks":[],"text":"All we have to do is set the criteria for who gets added to this segment by filtering for the appropriate Salesforce field."}],"markDefs":[],"style":"normal"},{"_key":"eebf91d13ea8","_type":"mainImage","asset":{"_ref":"image-d9ea196bb4e4e319d746e6f78a612803f615d0c9-2576x1400-png","_type":"reference"},"caption":"Select Salesforce field"},{"_key":"48e3c005ea8d","_type":"block","children":[{"_key":"d06503a7a31e0","_type":"span","marks":[],"text":"🔦 "},{"_key":"d06503a7a31e1","_type":"span","marks":["strong"],"text":"Product spotlight: Filters\n"},{"_key":"d1a9f3de5d2e0","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"d1a9f3de5d2e1","_type":"span","marks":["a924b3aea9ed"],"text":"filters"},{"_key":"d1a9f3de5d2e2","_type":"span","marks":[],"text":" feature allows you to highlight individuals and organizations based on any combination of factors. This makes it easy to surface specific people and companies based on firmographic details, cross-channel activities, product usage, and more."}],"markDefs":[{"_key":"a924b3aea9ed","_type":"link","href":"https://docs.commonroom.io/get-started/core-concepts-home/filters"}],"style":"callout"},{"_key":"2927ca11d8a9","_type":"block","children":[{"_key":"7e61d5fcc4230","_type":"span","marks":[],"text":"Once that’s done, any organization that is active across our digital channels and related to an account owned by us in Salesforce will automatically be added to this segment 🙌"}],"markDefs":[],"style":"normal"},{"_key":"d4468a8eeb85","_type":"anchor","label":"Step 2: Filter segment activity"},{"_key":"f87016bda6ee","_type":"block","children":[{"_key":"9ea195d303c80","_type":"span","marks":[],"text":"Step 2: Filter segment activity"}],"markDefs":[],"style":"h3"},{"_key":"e737f9367740","_type":"block","children":[{"_key":"480ed947528a0","_type":"span","marks":[],"text":"Now that our segment is up and running, we’d click on "},{"_key":"480ed947528a1","_type":"span","marks":["strong"],"text":"Activity"},{"_key":"480ed947528a2","_type":"span","marks":[],"text":" at the top of the screen."}],"markDefs":[],"style":"normal"},{"_key":"c48b2d0d32db","_type":"mainImage","asset":{"_ref":"image-15a5e5dad6407c3bdfa64f1e7bdc15fdfe1ec67e-2682x344-png","_type":"reference"},"caption":"Select Activity"},{"_key":"363d6a9131ef","_type":"block","children":[{"_key":"dccf45098bbe0","_type":"span","marks":[],"text":"This will reveal all the activity of people associated with our owned accounts across every channel connected to Common Room."}],"markDefs":[],"style":"normal"},{"_key":"ec21ccb82ce6","_type":"block","children":[{"_key":"12327bb6867a0","_type":"span","marks":[],"text":"We share a lot of content on LinkedIn and X, so let’s focus on those sources."}],"markDefs":[],"style":"normal"},{"_key":"aec52630e0dd","_type":"mainImage","asset":{"_ref":"image-d3072c3b1fb8ed191dbcf015ed5a4c43c89b9d20-560x1118-png","_type":"reference"},"caption":"Select sources"},{"_key":"b6470588ec8f","_type":"block","children":[{"_key":"a048c6ec945f0","_type":"span","marks":[],"text":"We can see which content people reacted to, commented on, shared, and more. We can also click into individuals to learn more about them and their recent cross-channel activities."}],"markDefs":[],"style":"normal"},{"_key":"c1c838b9fdbe","_type":"mainImage","asset":{"_ref":"image-193304d50876defd564c8b507336785392129d27-1216x926-png","_type":"reference"},"caption":"View Person360 profile"},{"_key":"7eae9ab9d862","_type":"block","children":[{"_key":"81411758490c0","_type":"span","marks":[],"text":"But we want to hone in on economic buyers at certain accounts."}],"markDefs":[],"style":"normal"},{"_key":"6ccd51ddee5b","_type":"block","children":[{"_key":"91f2cdf882170","_type":"span","marks":[],"text":"First we’ll filter for them using our "},{"_key":"91f2cdf882171","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"91f2cdf882172","_type":"span","marks":[],"text":" filter."}],"markDefs":[],"style":"normal"},{"_key":"1e5deabcaaf7","_type":"mainImage","asset":{"_ref":"image-d8b0ef2066644987d30ccbcc11c1665130538edf-704x1264-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"19717313be8b","_type":"block","children":[{"_key":"92664cea338a0","_type":"span","marks":[],"text":"🔦 "},{"_key":"92664cea338a1","_type":"span","marks":["strong"],"text":"Product spotlight: Tags\n"},{"_key":"ca4ed79afaa50","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"ca4ed79afaa51","_type":"span","marks":["dccb1c9594b0"],"text":"tags"},{"_key":"ca4ed79afaa52","_type":"span","marks":[],"text":" feature allows you to automatically label individuals and organizations with specific tags based on customizable criteria. 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free"},{"_key":"e95ebfffe7b82","_type":"span","marks":[],"text":" to follow along)"}],"markDefs":[{"_key":"fc038a17bee8","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"637e07610243","_type":"block","children":[{"_key":"322793bf21170","_type":"span","marks":[],"text":"Access to digital channels (in this example we’ll use LinkedIn, Slack, and YouTube)"}],"markDefs":[],"style":"callout"},{"_key":"eb6cf043f850","_type":"block","children":[{"_key":"66c0209873190","_type":"span","marks":[],"text":"Access to a CRM (in this example we’ll use Salesforce)"}],"markDefs":[],"style":"callout"},{"_key":"945528cf5027","_type":"anchor","label":"Step 1: Connect data sources"},{"_key":"62cc6c06997b","_type":"block","children":[{"_key":"511080d9474c","_type":"span","marks":[],"text":"Step 1: Connect data sources"}],"markDefs":[],"style":"h3"},{"_key":"dc78bcb4dd3d","_type":"block","children":[{"_key":"b80c89ec7bf40","_type":"span","marks":[],"text":"We want to 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LinkedIn."}],"markDefs":[],"style":"normal"},{"_key":"36dd7c5e3472","_type":"mainImage","asset":{"_ref":"image-0d68927728149ce2160009ec1257bf232a8792ab-1322x904-png","_type":"reference"},"caption":"Select LinkedIn"},{"_key":"b5b542bb12b1","_type":"block","children":[{"_key":"2d75b149eb4a0","_type":"span","marks":[],"text":"Next we’ll connect and authenticate our LinkedIn account. Bam—the data starts flowing 🌊"}],"markDefs":[],"style":"normal"},{"_key":"272927c53b6b","_type":"block","children":[{"_key":"49e764ef87640","_type":"span","marks":[],"text":"We’d follow the same general process to integrate Slack and YouTube."}],"markDefs":[],"style":"normal"},{"_key":"ccbf99ff2171","_type":"block","children":[{"_key":"18e13de824410","_type":"span","marks":[],"text":"Okay, now that our data sources are connected, let’s make sure we can zero in on our owned opportunities."}],"markDefs":[],"style":"normal"},{"_key":"c0413c84c5d4","_type":"anchor","label":"Step 2: Connect Salesforce"},{"_key":"9fa433e88e90","_type":"block","children":[{"_key":"7e19dc3134520","_type":"span","marks":[],"text":"Step 2: Connect Salesforce"}],"markDefs":[],"style":"h3"},{"_key":"fdaf68c18668","_type":"block","children":[{"_key":"a4098e8416230","_type":"span","marks":[],"text":"Let’s say "},{"_key":"a4098e8416231","_type":"span","marks":["e364c15386c8"],"text":"Salesforce"},{"_key":"a4098e8416232","_type":"span","marks":[],"text":" is our source of truth for who owns which opportunities."}],"markDefs":[{"_key":"e364c15386c8","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/salesforce-crm"}],"style":"normal"},{"_key":"5bd30c61dce1","_type":"block","children":[{"_key":"7436a841447d0","_type":"span","marks":[],"text":"By connecting it to Common Room, we can use Salesforce fields to filter for the opportunities owned by us."}],"markDefs":[],"style":"normal"},{"_key":"51c57df1aaf9","_type":"block","children":[{"_key":"3564358bd4e20","_type":"span","marks":[],"text":"💡 You can set up a bidirectional integration with either Salesforce or "},{"_key":"3564358bd4e21","_type":"span","marks":["048dd828ecf4"],"text":"HubSpot"},{"_key":"3564358bd4e22","_type":"span","marks":[],"text":" so you can see your CRM data alongside the insights you uncover in 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Click "},{"_key":"0470fb192ab53","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"0470fb192ab54","_type":"span","marks":[],"text":" and choose "},{"_key":"0470fb192ab55","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"0470fb192ab56","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"7da65b50fadc","_type":"mainImage","asset":{"_ref":"image-210fc9a0d89090e6faa7f3fc25a05bb8864d49b9-2550x1318-png","_type":"reference"},"caption":"Select Contact tags"},{"_key":"19d6c031e7f6","_type":"block","children":[{"_key":"f24270f42cb00","_type":"span","marks":[],"text":"Select "},{"_key":"f24270f42cb01","_type":"span","marks":["strong"],"text":"Economic buyers"},{"_key":"f24270f42cb02","_type":"span","marks":[],"text":" from the dropdown list."}],"markDefs":[],"style":"normal"},{"_key":"043788b1b582","_type":"mainImage","asset":{"_ref":"image-385d5e115ca47c1a8a16b7b297fb59f8226fa961-552x526-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"ef7ad681aad6","_type":"block","children":[{"_key":"3ca971d101df0","_type":"span","marks":[],"text":"Boom, now anyone with head of, director, VP, president, chief, CFO, CTO, CPO, CMO, COO, or CEO in their job title will automatically be added to this segment 🙌"}],"markDefs":[],"style":"normal"},{"_key":"440e2a5bee72","_type":"block","children":[{"_key":"db4d875bce510","_type":"span","marks":[],"text":"But we don’t just want decision-makers—we want people who match our criteria for ideal buyers."}],"markDefs":[],"style":"normal"},{"_key":"da1df4b0a886","_type":"block","children":[{"_key":"bbc34f627ab70","_type":"span","marks":[],"text":"Let’s say we’ve already configured our ideal persona tag (you can learn more about creating and customizing tags "},{"_key":"709243d97022","_type":"span","marks":["1858fbdb054d"],"text":"here"},{"_key":"fb747443d405","_type":"span","marks":[],"text":"). 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Then we’ll select "},{"_key":"bbc34f627ab75","_type":"span","marks":["strong"],"text":"Ideal persona"},{"_key":"bbc34f627ab76","_type":"span","marks":[],"text":" from the dropdown list."}],"markDefs":[{"_key":"1858fbdb054d","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/member-tags","openTab":true}],"style":"normal"},{"_key":"409810753891","_type":"mainImage","asset":{"_ref":"image-558d32af15369575439b68a97cd069669c8d64e5-552x456-png","_type":"reference"},"caption":"Select Ideal persona"},{"_key":"1d0ea96e9858","_type":"block","children":[{"_key":"c57d13cf2b5e0","_type":"span","marks":[],"text":"Finally, let’s make sure we zero in on individuals who recently changed roles. 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Now every person who matches these filters will be added to this segment automatically."}],"markDefs":[],"style":"normal"},{"_key":"5617672676e3","_type":"block","children":[{"_key":"5e47b7e9796a0","_type":"span","marks":[],"text":"This makes discovering and researching new leads for different sales plays a breeze."}],"markDefs":[],"style":"normal"},{"_key":"80b36a4fb577","_type":"block","children":[{"_key":"43f0804bdb750","_type":"span","marks":[],"text":"We can preview or click into any individual to learn more about them, see their recent activities across our connected channels, and monitor their next moves."}],"markDefs":[],"style":"normal"},{"_key":"14f57a3c6421","_type":"mainImage","asset":{"_ref":"image-de86ab3fcd32267d62a1dd3428f28da3c2dce9e8-1474x1150-png","_type":"reference"},"caption":"View profile"},{"_key":"fb654645c95a","_type":"block","children":[{"_key":"62e0b0bdfbd70","_type":"span","marks":[],"text":"If we have lead scoring set up, we can quickly hone in on the people who are most primed to buy and get a peek at the key factors that make them solid opportunities."}],"markDefs":[],"style":"normal"},{"_key":"c8cebcde9783","_type":"block","children":[{"_key":"411257c053550","_type":"span","marks":[],"text":"💡 "},{"_key":"411257c053551","_type":"span","marks":["e377b395a9b8"],"text":"Lead and account scoring"},{"_key":"411257c053552","_type":"span","marks":[],"text":" in Common Room is based on proprietary machine learning models that are trained using your historical data so you can highlight the best opportunities based on product usage, social activity, firmographic information, and more."}],"markDefs":[{"_key":"e377b395a9b8","_type":"link","href":"https://www.commonroom.io/playbooks/serve-actionable-lead-and-account-scores-to-sales-reps/"}],"style":"callout"},{"_key":"845f1caa5fa0","_type":"mainImage","asset":{"_ref":"image-e56499435ff329301dd35fd7a1e19968707a419c-3841x2160-png","_type":"reference"},"caption":"View lead scores"},{"_key":"cf77fe40b148","_type":"block","children":[{"_key":"69fef0b144b30","_type":"span","marks":[],"text":"But we want to convert prospects, not just research them."}],"markDefs":[],"style":"normal"},{"_key":"3d3bebaa2d44","_type":"block","children":[{"_key":"70cf4d85972e0","_type":"span","marks":[],"text":"Let’s make our segments truly actionable."}],"markDefs":[],"style":"normal"},{"_key":"d00e58fd6186","_type":"anchor","label":"Step 3: Custom views and notifications"},{"_key":"05a92ea2f3b5","_type":"block","children":[{"_key":"bc4d8022f62f0","_type":"span","marks":[],"text":"Step 3: Customize segment views and notifications"}],"markDefs":[],"style":"h3"},{"_key":"4baa9117a928","_type":"block","children":[{"_key":"d1bb7533de820","_type":"span","marks":[],"text":"First let’s add our segments to the "},{"_key":"d1bb7533de821","_type":"span","marks":["strong"],"text":"Home"},{"_key":"d1bb7533de822","_type":"span","marks":[],"text":" screen so they’re always the first thing we see when we log in."}],"markDefs":[],"style":"normal"},{"_key":"8c01c5f9f4c1","_type":"block","children":[{"_key":"c5be6fcdc2c00","_type":"span","marks":[],"text":"Click the three-dot ("},{"_key":"c5be6fcdc2c01","_type":"span","marks":["strong"],"text":"…"},{"_key":"c5be6fcdc2c02","_type":"span","marks":[],"text":") icon for any segment and choose "},{"_key":"c5be6fcdc2c03","_type":"span","marks":["strong"],"text":"Add to Home"},{"_key":"c5be6fcdc2c04","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"22cf5dba1cf5","_type":"mainImage","asset":{"_ref":"image-6547248c18f4d2d6280de42b35d0435b953c6dde-718x758-png","_type":"reference"},"caption":"Select Add to Home"},{"_key":"e5d24d5dbbf7","_type":"block","children":[{"_key":"00aed0d7618f0","_type":"span","marks":[],"text":"Once we’ve added all our segments, we’ll click "},{"_key":"00aed0d7618f1","_type":"span","marks":["strong"],"text":"Home"},{"_key":"00aed0d7618f2","_type":"span","marks":[],"text":" in the left sidebar. 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The more data sources you connect, the easier it will be to resolve user identities and enrich their profiles based on digital activity."}],"markDefs":[],"style":"callout"},{"_key":"1b86fe76ab9f","_type":"block","children":[{"_key":"f4250d1089460","_type":"span","marks":[],"text":"We’ll start by choosing Slack from the list of sources."}],"markDefs":[],"style":"normal"},{"_key":"0afca2e60696","_type":"mainImage","asset":{"_ref":"image-314c79a0ac1ac264edfb4276a2a7bccdbc8f20b2-1456x932-png","_type":"reference"},"caption":"Select Slack"},{"_key":"eec78d2ec1c2","_type":"block","children":[{"_key":"c32ded5addf10","_type":"span","marks":[],"text":"We’ll be asked to connect and authenticate our account. Once that’s done, data from Slack will start flowing into Common Room."}],"markDefs":[],"style":"normal"},{"_key":"d7906b127121","_type":"block","children":[{"_key":"e2a95a17d0a60","_type":"span","marks":[],"text":"We’ll then repeat this process with LinkedIn."}],"markDefs":[],"style":"normal"},{"_key":"0dde6cf8bd8d","_type":"block","children":[{"_key":"bcda2cddc12c0","_type":"span","marks":[],"text":"Okay, now that our digital channels are connected, let’s make sure we can surface our PQLs in our CRM."}],"markDefs":[],"style":"normal"},{"_key":"b8c0d1aba769","_type":"anchor","label":"Step 3: Connect Salesforce"},{"_key":"2051a58c4e25","_type":"block","children":[{"_key":"0311229dcb430","_type":"span","marks":[],"text":"Step 3: Connect Salesforce"}],"markDefs":[],"style":"h3"},{"_key":"21f961e3f70d","_type":"block","children":[{"_key":"7237aec246f10","_type":"span","marks":["adf447075a67"],"text":"Salesforce"},{"_key":"7237aec246f11","_type":"span","marks":[],"text":" is our source of truth, so we’ll choose it from the list of data sources."}],"markDefs":[{"_key":"adf447075a67","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/salesforce-crm"}],"style":"normal"},{"_key":"0c77b13562f6","_type":"mainImage","asset":{"_ref":"image-a5ab89ad102394e7ed1a186eb84269aa20748690-1422x792-png","_type":"reference"},"caption":"Select Salesforce"},{"_key":"cfdcfed499ca","_type":"block","children":[{"_key":"fd9ea48e77b90","_type":"span","marks":[],"text":"We’ll need to confirm that we’re an admin (otherwise, we can invite an admin to finish the integration setup). Then we’ll authenticate our account and bam—we’re ready to configure how data from Salesforce flows into Common Room and vice versa."}],"markDefs":[],"style":"normal"},{"_key":"084c461f7912","_type":"block","children":[{"_key":"565b4cd060090","_type":"span","marks":[],"text":"💡 "},{"_key":"565b4cd060091","_type":"span","marks":["e470dd74b52b","gradient"],"text":"Check out our full interactive guides"},{"_key":"565b4cd060092","_type":"span","marks":[],"text":" for step-by-step directions on inbound and outbound data setup."}],"markDefs":[{"_key":"e470dd74b52b","_type":"link","href":"https://app.arcade.software/share/lY7OWgwVNn5oLydRjICI"}],"style":"callout"},{"_key":"374e3c75f5ec","_type":"block","children":[{"_key":"a70b29f2c9420","_type":"span","marks":[],"text":"Once we’ve completed our outbound data setup, we can send the names, email addresses, company names, and more of our PQLs directly to our CRM."}],"markDefs":[],"style":"normal"},{"_key":"3e4b8fdf2d5b","_type":"block","children":[{"_key":"a61ecf25d51c0","_type":"span","marks":[],"text":"💡 Common Room has bidirectional integrations with popular CRMs, such as Salesforce and "},{"_key":"a61ecf25d51c1","_type":"span","marks":["99276b170aff"],"text":"HubSpot"},{"_key":"a61ecf25d51c2","_type":"span","marks":[],"text":". This makes it easy to view data recorded in your CRM within Common Room, as well as pass data from Common Room to your CRM."}],"markDefs":[{"_key":"99276b170aff","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/hubspot"}],"style":"callout"},{"_key":"1d94a0a07ede","_type":"block","children":[{"_key":"ce28356c27690","_type":"span","marks":[],"text":"Now that we know we can sync Common Room data with Salesforce, let’s get to finding our PQLs 💸"}],"markDefs":[],"style":"normal"},{"_key":"884ecf350a0a","_type":"anchor","label":"Step 4: Create product-qualified tag"},{"_key":"c1cd7b32f320","_type":"block","children":[{"_key":"32c2cc467f8d0","_type":"span","marks":[],"text":"Step 4: Create product-qualified tag"}],"markDefs":[],"style":"h3"},{"_key":"767bd7762e00","_type":"block","children":[{"_key":"68c1ad5c400c0","_type":"span","marks":[],"text":"Click "},{"_key":"68c1ad5c400c1","_type":"span","marks":["strong"],"text":"Tags"},{"_key":"68c1ad5c400c2","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"68c1ad5c400c3","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"68c1ad5c400c4","_type":"span","marks":[],"text":" menu."}],"markDefs":[],"style":"normal"},{"_key":"d0acf3392866","_type":"mainImage","asset":{"_ref":"image-86637bf43477c512fd4b530f58408679d9400e64-3841x2161-png","_type":"reference"},"caption":"Select Tags"},{"_key":"a89160f481c7","_type":"block","children":[{"_key":"1fbed4b2a5040","_type":"span","marks":[],"text":"As you’ll see, the "},{"_key":"1fbed4b2a5041","_type":"span","marks":["strong"],"text":"Product qualified"},{"_key":"1fbed4b2a5042","_type":"span","marks":[],"text":" tag is one of many default tags in Common Room. Once we turn it on, any individual who matches our criteria will automatically be tagged with this label."}],"markDefs":[],"style":"normal"},{"_key":"88a94a031b59","_type":"mainImage","asset":{"_ref":"image-597154ba7180defb81fd653137cbb1bf53e0114c-2137x763-png","_type":"reference"},"caption":"View tags"},{"_key":"c0c083b79349","_type":"block","children":[{"_key":"947ad0a6ddef0","_type":"span","marks":[],"text":"💡 You can create and assign both "},{"_key":"947ad0a6ddef1","_type":"span","marks":["39171dff20a9"],"text":"member tags"},{"_key":"947ad0a6ddef2","_type":"span","marks":[],"text":" and "},{"_key":"947ad0a6ddef3","_type":"span","marks":["9e586891c3b3"],"text":"organization tags"},{"_key":"947ad0a6ddef4","_type":"span","marks":[],"text":" to quickly find and track ideal personas, economic buyers, current customers, and more."}],"markDefs":[{"_key":"39171dff20a9","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/member-tags"},{"_key":"9e586891c3b3","_type":"link","href":"https://docs.commonroom.io/using-common-room/organizations-page/organization-tags"}],"style":"callout"},{"_key":"d1bec6bc18ac","_type":"block","children":[{"_key":"3d3c6cb8b9930","_type":"span","marks":[],"text":"Let’s decide what constitutes a product-qualified lead. We can customize our tag to include fields from Common Room, our data warehouse, and our CRM."}],"markDefs":[],"style":"normal"},{"_key":"bd25c42820e4","_type":"block","children":[{"_key":"cabbf0e4c5b40","_type":"span","marks":[],"text":"In this case, we want to focus on people who signed up for our product in the last 28 days, have created five or more design files, and have invited two or more people to join them."}],"markDefs":[],"style":"normal"},{"_key":"cf781f210c4b","_type":"block","children":[{"_key":"0bc100f8a0910","_type":"span","marks":[],"text":"Click "},{"_key":"0bc100f8a0911","_type":"span","marks":["strong"],"text":"Edit"},{"_key":"0bc100f8a0912","_type":"span","marks":[],"text":" over the product qualified tag, then select "},{"_key":"0bc100f8a0913","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"0bc100f8a0914","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"bb18208ee703","_type":"mainImage","asset":{"_ref":"image-5ad6ee3a84f2387d39d1813c8da8c3836d4e5396-2197x297-png","_type":"reference"},"caption":"Select Add filter"},{"_key":"afa517322bbf","_type":"block","children":[{"_key":"4807b45023440","_type":"span","marks":[],"text":"Choose "},{"_key":"4807b45023441","_type":"span","marks":["strong"],"text":"Fields"},{"_key":"4807b45023442","_type":"span","marks":[],"text":" from the list of filters under Members."}],"markDefs":[],"style":"normal"},{"_key":"7511ce460dbc","_type":"mainImage","asset":{"_ref":"image-b602affbcafd614a598fa83477ba8dfa68ebbc1f-2469x1311-png","_type":"reference"},"caption":"Select Fields"},{"_key":"da347375d901","_type":"block","children":[{"_key":"dc649453b0d80","_type":"span","marks":[],"text":"This will open up a dropdown list of all the fields we’ve mapped into Common Room from Snowflake."}],"markDefs":[],"style":"normal"},{"_key":"0178bc05cfff","_type":"block","children":[{"_key":"ac3d37fc7d610","_type":"span","marks":[],"text":"First we’ll choose "},{"_key":"ac3d37fc7d611","_type":"span","marks":["strong"],"text":"Signup Date"},{"_key":"ac3d37fc7d612","_type":"span","marks":[],"text":". This will bring up a dropdown menu where we can choose from a list of options or customize our own date range."}],"markDefs":[],"style":"normal"},{"_key":"f3b5f03745b0","_type":"block","children":[{"_key":"a1d257f4ce940","_type":"span","marks":[],"text":"We’ll select "},{"_key":"a1d257f4ce941","_type":"span","marks":["strong"],"text":"Last 28 days"},{"_key":"a1d257f4ce942","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"e0afdc3793b0","_type":"mainImage","asset":{"_ref":"image-3140c870d0deafed88198e35515c53adefd8f825-487x721-png","_type":"reference"},"caption":"Select Last 28 days"},{"_key":"4bf68b0611e5","_type":"block","children":[{"_key":"2924ee37ff510","_type":"span","marks":[],"text":"Next we’ll add another field filter. This time we’ll choose "},{"_key":"2924ee37ff511","_type":"span","marks":["strong"],"text":"# Design Files Created"},{"_key":"2924ee37ff512","_type":"span","marks":[],"text":" and put 5 in the "},{"_key":"2924ee37ff513","_type":"span","marks":["strong"],"text":"At least"},{"_key":"2924ee37ff514","_type":"span","marks":[],"text":" box."}],"markDefs":[],"style":"normal"},{"_key":"c6a23e17131e","_type":"mainImage","asset":{"_ref":"image-dd32d5b29061b71a8543221ec1bfa5c0109018e8-507x465-png","_type":"reference"},"caption":"Add criteria"},{"_key":"5be342300537","_type":"block","children":[{"_key":"7c85b8dd7b190","_type":"span","marks":[],"text":"Finally, we’ll add a field filter for "},{"_key":"7c85b8dd7b191","_type":"span","marks":["strong"],"text":"# Invites Sent"},{"_key":"7c85b8dd7b192","_type":"span","marks":[],"text":" and put 2 in the "},{"_key":"7c85b8dd7b193","_type":"span","marks":["strong"],"text":"At least"},{"_key":"7c85b8dd7b194","_type":"span","marks":[],"text":" box."}],"markDefs":[],"style":"normal"},{"_key":"23548375a062","_type":"mainImage","asset":{"_ref":"image-27bca8d201fc69d8a80bc3160468eff7c56cdc3d-501x461-png","_type":"reference"},"caption":"Add criteria"},{"_key":"a97936927eb5","_type":"block","children":[{"_key":"8654dbd28e710","_type":"span","marks":[],"text":"Hit "},{"_key":"8654dbd28e711","_type":"span","marks":["strong"],"text":"Save"},{"_key":"8654dbd28e712","_type":"span","marks":[],"text":" and you’re all set. Any individual who matches our criteria will be tagged as a product-qualified lead 🥂"}],"markDefs":[],"style":"normal"},{"_key":"cadf9b75b2b8","_type":"block","children":[{"_key":"b4e01ecd2fc80","_type":"span","marks":[],"text":"Let’s take a look at what we’ve found."}],"markDefs":[],"style":"normal"},{"_key":"725764b52fb3","_type":"anchor","label":"Step 5: Identify PQLs"},{"_key":"f2f8d057774b","_type":"block","children":[{"_key":"622ddb3faaf20","_type":"span","marks":[],"text":"Step 5: Identify PQLs"}],"markDefs":[],"style":"h3"},{"_key":"3294b858bb4e","_type":"block","children":[{"_key":"2ebf13ea19e80","_type":"span","marks":[],"text":"Click "},{"_key":"2ebf13ea19e81","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"2ebf13ea19e82","_type":"span","marks":[],"text":" to exit the "},{"_key":"2ebf13ea19e83","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"2ebf13ea19e84","_type":"span","marks":[],"text":" menu, then click "},{"_key":"2ebf13ea19e85","_type":"span","marks":["strong"],"text":"Members"},{"_key":"2ebf13ea19e86","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"92d29813e806","_type":"mainImage","asset":{"_ref":"image-465c487129184466948f52d96dcf18fcc831187b-3841x2161-png","_type":"reference"},"caption":"Select Members"},{"_key":"cfd82ce5cb14","_type":"block","children":[{"_key":"02358fca73660","_type":"span","marks":[],"text":"Select "},{"_key":"02358fca73661","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"02358fca73662","_type":"span","marks":[],"text":", then navigate to "},{"_key":"02358fca73663","_type":"span","marks":["strong"],"text":"Member tags"},{"_key":"02358fca73664","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"bf89fb9575fd","_type":"mainImage","asset":{"_ref":"image-902e9e59f3931da2a4a154d308588a9872e58494-2071x1321-png","_type":"reference"},"caption":"Select Member tags"},{"_key":"2a201116db2e","_type":"block","children":[{"_key":"c6acf2c290dd0","_type":"span","marks":[],"text":"This will open up a dropdown menu. Choose "},{"_key":"c6acf2c290dd1","_type":"span","marks":["strong"],"text":"Product qualified"},{"_key":"c6acf2c290dd2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"3e0b3a8f8513","_type":"mainImage","asset":{"_ref":"image-9e0ab735fef7706002ecfdbd20e0a7b8550b2734-517x915-png","_type":"reference"},"caption":"Select Product qualified"},{"_key":"05f02b655a00","_type":"block","children":[{"_key":"853a88a481190","_type":"span","marks":[],"text":"This will give us a view of every product user who matches our tag 👀"}],"markDefs":[],"style":"normal"},{"_key":"c230a65d7095","_type":"block","children":[{"_key":"afedaa1cab580","_type":"span","marks":[],"text":"We can drill down further from here if we want to. Let’s say we'd like to prioritize the biggest and best opportunities—people who work at large organizations that bring in a certain amount of revenue each year."}],"markDefs":[],"style":"normal"},{"_key":"da56eeb57a08","_type":"block","children":[{"_key":"4547023f3d890","_type":"span","marks":[],"text":"💡 Common Room’s "},{"_key":"4547023f3d891","_type":"span","marks":["2bfbd7ce5a5a"],"text":"filters"},{"_key":"4547023f3d892","_type":"span","marks":[],"text":" make it easy to narrow your scope by sifting through individuals and organizations based on specific attributes and actions, such as job title, tech stack, keywords, sentiment, and more."}],"markDefs":[{"_key":"2bfbd7ce5a5a","_type":"link","href":"https://docs.commonroom.io/using-common-room/organizations-page/filters-and-sorting"}],"style":"callout"},{"_key":"c37c69d35240","_type":"block","children":[{"_key":"9dff445d04140","_type":"span","marks":[],"text":"We’ll click "},{"_key":"9dff445d04141","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"9dff445d04142","_type":"span","marks":[],"text":" again and head over to "},{"_key":"9dff445d04143","_type":"span","marks":["strong"],"text":"Organization size"},{"_key":"9dff445d04144","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"594f94008170","_type":"mainImage","asset":{"_ref":"image-3c2ba2e03ff8f6135daabcad31d6ddea30003988-2491x1319-png","_type":"reference"},"caption":"Select Organization size"},{"_key":"29d16f2524f4","_type":"block","children":[{"_key":"e0352eeef1e80","_type":"span","marks":[],"text":"After we select this filter, we’ll add 1,000 to the "},{"_key":"e0352eeef1e81","_type":"span","marks":["strong"],"text":"At least"},{"_key":"e0352eeef1e82","_type":"span","marks":[],"text":" box."}],"markDefs":[],"style":"normal"},{"_key":"b24d6177d9eb","_type":"mainImage","asset":{"_ref":"image-e6df7dcc456009ec9b9cc4c8344f9f61a0803ad4-481x1037-png","_type":"reference"},"caption":"Add criteria"},{"_key":"ffaa31b1b804","_type":"block","children":[{"_key":"202f3964c7790","_type":"span","marks":[],"text":"Next we’ll add a filter for "},{"_key":"202f3964c7791","_type":"span","marks":["strong"],"text":"Annual revenue"},{"_key":"202f3964c7792","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"82250151cc86","_type":"mainImage","asset":{"_ref":"image-c200c230ff8bd24a9a21ded43ee96e7dfa827194-2499x1309-png","_type":"reference"},"caption":"Select Annual revenue"},{"_key":"a9a74934f9a3","_type":"block","children":[{"_key":"3e68f38ac45f0","_type":"span","marks":[],"text":"Then we’ll add $10M to the "},{"_key":"3e68f38ac45f1","_type":"span","marks":["strong"],"text":"At least"},{"_key":"3e68f38ac45f2","_type":"span","marks":[],"text":" box."}],"markDefs":[],"style":"normal"},{"_key":"403111d45765","_type":"mainImage","asset":{"_ref":"image-f43a0853cffa9026b14bb307639155cc4551248c-475x967-png","_type":"reference"},"caption":"Add criteria"},{"_key":"158a2b3a7abb","_type":"block","children":[{"_key":"aef3685628150","_type":"span","marks":[],"text":"Now we have a view of all product-qualified leads that work at organizations with at least 1,000 employees and generate $10 million or more in annual revenue."}],"markDefs":[],"style":"normal"},{"_key":"b0d10000b621","_type":"block","children":[{"_key":"b717817ddfc00","_type":"span","marks":[],"text":"Let’s make sure we’re always kept up to date on our leads."}],"markDefs":[],"style":"normal"},{"_key":"dab0931e8b2a","_type":"anchor","label":"Step 6: Create real-time alerts"},{"_key":"f82ef43d0624","_type":"block","children":[{"_key":"52fcb476f7950","_type":"span","marks":[],"text":"Step 6: Create real-time alerts"}],"markDefs":[],"style":"h3"},{"_key":"e9c537e7a7c5","_type":"block","children":[{"_key":"68e281c5d6560","_type":"span","marks":[],"text":"Navigate to "},{"_key":"68e281c5d6561","_type":"span","marks":["strong"],"text":"Team alerts"},{"_key":"68e281c5d6562","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"1a39d6bfb756","_type":"mainImage","asset":{"_ref":"image-cf7c9bbb9515fd059e4752bdce900901cb933bc0-3841x2161-png","_type":"reference"},"caption":"Select Team alerts"},{"_key":"84391d46d684","_type":"block","children":[{"_key":"9f30cab2b9110","_type":"span","marks":[],"text":"We’ll click "},{"_key":"9f30cab2b9111","_type":"span","marks":["strong"],"text":"Create team alert"},{"_key":"9f30cab2b9112","_type":"span","marks":[],"text":" to set up what will trigger our alert and where it will be sent."}],"markDefs":[],"style":"normal"},{"_key":"aa0881c67549","_type":"mainImage","asset":{"_ref":"image-14f7c072ce466f674a621790fd1fadc6396e9d91-2303x881-png","_type":"reference"},"caption":"Select Create team alert"},{"_key":"612f467fcb5c","_type":"block","children":[{"_key":"8102dec00a7b0","_type":"span","marks":[],"text":"We want to get notified any time a user becomes a PQL 📟"}],"markDefs":[],"style":"normal"},{"_key":"39dec4f01f22","_type":"block","children":[{"_key":"6c738b3193580","_type":"span","marks":[],"text":"First we’ll select "},{"_key":"6c738b3193581","_type":"span","marks":["strong"],"text":"New member"},{"_key":"6c738b3193582","_type":"span","marks":[],"text":" under the trigger section."}],"markDefs":[],"style":"normal"},{"_key":"687f16ff88a6","_type":"mainImage","asset":{"_ref":"image-34385c5aef6459a69de0861b6e2a9edeb2f80865-733x935-png","_type":"reference"},"caption":"Select New 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Select "},{"_key":"b66e9ee976ef5","_type":"span","marks":["strong"],"text":"Product qualified"},{"_key":"b66e9ee976ef6","_type":"span","marks":[],"text":" from the dropdown list."}],"markDefs":[],"style":"normal"},{"_key":"8327d5e0bde2","_type":"mainImage","asset":{"_ref":"image-9cdbfb69a55af6ca99a01324d4f33ad22b1bf244-477x255-png","_type":"reference"},"caption":"Select Product qualified"},{"_key":"47485ea4834e","_type":"block","children":[{"_key":"3b534aa460770","_type":"span","marks":[],"text":"Finally, let’s make sure we get alerted where we work. 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Or at least it used to be."}],"markDefs":[],"style":"normal"},{"_key":"65dbfdbdd8f0","_type":"block","children":[{"_key":"54924da328200","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to spot which accounts are active in your product, drill down into individual users, and transform product usage into sales gold."}],"markDefs":[],"style":"normal"},{"_key":"254fa6b119c2","_type":"block","children":[{"_key":"feab0c1a35070","_type":"span","marks":[],"text":"Let’s get going 🏁"}],"markDefs":[],"style":"normal"},{"_key":"581933543259","_type":"block","children":[{"_key":"371686e182550","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"471261136dbc","_type":"block","children":[{"_key":"63af520c0fde0","_type":"span","marks":[],"text":"Common Room (this is how we’ll identify and monitor product usage—"},{"_key":"63af520c0fde1","_type":"span","marks":["d911b3225f51"],"text":"sign up for free"},{"_key":"63af520c0fde2","_type":"span","marks":[],"text":" to follow along)"}],"markDefs":[{"_key":"d911b3225f51","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"94eee7279df3","_type":"block","children":[{"_key":"76b492486a9a0","_type":"span","marks":[],"text":"Access to product data (in this example we’ll use Snowflake)"}],"markDefs":[],"style":"callout"},{"_key":"4a4b9288b21f","_type":"block","children":[{"_key":"be34031691d80","_type":"span","marks":[],"text":"Access to digital channels (in this example we’ll use LinkedIn)"}],"markDefs":[],"style":"callout"},{"_key":"5b8496d3a752","_type":"anchor","label":"Step 1: Connect Snowflake"},{"_key":"2732759db0d6","_type":"block","children":[{"_key":"ce6942cb55f8","_type":"span","marks":[],"text":"Step 1: Connect Snowflake"}],"markDefs":[],"style":"h3"},{"_key":"d6d7de530202","_type":"block","children":[{"_key":"df248291ce140","_type":"span","marks":[],"text":"We want to hone in on organizations that are active in our product, so our first step is connecting our product usage data to Common Room. 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growth."}],"markDefs":[],"style":"normal"},{"_key":"d2901f4c6867","_type":"block","children":[{"_key":"75af787a5eb70","_type":"span","marks":[],"text":"One challenge is the influx of inbound users who sign up using a personal email."}],"markDefs":[],"style":"normal"},{"_key":"e85f8aada553","_type":"block","children":[{"_key":"df79434a5b720","_type":"span","marks":[],"text":"Gmail often makes up the bulk of the volume here, but other free email providers like iCloud, Outlook, Yahoo, and even AOL show up."}],"markDefs":[],"style":"normal"},{"_key":"467cee5c036d","_type":"block","children":[{"_key":"c394ddde9b990","_type":"span","marks":[],"text":"And even though it’s sometimes possible to find the person behind the ISP email address, it’s a painstaking process (e.g., search the person's name if it’s in the email handle + LinkedIn and manually input details from any 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fast","_rawExcerpt":[{"_key":"3d69d864241c","_type":"block","children":[{"_key":"b0f9537b2ff5","_type":"span","marks":[],"text":"See how Common Room's Outreach integration and AI writing assistant help you deliver tailored outbound at speed."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":5,"slug":{"current":"outreach-sequence-steps-ai-outbound-messaging"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[{"_key":"0e3b58573dd6","author":{"image":{"crop":null,"hotspot":null,"asset":{"_id":"image-f8d7c5860c6df98eda2e79755b862573a034b731-800x800-png"}},"name":"Connor Baldwin","title":"Product Manager"}},{"_key":"7b39a0f1aae7","author":{"image":{"crop":null,"hotspot":null,"asset":{"_id":"image-305015f2cbc11086863074998f0fd066db10f132-333x333-png"}},"name":"Joshua Glagola","title":"Product 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From sequence to send, Common Room lets you edit and iterate minus the context switching."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"ff7c73af17ad","_type":"block","children":[{"_key":"c0e46673da1a","_type":"span","marks":["strong"],"text":"Eliminate workflow whiplash:"},{"_key":"f45b33e2fdc6","_type":"span","marks":[],"text":" Edit outbound sequences in Outreach directly from Common Room. Reps can stay in their flow state instead of switching screens."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"052fc98ddec1","_type":"block","children":[{"_key":"2c312a59fbab","_type":"span","marks":["strong"],"text":"Fine-tune without frustration:"},{"_key":"38c0ec1b1043","_type":"span","marks":[],"text":" Revise AI-generated outbound on the fly with a sales-friendly AI writing assistant. 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Not to mention rewriting AI messaging from scratch."}],"markDefs":[],"style":"normal"},{"_key":"1105a4070598","_type":"block","children":[{"_key":"35b25f787c49","_type":"span","marks":[],"text":"Common Room is here to help."}],"markDefs":[],"style":"normal"},{"_key":"9738badef596","_type":"block","children":[{"_key":"8e0d33130f0d","_type":"span","marks":[],"text":"Our customer intelligence platform is the AI brain behind many of today’s fastest-growing pipegen engines, enabling GTM orgs to capture, orchestrate, and activate every relevant data point and signal at speed and at scale."}],"markDefs":[],"style":"normal"},{"_key":"779d9e90f800","_type":"block","children":[{"_key":"76248196659d","_type":"span","marks":[],"text":"And now we’re giving our brain’s arms and legs an upgrade, allowing Common Room customers to:"}],"markDefs":[],"style":"normal"},{"_key":"dffdec74f00f","_type":"block","children":[{"_key":"8fbcdb996408","_type":"span","marks":[],"text":"Edit outbound sequences in "},{"_key":"659c15ad7566","_type":"span","marks":["f666243b82aa"],"text":"Outreach"},{"_key":"fd6271e4e5a4","_type":"span","marks":[],"text":" directly from Common Room—the only platform that currently offers this capability natively—to eliminate unnecessary tab hopping."}],"level":1,"listItem":"bullet","markDefs":[{"_key":"f666243b82aa","_type":"link","href":"https://www.outreach.io/"}],"style":"normal"},{"_key":"e1c04ce2a0d8","_type":"block","children":[{"_key":"7eddbeb65d91","_type":"span","marks":[],"text":"Revise AI-generated outbound on the fly with a sales-friendly AI writing assistant to quickly iterate on messaging for maximum impact."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"05e66b162f63","_type":"block","children":[{"_key":"45154fdb4562","_type":"span","marks":[],"text":"“Sales reps can now edit sequences within Outreach’s AI Revenue Workflow Platform directly from Common Room, allowing them to customize each engagement touchpoint based on the deep buyer insights captured in Common Room’s Customer Intelligence Platform. 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We can even tell RoomieAI to assume a certain persona or give it examples of messaging to emulate."}],"markDefs":[],"style":"normal"},{"_key":"072f8886b297","_type":"block","children":[{"_key":"74d37483dc1b0","_type":"span","marks":[],"text":"The goal is to provide RoomieAI with all the details it needs—including any explicit dos and don’ts."}],"markDefs":[],"style":"normal"},{"_key":"d429fa751c1c","_type":"block","children":[{"_key":"f592363d8d320","_type":"span","marks":[],"text":"Beyond instructions for message structure and tone and style, we want to tell RoomieAI which signals and fit criteria to pull from when generating a message."}],"markDefs":[],"style":"normal"},{"_key":"4eeef8ad859b","_type":"block","children":[{"_key":"347ebce89a350","_type":"span","marks":[],"text":"We’d simply click on "},{"_key":"347ebce89a351","_type":"span","marks":["strong"],"text":"Variables"},{"_key":"347ebce89a352","_type":"span","marks":[],"text":" near the top of the "},{"_key":"347ebce89a353","_type":"span","marks":["strong"],"text":"Prompt"},{"_key":"347ebce89a354","_type":"span","marks":[],"text":" text box to select which ones to include."}],"markDefs":[],"style":"normal"},{"_key":"d96fdae927b3","_type":"mainImage","asset":{"_ref":"image-ba68ad7bdbb6149be606d6cd0f77517b920ea59e-1646x1020-png","_type":"reference"},"caption":"Select Variables"},{"_key":"3170d25a6dbf","_type":"block","children":[{"_key":"b185c9886d2a0","_type":"span","marks":[],"text":"We can choose from contact-, account-, and activity-specific variables based on the data sources connected to Common Room, like website activity, product usage, and social interactions."}],"markDefs":[],"style":"normal"},{"_key":"2e938a2f31a2","_type":"block","children":[{"_key":"e593fca36bc90","_type":"span","marks":[],"text":"This also includes variables for "},{"_key":"e593fca36bc91","_type":"span","marks":["707602fc019e"],"text":"custom"},{"_key":"e593fca36bc92","_type":"span","marks":[],"text":" and "},{"_key":"e593fca36bc93","_type":"span","marks":["cba8990730e1"],"text":"calculated fields"},{"_key":"e593fca36bc94","_type":"span","marks":[],"text":" we’ve previously created in Common Room, such as location, role, industry, company size, and more."}],"markDefs":[{"_key":"707602fc019e","_type":"link","href":"https://www.commonroom.io/docs/set-preferences/fields/"},{"_key":"cba8990730e1","_type":"link","href":"https://www.commonroom.io/playbooks/identify-and-action-on-signal-heavy-accounts/"}],"style":"normal"},{"_key":"64195cf3330f","_type":"block","children":[{"_key":"888c84376f2b0","_type":"span","marks":[],"text":"And since these variables are dynamic, they’ll automatically be customized for every prospect we outbound using the signal data captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"98b1f325ce8e","_type":"block","children":[{"_key":"f06b97da3f0a0","_type":"span","marks":[],"text":"RoomieAI will use Common Room’s AI-powered identity resolution and waterfall enrichment engine—Person360™—to inform its output."}],"markDefs":[],"style":"normal"},{"_key":"661abf1a8440","_type":"infoBox","body":[{"_key":"c5a7898ce5d6","_type":"block","children":[{"_key":"ffa939150956","_type":"span","marks":[],"text":"Common Room’s out-of-the-box "},{"_key":"5439bb3de872","_type":"span","marks":["d51e54901860"],"text":"identity and enrichment engine"},{"_key":"6648fb7b0d0e","_type":"span","marks":[],"text":" uses machine learning models to automatically deanonymize contact and account activity, merge cross-channel signals into unified profiles, and fill in the blanks with rich contextual data."}],"markDefs":[{"_key":"d51e54901860","_type":"link","href":"https://www.commonroom.io/product/person-360/"}],"style":"normal"}],"header":"AI-powered identity resolution and waterfall enrichment","style":"info"},{"_key":"db50793eff6f","_type":"block","children":[{"_key":"a626a53bb28f0","_type":"span","marks":[],"text":"In this case, we want RoomieAI to base its messaging on job-change signals, as well as prospects’ previous and current organizations."}],"markDefs":[],"style":"normal"},{"_key":"2d0fe6022b55","_type":"mainImage","asset":{"_ref":"image-eba5653fbb6cef5d09696ca3f5abc43a4f6f9811-1628x650-png","_type":"reference"},"caption":"Configure variables"},{"_key":"f3746361fb3f","_type":"block","children":[{"_key":"4e8c7d1adfa80","_type":"span","marks":[],"text":"Finally we’d fill out the "},{"_key":"4e8c7d1adfa81","_type":"span","marks":["strong"],"text":"About your business"},{"_key":"4e8c7d1adfa82","_type":"span","marks":[],"text":" text box. This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. Integrations include popular CRMs and sales execution platforms like Salesforce, HubSpot, Outreach, Apollo, Salesloft, Gong Engage, and more."}],"markDefs":[{"_key":"9b25088fa1cb","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"}],"header":"Native integrations","style":"info"},{"_key":"84bbfa156b79","_type":"block","children":[{"_key":"4e614dff25ae0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"4e614dff25ae1","_type":"span","marks":["strong"],"text":"Add mapping"},{"_key":"4e614dff25ae2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"1c5edffc52b9","_type":"mainImage","asset":{"_ref":"image-5362dfb8ecfb05da745e36506df337b4ab544c72-314x119-png","_type":"reference"},"caption":"Select Add mapping"},{"_key":"3958276bcf34","_type":"block","children":[{"_key":"3df618d2362f0","_type":"span","marks":[],"text":"This will add a row of blank boxes to the mapping section below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message snippet"},{"_key":"b8430b29823d","_type":"block","children":[{"_key":"46e33d3cd44b0","_type":"span","marks":[],"text":"Step 3: Generate message snippet"}],"markDefs":[],"style":"h3"},{"_key":"6ac55a6acf4b","_type":"block","children":[{"_key":"8dc09ed22b900","_type":"span","marks":[],"text":"Time to put RoomieAI to the test."}],"markDefs":[],"style":"normal"},{"_key":"7c200874be96","_type":"block","children":[{"_key":"6379b1dff85f0","_type":"span","marks":[],"text":"We’d click "},{"_key":"6379b1dff85f1","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"6379b1dff85f2","_type":"span","marks":[],"text":" and go to any contact-level view in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"e9fcd025aec9","_type":"block","children":[{"_key":"0c9cfbaa22550","_type":"span","marks":[],"text":"We can generate message snippets directly from a contact’s Person360 profile."}],"markDefs":[],"style":"normal"},{"_key":"49d97c6d2723","_type":"mainImage","asset":{"_ref":"image-89963a49a28f6de1ddce4211e18be097de9bf05a-2750x1501-png","_type":"reference"},"caption":"View message snippet options"},{"_key":"22c2b56ed01d","_type":"block","children":[{"_key":"571b66087b1d0","_type":"span","marks":[],"text":"But let’s say we’ve already created a contact segment for economic buyers who match our criteria for ideal persona and changed jobs in the past six months."}],"markDefs":[],"style":"normal"},{"_key":"1b5a1c16e7bf","_type":"infoBox","body":[{"_key":"08be22703ebc","_type":"block","children":[{"_key":"525003b9795a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"3050097b2cb0","_type":"span","marks":["7fd5f4301cb5"],"text":"intelligent automations"},{"_key":"54b79903e046","_type":"span","marks":[],"text":" build auto-replenishing segments using your custom filtering criteria, automating play creation based on any combination of contact, account, and activity signals."}],"markDefs":[{"_key":"7fd5f4301cb5","_type":"link","href":"https://www.commonroom.io/product/automation/"}],"style":"normal"}],"header":"Playbook automation","style":"info"},{"_key":"2a14ac1eca1e","_type":"block","children":[{"_key":"9fbcee2479650","_type":"span","marks":[],"text":"We’d navigate to our segment, click the dropdown arrow next to a prospect’s name, and choose "},{"_key":"0266d90427f8","_type":"span","marks":["strong"],"text":"Add to Outreach sequence"},{"_key":"a38f9f231fb1","_type":"span","marks":[],"text":" from the task list options."}],"markDefs":[],"style":"normal"},{"_key":"de1898d7f946","_type":"mainImage","asset":{"_ref":"image-ef7c92ccfe5bc12c06627c5161ec57c74d46255e-1332x247-png","_type":"reference"},"caption":"Select Add to Outreach sequence"},{"_key":"f4ab4c739d6c","_type":"block","children":[{"_key":"9f0c7fb599fb0","_type":"span","marks":[],"text":"We’d select the sequence our template is mapped to and RoomieAI will instantly spin up a 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This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. Integrations include popular CRMs and sales execution platforms like Salesforce, HubSpot, Outreach, Apollo, Salesloft, Gong Engage, and more."}],"markDefs":[{"_key":"9b25088fa1cb","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"}],"header":"Native integrations","style":"info"},{"_key":"84bbfa156b79","_type":"block","children":[{"_key":"4e614dff25ae0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"4e614dff25ae1","_type":"span","marks":["strong"],"text":"Add mapping"},{"_key":"4e614dff25ae2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"1c5edffc52b9","_type":"mainImage","asset":{"_ref":"image-5362dfb8ecfb05da745e36506df337b4ab544c72-314x119-png","_type":"reference"},"caption":"Select Add mapping"},{"_key":"3958276bcf34","_type":"block","children":[{"_key":"3df618d2362f0","_type":"span","marks":[],"text":"This will add a row of blank boxes to the mapping section below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message snippet"},{"_key":"b8430b29823d","_type":"block","children":[{"_key":"46e33d3cd44b0","_type":"span","marks":[],"text":"Step 3: Generate message snippet"}],"markDefs":[],"style":"h3"},{"_key":"6ac55a6acf4b","_type":"block","children":[{"_key":"8dc09ed22b900","_type":"span","marks":[],"text":"Time to put RoomieAI to the test."}],"markDefs":[],"style":"normal"},{"_key":"7c200874be96","_type":"block","children":[{"_key":"6379b1dff85f0","_type":"span","marks":[],"text":"We’d click "},{"_key":"6379b1dff85f1","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"6379b1dff85f2","_type":"span","marks":[],"text":" and go to any contact-level view in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"e9fcd025aec9","_type":"block","children":[{"_key":"0c9cfbaa22550","_type":"span","marks":[],"text":"We can generate message snippets directly from a contact’s Person360 profile."}],"markDefs":[],"style":"normal"},{"_key":"49d97c6d2723","_type":"mainImage","asset":{"_ref":"image-89963a49a28f6de1ddce4211e18be097de9bf05a-2750x1501-png","_type":"reference"},"caption":"View message snippet options"},{"_key":"22c2b56ed01d","_type":"block","children":[{"_key":"571b66087b1d0","_type":"span","marks":[],"text":"But let’s say we’ve already created a contact segment for economic buyers who match our criteria for ideal persona and changed jobs in the past six months."}],"markDefs":[],"style":"normal"},{"_key":"1b5a1c16e7bf","_type":"infoBox","body":[{"_key":"08be22703ebc","_type":"block","children":[{"_key":"525003b9795a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"3050097b2cb0","_type":"span","marks":["7fd5f4301cb5"],"text":"intelligent automations"},{"_key":"54b79903e046","_type":"span","marks":[],"text":" build auto-replenishing segments using your custom filtering criteria, automating play creation based on any combination of contact, account, and activity signals."}],"markDefs":[{"_key":"7fd5f4301cb5","_type":"link","href":"https://www.commonroom.io/product/automation/"}],"style":"normal"}],"header":"Playbook automation","style":"info"},{"_key":"2a14ac1eca1e","_type":"block","children":[{"_key":"9fbcee2479650","_type":"span","marks":[],"text":"We’d navigate to our segment, click the dropdown arrow next to a prospect’s name, and choose "},{"_key":"0266d90427f8","_type":"span","marks":["strong"],"text":"Add to Outreach sequence"},{"_key":"a38f9f231fb1","_type":"span","marks":[],"text":" from the task list options."}],"markDefs":[],"style":"normal"},{"_key":"de1898d7f946","_type":"mainImage","asset":{"_ref":"image-ef7c92ccfe5bc12c06627c5161ec57c74d46255e-1332x247-png","_type":"reference"},"caption":"Select Add to Outreach sequence"},{"_key":"f4ab4c739d6c","_type":"block","children":[{"_key":"9f0c7fb599fb0","_type":"span","marks":[],"text":"We’d select the sequence our template is mapped to and RoomieAI will instantly spin up a message snippet based on our prompt."}],"markDefs":[],"style":"normal"},{"_key":"2208ebfd791c","_type":"block","children":[{"_key":"77f4ae3a653b0","_type":"span","marks":[],"text":"We can review and edit the snippet as we see fit before adding the prospect to our sequence from within Common Room."}],"markDefs":[],"style":"normal"},{"_key":"fac172b5e795","_type":"mainImage","asset":{"_ref":"image-7af8d719644d6cbf9f29f3ce73d99494c15ff7e5-1144x688-png","_type":"reference"},"caption":"View message snippet"},{"_key":"c433f2e39c59","_type":"block","children":[{"_key":"6361ed5730120","_type":"span","marks":[],"text":"We can also select multiple prospects at once and add them all to the same sequence simultaneously."}],"markDefs":[],"style":"normal"},{"_key":"71741c92c056","_type":"block","children":[{"_key":"601b4ebbf0c80","_type":"span","marks":[],"text":"RoomieAI will update its message snippet for each person to make it as personalized and relevant as possible 🥳"}],"markDefs":[],"style":"normal"},{"_key":"6a76ad055988","_type":"anchor","label":"Step 4: Automate personalized outbound"},{"_key":"de0111cbcbd0","_type":"block","children":[{"_key":"3e5ce2d656410","_type":"span","marks":[],"text":"Step 4: Automate personalized outbound"}],"markDefs":[],"style":"h3"},{"_key":"a1e2c53d44bc","_type":"block","children":[{"_key":"e554e06f2f970","_type":"span","marks":[],"text":"Now that we’re confident in this play, we can put the whole process on autopilot 🛩️"}],"markDefs":[],"style":"normal"},{"_key":"5e469c1cb8a8","_type":"block","children":[{"_key":"7c43b3c18ed40","_type":"span","marks":[],"text":"We’d go to "},{"_key":"7c43b3c18ed41","_type":"span","marks":["strong"],"text":"Workflows"},{"_key":"7c43b3c18ed42","_type":"span","marks":[],"text":" in the left sidebar, click "},{"_key":"7c43b3c18ed43","_type":"span","marks":["strong"],"text":"New workflow"},{"_key":"7c43b3c18ed44","_type":"span","marks":[],"text":", and select 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We can even tell RoomieAI to assume a certain persona or give it examples of messaging to emulate."}],"markDefs":[],"style":"normal"},{"_key":"072f8886b297","_type":"block","children":[{"_key":"74d37483dc1b0","_type":"span","marks":[],"text":"The goal is to provide RoomieAI with all the details it needs—including any explicit dos and don’ts."}],"markDefs":[],"style":"normal"},{"_key":"d429fa751c1c","_type":"block","children":[{"_key":"f592363d8d320","_type":"span","marks":[],"text":"Beyond instructions for message structure and tone and style, we want to tell RoomieAI which signals and fit criteria to pull from when generating a message."}],"markDefs":[],"style":"normal"},{"_key":"4eeef8ad859b","_type":"block","children":[{"_key":"347ebce89a350","_type":"span","marks":[],"text":"We’d simply click on "},{"_key":"347ebce89a351","_type":"span","marks":["strong"],"text":"Variables"},{"_key":"347ebce89a352","_type":"span","marks":[],"text":" near the top of the "},{"_key":"347ebce89a353","_type":"span","marks":["strong"],"text":"Prompt"},{"_key":"347ebce89a354","_type":"span","marks":[],"text":" text box to select which ones to include."}],"markDefs":[],"style":"normal"},{"_key":"d96fdae927b3","_type":"mainImage","asset":{"_ref":"image-ba68ad7bdbb6149be606d6cd0f77517b920ea59e-1646x1020-png","_type":"reference"},"caption":"Select Variables"},{"_key":"3170d25a6dbf","_type":"block","children":[{"_key":"b185c9886d2a0","_type":"span","marks":[],"text":"We can choose from contact-, account-, and activity-specific variables based on the data sources connected to Common Room, like website activity, product usage, and social interactions."}],"markDefs":[],"style":"normal"},{"_key":"2e938a2f31a2","_type":"block","children":[{"_key":"e593fca36bc90","_type":"span","marks":[],"text":"This also includes variables for "},{"_key":"e593fca36bc91","_type":"span","marks":["707602fc019e"],"text":"custom"},{"_key":"e593fca36bc92","_type":"span","marks":[],"text":" and "},{"_key":"e593fca36bc93","_type":"span","marks":["cba8990730e1"],"text":"calculated fields"},{"_key":"e593fca36bc94","_type":"span","marks":[],"text":" we’ve previously created in Common Room, such as location, role, industry, company size, and more."}],"markDefs":[{"_key":"707602fc019e","_type":"link","href":"https://www.commonroom.io/docs/set-preferences/fields/"},{"_key":"cba8990730e1","_type":"link","href":"https://www.commonroom.io/playbooks/identify-and-action-on-signal-heavy-accounts/"}],"style":"normal"},{"_key":"64195cf3330f","_type":"block","children":[{"_key":"888c84376f2b0","_type":"span","marks":[],"text":"And since these variables are dynamic, they’ll automatically be customized for every prospect we outbound using the signal data captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"98b1f325ce8e","_type":"block","children":[{"_key":"f06b97da3f0a0","_type":"span","marks":[],"text":"RoomieAI will use Common Room’s AI-powered identity resolution and waterfall enrichment engine—Person360™—to inform its output."}],"markDefs":[],"style":"normal"},{"_key":"661abf1a8440","_type":"infoBox","body":[{"_key":"c5a7898ce5d6","_type":"block","children":[{"_key":"ffa939150956","_type":"span","marks":[],"text":"Common Room’s out-of-the-box "},{"_key":"5439bb3de872","_type":"span","marks":["d51e54901860"],"text":"identity and enrichment engine"},{"_key":"6648fb7b0d0e","_type":"span","marks":[],"text":" uses machine learning models to automatically deanonymize contact and account activity, merge cross-channel signals into unified profiles, and fill in the blanks with rich contextual data."}],"markDefs":[{"_key":"d51e54901860","_type":"link","href":"https://www.commonroom.io/product/person-360/"}],"style":"normal"}],"header":"AI-powered identity resolution and waterfall enrichment","style":"info"},{"_key":"db50793eff6f","_type":"block","children":[{"_key":"a626a53bb28f0","_type":"span","marks":[],"text":"In this case, we want RoomieAI to base its messaging on job-change signals, as well as prospects’ previous and current organizations."}],"markDefs":[],"style":"normal"},{"_key":"2d0fe6022b55","_type":"mainImage","asset":{"_ref":"image-eba5653fbb6cef5d09696ca3f5abc43a4f6f9811-1628x650-png","_type":"reference"},"caption":"Configure variables"},{"_key":"f3746361fb3f","_type":"block","children":[{"_key":"4e8c7d1adfa80","_type":"span","marks":[],"text":"Finally we’d fill out the "},{"_key":"4e8c7d1adfa81","_type":"span","marks":["strong"],"text":"About your business"},{"_key":"4e8c7d1adfa82","_type":"span","marks":[],"text":" text box. This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. Integrations include popular CRMs and sales execution platforms like Salesforce, HubSpot, Outreach, Apollo, Salesloft, Gong Engage, and more."}],"markDefs":[{"_key":"9b25088fa1cb","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"}],"header":"Native integrations","style":"info"},{"_key":"84bbfa156b79","_type":"block","children":[{"_key":"4e614dff25ae0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"4e614dff25ae1","_type":"span","marks":["strong"],"text":"Add mapping"},{"_key":"4e614dff25ae2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"1c5edffc52b9","_type":"mainImage","asset":{"_ref":"image-5362dfb8ecfb05da745e36506df337b4ab544c72-314x119-png","_type":"reference"},"caption":"Select Add mapping"},{"_key":"3958276bcf34","_type":"block","children":[{"_key":"3df618d2362f0","_type":"span","marks":[],"text":"This will add a row of blank boxes to the mapping section below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message snippet"},{"_key":"b8430b29823d","_type":"block","children":[{"_key":"46e33d3cd44b0","_type":"span","marks":[],"text":"Step 3: Generate message snippet"}],"markDefs":[],"style":"h3"},{"_key":"6ac55a6acf4b","_type":"block","children":[{"_key":"8dc09ed22b900","_type":"span","marks":[],"text":"Time to put RoomieAI to the test."}],"markDefs":[],"style":"normal"},{"_key":"7c200874be96","_type":"block","children":[{"_key":"6379b1dff85f0","_type":"span","marks":[],"text":"We’d click "},{"_key":"6379b1dff85f1","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"6379b1dff85f2","_type":"span","marks":[],"text":" and go to any contact-level view in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"e9fcd025aec9","_type":"block","children":[{"_key":"0c9cfbaa22550","_type":"span","marks":[],"text":"We can generate message snippets directly from a contact’s Person360 profile."}],"markDefs":[],"style":"normal"},{"_key":"49d97c6d2723","_type":"mainImage","asset":{"_ref":"image-89963a49a28f6de1ddce4211e18be097de9bf05a-2750x1501-png","_type":"reference"},"caption":"View message snippet options"},{"_key":"22c2b56ed01d","_type":"block","children":[{"_key":"571b66087b1d0","_type":"span","marks":[],"text":"But let’s say we’ve already created a contact segment for economic buyers who match our criteria for ideal persona and changed jobs in the past six months."}],"markDefs":[],"style":"normal"},{"_key":"1b5a1c16e7bf","_type":"infoBox","body":[{"_key":"08be22703ebc","_type":"block","children":[{"_key":"525003b9795a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"3050097b2cb0","_type":"span","marks":["7fd5f4301cb5"],"text":"intelligent automations"},{"_key":"54b79903e046","_type":"span","marks":[],"text":" build auto-replenishing segments using your custom filtering criteria, automating play creation based on any combination of contact, account, and activity signals."}],"markDefs":[{"_key":"7fd5f4301cb5","_type":"link","href":"https://www.commonroom.io/product/automation/"}],"style":"normal"}],"header":"Playbook automation","style":"info"},{"_key":"2a14ac1eca1e","_type":"block","children":[{"_key":"9fbcee2479650","_type":"span","marks":[],"text":"We’d navigate to our segment, click the dropdown arrow next to a prospect’s name, and choose "},{"_key":"0266d90427f8","_type":"span","marks":["strong"],"text":"Add to Outreach sequence"},{"_key":"a38f9f231fb1","_type":"span","marks":[],"text":" from the task list options."}],"markDefs":[],"style":"normal"},{"_key":"de1898d7f946","_type":"mainImage","asset":{"_ref":"image-ef7c92ccfe5bc12c06627c5161ec57c74d46255e-1332x247-png","_type":"reference"},"caption":"Select Add to Outreach sequence"},{"_key":"f4ab4c739d6c","_type":"block","children":[{"_key":"9f0c7fb599fb0","_type":"span","marks":[],"text":"We’d select the sequence our template is mapped to and RoomieAI will instantly spin up a 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Once that’s done, data from Slack will start flowing into Common Room."}],"markDefs":[],"style":"normal"},{"_key":"d7906b127121","_type":"block","children":[{"_key":"e2a95a17d0a60","_type":"span","marks":[],"text":"We’ll then repeat this process with LinkedIn."}],"markDefs":[],"style":"normal"},{"_key":"0dde6cf8bd8d","_type":"block","children":[{"_key":"bcda2cddc12c0","_type":"span","marks":[],"text":"Okay, now that our digital channels are connected, let’s make sure we can surface our PQLs in our CRM."}],"markDefs":[],"style":"normal"},{"_key":"b8c0d1aba769","_type":"anchor","label":"Step 3: Connect Salesforce"},{"_key":"2051a58c4e25","_type":"block","children":[{"_key":"0311229dcb430","_type":"span","marks":[],"text":"Step 3: Connect Salesforce"}],"markDefs":[],"style":"h3"},{"_key":"21f961e3f70d","_type":"block","children":[{"_key":"7237aec246f10","_type":"span","marks":["adf447075a67"],"text":"Salesforce"},{"_key":"7237aec246f11","_type":"span","marks":[],"text":" is our source of truth, so we’ll choose it from the list of data sources."}],"markDefs":[{"_key":"adf447075a67","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/salesforce-crm"}],"style":"normal"},{"_key":"0c77b13562f6","_type":"mainImage","asset":{"_ref":"image-a5ab89ad102394e7ed1a186eb84269aa20748690-1422x792-png","_type":"reference"},"caption":"Select Salesforce"},{"_key":"cfdcfed499ca","_type":"block","children":[{"_key":"fd9ea48e77b90","_type":"span","marks":[],"text":"We’ll need to confirm that we’re an admin (otherwise, we can invite an admin to finish the integration setup). 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This makes it easy to view data recorded in your CRM within Common Room, as well as pass data from Common Room to your CRM."}],"markDefs":[{"_key":"99276b170aff","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/hubspot"}],"style":"callout"},{"_key":"1d94a0a07ede","_type":"block","children":[{"_key":"ce28356c27690","_type":"span","marks":[],"text":"Now that we know we can sync Common Room data with Salesforce, let’s get to finding our PQLs 💸"}],"markDefs":[],"style":"normal"},{"_key":"884ecf350a0a","_type":"anchor","label":"Step 4: Create product-qualified tag"},{"_key":"c1cd7b32f320","_type":"block","children":[{"_key":"32c2cc467f8d0","_type":"span","marks":[],"text":"Step 4: Create product-qualified tag"}],"markDefs":[],"style":"h3"},{"_key":"767bd7762e00","_type":"block","children":[{"_key":"68c1ad5c400c0","_type":"span","marks":[],"text":"Click "},{"_key":"68c1ad5c400c1","_type":"span","marks":["strong"],"text":"Tags"},{"_key":"68c1ad5c400c2","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"68c1ad5c400c3","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"68c1ad5c400c4","_type":"span","marks":[],"text":" menu."}],"markDefs":[],"style":"normal"},{"_key":"d0acf3392866","_type":"mainImage","asset":{"_ref":"image-86637bf43477c512fd4b530f58408679d9400e64-3841x2161-png","_type":"reference"},"caption":"Select Tags"},{"_key":"a89160f481c7","_type":"block","children":[{"_key":"1fbed4b2a5040","_type":"span","marks":[],"text":"As you’ll see, the "},{"_key":"1fbed4b2a5041","_type":"span","marks":["strong"],"text":"Product qualified"},{"_key":"1fbed4b2a5042","_type":"span","marks":[],"text":" tag is one of many default tags in Common Room. 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This will bring up a dropdown menu where we can choose from a list of options or customize our own date range."}],"markDefs":[],"style":"normal"},{"_key":"f3b5f03745b0","_type":"block","children":[{"_key":"a1d257f4ce940","_type":"span","marks":[],"text":"We’ll select "},{"_key":"a1d257f4ce941","_type":"span","marks":["strong"],"text":"Last 28 days"},{"_key":"a1d257f4ce942","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"e0afdc3793b0","_type":"mainImage","asset":{"_ref":"image-3140c870d0deafed88198e35515c53adefd8f825-487x721-png","_type":"reference"},"caption":"Select Last 28 days"},{"_key":"4bf68b0611e5","_type":"block","children":[{"_key":"2924ee37ff510","_type":"span","marks":[],"text":"Next we’ll add another field filter. This time we’ll choose "},{"_key":"2924ee37ff511","_type":"span","marks":["strong"],"text":"# Design Files Created"},{"_key":"2924ee37ff512","_type":"span","marks":[],"text":" and put 5 in the "},{"_key":"2924ee37ff513","_type":"span","marks":["strong"],"text":"At least"},{"_key":"2924ee37ff514","_type":"span","marks":[],"text":" box."}],"markDefs":[],"style":"normal"},{"_key":"c6a23e17131e","_type":"mainImage","asset":{"_ref":"image-dd32d5b29061b71a8543221ec1bfa5c0109018e8-507x465-png","_type":"reference"},"caption":"Add criteria"},{"_key":"5be342300537","_type":"block","children":[{"_key":"7c85b8dd7b190","_type":"span","marks":[],"text":"Finally, we’ll add a field filter for "},{"_key":"7c85b8dd7b191","_type":"span","marks":["strong"],"text":"# Invites Sent"},{"_key":"7c85b8dd7b192","_type":"span","marks":[],"text":" and put 2 in the "},{"_key":"7c85b8dd7b193","_type":"span","marks":["strong"],"text":"At least"},{"_key":"7c85b8dd7b194","_type":"span","marks":[],"text":" box."}],"markDefs":[],"style":"normal"},{"_key":"23548375a062","_type":"mainImage","asset":{"_ref":"image-27bca8d201fc69d8a80bc3160468eff7c56cdc3d-501x461-png","_type":"reference"},"caption":"Add criteria"},{"_key":"a97936927eb5","_type":"block","children":[{"_key":"8654dbd28e710","_type":"span","marks":[],"text":"Hit "},{"_key":"8654dbd28e711","_type":"span","marks":["strong"],"text":"Save"},{"_key":"8654dbd28e712","_type":"span","marks":[],"text":" and you’re all set. Any individual who matches our criteria will be tagged as a product-qualified lead 🥂"}],"markDefs":[],"style":"normal"},{"_key":"cadf9b75b2b8","_type":"block","children":[{"_key":"b4e01ecd2fc80","_type":"span","marks":[],"text":"Let’s take a look at what we’ve found."}],"markDefs":[],"style":"normal"},{"_key":"725764b52fb3","_type":"anchor","label":"Step 5: Identify PQLs"},{"_key":"f2f8d057774b","_type":"block","children":[{"_key":"622ddb3faaf20","_type":"span","marks":[],"text":"Step 5: Identify PQLs"}],"markDefs":[],"style":"h3"},{"_key":"3294b858bb4e","_type":"block","children":[{"_key":"2ebf13ea19e80","_type":"span","marks":[],"text":"Click "},{"_key":"2ebf13ea19e81","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"2ebf13ea19e82","_type":"span","marks":[],"text":" to exit the "},{"_key":"2ebf13ea19e83","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"2ebf13ea19e84","_type":"span","marks":[],"text":" menu, then click "},{"_key":"2ebf13ea19e85","_type":"span","marks":["strong"],"text":"Members"},{"_key":"2ebf13ea19e86","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"92d29813e806","_type":"mainImage","asset":{"_ref":"image-465c487129184466948f52d96dcf18fcc831187b-3841x2161-png","_type":"reference"},"caption":"Select Members"},{"_key":"cfd82ce5cb14","_type":"block","children":[{"_key":"02358fca73660","_type":"span","marks":[],"text":"Select "},{"_key":"02358fca73661","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"02358fca73662","_type":"span","marks":[],"text":", then navigate to "},{"_key":"02358fca73663","_type":"span","marks":["strong"],"text":"Member tags"},{"_key":"02358fca73664","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"bf89fb9575fd","_type":"mainImage","asset":{"_ref":"image-902e9e59f3931da2a4a154d308588a9872e58494-2071x1321-png","_type":"reference"},"caption":"Select Member tags"},{"_key":"2a201116db2e","_type":"block","children":[{"_key":"c6acf2c290dd0","_type":"span","marks":[],"text":"This will open up a dropdown menu. Choose "},{"_key":"c6acf2c290dd1","_type":"span","marks":["strong"],"text":"Product qualified"},{"_key":"c6acf2c290dd2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"3e0b3a8f8513","_type":"mainImage","asset":{"_ref":"image-9e0ab735fef7706002ecfdbd20e0a7b8550b2734-517x915-png","_type":"reference"},"caption":"Select Product qualified"},{"_key":"05f02b655a00","_type":"block","children":[{"_key":"853a88a481190","_type":"span","marks":[],"text":"This will give us a view of every product user who matches our tag 👀"}],"markDefs":[],"style":"normal"},{"_key":"c230a65d7095","_type":"block","children":[{"_key":"afedaa1cab580","_type":"span","marks":[],"text":"We can drill down further from here if we want to. Let’s say we'd like to prioritize the biggest and best opportunities—people who work at large organizations that bring in a certain amount of revenue each year."}],"markDefs":[],"style":"normal"},{"_key":"da56eeb57a08","_type":"block","children":[{"_key":"4547023f3d890","_type":"span","marks":[],"text":"💡 Common Room’s "},{"_key":"4547023f3d891","_type":"span","marks":["2bfbd7ce5a5a"],"text":"filters"},{"_key":"4547023f3d892","_type":"span","marks":[],"text":" make it easy to narrow your scope by sifting through individuals and organizations based on specific attributes and actions, such as job title, tech stack, keywords, sentiment, and more."}],"markDefs":[{"_key":"2bfbd7ce5a5a","_type":"link","href":"https://docs.commonroom.io/using-common-room/organizations-page/filters-and-sorting"}],"style":"callout"},{"_key":"c37c69d35240","_type":"block","children":[{"_key":"9dff445d04140","_type":"span","marks":[],"text":"We’ll click "},{"_key":"9dff445d04141","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"9dff445d04142","_type":"span","marks":[],"text":" again and head over to "},{"_key":"9dff445d04143","_type":"span","marks":["strong"],"text":"Organization size"},{"_key":"9dff445d04144","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"594f94008170","_type":"mainImage","asset":{"_ref":"image-3c2ba2e03ff8f6135daabcad31d6ddea30003988-2491x1319-png","_type":"reference"},"caption":"Select Organization size"},{"_key":"29d16f2524f4","_type":"block","children":[{"_key":"e0352eeef1e80","_type":"span","marks":[],"text":"After we select this filter, we’ll add 1,000 to the "},{"_key":"e0352eeef1e81","_type":"span","marks":["strong"],"text":"At least"},{"_key":"e0352eeef1e82","_type":"span","marks":[],"text":" box."}],"markDefs":[],"style":"normal"},{"_key":"b24d6177d9eb","_type":"mainImage","asset":{"_ref":"image-e6df7dcc456009ec9b9cc4c8344f9f61a0803ad4-481x1037-png","_type":"reference"},"caption":"Add criteria"},{"_key":"ffaa31b1b804","_type":"block","children":[{"_key":"202f3964c7790","_type":"span","marks":[],"text":"Next we’ll add a filter for "},{"_key":"202f3964c7791","_type":"span","marks":["strong"],"text":"Annual revenue"},{"_key":"202f3964c7792","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"82250151cc86","_type":"mainImage","asset":{"_ref":"image-c200c230ff8bd24a9a21ded43ee96e7dfa827194-2499x1309-png","_type":"reference"},"caption":"Select Annual revenue"},{"_key":"a9a74934f9a3","_type":"block","children":[{"_key":"3e68f38ac45f0","_type":"span","marks":[],"text":"Then we’ll add $10M to the "},{"_key":"3e68f38ac45f1","_type":"span","marks":["strong"],"text":"At least"},{"_key":"3e68f38ac45f2","_type":"span","marks":[],"text":" box."}],"markDefs":[],"style":"normal"},{"_key":"403111d45765","_type":"mainImage","asset":{"_ref":"image-f43a0853cffa9026b14bb307639155cc4551248c-475x967-png","_type":"reference"},"caption":"Add criteria"},{"_key":"158a2b3a7abb","_type":"block","children":[{"_key":"aef3685628150","_type":"span","marks":[],"text":"Now we have a view of all product-qualified leads that work at organizations with at least 1,000 employees and generate $10 million or more in annual revenue."}],"markDefs":[],"style":"normal"},{"_key":"b0d10000b621","_type":"block","children":[{"_key":"b717817ddfc00","_type":"span","marks":[],"text":"Let’s make sure we’re always kept up to date on our leads."}],"markDefs":[],"style":"normal"},{"_key":"dab0931e8b2a","_type":"anchor","label":"Step 6: Create real-time alerts"},{"_key":"f82ef43d0624","_type":"block","children":[{"_key":"52fcb476f7950","_type":"span","marks":[],"text":"Step 6: Create real-time alerts"}],"markDefs":[],"style":"h3"},{"_key":"e9c537e7a7c5","_type":"block","children":[{"_key":"68e281c5d6560","_type":"span","marks":[],"text":"Navigate to "},{"_key":"68e281c5d6561","_type":"span","marks":["strong"],"text":"Team alerts"},{"_key":"68e281c5d6562","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"1a39d6bfb756","_type":"mainImage","asset":{"_ref":"image-cf7c9bbb9515fd059e4752bdce900901cb933bc0-3841x2161-png","_type":"reference"},"caption":"Select Team alerts"},{"_key":"84391d46d684","_type":"block","children":[{"_key":"9f30cab2b9110","_type":"span","marks":[],"text":"We’ll click "},{"_key":"9f30cab2b9111","_type":"span","marks":["strong"],"text":"Create team alert"},{"_key":"9f30cab2b9112","_type":"span","marks":[],"text":" to set up what will trigger our alert and where it will be sent."}],"markDefs":[],"style":"normal"},{"_key":"aa0881c67549","_type":"mainImage","asset":{"_ref":"image-14f7c072ce466f674a621790fd1fadc6396e9d91-2303x881-png","_type":"reference"},"caption":"Select Create team alert"},{"_key":"612f467fcb5c","_type":"block","children":[{"_key":"8102dec00a7b0","_type":"span","marks":[],"text":"We want to get notified any time a user becomes a PQL 📟"}],"markDefs":[],"style":"normal"},{"_key":"39dec4f01f22","_type":"block","children":[{"_key":"6c738b3193580","_type":"span","marks":[],"text":"First we’ll select "},{"_key":"6c738b3193581","_type":"span","marks":["strong"],"text":"New member"},{"_key":"6c738b3193582","_type":"span","marks":[],"text":" under the trigger section."}],"markDefs":[],"style":"normal"},{"_key":"687f16ff88a6","_type":"mainImage","asset":{"_ref":"image-34385c5aef6459a69de0861b6e2a9edeb2f80865-733x935-png","_type":"reference"},"caption":"Select New member"},{"_key":"86d2497a1e94","_type":"block","children":[{"_key":"b66e9ee976ef0","_type":"span","marks":[],"text":"Then we’ll click "},{"_key":"b66e9ee976ef1","_type":"span","marks":["strong"],"text":"Add member filter"},{"_key":"b66e9ee976ef2","_type":"span","marks":[],"text":" under the filters section and choose "},{"_key":"b66e9ee976ef3","_type":"span","marks":["strong"],"text":"Member tags"},{"_key":"b66e9ee976ef4","_type":"span","marks":[],"text":". Select "},{"_key":"b66e9ee976ef5","_type":"span","marks":["strong"],"text":"Product qualified"},{"_key":"b66e9ee976ef6","_type":"span","marks":[],"text":" from the dropdown list."}],"markDefs":[],"style":"normal"},{"_key":"8327d5e0bde2","_type":"mainImage","asset":{"_ref":"image-9cdbfb69a55af6ca99a01324d4f33ad22b1bf244-477x255-png","_type":"reference"},"caption":"Select Product qualified"},{"_key":"47485ea4834e","_type":"block","children":[{"_key":"3b534aa460770","_type":"span","marks":[],"text":"Finally, let’s make sure we get alerted where we work. We’ll choose an internal Slack channel under the Action section."}],"markDefs":[],"style":"normal"},{"_key":"e5d1493771c8","_type":"mainImage","asset":{"_ref":"image-725e8c21fc2b3323b9fbdeb59890ad00ce51b494-715x623-png","_type":"reference"},"caption":"Select Slack channel"},{"_key":"50ab33b4259f","_type":"block","children":[{"_key":"6cbdb14f2b920","_type":"span","marks":[],"text":"Click "},{"_key":"6cbdb14f2b921","_type":"span","marks":["strong"],"text":"Create alert"},{"_key":"6cbdb14f2b922","_type":"span","marks":[],"text":" and now we’ll be the first to know about new PQLs."}],"markDefs":[],"style":"normal"},{"_key":"82f00ea0ca8e","_type":"block","children":[{"_key":"f07be49080450","_type":"span","marks":[],"text":"But we don’t just want to know about product-qualified leads—we want to follow up with them. 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Choose "},{"_key":"f6ad75cd007e5","_type":"span","marks":["strong"],"text":"Member tags"},{"_key":"f6ad75cd007e6","_type":"span","marks":[],"text":" and select "},{"_key":"f6ad75cd007e7","_type":"span","marks":["strong"],"text":"Product qualified "},{"_key":"f6ad75cd007e8","_type":"span","marks":[],"text":"from the dropdown list."}],"markDefs":[],"style":"normal"},{"_key":"6b18eaba2f56","_type":"mainImage","asset":{"_ref":"image-646eb84c8d3aea21282bc58cdf1ebb1e708f65c4-531x431-png","_type":"reference"},"caption":"Select Product qualified"},{"_key":"2e441d74075b","_type":"block","children":[{"_key":"3329f63d44a00","_type":"span","marks":[],"text":"Segments are reactive. Any time a person matches our criteria, they’ll automatically be added to our segment. Likewise, any time a person stops matching our criteria, they’ll be removed. 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Or at least it used to be."}],"markDefs":[],"style":"normal"},{"_key":"65dbfdbdd8f0","_type":"block","children":[{"_key":"54924da328200","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to spot which accounts are active in your product, drill down into individual users, and transform product usage into sales gold."}],"markDefs":[],"style":"normal"},{"_key":"254fa6b119c2","_type":"block","children":[{"_key":"feab0c1a35070","_type":"span","marks":[],"text":"Let’s get going 🏁"}],"markDefs":[],"style":"normal"},{"_key":"581933543259","_type":"block","children":[{"_key":"371686e182550","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"471261136dbc","_type":"block","children":[{"_key":"63af520c0fde0","_type":"span","marks":[],"text":"Common Room (this is how we’ll identify and monitor product usage—"},{"_key":"63af520c0fde1","_type":"span","marks":["d911b3225f51"],"text":"sign up for free"},{"_key":"63af520c0fde2","_type":"span","marks":[],"text":" to follow along)"}],"markDefs":[{"_key":"d911b3225f51","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"94eee7279df3","_type":"block","children":[{"_key":"76b492486a9a0","_type":"span","marks":[],"text":"Access to product data (in this example we’ll use Snowflake)"}],"markDefs":[],"style":"callout"},{"_key":"4a4b9288b21f","_type":"block","children":[{"_key":"be34031691d80","_type":"span","marks":[],"text":"Access to digital channels (in this example we’ll use LinkedIn)"}],"markDefs":[],"style":"callout"},{"_key":"5b8496d3a752","_type":"anchor","label":"Step 1: Connect Snowflake"},{"_key":"2732759db0d6","_type":"block","children":[{"_key":"ce6942cb55f8","_type":"span","marks":[],"text":"Step 1: Connect Snowflake"}],"markDefs":[],"style":"h3"},{"_key":"d6d7de530202","_type":"block","children":[{"_key":"df248291ce140","_type":"span","marks":[],"text":"We want to hone in on organizations that are active in our product, so our first step is connecting our product usage data to Common Room. 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"},{"_key":"946885c689285","_type":"span","marks":["strong"],"text":"Workflows"},{"_key":"946885c689286","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"39fd6e164482","_type":"mainImage","asset":{"_ref":"image-cbeab4ee0232382a0bdad43535f430d59b5aa03e-3840x2161-png","_type":"reference"},"caption":"Select Workflows"},{"_key":"e57378a08d85","_type":"block","children":[{"_key":"2bf9304e42650","_type":"span","marks":[],"text":"This is where we’ll automate how our tag is assigned so we can easily track power accounts."}],"markDefs":[],"style":"normal"},{"_key":"c097cfb6b43a","_type":"block","children":[{"_key":"90f2e8aea3f50","_type":"span","marks":[],"text":"💡 "},{"_key":"90f2e8aea3f51","_type":"span","marks":["752f0da0c8fe"],"text":"Workflows"},{"_key":"90f2e8aea3f52","_type":"span","marks":[],"text":" in Common Room allow you to automate actions—such as assigning tags, sending messages, and more—based on customizable inputs so you can 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This makes it easy to engage buyers without switching tools."}],"markDefs":[{"_key":"602e777c0971","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/apollo"}],"style":"callout"},{"_key":"4d09d1281aa1","_type":"block","children":[{"_key":"01b1182824d20","_type":"span","marks":[],"text":"Okay, now let’s decide how people get added to our automated workflow 🤖"}],"markDefs":[],"style":"normal"},{"_key":"5b48ef7e853a","_type":"anchor","label":"Step 2: Add filters"},{"_key":"f2130da11918","_type":"block","children":[{"_key":"b83bc1f4a7ae0","_type":"span","marks":[],"text":"Step 2: Add filters"}],"markDefs":[],"style":"h3"},{"_key":"b8db716bc891","_type":"block","children":[{"_key":"ba55232b79ac0","_type":"span","marks":[],"text":"Common Room automatically pulls in and combines data from all our connected sources so we can slice and dice it as we please using filters."}],"markDefs":[],"style":"normal"},{"_key":"73104ef1cdf9","_type":"block","children":[{"_key":"4cc526e5fea40","_type":"span","marks":[],"text":"🔦 "},{"_key":"4cc526e5fea41","_type":"span","marks":["strong"],"text":"Product spotlight: Filters\n"},{"_key":"cd1b4b90c9a40","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"cd1b4b90c9a41","_type":"span","marks":["7a23d40419a0"],"text":"filters"},{"_key":"cd1b4b90c9a42","_type":"span","marks":[],"text":" feature allows you to highlight individuals and organizations based on any combination of factors. This makes it easy to surface specific people and companies based on firmographic details, cross-channel activities, product usage, and more."}],"markDefs":[{"_key":"7a23d40419a0","_type":"link","href":"https://docs.commonroom.io/get-started/core-concepts-home/filters"}],"style":"callout"},{"_key":"c9d197feaf94","_type":"block","children":[{"_key":"bc0161ac42640","_type":"span","marks":[],"text":"First we want to add a filter for people who are tagged as economic buyers. We’d find that under "},{"_key":"bc0161ac42641","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"bc0161ac42642","_type":"span","marks":[],"text":" in the "},{"_key":"bc0161ac42643","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"bc0161ac42644","_type":"span","marks":[],"text":" section."}],"markDefs":[],"style":"normal"},{"_key":"b84a70766ab9","_type":"mainImage","asset":{"_ref":"image-2cc2ff0778dd0a41e7aabb2a16430395c0bf2cf4-896x908-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"f15174c45003","_type":"block","children":[{"_key":"710528980e7b0","_type":"span","marks":[],"text":"🔦 "},{"_key":"710528980e7b1","_type":"span","marks":["strong"],"text":"Product spotlight: Tags\n"},{"_key":"8d44811e773a0","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"8d44811e773a1","_type":"span","marks":["0f0801f943dc"],"text":"tags"},{"_key":"8d44811e773a2","_type":"span","marks":[],"text":" feature allows you to automatically label individuals and organizations with specific tags based on customizable criteria. This makes it easy to quickly filter for economic buyers, ideal personas, product-qualified leads, and more."}],"markDefs":[{"_key":"0f0801f943dc","_type":"link","href":"https://docs.commonroom.io/set-preferences/tags"}],"style":"callout"},{"_key":"8a949cddd48f","_type":"block","children":[{"_key":"add44d382d280","_type":"span","marks":[],"text":"Next we’d apply filters to our Snowflake data to zero in on individuals who are admins of at least one workspace."}],"markDefs":[],"style":"normal"},{"_key":"627a68a07969","_type":"mainImage","asset":{"_ref":"image-689e1096394cbd7af1d28be3206c7d32d7fc9051-1342x866-png","_type":"reference"},"caption":"Select Admin of at least 1 workspace"},{"_key":"d604910cb716","_type":"block","children":[{"_key":"b41582958cd40","_type":"span","marks":[],"text":"Then we’d add a filter for "},{"_key":"b41582958cd41","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"b41582958cd42","_type":"span","marks":[],"text":" and pull from our product data to hone in on companies where the number of employees is higher than the number of paid seats."}],"markDefs":[],"style":"normal"},{"_key":"5a21a5880ada","_type":"mainImage","asset":{"_ref":"image-bf88f50b5db5719cc5b3a1a692df253a703dfaf8-1790x1002-png","_type":"reference"},"caption":"Select Employee count is greater than paid seats"},{"_key":"b44353a9bf5b","_type":"block","children":[{"_key":"c3199b2d21ff0","_type":"span","marks":[],"text":"Finally, we’d add another organization filter for companies where license utilization over the past 28 days is 100%."}],"markDefs":[],"style":"normal"},{"_key":"cfa07e061f7e","_type":"mainImage","asset":{"_ref":"image-b9364fc8f2663c097a5adc95d402b2a886097d1b-1072x568-png","_type":"reference"},"caption":"Select License utilization"},{"_key":"667993fc2c56","_type":"block","children":[{"_key":"33b0f6cdc5d50","_type":"span","marks":[],"text":"Voilà—now anyone who is an economic buyer and admin in our product—and who works at a company with more employees than paid seats that is using all of its licenses—will be added to this workflow 🧙"}],"markDefs":[],"style":"normal"},{"_key":"8e6371e6e8a9","_type":"block","children":[{"_key":"02713a42b0be0","_type":"span","marks":[],"text":"Now let’s decide what the workflow looks like."}],"markDefs":[],"style":"normal"},{"_key":"8e102b9effc1","_type":"anchor","label":"Step 3: Select sequence"},{"_key":"cabd65da0204","_type":"block","children":[{"_key":"b5e2190879580","_type":"span","marks":[],"text":"Step 3: Select sequence"}],"markDefs":[],"style":"h3"},{"_key":"583877e5e6f3","_type":"block","children":[{"_key":"304938494b620","_type":"span","marks":[],"text":"Let’s say we have an email sequence set up for just this kind of play."}],"markDefs":[],"style":"normal"},{"_key":"a2364967f879","_type":"block","children":[{"_key":"0e700337c8ee0","_type":"span","marks":[],"text":"It might look something like this:"}],"markDefs":[],"style":"normal"},{"_key":"94a84750f1be","_type":"block","children":[{"_key":"2a1ddd3355370","_type":"span","marks":[],"text":"✍️ "},{"_key":"2a1ddd3355371","_type":"span","marks":["strong"],"text":"Outbound template based on employee-to-paid seat ratio\n"},{"_key":"9d2e8044c44f0","_type":"span","marks":["em"],"text":"\nHi "},{"_key":"9d2e8044c44f1","_type":"span","marks":["strong","em"],"text":"[first name]"},{"_key":"9d2e8044c44f2","_type":"span","marks":["em"],"text":",\n\nChecking how your experience with "},{"_key":"9742cf0fb8651","_type":"span","marks":["strong","em"],"text":"[product name] "},{"_key":"9742cf0fb8652","_type":"span","marks":["em"],"text":"is going?\n\nLooks like all of your available licenses are being used. 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"},{"_key":"2ef42b692a34","_type":"span","marks":["572e81e08416"],"text":"Sign up for free"},{"_key":"f636f95ff2ae","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"572e81e08416","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"normal"}],"header":"Common Room","style":"success"},{"_key":"51a1626ff969","_type":"infoBox","body":[{"_key":"3240f4dd1eea","_type":"block","children":[{"_key":"e2bb0ba09c85","_type":"span","marks":[],"text":"We’ll use Outreach in this example. Check out our "},{"_key":"2d8d8ecffdde","_type":"span","marks":["fe2847342591"],"text":"integration docs"},{"_key":"b3bf6c13ff25","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Outreach to Common Room and explore other integration options."}],"markDefs":[{"_key":"fe2847342591","_type":"link","href":"https://www.commonroom.io/docs/signals/business-integrations/"}],"style":"normal"}],"header":"Sales execution platform","style":"success"},{"_key":"eeab854f45bc","_type":"anchor","label":"Step 1: Create message snippet template"},{"_key":"1bf95681c881","_type":"block","children":[{"_key":"ae19e07c2b860","_type":"span","marks":[],"text":"Step 1: Create message snippet template"}],"markDefs":[],"style":"h3"},{"_key":"fe3939b1fef8","_type":"block","children":[{"_key":"7ed39eda1cf10","_type":"span","marks":[],"text":"Let’s say we want to create unique, AI-generated message snippets we can insert into outbound sequences for different sales plays."}],"markDefs":[],"style":"normal"},{"_key":"32d3616256e7","_type":"block","children":[{"_key":"aa36d3642ccd0","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"aa36d3642ccd1","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"aa36d3642ccd2","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and click "},{"_key":"aa36d3642ccd3","_type":"span","marks":["strong"],"text":"RoomieAI™"},{"_key":"aa36d3642ccd4","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"462ffafadc1a","_type":"mainImage","asset":{"_ref":"image-207ee1e1e28568c9fdbcd34f4d656704d2bbdad9-3840x2160-png","_type":"reference"},"caption":"Select RoomieAI"},{"_key":"9820d50d888c","_type":"infoBox","body":[{"_key":"d224f5893df5","_type":"block","children":[{"_key":"94e7351652840","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"a09e7c8e271d","_type":"span","marks":["c0a83e80c7b7"],"text":"messaging agent"},{"_key":"c5a7584bd7ed","_type":"span","marks":[],"text":" automatically pushes signal data to a self-learning large language model to craft personalized, relevant messaging at scale. 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This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. 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below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message snippet"},{"_key":"b8430b29823d","_type":"block","children":[{"_key":"46e33d3cd44b0","_type":"span","marks":[],"text":"Step 3: Generate message snippet"}],"markDefs":[],"style":"h3"},{"_key":"6ac55a6acf4b","_type":"block","children":[{"_key":"8dc09ed22b900","_type":"span","marks":[],"text":"Time to put RoomieAI to the test."}],"markDefs":[],"style":"normal"},{"_key":"7c200874be96","_type":"block","children":[{"_key":"6379b1dff85f0","_type":"span","marks":[],"text":"We’d click "},{"_key":"6379b1dff85f1","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"6379b1dff85f2","_type":"span","marks":[],"text":" and go to any contact-level view in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"e9fcd025aec9","_type":"block","children":[{"_key":"0c9cfbaa22550","_type":"span","marks":[],"text":"We can generate message snippets directly from a contact’s Person360 profile."}],"markDefs":[],"style":"normal"},{"_key":"49d97c6d2723","_type":"mainImage","asset":{"_ref":"image-89963a49a28f6de1ddce4211e18be097de9bf05a-2750x1501-png","_type":"reference"},"caption":"View message snippet options"},{"_key":"22c2b56ed01d","_type":"block","children":[{"_key":"571b66087b1d0","_type":"span","marks":[],"text":"But let’s say we’ve already created a contact segment for economic buyers who match our criteria for ideal persona and changed jobs in the past six months."}],"markDefs":[],"style":"normal"},{"_key":"1b5a1c16e7bf","_type":"infoBox","body":[{"_key":"08be22703ebc","_type":"block","children":[{"_key":"525003b9795a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"3050097b2cb0","_type":"span","marks":["7fd5f4301cb5"],"text":"intelligent automations"},{"_key":"54b79903e046","_type":"span","marks":[],"text":" build auto-replenishing segments using your custom filtering criteria, automating play creation based on any combination of contact, account, 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This makes it easy to take action on buying signals fast."}],"markDefs":[{"_key":"670a3d63becd","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"dd605d93c39a","_type":"block","children":[{"_key":"65087ee1c0780","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"65087ee1c0781","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"65087ee1c0782","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and navigate to "},{"_key":"65087ee1c0783","_type":"span","marks":["strong"],"text":"Scores"},{"_key":"65087ee1c0784","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"4eb75ac80eeb","_type":"mainImage","asset":{"_ref":"image-647bf5df0c8f1dd14f5cfec62f9efc2db6642702-3840x2160-png","_type":"reference"},"caption":"Select Scores"},{"_key":"5ac9ddcad2bf","_type":"block","children":[{"_key":"45b7b371d0f00","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"45b7b371d0f01","_type":"span","marks":["strong"],"text":"Create new score"},{"_key":"45b7b371d0f02","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"ece4bda989ff","_type":"mainImage","asset":{"_ref":"image-cc563df6cc3d517648f6bcd558da2546db512a1d-408x164-png","_type":"reference"},"caption":"Select Create new score"},{"_key":"07629eeb3992","_type":"block","children":[{"_key":"2601b209705e0","_type":"span","marks":[],"text":"After we give our score a title and short description, we can drill down into buyer fit and behavior."}],"markDefs":[],"style":"normal"},{"_key":"ab04b2e279d3","_type":"mainImage","asset":{"_ref":"image-5ff532024f271815208c693fea7f3f235d2d7fd3-3840x2160-png","_type":"reference"},"caption":"View score configuration options"},{"_key":"fc50e2371099","_type":"block","children":[{"_key":"6ec8c86b8a360","_type":"span","marks":[],"text":"We’ll start with fit."}],"markDefs":[],"style":"normal"},{"_key":"d8f7e55543fc","_type":"block","children":[{"_key":"c01db3f8673e0","_type":"span","marks":[],"text":"We have no shortage of attributes we can add, but for this example we want to score fit based on the industry the person works in, how much revenue their organization brings in each year, and whether or not they’re an economic buyer."}],"markDefs":[],"style":"normal"},{"_key":"b6217a3cd79b","_type":"block","children":[{"_key":"7b842e70f4dc0","_type":"span","marks":[],"text":"We can easily add those criteria by clicking "},{"_key":"7b842e70f4dc1","_type":"span","marks":["strong"],"text":"Add rule"},{"_key":"7b842e70f4dc2","_type":"span","marks":[],"text":" and choosing from our filters."}],"markDefs":[],"style":"normal"},{"_key":"4ad7731e34ce","_type":"mainImage","asset":{"_ref":"image-b2bba636bae2cba9021467bd92bd93d6a4669632-2522x1322-png","_type":"reference"},"caption":"View filters"},{"_key":"837c861e1928","_type":"block","children":[{"_key":"411da69d240e0","_type":"span","marks":[],"text":"Each time we add a new criteria, we have the option of customizing its importance to the score (as well as specifying additional parameters). Maybe industry is more important to us than annual revenue, so we’d mark it as very important."}],"markDefs":[],"style":"normal"},{"_key":"e72cfcd19ded","_type":"mainImage","asset":{"_ref":"image-e65b10b1a7174f7656e2d512d0f04b7f82c07410-3840x2160-png","_type":"reference"},"caption":"Configure importance"},{"_key":"02e7696e8bfd","_type":"block","children":[{"_key":"f713dc0320260","_type":"span","marks":[],"text":"Okay, now let’s focus on behavior."}],"markDefs":[],"style":"normal"},{"_key":"d25c228e3f2d","_type":"block","children":[{"_key":"e55bbcc5aaf90","_type":"span","marks":[],"text":"Again, we can pull in signals related to actions across numerous digital channels: product, website, social, community, open-source—you name it. 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We’d just hit "},{"_key":"e495367b737f1","_type":"span","marks":["strong"],"text":"Edit weights"},{"_key":"e495367b737f2","_type":"span","marks":[],"text":" and determine how much weight each category carries."}],"markDefs":[],"style":"normal"},{"_key":"20340322da87","_type":"mainImage","asset":{"_ref":"image-7fe9220f457c6161c4c7a8427a564a735fd444e6-2488x636-png","_type":"reference"},"caption":"Select Edit weights"},{"_key":"94bb83ebc1da","_type":"block","children":[{"_key":"cf223924881d0","_type":"span","marks":[],"text":"Last but not least, we’ll click "},{"_key":"cf223924881d1","_type":"span","marks":["strong"],"text":"Edit ranges"},{"_key":"cf223924881d2","_type":"span","marks":[],"text":" at the top of the screen so we can determine which scores are not a fit, fair, good, or excellent."}],"markDefs":[],"style":"normal"},{"_key":"666be331054a","_type":"mainImage","asset":{"_ref":"image-e8c38da0fd6831a1cd0069404be94a72da81d4f7-2516x624-png","_type":"reference"},"caption":"Select Edit ranges"},{"_key":"0bad8e6073d0","_type":"block","children":[{"_key":"a6ee768bafa80","_type":"span","marks":[],"text":"Voilà—we now have a new lead scoring system in place that can be applied to every person tracked in our digital ecosystem 💯"}],"markDefs":[],"style":"normal"},{"_key":"a484f182d298","_type":"block","children":[{"_key":"5ed0e09c30830","_type":"span","marks":[],"text":"Let’s put it to good use."}],"markDefs":[],"style":"normal"},{"_key":"dbfae35f6b0f","_type":"anchor","label":"Step 2: View scores"},{"_key":"263dc0330f6c","_type":"block","children":[{"_key":"1f4c15b51cd60","_type":"span","marks":[],"text":"Step 2: View scores"}],"markDefs":[],"style":"h3"},{"_key":"fd47c4a6857d","_type":"block","children":[{"_key":"810cac9088b40","_type":"span","marks":[],"text":"Click "},{"_key":"810cac9088b41","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"810cac9088b42","_type":"span","marks":[],"text":" to leave the "},{"_key":"810cac9088b43","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"810cac9088b44","_type":"span","marks":[],"text":" menu and head to "},{"_key":"810cac9088b45","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"810cac9088b46","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"e5cf5e6d173b","_type":"block","children":[{"_key":"3f96bd38fc850","_type":"span","marks":[],"text":"After we add our score as a column in our contacts view (just hit "},{"_key":"3f96bd38fc851","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"3f96bd38fc852","_type":"span","marks":[],"text":" to add a new one and customize its placement), we can see the lead score for each person marked as a contact in Common Room (keep in mind we can also do this for organizations)."}],"markDefs":[],"style":"normal"},{"_key":"619c7f3e2ebf","_type":"mainImage","asset":{"_ref":"image-d4bc0979907081d060f9e4b6855ccf8b906cab64-2620x508-png","_type":"reference"},"caption":"View scores"},{"_key":"f2d247deb9cf","_type":"block","children":[{"_key":"dc0baef46acb0","_type":"span","marks":[],"text":"Even better, we can simply hover over a person’s score to see why they received that designation."}],"markDefs":[],"style":"normal"},{"_key":"7e39a8df9911","_type":"mainImage","asset":{"_ref":"image-8a9c9820338a66c959f3b7c23061899d2d53d963-1058x674-png","_type":"reference"},"caption":"View score factors"},{"_key":"88438b6512bb","_type":"block","children":[{"_key":"e6e8b57d435d0","_type":"span","marks":[],"text":"Once we find a likely candidate for outreach, we can click into their Person360™ profile to learn more about them."}],"markDefs":[],"style":"normal"},{"_key":"ccfee15e587e","_type":"mainImage","asset":{"_ref":"image-55d3d0eda34f939874d5aae3e482cbf6af6b64fd-2688x1088-png","_type":"reference"},"caption":"View profile"},{"_key":"209871bfa390","_type":"block","children":[{"_key":"f9f91bbfeaac0","_type":"span","marks":[],"text":"🔦 "},{"_key":"f9f91bbfeaac1","_type":"span","marks":["strong"],"text":"Product spotlight: Person360\n"},{"_key":"56c2996207120","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"56c2996207121","_type":"span","marks":["89c9119c3ce7"],"text":"Person360"},{"_key":"56c2996207122","_type":"span","marks":[],"text":" feature allows you to deanonymize, merge, and enrich signals from every channel connected to Common Room. 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This makes it easy to take action on buying signals fast."}],"markDefs":[{"_key":"670a3d63becd","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"dd605d93c39a","_type":"block","children":[{"_key":"65087ee1c0780","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"65087ee1c0781","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"65087ee1c0782","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and navigate to "},{"_key":"65087ee1c0783","_type":"span","marks":["strong"],"text":"Scores"},{"_key":"65087ee1c0784","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"4eb75ac80eeb","_type":"mainImage","asset":{"_ref":"image-647bf5df0c8f1dd14f5cfec62f9efc2db6642702-3840x2160-png","_type":"reference"},"caption":"Select Scores"},{"_key":"5ac9ddcad2bf","_type":"block","children":[{"_key":"45b7b371d0f00","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"45b7b371d0f01","_type":"span","marks":["strong"],"text":"Create new score"},{"_key":"45b7b371d0f02","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"ece4bda989ff","_type":"mainImage","asset":{"_ref":"image-cc563df6cc3d517648f6bcd558da2546db512a1d-408x164-png","_type":"reference"},"caption":"Select Create new score"},{"_key":"07629eeb3992","_type":"block","children":[{"_key":"2601b209705e0","_type":"span","marks":[],"text":"After we give our score a title and short description, we can drill down into buyer fit and behavior."}],"markDefs":[],"style":"normal"},{"_key":"ab04b2e279d3","_type":"mainImage","asset":{"_ref":"image-5ff532024f271815208c693fea7f3f235d2d7fd3-3840x2160-png","_type":"reference"},"caption":"View score configuration options"},{"_key":"fc50e2371099","_type":"block","children":[{"_key":"6ec8c86b8a360","_type":"span","marks":[],"text":"We’ll start with fit."}],"markDefs":[],"style":"normal"},{"_key":"d8f7e55543fc","_type":"block","children":[{"_key":"c01db3f8673e0","_type":"span","marks":[],"text":"We have no shortage of attributes we can add, but for this example we want to score fit based on the industry the person works in, how much revenue their organization brings in each year, and whether or not they’re an economic buyer."}],"markDefs":[],"style":"normal"},{"_key":"b6217a3cd79b","_type":"block","children":[{"_key":"7b842e70f4dc0","_type":"span","marks":[],"text":"We can easily add those criteria by clicking "},{"_key":"7b842e70f4dc1","_type":"span","marks":["strong"],"text":"Add rule"},{"_key":"7b842e70f4dc2","_type":"span","marks":[],"text":" and choosing from our filters."}],"markDefs":[],"style":"normal"},{"_key":"4ad7731e34ce","_type":"mainImage","asset":{"_ref":"image-b2bba636bae2cba9021467bd92bd93d6a4669632-2522x1322-png","_type":"reference"},"caption":"View filters"},{"_key":"837c861e1928","_type":"block","children":[{"_key":"411da69d240e0","_type":"span","marks":[],"text":"Each time we add a new criteria, we have the option of customizing its importance to the score (as well as specifying additional parameters). Maybe industry is more important to us than annual revenue, so we’d mark it as very important."}],"markDefs":[],"style":"normal"},{"_key":"e72cfcd19ded","_type":"mainImage","asset":{"_ref":"image-e65b10b1a7174f7656e2d512d0f04b7f82c07410-3840x2160-png","_type":"reference"},"caption":"Configure importance"},{"_key":"02e7696e8bfd","_type":"block","children":[{"_key":"f713dc0320260","_type":"span","marks":[],"text":"Okay, now let’s focus on behavior."}],"markDefs":[],"style":"normal"},{"_key":"d25c228e3f2d","_type":"block","children":[{"_key":"e55bbcc5aaf90","_type":"span","marks":[],"text":"Again, we can pull in signals related to actions across numerous digital channels: product, website, social, community, open-source—you name it. 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We’d just hit "},{"_key":"e495367b737f1","_type":"span","marks":["strong"],"text":"Edit weights"},{"_key":"e495367b737f2","_type":"span","marks":[],"text":" and determine how much weight each category carries."}],"markDefs":[],"style":"normal"},{"_key":"20340322da87","_type":"mainImage","asset":{"_ref":"image-7fe9220f457c6161c4c7a8427a564a735fd444e6-2488x636-png","_type":"reference"},"caption":"Select Edit weights"},{"_key":"94bb83ebc1da","_type":"block","children":[{"_key":"cf223924881d0","_type":"span","marks":[],"text":"Last but not least, we’ll click "},{"_key":"cf223924881d1","_type":"span","marks":["strong"],"text":"Edit ranges"},{"_key":"cf223924881d2","_type":"span","marks":[],"text":" at the top of the screen so we can determine which scores are not a fit, fair, good, or excellent."}],"markDefs":[],"style":"normal"},{"_key":"666be331054a","_type":"mainImage","asset":{"_ref":"image-e8c38da0fd6831a1cd0069404be94a72da81d4f7-2516x624-png","_type":"reference"},"caption":"Select Edit ranges"},{"_key":"0bad8e6073d0","_type":"block","children":[{"_key":"a6ee768bafa80","_type":"span","marks":[],"text":"Voilà—we now have a new lead scoring system in place that can be applied to every person tracked in our digital ecosystem 💯"}],"markDefs":[],"style":"normal"},{"_key":"a484f182d298","_type":"block","children":[{"_key":"5ed0e09c30830","_type":"span","marks":[],"text":"Let’s put it to good use."}],"markDefs":[],"style":"normal"},{"_key":"dbfae35f6b0f","_type":"anchor","label":"Step 2: View scores"},{"_key":"263dc0330f6c","_type":"block","children":[{"_key":"1f4c15b51cd60","_type":"span","marks":[],"text":"Step 2: View scores"}],"markDefs":[],"style":"h3"},{"_key":"fd47c4a6857d","_type":"block","children":[{"_key":"810cac9088b40","_type":"span","marks":[],"text":"Click "},{"_key":"810cac9088b41","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"810cac9088b42","_type":"span","marks":[],"text":" to leave the "},{"_key":"810cac9088b43","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"810cac9088b44","_type":"span","marks":[],"text":" menu and head to "},{"_key":"810cac9088b45","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"810cac9088b46","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"e5cf5e6d173b","_type":"block","children":[{"_key":"3f96bd38fc850","_type":"span","marks":[],"text":"After we add our score as a column in our contacts view (just hit "},{"_key":"3f96bd38fc851","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"3f96bd38fc852","_type":"span","marks":[],"text":" to add a new one and customize its placement), we can see the lead score for each person marked as a contact in Common Room (keep in mind we can also do this for organizations)."}],"markDefs":[],"style":"normal"},{"_key":"619c7f3e2ebf","_type":"mainImage","asset":{"_ref":"image-d4bc0979907081d060f9e4b6855ccf8b906cab64-2620x508-png","_type":"reference"},"caption":"View scores"},{"_key":"f2d247deb9cf","_type":"block","children":[{"_key":"dc0baef46acb0","_type":"span","marks":[],"text":"Even better, we can simply hover over a person’s score to see why they received that designation."}],"markDefs":[],"style":"normal"},{"_key":"7e39a8df9911","_type":"mainImage","asset":{"_ref":"image-8a9c9820338a66c959f3b7c23061899d2d53d963-1058x674-png","_type":"reference"},"caption":"View score factors"},{"_key":"88438b6512bb","_type":"block","children":[{"_key":"e6e8b57d435d0","_type":"span","marks":[],"text":"Once we find a likely candidate for outreach, we can click into their Person360™ profile to learn more about them."}],"markDefs":[],"style":"normal"},{"_key":"ccfee15e587e","_type":"mainImage","asset":{"_ref":"image-55d3d0eda34f939874d5aae3e482cbf6af6b64fd-2688x1088-png","_type":"reference"},"caption":"View profile"},{"_key":"209871bfa390","_type":"block","children":[{"_key":"f9f91bbfeaac0","_type":"span","marks":[],"text":"🔦 "},{"_key":"f9f91bbfeaac1","_type":"span","marks":["strong"],"text":"Product spotlight: Person360\n"},{"_key":"56c2996207120","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"56c2996207121","_type":"span","marks":["89c9119c3ce7"],"text":"Person360"},{"_key":"56c2996207122","_type":"span","marks":[],"text":" feature allows you to deanonymize, merge, and enrich signals from every channel connected to Common Room. 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This makes it easy to quickly surface, monitor, and engage specific people and companies at scale."}],"markDefs":[{"_key":"592972c96cec","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"callout"},{"_key":"7cbe2fb22eef","_type":"block","children":[{"_key":"d74a23d6cb8a0","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"d74a23d6cb8a1","_type":"span","marks":["strong"],"text":"New segment"},{"_key":"d74a23d6cb8a2","_type":"span","marks":[],"text":", create one for contacts, and decide who gets added to it."}],"markDefs":[],"style":"normal"},{"_key":"b236693e1865","_type":"mainImage","asset":{"_ref":"image-977e9fe41a4dafffa40212bd3408032d82452458-855x390-png","_type":"reference"},"caption":"Select Create new segment for contacts"},{"_key":"baa7caa02d8c","_type":"block","children":[{"_key":"397cab2a75670","_type":"span","marks":[],"text":"First we’d filter our segment to only display the leads we own."}],"markDefs":[],"style":"normal"},{"_key":"5897dc298a94","_type":"mainImage","asset":{"_ref":"image-9d46d09bd943028dc853cab692298d3c70b93938-2499x1408-png","_type":"reference"},"caption":"Select Lead Owner Name"},{"_key":"e992c4939277","_type":"block","children":[{"_key":"79affab9d8ad0","_type":"span","marks":[],"text":"Next we’d add our "},{"_key":"79affab9d8ad1","_type":"span","marks":["strong"],"text":"Job listings"},{"_key":"79affab9d8ad2","_type":"span","marks":[],"text":" filter. 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Simply click the "},{"_key":"ae3987cca1011","_type":"span","marks":["strong"],"text":"Preview"},{"_key":"ae3987cca1012","_type":"span","marks":[],"text":" button over their name and it will pull up a preview of their Person360™ profile, where we can see contact details, work history, recent cross-channel activities, and more 🔬"}],"markDefs":[],"style":"normal"},{"_key":"6fb1f9427511","_type":"mainImage","asset":{"_ref":"image-b472531eea21fcaffd89cd392f7a11405151befe-3841x2160-png","_type":"reference"},"caption":"View Person360 preview"},{"_key":"1e039b5772df","_type":"block","children":[{"_key":"6af33a587c830","_type":"span","marks":[],"text":"🔦 "},{"_key":"6779b41b71b3","_type":"span","marks":["strong"],"text":"Product spotlight: Person360\n"},{"_key":"a0e7406d495a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"a02a99842dde","_type":"span","marks":["8cc012c51a61"],"text":"Person360"},{"_key":"404a0286b36e2","_type":"span","marks":[],"text":" feature allows you to deanonymize, merge, and enrich signals from every channel connected to Common Room. 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"},{"_key":"5f63ec49f73f","_type":"span","marks":["cad378b9d513"],"text":"Sign up for free"},{"_key":"89e096497bfc","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"cad378b9d513","_type":"link","href":"https://www.commonroom.io/signup?website_attribution=playbooks%252Fturn-former-product-users-into-new-deals-won"}],"style":"normal"}],"header":"Common Room","style":"success"},{"_key":"a11aaf58ad7d","_type":"infoBox","body":[{"_key":"d9d2a98c7a13","_type":"block","children":[{"_key":"11c48bd07d32","_type":"span","marks":[],"text":"We’ll use Salesforce in this example. 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This makes it easy to quickly surface, monitor, and engage specific people and companies at scale."}],"markDefs":[{"_key":"13097763c55b","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"callout"},{"_key":"4efdbecb3a16","_type":"block","children":[{"_key":"9c0c96e550020","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"9c0c96e550021","_type":"span","marks":["strong"],"text":"New segment"},{"_key":"9c0c96e550022","_type":"span","marks":[],"text":", create one for contacts, and customize how people are added to it."}],"markDefs":[],"style":"normal"},{"_key":"4cc2178345c8","_type":"mainImage","asset":{"_ref":"image-977e9fe41a4dafffa40212bd3408032d82452458-855x390-png","_type":"reference"},"caption":"Select Create new segment for contacts"},{"_key":"f0315f3750b7","_type":"block","children":[{"_key":"38b4c9371bf40","_type":"span","marks":[],"text":"Let’s start by filtering our segment to only display the leads we own within Salesforce."}],"markDefs":[],"style":"normal"},{"_key":"3587fd319aea","_type":"mainImage","asset":{"_ref":"image-9d46d09bd943028dc853cab692298d3c70b93938-2499x1408-png","_type":"reference"},"caption":"Select Lead Owner Name"},{"_key":"f9f6f57c5b04","_type":"block","children":[{"_key":"df899604ca090","_type":"span","marks":[],"text":"Next we’ll add a "},{"_key":"df899604ca091","_type":"span","marks":["strong"],"text":"News & events"},{"_key":"df899604ca092","_type":"span","marks":[],"text":" filter. We can customize the filter based on date, category, and keyword."}],"markDefs":[],"style":"normal"},{"_key":"2ecdccc9d460","_type":"mainImage","asset":{"_ref":"image-d7f9280a0a317d3a18c881c3aa4cd18bb493043a-2487x1302-png","_type":"reference"},"caption":"Select News & events filter"},{"_key":"ea1817533db0","_type":"block","children":[{"_key":"5ff4894082ba0","_type":"span","marks":[],"text":"In this case, we want to surface people active across our digital ecosystem who work at organizations in the news because of a data breach 🔒"}],"markDefs":[],"style":"normal"},{"_key":"69cc5a89b89e","_type":"block","children":[{"_key":"d93fa64233fe0","_type":"span","marks":[],"text":"We can select "},{"_key":"d93fa64233fe1","_type":"span","marks":["strong"],"text":"News keyword search"},{"_key":"d93fa64233fe2","_type":"span","marks":[],"text":" within the filter and configure it to pull up news stories with the words “data breach” in them."}],"markDefs":[],"style":"normal"},{"_key":"e9813430b59a","_type":"mainImage","asset":{"_ref":"image-448c06eb67cfb1514c42b2760cb89fc92cc33813-2141x696-png","_type":"reference"},"caption":"Configure News & events filter"},{"_key":"8dfaaf6f0d34","_type":"block","children":[{"_key":"b5330b0d21910","_type":"span","marks":[],"text":"Common Room will search a database of more than 40 million companies globally that’s refreshed daily to find a match (if we have a specific company in mind, we can always upload accounts ourselves and use Common Room to enrich our list using this database)."}],"markDefs":[],"style":"normal"},{"_key":"f34342d94a42","_type":"block","children":[{"_key":"f6c6c4ee1b6a0","_type":"span","marks":[],"text":"Now any person who works at a target account associated with a “data breach” news story will automatically be added to this segment."}],"markDefs":[],"style":"normal"},{"_key":"765aac10f8e8","_type":"anchor","label":"Step 2: Filter segment"},{"_key":"c6ec0eda309f","_type":"block","children":[{"_key":"c9ff1b5da62d0","_type":"span","marks":[],"text":"Step 2: Filter segment"}],"markDefs":[],"style":"h3"},{"_key":"db20b8b25000","_type":"block","children":[{"_key":"da4f3b06e7c20","_type":"span","marks":[],"text":"We want to focus on budget holders, so we'll refine our list by adding a filter for individuals who are tagged as economic buyers."}],"markDefs":[],"style":"normal"},{"_key":"c9126a100544","_type":"mainImage","asset":{"_ref":"image-12591cbb13559d8215c1d55b0b5c5c0ca1ed4506-1559x608-png","_type":"reference"},"caption":"Select Economic buyers tag"},{"_key":"cf81b48c5c7a","_type":"block","children":[{"_key":"3198cbfa247e0","_type":"span","marks":[],"text":"Keep in mind, we can slice and dice our segment however we wish using other out-of-the-box tags or by creating our own tags based on any combination of behaviors and characteristics at the person and organization level."}],"markDefs":[],"style":"normal"},{"_key":"42083517c6ff","_type":"block","children":[{"_key":"c49b611cf2d40","_type":"span","marks":[],"text":"🔦 "},{"_key":"c49b611cf2d41","_type":"span","marks":["strong"],"text":"Product spotlight: Tags\n"},{"_key":"f304ec259e5b0","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"f304ec259e5b1","_type":"span","marks":["607fb59dbb74"],"text":"tags"},{"_key":"f304ec259e5b2","_type":"span","marks":[],"text":" feature allows you to automatically label individuals and organizations with specific tags based on customizable criteria. This makes it easy to quickly filter for ideal personas, ideal customer profiles, and more."}],"markDefs":[{"_key":"607fb59dbb74","_type":"link","href":"https://docs.commonroom.io/set-preferences/tags"}],"style":"callout"},{"_key":"ad7c130cc05f","_type":"block","children":[{"_key":"27440661953e0","_type":"span","marks":[],"text":"If no economic buyers at an organization are currently tracked in Common Room, we can always "},{"_key":"cf5161aee4af","_type":"span","marks":["843ca1d62a4e"],"text":"use the Prospector feature"},{"_key":"7a912c1cc1d9","_type":"span","marks":[],"text":" to find the right person and add them to our segment."}],"markDefs":[{"_key":"843ca1d62a4e","_type":"link","href":"https://www.commonroom.io/playbooks/instantly-uncover-new-prospects-at-target-accounts/"}],"style":"normal"},{"_key":"38e1d7251929","_type":"mainImage","asset":{"_ref":"image-4be79175d5612cb5109b022792b95fc7194f299e-3840x2160-png","_type":"reference"},"caption":"View Prospector"},{"_key":"0287d3bfbaab","_type":"block","children":[{"_key":"9e76cde6e0680","_type":"span","marks":[],"text":"🔦 "},{"_key":"9e76cde6e0681","_type":"span","marks":["strong"],"text":"Product spotlight: Prospector\n"},{"_key":"89c08512b16c0","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"89c08512b16c1","_type":"span","marks":["82d5f089ab6d"],"text":"Prospector"},{"_key":"89c08512b16c2","_type":"span","marks":[],"text":" feature allows you to search through a proprietary, constantly refreshed database of more than 200 million B2B contacts, surface employees at specific organizations, and add them as contacts—even if they’re not currently engaging with your organization on any connected channels or tracked in your CRM."}],"markDefs":[{"_key":"82d5f089ab6d","_type":"link","href":"https://docs.commonroom.io/get-started/signals/common-room-native-signals/prospector"}],"style":"callout"},{"_key":"2f29cff4fac5","_type":"block","children":[{"_key":"c43ae9241ae30","_type":"span","marks":[],"text":"Finally, we’ll configure our notifications to make sure we’re alerted in real time whenever a new person is added to this segment ⏰"}],"markDefs":[],"style":"normal"},{"_key":"cac2050a1a9e","_type":"mainImage","asset":{"_ref":"image-e31a73a20ae6e8dbd6cf7c681df404d36940c360-812x886-png","_type":"reference"},"caption":"Configure notifications"},{"_key":"591260e0513a","_type":"block","children":[{"_key":"ba1434c4a2580","_type":"span","marks":[],"text":"Okay, now that we have our list of contacts, let’s get to work."}],"markDefs":[],"style":"normal"},{"_key":"e1cc99f2c52a","_type":"anchor","label":"Step 3: Prospect with highly relevant messaging"},{"_key":"b37a7aa1dae4","_type":"block","children":[{"_key":"340ce746b7f60","_type":"span","marks":[],"text":"Step 3: Prospect with highly relevant messaging"}],"markDefs":[],"style":"h3"},{"_key":"1c103dee5b38","_type":"block","children":[{"_key":"34a282bd55f00","_type":"span","marks":[],"text":"We want to make sure our messaging is as personalized and relevant as possible (especially in a case like this, where the news may have a negative connotation)."}],"markDefs":[],"style":"normal"},{"_key":"57d906b0fd21","_type":"block","children":[{"_key":"24d73ca4f9c10","_type":"span","marks":[],"text":"We can click the "},{"_key":"24d73ca4f9c11","_type":"span","marks":["strong"],"text":"Preview"},{"_key":"24d73ca4f9c12","_type":"span","marks":[],"text":" button over the person’s organization to get a look at the news story in question 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This makes it easy to engage buyers without switching tools."}],"markDefs":[{"_key":"602e777c0971","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/apollo"}],"style":"callout"},{"_key":"4d09d1281aa1","_type":"block","children":[{"_key":"01b1182824d20","_type":"span","marks":[],"text":"Okay, now let’s decide how people get added to our automated workflow 🤖"}],"markDefs":[],"style":"normal"},{"_key":"5b48ef7e853a","_type":"anchor","label":"Step 2: Add filters"},{"_key":"f2130da11918","_type":"block","children":[{"_key":"b83bc1f4a7ae0","_type":"span","marks":[],"text":"Step 2: Add filters"}],"markDefs":[],"style":"h3"},{"_key":"b8db716bc891","_type":"block","children":[{"_key":"ba55232b79ac0","_type":"span","marks":[],"text":"Common Room automatically pulls in and combines data from all our connected sources so we can slice and dice it as we please using filters."}],"markDefs":[],"style":"normal"},{"_key":"73104ef1cdf9","_type":"block","children":[{"_key":"4cc526e5fea40","_type":"span","marks":[],"text":"🔦 "},{"_key":"4cc526e5fea41","_type":"span","marks":["strong"],"text":"Product spotlight: Filters\n"},{"_key":"cd1b4b90c9a40","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"cd1b4b90c9a41","_type":"span","marks":["7a23d40419a0"],"text":"filters"},{"_key":"cd1b4b90c9a42","_type":"span","marks":[],"text":" feature allows you to highlight individuals and organizations based on any combination of factors. This makes it easy to surface specific people and companies based on firmographic details, cross-channel activities, product usage, and more."}],"markDefs":[{"_key":"7a23d40419a0","_type":"link","href":"https://docs.commonroom.io/get-started/core-concepts-home/filters"}],"style":"callout"},{"_key":"c9d197feaf94","_type":"block","children":[{"_key":"bc0161ac42640","_type":"span","marks":[],"text":"First we want to add a filter for people who are tagged as economic buyers. We’d find that under "},{"_key":"bc0161ac42641","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"bc0161ac42642","_type":"span","marks":[],"text":" in the "},{"_key":"bc0161ac42643","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"bc0161ac42644","_type":"span","marks":[],"text":" section."}],"markDefs":[],"style":"normal"},{"_key":"b84a70766ab9","_type":"mainImage","asset":{"_ref":"image-2cc2ff0778dd0a41e7aabb2a16430395c0bf2cf4-896x908-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"f15174c45003","_type":"block","children":[{"_key":"710528980e7b0","_type":"span","marks":[],"text":"🔦 "},{"_key":"710528980e7b1","_type":"span","marks":["strong"],"text":"Product spotlight: Tags\n"},{"_key":"8d44811e773a0","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"8d44811e773a1","_type":"span","marks":["0f0801f943dc"],"text":"tags"},{"_key":"8d44811e773a2","_type":"span","marks":[],"text":" feature allows you to automatically label individuals and organizations with specific tags based on customizable criteria. This makes it easy to quickly filter for economic buyers, ideal personas, product-qualified leads, and more."}],"markDefs":[{"_key":"0f0801f943dc","_type":"link","href":"https://docs.commonroom.io/set-preferences/tags"}],"style":"callout"},{"_key":"8a949cddd48f","_type":"block","children":[{"_key":"add44d382d280","_type":"span","marks":[],"text":"Next we’d apply filters to our Snowflake data to zero in on individuals who are admins of at least one workspace."}],"markDefs":[],"style":"normal"},{"_key":"627a68a07969","_type":"mainImage","asset":{"_ref":"image-689e1096394cbd7af1d28be3206c7d32d7fc9051-1342x866-png","_type":"reference"},"caption":"Select Admin of at least 1 workspace"},{"_key":"d604910cb716","_type":"block","children":[{"_key":"b41582958cd40","_type":"span","marks":[],"text":"Then we’d add a filter for "},{"_key":"b41582958cd41","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"b41582958cd42","_type":"span","marks":[],"text":" and pull from our product data to hone in on companies where the number of employees is higher than the number of paid seats."}],"markDefs":[],"style":"normal"},{"_key":"5a21a5880ada","_type":"mainImage","asset":{"_ref":"image-bf88f50b5db5719cc5b3a1a692df253a703dfaf8-1790x1002-png","_type":"reference"},"caption":"Select Employee count is greater than paid seats"},{"_key":"b44353a9bf5b","_type":"block","children":[{"_key":"c3199b2d21ff0","_type":"span","marks":[],"text":"Finally, we’d add another organization filter for companies where license utilization over the past 28 days is 100%."}],"markDefs":[],"style":"normal"},{"_key":"cfa07e061f7e","_type":"mainImage","asset":{"_ref":"image-b9364fc8f2663c097a5adc95d402b2a886097d1b-1072x568-png","_type":"reference"},"caption":"Select License utilization"},{"_key":"667993fc2c56","_type":"block","children":[{"_key":"33b0f6cdc5d50","_type":"span","marks":[],"text":"Voilà—now anyone who is an economic buyer and admin in our product—and who works at a company with more employees than paid seats that is using all of its licenses—will be added to this workflow 🧙"}],"markDefs":[],"style":"normal"},{"_key":"8e6371e6e8a9","_type":"block","children":[{"_key":"02713a42b0be0","_type":"span","marks":[],"text":"Now let’s decide what the workflow looks like."}],"markDefs":[],"style":"normal"},{"_key":"8e102b9effc1","_type":"anchor","label":"Step 3: Select sequence"},{"_key":"cabd65da0204","_type":"block","children":[{"_key":"b5e2190879580","_type":"span","marks":[],"text":"Step 3: Select sequence"}],"markDefs":[],"style":"h3"},{"_key":"583877e5e6f3","_type":"block","children":[{"_key":"304938494b620","_type":"span","marks":[],"text":"Let’s say we have an email sequence set up for just this kind of play."}],"markDefs":[],"style":"normal"},{"_key":"a2364967f879","_type":"block","children":[{"_key":"0e700337c8ee0","_type":"span","marks":[],"text":"It might look something like this:"}],"markDefs":[],"style":"normal"},{"_key":"94a84750f1be","_type":"block","children":[{"_key":"2a1ddd3355370","_type":"span","marks":[],"text":"✍️ "},{"_key":"2a1ddd3355371","_type":"span","marks":["strong"],"text":"Outbound template based on employee-to-paid seat ratio\n"},{"_key":"9d2e8044c44f0","_type":"span","marks":["em"],"text":"\nHi "},{"_key":"9d2e8044c44f1","_type":"span","marks":["strong","em"],"text":"[first name]"},{"_key":"9d2e8044c44f2","_type":"span","marks":["em"],"text":",\n\nChecking how your experience with "},{"_key":"9742cf0fb8651","_type":"span","marks":["strong","em"],"text":"[product name] "},{"_key":"9742cf0fb8652","_type":"span","marks":["em"],"text":"is going?\n\nLooks like all of your available licenses are being used. 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Check out our "},{"_key":"2d8d8ecffdde","_type":"span","marks":["fe2847342591"],"text":"integration docs"},{"_key":"b3bf6c13ff25","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Outreach to Common Room and explore other integration options."}],"markDefs":[{"_key":"fe2847342591","_type":"link","href":"https://www.commonroom.io/docs/signals/business-integrations/"}],"style":"normal"}],"header":"Sales execution platform","style":"success"},{"_key":"eeab854f45bc","_type":"anchor","label":"Step 1: Create message snippet template"},{"_key":"1bf95681c881","_type":"block","children":[{"_key":"ae19e07c2b860","_type":"span","marks":[],"text":"Step 1: Create message snippet template"}],"markDefs":[],"style":"h3"},{"_key":"fe3939b1fef8","_type":"block","children":[{"_key":"7ed39eda1cf10","_type":"span","marks":[],"text":"Let’s say we want to create unique, AI-generated message snippets we can insert into outbound sequences for different sales plays."}],"markDefs":[],"style":"normal"},{"_key":"32d3616256e7","_type":"block","children":[{"_key":"aa36d3642ccd0","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"aa36d3642ccd1","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"aa36d3642ccd2","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and click "},{"_key":"aa36d3642ccd3","_type":"span","marks":["strong"],"text":"RoomieAI™"},{"_key":"aa36d3642ccd4","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"462ffafadc1a","_type":"mainImage","asset":{"_ref":"image-207ee1e1e28568c9fdbcd34f4d656704d2bbdad9-3840x2160-png","_type":"reference"},"caption":"Select RoomieAI"},{"_key":"9820d50d888c","_type":"infoBox","body":[{"_key":"d224f5893df5","_type":"block","children":[{"_key":"94e7351652840","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"a09e7c8e271d","_type":"span","marks":["c0a83e80c7b7"],"text":"messaging agent"},{"_key":"c5a7584bd7ed","_type":"span","marks":[],"text":" automatically pushes signal data to a self-learning large language model to craft personalized, relevant messaging at scale. 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We can even tell RoomieAI to assume a certain persona or give it examples of messaging to emulate."}],"markDefs":[],"style":"normal"},{"_key":"072f8886b297","_type":"block","children":[{"_key":"74d37483dc1b0","_type":"span","marks":[],"text":"The goal is to provide RoomieAI with all the details it needs—including any explicit dos and don’ts."}],"markDefs":[],"style":"normal"},{"_key":"d429fa751c1c","_type":"block","children":[{"_key":"f592363d8d320","_type":"span","marks":[],"text":"Beyond instructions for message structure and tone and style, we want to tell RoomieAI which signals and fit criteria to pull from when generating a message."}],"markDefs":[],"style":"normal"},{"_key":"4eeef8ad859b","_type":"block","children":[{"_key":"347ebce89a350","_type":"span","marks":[],"text":"We’d simply click on "},{"_key":"347ebce89a351","_type":"span","marks":["strong"],"text":"Variables"},{"_key":"347ebce89a352","_type":"span","marks":[],"text":" near the top of the "},{"_key":"347ebce89a353","_type":"span","marks":["strong"],"text":"Prompt"},{"_key":"347ebce89a354","_type":"span","marks":[],"text":" text box to select which ones to include."}],"markDefs":[],"style":"normal"},{"_key":"d96fdae927b3","_type":"mainImage","asset":{"_ref":"image-ba68ad7bdbb6149be606d6cd0f77517b920ea59e-1646x1020-png","_type":"reference"},"caption":"Select Variables"},{"_key":"3170d25a6dbf","_type":"block","children":[{"_key":"b185c9886d2a0","_type":"span","marks":[],"text":"We can choose from contact-, account-, and activity-specific variables based on the data sources connected to Common Room, like website activity, product usage, and social interactions."}],"markDefs":[],"style":"normal"},{"_key":"2e938a2f31a2","_type":"block","children":[{"_key":"e593fca36bc90","_type":"span","marks":[],"text":"This also includes variables for "},{"_key":"e593fca36bc91","_type":"span","marks":["707602fc019e"],"text":"custom"},{"_key":"e593fca36bc92","_type":"span","marks":[],"text":" and "},{"_key":"e593fca36bc93","_type":"span","marks":["cba8990730e1"],"text":"calculated fields"},{"_key":"e593fca36bc94","_type":"span","marks":[],"text":" we’ve previously created in Common Room, such as location, role, industry, company size, and more."}],"markDefs":[{"_key":"707602fc019e","_type":"link","href":"https://www.commonroom.io/docs/set-preferences/fields/"},{"_key":"cba8990730e1","_type":"link","href":"https://www.commonroom.io/playbooks/identify-and-action-on-signal-heavy-accounts/"}],"style":"normal"},{"_key":"64195cf3330f","_type":"block","children":[{"_key":"888c84376f2b0","_type":"span","marks":[],"text":"And since these variables are dynamic, they’ll automatically be customized for every prospect we outbound using the signal data captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"98b1f325ce8e","_type":"block","children":[{"_key":"f06b97da3f0a0","_type":"span","marks":[],"text":"RoomieAI will use Common Room’s AI-powered identity resolution and waterfall enrichment engine—Person360™—to inform its output."}],"markDefs":[],"style":"normal"},{"_key":"661abf1a8440","_type":"infoBox","body":[{"_key":"c5a7898ce5d6","_type":"block","children":[{"_key":"ffa939150956","_type":"span","marks":[],"text":"Common Room’s out-of-the-box "},{"_key":"5439bb3de872","_type":"span","marks":["d51e54901860"],"text":"identity and enrichment engine"},{"_key":"6648fb7b0d0e","_type":"span","marks":[],"text":" uses machine learning models to automatically deanonymize contact and account activity, merge cross-channel signals into unified profiles, and fill in the blanks with rich contextual data."}],"markDefs":[{"_key":"d51e54901860","_type":"link","href":"https://www.commonroom.io/product/person-360/"}],"style":"normal"}],"header":"AI-powered identity resolution and waterfall enrichment","style":"info"},{"_key":"db50793eff6f","_type":"block","children":[{"_key":"a626a53bb28f0","_type":"span","marks":[],"text":"In this case, we want RoomieAI to base its messaging on job-change signals, as well as prospects’ previous and current organizations."}],"markDefs":[],"style":"normal"},{"_key":"2d0fe6022b55","_type":"mainImage","asset":{"_ref":"image-eba5653fbb6cef5d09696ca3f5abc43a4f6f9811-1628x650-png","_type":"reference"},"caption":"Configure variables"},{"_key":"f3746361fb3f","_type":"block","children":[{"_key":"4e8c7d1adfa80","_type":"span","marks":[],"text":"Finally we’d fill out the "},{"_key":"4e8c7d1adfa81","_type":"span","marks":["strong"],"text":"About your business"},{"_key":"4e8c7d1adfa82","_type":"span","marks":[],"text":" text box. This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. Integrations include popular CRMs and sales execution platforms like Salesforce, HubSpot, Outreach, Apollo, Salesloft, Gong Engage, and more."}],"markDefs":[{"_key":"9b25088fa1cb","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"}],"header":"Native integrations","style":"info"},{"_key":"84bbfa156b79","_type":"block","children":[{"_key":"4e614dff25ae0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"4e614dff25ae1","_type":"span","marks":["strong"],"text":"Add mapping"},{"_key":"4e614dff25ae2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"1c5edffc52b9","_type":"mainImage","asset":{"_ref":"image-5362dfb8ecfb05da745e36506df337b4ab544c72-314x119-png","_type":"reference"},"caption":"Select Add mapping"},{"_key":"3958276bcf34","_type":"block","children":[{"_key":"3df618d2362f0","_type":"span","marks":[],"text":"This will add a row of blank boxes to the mapping section below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message snippet"},{"_key":"b8430b29823d","_type":"block","children":[{"_key":"46e33d3cd44b0","_type":"span","marks":[],"text":"Step 3: Generate message snippet"}],"markDefs":[],"style":"h3"},{"_key":"6ac55a6acf4b","_type":"block","children":[{"_key":"8dc09ed22b900","_type":"span","marks":[],"text":"Time to put RoomieAI to the test."}],"markDefs":[],"style":"normal"},{"_key":"7c200874be96","_type":"block","children":[{"_key":"6379b1dff85f0","_type":"span","marks":[],"text":"We’d click "},{"_key":"6379b1dff85f1","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"6379b1dff85f2","_type":"span","marks":[],"text":" and go to any contact-level view in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"e9fcd025aec9","_type":"block","children":[{"_key":"0c9cfbaa22550","_type":"span","marks":[],"text":"We can generate message snippets directly from a contact’s Person360 profile."}],"markDefs":[],"style":"normal"},{"_key":"49d97c6d2723","_type":"mainImage","asset":{"_ref":"image-89963a49a28f6de1ddce4211e18be097de9bf05a-2750x1501-png","_type":"reference"},"caption":"View message snippet options"},{"_key":"22c2b56ed01d","_type":"block","children":[{"_key":"571b66087b1d0","_type":"span","marks":[],"text":"But let’s say we’ve already created a contact segment for economic buyers who match our criteria for ideal persona and changed jobs in the past six months."}],"markDefs":[],"style":"normal"},{"_key":"1b5a1c16e7bf","_type":"infoBox","body":[{"_key":"08be22703ebc","_type":"block","children":[{"_key":"525003b9795a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"3050097b2cb0","_type":"span","marks":["7fd5f4301cb5"],"text":"intelligent automations"},{"_key":"54b79903e046","_type":"span","marks":[],"text":" build auto-replenishing segments using your custom filtering criteria, automating play creation based on any combination of contact, account, and activity signals."}],"markDefs":[{"_key":"7fd5f4301cb5","_type":"link","href":"https://www.commonroom.io/product/automation/"}],"style":"normal"}],"header":"Playbook automation","style":"info"},{"_key":"2a14ac1eca1e","_type":"block","children":[{"_key":"9fbcee2479650","_type":"span","marks":[],"text":"We’d navigate to our segment, click the dropdown arrow next to a prospect’s name, and choose "},{"_key":"0266d90427f8","_type":"span","marks":["strong"],"text":"Add to Outreach sequence"},{"_key":"a38f9f231fb1","_type":"span","marks":[],"text":" from the task list options."}],"markDefs":[],"style":"normal"},{"_key":"de1898d7f946","_type":"mainImage","asset":{"_ref":"image-ef7c92ccfe5bc12c06627c5161ec57c74d46255e-1332x247-png","_type":"reference"},"caption":"Select Add to Outreach sequence"},{"_key":"f4ab4c739d6c","_type":"block","children":[{"_key":"9f0c7fb599fb0","_type":"span","marks":[],"text":"We’d select the sequence our template is mapped to and RoomieAI will instantly spin up a 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This makes it easy to take action on buying signals fast."}],"markDefs":[{"_key":"670a3d63becd","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"dd605d93c39a","_type":"block","children":[{"_key":"65087ee1c0780","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"65087ee1c0781","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"65087ee1c0782","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and navigate to "},{"_key":"65087ee1c0783","_type":"span","marks":["strong"],"text":"Scores"},{"_key":"65087ee1c0784","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"4eb75ac80eeb","_type":"mainImage","asset":{"_ref":"image-647bf5df0c8f1dd14f5cfec62f9efc2db6642702-3840x2160-png","_type":"reference"},"caption":"Select Scores"},{"_key":"5ac9ddcad2bf","_type":"block","children":[{"_key":"45b7b371d0f00","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"45b7b371d0f01","_type":"span","marks":["strong"],"text":"Create new score"},{"_key":"45b7b371d0f02","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"ece4bda989ff","_type":"mainImage","asset":{"_ref":"image-cc563df6cc3d517648f6bcd558da2546db512a1d-408x164-png","_type":"reference"},"caption":"Select Create new score"},{"_key":"07629eeb3992","_type":"block","children":[{"_key":"2601b209705e0","_type":"span","marks":[],"text":"After we give our score a title and short description, we can drill down into buyer fit and behavior."}],"markDefs":[],"style":"normal"},{"_key":"ab04b2e279d3","_type":"mainImage","asset":{"_ref":"image-5ff532024f271815208c693fea7f3f235d2d7fd3-3840x2160-png","_type":"reference"},"caption":"View score configuration options"},{"_key":"fc50e2371099","_type":"block","children":[{"_key":"6ec8c86b8a360","_type":"span","marks":[],"text":"We’ll start with fit."}],"markDefs":[],"style":"normal"},{"_key":"d8f7e55543fc","_type":"block","children":[{"_key":"c01db3f8673e0","_type":"span","marks":[],"text":"We have no shortage of attributes we can add, but for this example we want to score fit based on the industry the person works in, how much revenue their organization brings in each year, and whether or not they’re an economic buyer."}],"markDefs":[],"style":"normal"},{"_key":"b6217a3cd79b","_type":"block","children":[{"_key":"7b842e70f4dc0","_type":"span","marks":[],"text":"We can easily add those criteria by clicking "},{"_key":"7b842e70f4dc1","_type":"span","marks":["strong"],"text":"Add rule"},{"_key":"7b842e70f4dc2","_type":"span","marks":[],"text":" and choosing from our filters."}],"markDefs":[],"style":"normal"},{"_key":"4ad7731e34ce","_type":"mainImage","asset":{"_ref":"image-b2bba636bae2cba9021467bd92bd93d6a4669632-2522x1322-png","_type":"reference"},"caption":"View filters"},{"_key":"837c861e1928","_type":"block","children":[{"_key":"411da69d240e0","_type":"span","marks":[],"text":"Each time we add a new criteria, we have the option of customizing its importance to the score (as well as specifying additional parameters). 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We’d just hit "},{"_key":"e495367b737f1","_type":"span","marks":["strong"],"text":"Edit weights"},{"_key":"e495367b737f2","_type":"span","marks":[],"text":" and determine how much weight each category carries."}],"markDefs":[],"style":"normal"},{"_key":"20340322da87","_type":"mainImage","asset":{"_ref":"image-7fe9220f457c6161c4c7a8427a564a735fd444e6-2488x636-png","_type":"reference"},"caption":"Select Edit weights"},{"_key":"94bb83ebc1da","_type":"block","children":[{"_key":"cf223924881d0","_type":"span","marks":[],"text":"Last but not least, we’ll click "},{"_key":"cf223924881d1","_type":"span","marks":["strong"],"text":"Edit ranges"},{"_key":"cf223924881d2","_type":"span","marks":[],"text":" at the top of the screen so we can determine which scores are not a fit, fair, good, or excellent."}],"markDefs":[],"style":"normal"},{"_key":"666be331054a","_type":"mainImage","asset":{"_ref":"image-e8c38da0fd6831a1cd0069404be94a72da81d4f7-2516x624-png","_type":"reference"},"caption":"Select Edit ranges"},{"_key":"0bad8e6073d0","_type":"block","children":[{"_key":"a6ee768bafa80","_type":"span","marks":[],"text":"Voilà—we now have a new lead scoring system in place that can be applied to every person tracked in our digital ecosystem 💯"}],"markDefs":[],"style":"normal"},{"_key":"a484f182d298","_type":"block","children":[{"_key":"5ed0e09c30830","_type":"span","marks":[],"text":"Let’s put it to good use."}],"markDefs":[],"style":"normal"},{"_key":"dbfae35f6b0f","_type":"anchor","label":"Step 2: View scores"},{"_key":"263dc0330f6c","_type":"block","children":[{"_key":"1f4c15b51cd60","_type":"span","marks":[],"text":"Step 2: View scores"}],"markDefs":[],"style":"h3"},{"_key":"fd47c4a6857d","_type":"block","children":[{"_key":"810cac9088b40","_type":"span","marks":[],"text":"Click "},{"_key":"810cac9088b41","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"810cac9088b42","_type":"span","marks":[],"text":" to leave the "},{"_key":"810cac9088b43","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"810cac9088b44","_type":"span","marks":[],"text":" menu and head to "},{"_key":"810cac9088b45","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"810cac9088b46","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"e5cf5e6d173b","_type":"block","children":[{"_key":"3f96bd38fc850","_type":"span","marks":[],"text":"After we add our score as a column in our contacts view (just hit "},{"_key":"3f96bd38fc851","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"3f96bd38fc852","_type":"span","marks":[],"text":" to add a new one and customize its placement), we can see the lead score for each person marked as a contact in Common Room (keep in mind we can also do this for organizations)."}],"markDefs":[],"style":"normal"},{"_key":"619c7f3e2ebf","_type":"mainImage","asset":{"_ref":"image-d4bc0979907081d060f9e4b6855ccf8b906cab64-2620x508-png","_type":"reference"},"caption":"View scores"},{"_key":"f2d247deb9cf","_type":"block","children":[{"_key":"dc0baef46acb0","_type":"span","marks":[],"text":"Even better, we can simply hover over a person’s score to see why they received that designation."}],"markDefs":[],"style":"normal"},{"_key":"7e39a8df9911","_type":"mainImage","asset":{"_ref":"image-8a9c9820338a66c959f3b7c23061899d2d53d963-1058x674-png","_type":"reference"},"caption":"View score factors"},{"_key":"88438b6512bb","_type":"block","children":[{"_key":"e6e8b57d435d0","_type":"span","marks":[],"text":"Once we find a likely candidate for outreach, we can click into their Person360™ profile to learn more about them."}],"markDefs":[],"style":"normal"},{"_key":"ccfee15e587e","_type":"mainImage","asset":{"_ref":"image-55d3d0eda34f939874d5aae3e482cbf6af6b64fd-2688x1088-png","_type":"reference"},"caption":"View profile"},{"_key":"209871bfa390","_type":"block","children":[{"_key":"f9f91bbfeaac0","_type":"span","marks":[],"text":"🔦 "},{"_key":"f9f91bbfeaac1","_type":"span","marks":["strong"],"text":"Product spotlight: Person360\n"},{"_key":"56c2996207120","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"56c2996207121","_type":"span","marks":["89c9119c3ce7"],"text":"Person360"},{"_key":"56c2996207122","_type":"span","marks":[],"text":" feature allows you to deanonymize, merge, and enrich signals from every channel connected to Common Room. 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And if you haven’t already, "},{"_key":"1d3912c926434","_type":"span","marks":["e5172abc7901","em"],"text":"try Common Room for free"},{"_key":"1d3912c926435","_type":"span","marks":["em"],"text":"."}],"markDefs":[{"_key":"ea25df86ca81","_type":"link","href":"https://www.commonroom.io/contact/"},{"_key":"e5172abc7901","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"normal"}],"categories":[{"_key":"80e4ff7a799f","_ref":"df0bb227-e656-4be1-af6a-5b8410d9a26e","_type":"reference"},{"_key":"480e284bf607","_ref":"067d08c2-833d-447f-8bed-e63211d3c644","_type":"reference"},{"_key":"3027aa7e1fa9","_ref":"0ca9a6b3-3e40-42ed-8e2b-3f798a365fb4","_type":"reference"},{"_key":"92dfcbaea5f7","_ref":"1c3315d0-fdec-49dd-8590-76ca7a7367a2","_type":"reference"},{"_key":"2e0b33834546","_ref":"b0283bcf-1949-4988-ba0e-b43175d42846","_type":"reference"},{"_key":"abebe545cbfd","_ref":"7662f4d2-9875-4dc5-be5e-91dd093375ae","_type":"reference"}],"excerpt":[{"_key":"f976be0ddc6f","_type":"block","children":[{"_key":"9923bdece77f0","_type":"span","marks":[],"text":"Engage the right accounts at the right time using every signal."}],"markDefs":[],"style":"normal"}],"integrations":[{"_key":"540422e7246c","_ref":"94ff18e3-422c-4145-b03b-3dc30efb39b4","_type":"reference"},{"_key":"46942959ffa0","_ref":"479658eb-a957-4567-8076-8589a923d732","_type":"reference"},{"_key":"2e954d230c95","_ref":"82a26102-47d3-49e9-8f13-0c5a11744312","_type":"reference"}],"mainImage":{"_type":"mainImage","alt":"Title card with title: \"Follow up on the best leads fast with signal-based scoring\"","asset":{"_ref":"image-eae6a2ad4501f74176bac2ec463f228061acb5c6-2400x1260-png","_type":"reference"}},"slug":{"_type":"slug","current":"signal-based-lead-and-account-scoring"},"status":"published","suggestions":[{"_key":"367ab3d305af","_ref":"3d60bd1d-25c4-4eb6-94cf-cf23291e5dda","_type":"reference"},{"_key":"1c65d6b69e3e","_ref":"4613aad7-94e2-44a2-a509-8f95dd7a7137","_type":"reference"},{"_key":"5bfcf553c3a1","_ref":"81093de6-76c5-4a4e-9bd3-028fad117ba5","_type":"reference"}],"teams":["Sales","Marketing"],"title":"Follow up on the best leads fast with signal-based scoring","useCases":[{"_key":"427602d83d89","_ref":"49ec3c36-aeca-4921-a021-5a88cf0d66c0","_type":"reference"}],"id":"-39c0599c-173e-5f07-b954-4a095b28a9f4","children":[],"parent":null,"__gatsby_resolved":{"slug":{"current":"signal-based-lead-and-account-scoring"},"status":"published","_createdAt":"2024-05-10T18:48:10Z","categories":[{"_id":"df0bb227-e656-4be1-af6a-5b8410d9a26e"},{"_id":"067d08c2-833d-447f-8bed-e63211d3c644"},{"_id":"0ca9a6b3-3e40-42ed-8e2b-3f798a365fb4"},{"_id":"1c3315d0-fdec-49dd-8590-76ca7a7367a2"},{"_id":"b0283bcf-1949-4988-ba0e-b43175d42846"},{"_id":"7662f4d2-9875-4dc5-be5e-91dd093375ae"}],"_rawExcerpt":[{"_key":"f976be0ddc6f","_type":"block","children":[{"_key":"9923bdece77f0","_type":"span","marks":[],"text":"Engage the right accounts at the right time using every signal."}],"markDefs":[],"style":"normal"}],"isPublished":true,"integrations":[{"_id":"94ff18e3-422c-4145-b03b-3dc30efb39b4"},{"_id":"479658eb-a957-4567-8076-8589a923d732"},{"_id":"82a26102-47d3-49e9-8f13-0c5a11744312"}],"_id":"d14860a3-c2df-4eef-962c-5d58c6155f98"}},{"_id":"dc42e419-d60d-42d9-b31e-bb67cf25e931","_type":"playbook","_rev":"Vuz5aUcn4aMvzzjKxFtvVg","_createdAt":"2024-08-07T13:10:16Z","_updatedAt":"2024-09-13T16:04:30Z","body":[{"_key":"eb9256e249f8","_type":"anchor","label":"Getting started"},{"_key":"a4a7fbbfa295","_type":"block","children":[{"_key":"7b218f6c0a9f0","_type":"span","marks":[],"text":"Getting started"}],"markDefs":[],"style":"h3"},{"_key":"fe4d91e59888","_type":"block","children":[{"_key":"86f31c76c6370","_type":"span","marks":[],"text":"Signal depth is just as valuable as signal breadth."}],"markDefs":[],"style":"normal"},{"_key":"9bcd7a536b9a","_type":"block","children":[{"_key":"ec361ba24c480","_type":"span","marks":[],"text":"But knowing which accounts generate a high volume of key buying signals used to require manual research or hacky workarounds. That’s no longer the case 🙌"}],"markDefs":[],"style":"normal"},{"_key":"632a03ee6b04","_type":"block","children":[{"_key":"4c2a64b271be0","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to quickly stack rank accounts based on the volume of signals you care about and action on them just as fast."}],"markDefs":[],"style":"normal"},{"_key":"829e2f32636d","_type":"block","children":[{"_key":"956fc73d27b30","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"6c34b0e95c87","_type":"infoBox","body":[{"_key":"3e6455e7f433","_type":"block","children":[{"_key":"bf2898c67273","_type":"span","marks":[],"text":"This is how we’ll identify and calculate account-level signals. "},{"_key":"4335d189c511","_type":"span","marks":["04d41cb5b41b"],"text":"Sign up for free"},{"_key":"53a538c55239","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"04d41cb5b41b","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"normal"}],"header":"Common Room","style":"success"},{"_key":"cb73b8cdf35e","_type":"infoBox","body":[{"_key":"433fc955fd6d","_type":"block","children":[{"_key":"ccce2fc453fa","_type":"span","marks":[],"text":"We’ll use Snowflake in this example. Check out our "},{"_key":"43ce65564f40","_type":"span","marks":["295199622034"],"text":"integration docs"},{"_key":"4dcb31435349","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Snowflake to Common Room and explore other business data source options."}],"markDefs":[{"_key":"295199622034","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/snowflake"}],"style":"normal"}],"header":"Data warehouse","style":"success"},{"_key":"42e6e2255241","_type":"anchor","label":"Step 1: Create calculated field"},{"_key":"525000611f6e","_type":"block","children":[{"_key":"c33e548abc060","_type":"span","marks":[],"text":"Step 1: Create calculated field"}],"markDefs":[],"style":"h3"},{"_key":"d7c70e67bae9","_type":"block","children":[{"_key":"79ce3b673dab0","_type":"span","marks":[],"text":"Let’s say there’s a particular buying signal we’re interested in. We want to prioritize account outreach based on the volume of that signal."}],"markDefs":[],"style":"normal"},{"_key":"6e29e416b2ec","_type":"block","children":[{"_key":"276e081c88c90","_type":"span","marks":[],"text":"We’d log in to Common Room and create a calculated field to track it. We can do this from "},{"_key":"276e081c88c91","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"276e081c88c92","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar) or from any org-level view within Common Room, including segments."}],"markDefs":[],"style":"normal"},{"_key":"e3efd8b698ba","_type":"infoBox","body":[{"_key":"1e5f2ab8d35a","_type":"block","children":[{"_key":"0d5da3d23f18","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"168d5c6ecf95","_type":"span","marks":["f0485d8aff7a"],"text":"segments"},{"_key":"1635bdc4612b","_type":"span","marks":[],"text":" feature allows you to automatically add individuals or organizations to auto-replenishing lists based on customizable criteria. This makes it easy to quickly surface, monitor, and engage specific people and companies at scale."}],"markDefs":[{"_key":"f0485d8aff7a","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"normal"}],"header":"Segments","style":"info"},{"_key":"ca09528e1c83","_type":"block","children":[{"_key":"de6df6f402a60","_type":"span","marks":[],"text":"In this case, we’ll navigate to "},{"_key":"de6df6f402a61","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"de6df6f402a62","_type":"span","marks":[],"text":" in the left sidebar and create our field there."}],"markDefs":[],"style":"normal"},{"_key":"bc1de396a1fd","_type":"mainImage","asset":{"_ref":"image-58645d117f3e2b54b644a6d496fdfe4425930b3a-3840x2160-png","_type":"reference"},"caption":"Select Organizations"},{"_key":"b1ffa45d959a","_type":"block","children":[{"_key":"f1b4baa730350","_type":"span","marks":[],"text":"We’d click "},{"_key":"f1b4baa730351","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"f1b4baa730352","_type":"span","marks":[],"text":" in the top right of the screen. This shows us all the columns displaying information about accounts captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"2443339abcfd","_type":"mainImage","asset":{"_ref":"image-910aa9b983d599403c3fc255b53bc56e38c347bc-1316x1468-png","_type":"reference"},"caption":"View columns"},{"_key":"88ecb2b02205","_type":"block","children":[{"_key":"f8aef99f2e5d0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"f8aef99f2e5d1","_type":"span","marks":["strong"],"text":"Create new custom field"},{"_key":"f8aef99f2e5d2","_type":"span","marks":[],"text":", give it a brief name and description, and select "},{"_key":"f8aef99f2e5d3","_type":"span","marks":["strong"],"text":"Calculated"},{"_key":"f8aef99f2e5d4","_type":"span","marks":[],"text":" as the type."}],"markDefs":[],"style":"normal"},{"_key":"a6328a9bf15b","_type":"mainImage","asset":{"_ref":"image-d422206bea4636465f6e783abf707d7d8e596066-1314x946-png","_type":"reference"},"caption":"Select Calculated"},{"_key":"9ea3a66a9e7a","_type":"block","children":[{"_key":"df0785269baf0","_type":"span","marks":[],"text":"We can create a field based on any number of different types of account-level signals, including contact-level activities (such as product usage, job changes, and more), job listings, and news events."}],"markDefs":[],"style":"normal"},{"_key":"9e6d127a0176","_type":"mainImage","asset":{"_ref":"image-46de57b369a630d3ca01fa68fd84af445e34a088-1316x782-png","_type":"reference"},"caption":"View field options"},{"_key":"00b8f0c01f07","_type":"block","children":[{"_key":"42f2185784e60","_type":"span","marks":[],"text":"We can even use Common Room’s Prospector tool to count the number of high-fit prospects who work at an organization based on our custom criteria, like job title, role, seniority level, location, job-change history, and even LinkedIn follower count."}],"markDefs":[],"style":"normal"},{"_key":"cce590fd58f0","_type":"infoBox","body":[{"_key":"fa71d74b1bf4","_type":"block","children":[{"_key":"0066491dd2be","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"f619de28403b","_type":"span","marks":["c3fccc97056c"],"text":"Prospector"},{"_key":"82f8daf805ca","_type":"span","marks":[],"text":" feature allows you to search through a proprietary, constantly refreshed database of more than 200 million B2B contacts, surface employees at specific organizations based on custom criteria, and automatically add them as contacts—even if they’re not currently engaging with your organization on any connected channels or tracked in your CRM."}],"markDefs":[{"_key":"c3fccc97056c","_type":"link","href":"https://docs.commonroom.io/get-started/signals/common-room-native-signals/prospector"}],"style":"normal"}],"header":"Prospector","style":"info"},{"_key":"eabbca911d10","_type":"block","children":[{"_key":"4f327eced2cf0","_type":"span","marks":[],"text":"For this example, let’s say we want to see how many people within an account have been active in our product over the past 30 days. We’d configure the field to make sure we’re counting that record."}],"markDefs":[],"style":"normal"},{"_key":"3c00a93d4623","_type":"mainImage","asset":{"_ref":"image-3407cb495fd82d6baa5848b42b23cb29fc2116e9-1322x1222-png","_type":"reference"},"caption":"Configure calculated field"},{"_key":"c1d75286634b","_type":"block","children":[{"_key":"44a1e83f11150","_type":"span","marks":[],"text":"Once we’ve created our field and hit "},{"_key":"44a1e83f11151","_type":"span","marks":["strong"],"text":"Save"},{"_key":"44a1e83f11152","_type":"span","marks":[],"text":", it will automatically be added as a column to our table view. 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Check out our "},{"_key":"2d8d8ecffdde","_type":"span","marks":["fe2847342591"],"text":"integration docs"},{"_key":"b3bf6c13ff25","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Outreach to Common Room and explore other integration options."}],"markDefs":[{"_key":"fe2847342591","_type":"link","href":"https://www.commonroom.io/docs/signals/business-integrations/"}],"style":"normal"}],"header":"Sales execution platform","style":"success"},{"_key":"eeab854f45bc","_type":"anchor","label":"Step 1: Create message snippet template"},{"_key":"1bf95681c881","_type":"block","children":[{"_key":"ae19e07c2b860","_type":"span","marks":[],"text":"Step 1: Create message snippet template"}],"markDefs":[],"style":"h3"},{"_key":"fe3939b1fef8","_type":"block","children":[{"_key":"7ed39eda1cf10","_type":"span","marks":[],"text":"Let’s say we want to create unique, AI-generated message snippets we can insert into outbound sequences for different sales plays."}],"markDefs":[],"style":"normal"},{"_key":"32d3616256e7","_type":"block","children":[{"_key":"aa36d3642ccd0","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"aa36d3642ccd1","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"aa36d3642ccd2","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and click "},{"_key":"aa36d3642ccd3","_type":"span","marks":["strong"],"text":"RoomieAI™"},{"_key":"aa36d3642ccd4","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"462ffafadc1a","_type":"mainImage","asset":{"_ref":"image-207ee1e1e28568c9fdbcd34f4d656704d2bbdad9-3840x2160-png","_type":"reference"},"caption":"Select RoomieAI"},{"_key":"9820d50d888c","_type":"infoBox","body":[{"_key":"d224f5893df5","_type":"block","children":[{"_key":"94e7351652840","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"a09e7c8e271d","_type":"span","marks":["c0a83e80c7b7"],"text":"messaging agent"},{"_key":"c5a7584bd7ed","_type":"span","marks":[],"text":" automatically pushes signal data to a self-learning large language model to craft personalized, relevant messaging at scale. 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We can even tell RoomieAI to assume a certain persona or give it examples of messaging to emulate."}],"markDefs":[],"style":"normal"},{"_key":"072f8886b297","_type":"block","children":[{"_key":"74d37483dc1b0","_type":"span","marks":[],"text":"The goal is to provide RoomieAI with all the details it needs—including any explicit dos and don’ts."}],"markDefs":[],"style":"normal"},{"_key":"d429fa751c1c","_type":"block","children":[{"_key":"f592363d8d320","_type":"span","marks":[],"text":"Beyond instructions for message structure and tone and style, we want to tell RoomieAI which signals and fit criteria to pull from when generating a message."}],"markDefs":[],"style":"normal"},{"_key":"4eeef8ad859b","_type":"block","children":[{"_key":"347ebce89a350","_type":"span","marks":[],"text":"We’d simply click on "},{"_key":"347ebce89a351","_type":"span","marks":["strong"],"text":"Variables"},{"_key":"347ebce89a352","_type":"span","marks":[],"text":" near the top of the "},{"_key":"347ebce89a353","_type":"span","marks":["strong"],"text":"Prompt"},{"_key":"347ebce89a354","_type":"span","marks":[],"text":" text box to select which ones to include."}],"markDefs":[],"style":"normal"},{"_key":"d96fdae927b3","_type":"mainImage","asset":{"_ref":"image-ba68ad7bdbb6149be606d6cd0f77517b920ea59e-1646x1020-png","_type":"reference"},"caption":"Select Variables"},{"_key":"3170d25a6dbf","_type":"block","children":[{"_key":"b185c9886d2a0","_type":"span","marks":[],"text":"We can choose from contact-, account-, and activity-specific variables based on the data sources connected to Common Room, like website activity, product usage, and social interactions."}],"markDefs":[],"style":"normal"},{"_key":"2e938a2f31a2","_type":"block","children":[{"_key":"e593fca36bc90","_type":"span","marks":[],"text":"This also includes variables for "},{"_key":"e593fca36bc91","_type":"span","marks":["707602fc019e"],"text":"custom"},{"_key":"e593fca36bc92","_type":"span","marks":[],"text":" and "},{"_key":"e593fca36bc93","_type":"span","marks":["cba8990730e1"],"text":"calculated fields"},{"_key":"e593fca36bc94","_type":"span","marks":[],"text":" we’ve previously created in Common Room, such as location, role, industry, company size, and more."}],"markDefs":[{"_key":"707602fc019e","_type":"link","href":"https://www.commonroom.io/docs/set-preferences/fields/"},{"_key":"cba8990730e1","_type":"link","href":"https://www.commonroom.io/playbooks/identify-and-action-on-signal-heavy-accounts/"}],"style":"normal"},{"_key":"64195cf3330f","_type":"block","children":[{"_key":"888c84376f2b0","_type":"span","marks":[],"text":"And since these variables are dynamic, they’ll automatically be customized for every prospect we outbound using the signal data captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"98b1f325ce8e","_type":"block","children":[{"_key":"f06b97da3f0a0","_type":"span","marks":[],"text":"RoomieAI will use Common Room’s AI-powered identity resolution and waterfall enrichment engine—Person360™—to inform its output."}],"markDefs":[],"style":"normal"},{"_key":"661abf1a8440","_type":"infoBox","body":[{"_key":"c5a7898ce5d6","_type":"block","children":[{"_key":"ffa939150956","_type":"span","marks":[],"text":"Common Room’s out-of-the-box "},{"_key":"5439bb3de872","_type":"span","marks":["d51e54901860"],"text":"identity and enrichment engine"},{"_key":"6648fb7b0d0e","_type":"span","marks":[],"text":" uses machine learning models to automatically deanonymize contact and account activity, merge cross-channel signals into unified profiles, and fill in the blanks with rich contextual data."}],"markDefs":[{"_key":"d51e54901860","_type":"link","href":"https://www.commonroom.io/product/person-360/"}],"style":"normal"}],"header":"AI-powered identity resolution and waterfall enrichment","style":"info"},{"_key":"db50793eff6f","_type":"block","children":[{"_key":"a626a53bb28f0","_type":"span","marks":[],"text":"In this case, we want RoomieAI to base its messaging on job-change signals, as well as prospects’ previous and current organizations."}],"markDefs":[],"style":"normal"},{"_key":"2d0fe6022b55","_type":"mainImage","asset":{"_ref":"image-eba5653fbb6cef5d09696ca3f5abc43a4f6f9811-1628x650-png","_type":"reference"},"caption":"Configure variables"},{"_key":"f3746361fb3f","_type":"block","children":[{"_key":"4e8c7d1adfa80","_type":"span","marks":[],"text":"Finally we’d fill out the "},{"_key":"4e8c7d1adfa81","_type":"span","marks":["strong"],"text":"About your business"},{"_key":"4e8c7d1adfa82","_type":"span","marks":[],"text":" text box. This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. Integrations include popular CRMs and sales execution platforms like Salesforce, HubSpot, Outreach, Apollo, Salesloft, Gong Engage, and more."}],"markDefs":[{"_key":"9b25088fa1cb","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"}],"header":"Native integrations","style":"info"},{"_key":"84bbfa156b79","_type":"block","children":[{"_key":"4e614dff25ae0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"4e614dff25ae1","_type":"span","marks":["strong"],"text":"Add mapping"},{"_key":"4e614dff25ae2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"1c5edffc52b9","_type":"mainImage","asset":{"_ref":"image-5362dfb8ecfb05da745e36506df337b4ab544c72-314x119-png","_type":"reference"},"caption":"Select Add mapping"},{"_key":"3958276bcf34","_type":"block","children":[{"_key":"3df618d2362f0","_type":"span","marks":[],"text":"This will add a row of blank boxes to the mapping section below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message snippet"},{"_key":"b8430b29823d","_type":"block","children":[{"_key":"46e33d3cd44b0","_type":"span","marks":[],"text":"Step 3: Generate message snippet"}],"markDefs":[],"style":"h3"},{"_key":"6ac55a6acf4b","_type":"block","children":[{"_key":"8dc09ed22b900","_type":"span","marks":[],"text":"Time to put RoomieAI to the test."}],"markDefs":[],"style":"normal"},{"_key":"7c200874be96","_type":"block","children":[{"_key":"6379b1dff85f0","_type":"span","marks":[],"text":"We’d click "},{"_key":"6379b1dff85f1","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"6379b1dff85f2","_type":"span","marks":[],"text":" and go to any contact-level view in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"e9fcd025aec9","_type":"block","children":[{"_key":"0c9cfbaa22550","_type":"span","marks":[],"text":"We can generate message snippets directly from a contact’s Person360 profile."}],"markDefs":[],"style":"normal"},{"_key":"49d97c6d2723","_type":"mainImage","asset":{"_ref":"image-89963a49a28f6de1ddce4211e18be097de9bf05a-2750x1501-png","_type":"reference"},"caption":"View message snippet options"},{"_key":"22c2b56ed01d","_type":"block","children":[{"_key":"571b66087b1d0","_type":"span","marks":[],"text":"But let’s say we’ve already created a contact segment for economic buyers who match our criteria for ideal persona and changed jobs in the past six months."}],"markDefs":[],"style":"normal"},{"_key":"1b5a1c16e7bf","_type":"infoBox","body":[{"_key":"08be22703ebc","_type":"block","children":[{"_key":"525003b9795a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"3050097b2cb0","_type":"span","marks":["7fd5f4301cb5"],"text":"intelligent automations"},{"_key":"54b79903e046","_type":"span","marks":[],"text":" build auto-replenishing segments using your custom filtering criteria, automating play creation based on any combination of contact, account, and activity signals."}],"markDefs":[{"_key":"7fd5f4301cb5","_type":"link","href":"https://www.commonroom.io/product/automation/"}],"style":"normal"}],"header":"Playbook automation","style":"info"},{"_key":"2a14ac1eca1e","_type":"block","children":[{"_key":"9fbcee2479650","_type":"span","marks":[],"text":"We’d navigate to our segment, click the dropdown arrow next to a prospect’s name, and choose "},{"_key":"0266d90427f8","_type":"span","marks":["strong"],"text":"Add to Outreach sequence"},{"_key":"a38f9f231fb1","_type":"span","marks":[],"text":" from the task list options."}],"markDefs":[],"style":"normal"},{"_key":"de1898d7f946","_type":"mainImage","asset":{"_ref":"image-ef7c92ccfe5bc12c06627c5161ec57c74d46255e-1332x247-png","_type":"reference"},"caption":"Select Add to Outreach sequence"},{"_key":"f4ab4c739d6c","_type":"block","children":[{"_key":"9f0c7fb599fb0","_type":"span","marks":[],"text":"We’d select the sequence our template is mapped to and RoomieAI will instantly spin up a 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This shows us all the columns displaying information about accounts captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"2443339abcfd","_type":"mainImage","asset":{"_ref":"image-910aa9b983d599403c3fc255b53bc56e38c347bc-1316x1468-png","_type":"reference"},"caption":"View columns"},{"_key":"88ecb2b02205","_type":"block","children":[{"_key":"f8aef99f2e5d0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"f8aef99f2e5d1","_type":"span","marks":["strong"],"text":"Create new custom field"},{"_key":"f8aef99f2e5d2","_type":"span","marks":[],"text":", give it a brief name and description, and select "},{"_key":"f8aef99f2e5d3","_type":"span","marks":["strong"],"text":"Calculated"},{"_key":"f8aef99f2e5d4","_type":"span","marks":[],"text":" as the type."}],"markDefs":[],"style":"normal"},{"_key":"a6328a9bf15b","_type":"mainImage","asset":{"_ref":"image-d422206bea4636465f6e783abf707d7d8e596066-1314x946-png","_type":"reference"},"caption":"Select Calculated"},{"_key":"9ea3a66a9e7a","_type":"block","children":[{"_key":"df0785269baf0","_type":"span","marks":[],"text":"We can create a field based on any number of different types of account-level signals, including contact-level activities (such as product usage, job changes, and more), job listings, and news events."}],"markDefs":[],"style":"normal"},{"_key":"9e6d127a0176","_type":"mainImage","asset":{"_ref":"image-46de57b369a630d3ca01fa68fd84af445e34a088-1316x782-png","_type":"reference"},"caption":"View field options"},{"_key":"00b8f0c01f07","_type":"block","children":[{"_key":"42f2185784e60","_type":"span","marks":[],"text":"We can even use Common Room’s Prospector tool to count the number of high-fit prospects who work at an organization based on our custom criteria, like job title, role, seniority level, location, job-change history, and even LinkedIn follower count."}],"markDefs":[],"style":"normal"},{"_key":"cce590fd58f0","_type":"infoBox","body":[{"_key":"fa71d74b1bf4","_type":"block","children":[{"_key":"0066491dd2be","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"f619de28403b","_type":"span","marks":["c3fccc97056c"],"text":"Prospector"},{"_key":"82f8daf805ca","_type":"span","marks":[],"text":" feature allows you to search through a proprietary, constantly refreshed database of more than 200 million B2B contacts, surface employees at specific organizations based on custom criteria, and automatically add them as contacts—even if they’re not currently engaging with your organization on any connected channels or tracked in your CRM."}],"markDefs":[{"_key":"c3fccc97056c","_type":"link","href":"https://docs.commonroom.io/get-started/signals/common-room-native-signals/prospector"}],"style":"normal"}],"header":"Prospector","style":"info"},{"_key":"eabbca911d10","_type":"block","children":[{"_key":"4f327eced2cf0","_type":"span","marks":[],"text":"For this example, let’s say we want to see how many people within an account have been active in our product over the past 30 days. 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We’d just hit "},{"_key":"e495367b737f1","_type":"span","marks":["strong"],"text":"Edit weights"},{"_key":"e495367b737f2","_type":"span","marks":[],"text":" and determine how much weight each category carries."}],"markDefs":[],"style":"normal"},{"_key":"20340322da87","_type":"mainImage","asset":{"_ref":"image-7fe9220f457c6161c4c7a8427a564a735fd444e6-2488x636-png","_type":"reference"},"caption":"Select Edit weights"},{"_key":"94bb83ebc1da","_type":"block","children":[{"_key":"cf223924881d0","_type":"span","marks":[],"text":"Last but not least, we’ll click "},{"_key":"cf223924881d1","_type":"span","marks":["strong"],"text":"Edit ranges"},{"_key":"cf223924881d2","_type":"span","marks":[],"text":" at the top of the screen so we can determine which scores are not a fit, fair, good, or excellent."}],"markDefs":[],"style":"normal"},{"_key":"666be331054a","_type":"mainImage","asset":{"_ref":"image-e8c38da0fd6831a1cd0069404be94a72da81d4f7-2516x624-png","_type":"reference"},"caption":"Select Edit ranges"},{"_key":"0bad8e6073d0","_type":"block","children":[{"_key":"a6ee768bafa80","_type":"span","marks":[],"text":"Voilà—we now have a new lead scoring system in place that can be applied to every person tracked in our digital ecosystem 💯"}],"markDefs":[],"style":"normal"},{"_key":"a484f182d298","_type":"block","children":[{"_key":"5ed0e09c30830","_type":"span","marks":[],"text":"Let’s put it to good use."}],"markDefs":[],"style":"normal"},{"_key":"dbfae35f6b0f","_type":"anchor","label":"Step 2: View scores"},{"_key":"263dc0330f6c","_type":"block","children":[{"_key":"1f4c15b51cd60","_type":"span","marks":[],"text":"Step 2: View scores"}],"markDefs":[],"style":"h3"},{"_key":"fd47c4a6857d","_type":"block","children":[{"_key":"810cac9088b40","_type":"span","marks":[],"text":"Click "},{"_key":"810cac9088b41","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"810cac9088b42","_type":"span","marks":[],"text":" to leave the "},{"_key":"810cac9088b43","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"810cac9088b44","_type":"span","marks":[],"text":" menu and head to "},{"_key":"810cac9088b45","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"810cac9088b46","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"e5cf5e6d173b","_type":"block","children":[{"_key":"3f96bd38fc850","_type":"span","marks":[],"text":"After we add our score as a column in our contacts view (just hit "},{"_key":"3f96bd38fc851","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"3f96bd38fc852","_type":"span","marks":[],"text":" to add a new one and customize its placement), we can see the lead score for each person marked as a contact in Common Room (keep in mind we can also do this for organizations)."}],"markDefs":[],"style":"normal"},{"_key":"619c7f3e2ebf","_type":"mainImage","asset":{"_ref":"image-d4bc0979907081d060f9e4b6855ccf8b906cab64-2620x508-png","_type":"reference"},"caption":"View scores"},{"_key":"f2d247deb9cf","_type":"block","children":[{"_key":"dc0baef46acb0","_type":"span","marks":[],"text":"Even better, we can simply hover over a person’s score to see why they received that designation."}],"markDefs":[],"style":"normal"},{"_key":"7e39a8df9911","_type":"mainImage","asset":{"_ref":"image-8a9c9820338a66c959f3b7c23061899d2d53d963-1058x674-png","_type":"reference"},"caption":"View score factors"},{"_key":"88438b6512bb","_type":"block","children":[{"_key":"e6e8b57d435d0","_type":"span","marks":[],"text":"Once we find a likely candidate for outreach, we can click into their Person360™ profile to learn more about them."}],"markDefs":[],"style":"normal"},{"_key":"ccfee15e587e","_type":"mainImage","asset":{"_ref":"image-55d3d0eda34f939874d5aae3e482cbf6af6b64fd-2688x1088-png","_type":"reference"},"caption":"View profile"},{"_key":"209871bfa390","_type":"block","children":[{"_key":"f9f91bbfeaac0","_type":"span","marks":[],"text":"🔦 "},{"_key":"f9f91bbfeaac1","_type":"span","marks":["strong"],"text":"Product spotlight: Person360\n"},{"_key":"56c2996207120","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"56c2996207121","_type":"span","marks":["89c9119c3ce7"],"text":"Person360"},{"_key":"56c2996207122","_type":"span","marks":[],"text":" feature allows you to deanonymize, merge, and enrich signals from every channel connected to Common Room. 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"},{"_key":"18e241e42898","_type":"span","marks":["729ba02a2583"],"text":"Sign up for free"},{"_key":"565647f3939b","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"729ba02a2583","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"normal"}],"header":"Common Room","style":"success"},{"_key":"ba51ebab37bf","_type":"anchor","label":"Step 1: Configure RoomieAI™ Capture"},{"_key":"b2211eb1c0b7","_type":"block","children":[{"_key":"771c341e09170","_type":"span","marks":[],"text":"Step 1: Configure RoomieAI™ Capture"}],"markDefs":[],"style":"h3"},{"_key":"22cd4f475c8a","_type":"block","children":[{"_key":"6f90600597320","_type":"span","marks":[],"text":"Let’s say we’re a RevOps leader or sales manager."}],"markDefs":[],"style":"normal"},{"_key":"354697f8aa67","_type":"block","children":[{"_key":"84f43f4d06a20","_type":"span","marks":[],"text":"We want to automatically surface granular account insights for reps, all tailored to our organization’s priorities for account prioritization and account planning."}],"markDefs":[],"style":"normal"},{"_key":"a65838d8cc9d","_type":"block","children":[{"_key":"652f71b7a00c0","_type":"span","marks":[],"text":"First we’d tell our AI agent, RoomieAI Capture, to focus on orgs that match our specific fit and behavioral criteria. 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We can even tell RoomieAI to assume a certain persona or give it examples of messaging to emulate."}],"markDefs":[],"style":"normal"},{"_key":"072f8886b297","_type":"block","children":[{"_key":"74d37483dc1b0","_type":"span","marks":[],"text":"The goal is to provide RoomieAI with all the details it needs—including any explicit dos and don’ts."}],"markDefs":[],"style":"normal"},{"_key":"d429fa751c1c","_type":"block","children":[{"_key":"f592363d8d320","_type":"span","marks":[],"text":"Beyond instructions for message structure and tone and style, we want to tell RoomieAI which signals and fit criteria to pull from when generating a message."}],"markDefs":[],"style":"normal"},{"_key":"4eeef8ad859b","_type":"block","children":[{"_key":"347ebce89a350","_type":"span","marks":[],"text":"We’d simply click on "},{"_key":"347ebce89a351","_type":"span","marks":["strong"],"text":"Variables"},{"_key":"347ebce89a352","_type":"span","marks":[],"text":" near the top of the "},{"_key":"347ebce89a353","_type":"span","marks":["strong"],"text":"Prompt"},{"_key":"347ebce89a354","_type":"span","marks":[],"text":" text box to select which ones to include."}],"markDefs":[],"style":"normal"},{"_key":"d96fdae927b3","_type":"mainImage","asset":{"_ref":"image-ba68ad7bdbb6149be606d6cd0f77517b920ea59e-1646x1020-png","_type":"reference"},"caption":"Select Variables"},{"_key":"3170d25a6dbf","_type":"block","children":[{"_key":"b185c9886d2a0","_type":"span","marks":[],"text":"We can choose from contact-, account-, and activity-specific variables based on the data sources connected to Common Room, like website activity, product usage, and social interactions."}],"markDefs":[],"style":"normal"},{"_key":"2e938a2f31a2","_type":"block","children":[{"_key":"e593fca36bc90","_type":"span","marks":[],"text":"This also includes variables for "},{"_key":"e593fca36bc91","_type":"span","marks":["707602fc019e"],"text":"custom"},{"_key":"e593fca36bc92","_type":"span","marks":[],"text":" and "},{"_key":"e593fca36bc93","_type":"span","marks":["cba8990730e1"],"text":"calculated fields"},{"_key":"e593fca36bc94","_type":"span","marks":[],"text":" we’ve previously created in Common Room, such as location, role, industry, company size, and more."}],"markDefs":[{"_key":"707602fc019e","_type":"link","href":"https://www.commonroom.io/docs/set-preferences/fields/"},{"_key":"cba8990730e1","_type":"link","href":"https://www.commonroom.io/playbooks/identify-and-action-on-signal-heavy-accounts/"}],"style":"normal"},{"_key":"64195cf3330f","_type":"block","children":[{"_key":"888c84376f2b0","_type":"span","marks":[],"text":"And since these variables are dynamic, they’ll automatically be customized for every prospect we outbound using the signal data captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"98b1f325ce8e","_type":"block","children":[{"_key":"f06b97da3f0a0","_type":"span","marks":[],"text":"RoomieAI will use Common Room’s AI-powered identity resolution and waterfall enrichment engine—Person360™—to inform its output."}],"markDefs":[],"style":"normal"},{"_key":"661abf1a8440","_type":"infoBox","body":[{"_key":"c5a7898ce5d6","_type":"block","children":[{"_key":"ffa939150956","_type":"span","marks":[],"text":"Common Room’s out-of-the-box "},{"_key":"5439bb3de872","_type":"span","marks":["d51e54901860"],"text":"identity and enrichment engine"},{"_key":"6648fb7b0d0e","_type":"span","marks":[],"text":" uses machine learning models to automatically deanonymize contact and account activity, merge cross-channel signals into unified profiles, and fill in the blanks with rich contextual data."}],"markDefs":[{"_key":"d51e54901860","_type":"link","href":"https://www.commonroom.io/product/person-360/"}],"style":"normal"}],"header":"AI-powered identity resolution and waterfall enrichment","style":"info"},{"_key":"db50793eff6f","_type":"block","children":[{"_key":"a626a53bb28f0","_type":"span","marks":[],"text":"In this case, we want RoomieAI to base its messaging on job-change signals, as well as prospects’ previous and current organizations."}],"markDefs":[],"style":"normal"},{"_key":"2d0fe6022b55","_type":"mainImage","asset":{"_ref":"image-eba5653fbb6cef5d09696ca3f5abc43a4f6f9811-1628x650-png","_type":"reference"},"caption":"Configure variables"},{"_key":"f3746361fb3f","_type":"block","children":[{"_key":"4e8c7d1adfa80","_type":"span","marks":[],"text":"Finally we’d fill out the "},{"_key":"4e8c7d1adfa81","_type":"span","marks":["strong"],"text":"About your business"},{"_key":"4e8c7d1adfa82","_type":"span","marks":[],"text":" text box. This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. Integrations include popular CRMs and sales execution platforms like Salesforce, HubSpot, Outreach, Apollo, Salesloft, Gong Engage, and more."}],"markDefs":[{"_key":"9b25088fa1cb","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"}],"header":"Native integrations","style":"info"},{"_key":"84bbfa156b79","_type":"block","children":[{"_key":"4e614dff25ae0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"4e614dff25ae1","_type":"span","marks":["strong"],"text":"Add mapping"},{"_key":"4e614dff25ae2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"1c5edffc52b9","_type":"mainImage","asset":{"_ref":"image-5362dfb8ecfb05da745e36506df337b4ab544c72-314x119-png","_type":"reference"},"caption":"Select Add mapping"},{"_key":"3958276bcf34","_type":"block","children":[{"_key":"3df618d2362f0","_type":"span","marks":[],"text":"This will add a row of blank boxes to the mapping section below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping 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This makes it easy to take action on buying signals fast."}],"markDefs":[{"_key":"670a3d63becd","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"dd605d93c39a","_type":"block","children":[{"_key":"65087ee1c0780","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"65087ee1c0781","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"65087ee1c0782","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and navigate to "},{"_key":"65087ee1c0783","_type":"span","marks":["strong"],"text":"Scores"},{"_key":"65087ee1c0784","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"4eb75ac80eeb","_type":"mainImage","asset":{"_ref":"image-647bf5df0c8f1dd14f5cfec62f9efc2db6642702-3840x2160-png","_type":"reference"},"caption":"Select Scores"},{"_key":"5ac9ddcad2bf","_type":"block","children":[{"_key":"45b7b371d0f00","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"45b7b371d0f01","_type":"span","marks":["strong"],"text":"Create new score"},{"_key":"45b7b371d0f02","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"ece4bda989ff","_type":"mainImage","asset":{"_ref":"image-cc563df6cc3d517648f6bcd558da2546db512a1d-408x164-png","_type":"reference"},"caption":"Select Create new score"},{"_key":"07629eeb3992","_type":"block","children":[{"_key":"2601b209705e0","_type":"span","marks":[],"text":"After we give our score a title and short description, we can drill down into buyer fit and behavior."}],"markDefs":[],"style":"normal"},{"_key":"ab04b2e279d3","_type":"mainImage","asset":{"_ref":"image-5ff532024f271815208c693fea7f3f235d2d7fd3-3840x2160-png","_type":"reference"},"caption":"View score configuration options"},{"_key":"fc50e2371099","_type":"block","children":[{"_key":"6ec8c86b8a360","_type":"span","marks":[],"text":"We’ll start with fit."}],"markDefs":[],"style":"normal"},{"_key":"d8f7e55543fc","_type":"block","children":[{"_key":"c01db3f8673e0","_type":"span","marks":[],"text":"We have no shortage of attributes we can add, but for this example we want to score fit based on the industry the person works in, how much revenue their organization brings in each year, and whether or not they’re an economic buyer."}],"markDefs":[],"style":"normal"},{"_key":"b6217a3cd79b","_type":"block","children":[{"_key":"7b842e70f4dc0","_type":"span","marks":[],"text":"We can easily add those criteria by clicking "},{"_key":"7b842e70f4dc1","_type":"span","marks":["strong"],"text":"Add rule"},{"_key":"7b842e70f4dc2","_type":"span","marks":[],"text":" and choosing from our filters."}],"markDefs":[],"style":"normal"},{"_key":"4ad7731e34ce","_type":"mainImage","asset":{"_ref":"image-b2bba636bae2cba9021467bd92bd93d6a4669632-2522x1322-png","_type":"reference"},"caption":"View filters"},{"_key":"837c861e1928","_type":"block","children":[{"_key":"411da69d240e0","_type":"span","marks":[],"text":"Each time we add a new criteria, we have the option of customizing its importance to the score (as well as specifying additional parameters). 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"},{"_key":"91fec67aba823","_type":"span","marks":["0e025a543888"],"text":"Sign up for free"},{"_key":"91fec67aba824","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"0e025a543888","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"callout"},{"_key":"2c87ed2cc836","_type":"block","children":[{"_key":"70d2164614ab0","_type":"span","marks":[],"text":"🧰 "},{"_key":"70d2164614ab1","_type":"span","marks":["strong"],"text":"CRM\n"},{"_key":"95b346beeaf50","_type":"span","marks":[],"text":"We’ll use Salesforce in this example. "},{"_key":"95b346beeaf51","_type":"span","marks":["8ad0b7275e0d"],"text":"Check out our full interactive guide"},{"_key":"95b346beeaf52","_type":"span","marks":[],"text":" for step-by-step directions on how to map your Salesforce data to Common Room and see our "},{"_key":"95b346beeaf53","_type":"span","marks":["72e39f951af6"],"text":"integration docs"},{"_key":"95b346beeaf54","_type":"span","marks":[],"text":" for other CRM options."}],"markDefs":[{"_key":"8ad0b7275e0d","_type":"link","href":"https://app.arcade.software/share/lY7OWgwVNn5oLydRjICI"},{"_key":"72e39f951af6","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/hubspot"}],"style":"callout"},{"_key":"a3342b00a36c","_type":"block","children":[{"_key":"e06460c6fee10","_type":"span","marks":[],"text":"🧰 "},{"_key":"e06460c6fee11","_type":"span","marks":["strong"],"text":"Digital channels\n"},{"_key":"7e9eb8e680c10","_type":"span","marks":[],"text":"We’ll use "},{"_key":"7e9eb8e680c11","_type":"span","marks":["740db20aa078"],"text":"LinkedIn"},{"_key":"7e9eb8e680c12","_type":"span","marks":[],"text":" and "},{"_key":"7e9eb8e680c13","_type":"span","marks":["b424518324ab"],"text":"X (formerly Twitter)"},{"_key":"7e9eb8e680c14","_type":"span","marks":[],"text":" in this example. Check out our "},{"_key":"7e9eb8e680c15","_type":"span","marks":["af1ea672fd6a"],"text":"integrations docs"},{"_key":"7e9eb8e680c16","_type":"span","marks":[],"text":" for step-by-step directions on how to connect any channel to Common Room."}],"markDefs":[{"_key":"740db20aa078","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/linkedin"},{"_key":"b424518324ab","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/twitter"},{"_key":"af1ea672fd6a","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"9db08c3a526a","_type":"anchor","label":"Step 1: Create segment"},{"_key":"f5ef8cc6ebfa","_type":"block","children":[{"_key":"98b32f0b05950","_type":"span","marks":[],"text":"Step 1: Create segment"}],"markDefs":[],"style":"h3"},{"_key":"e10dad74613f","_type":"block","children":[{"_key":"e5765ff175150","_type":"span","marks":[],"text":"Let’s say we’re looking for a way to get a conversation started with an economic buyer at one of our owned accounts."}],"markDefs":[],"style":"normal"},{"_key":"7dc86090afad","_type":"block","children":[{"_key":"084225a6c5b10","_type":"span","marks":[],"text":"We’d log in to Common Room and go to "},{"_key":"084225a6c5b11","_type":"span","marks":["strong"],"text":"Segments"},{"_key":"084225a6c5b12","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"833dcd06f8e6","_type":"mainImage","asset":{"_ref":"image-6f4a2fe9b89d049d95761da71d2ebd0f310c72c5-3840x2160-png","_type":"reference"},"caption":"Select Segments"},{"_key":"42b095d47b44","_type":"block","children":[{"_key":"01cf3839070f0","_type":"span","marks":[],"text":"🔦 "},{"_key":"01cf3839070f1","_type":"span","marks":["strong"],"text":"Product spotlight: Segments\n"},{"_key":"cf262073a5880","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"cf262073a5881","_type":"span","marks":["603047ab579e"],"text":"segments"},{"_key":"cf262073a5882","_type":"span","marks":[],"text":" feature allows you to automatically add individuals or organizations to dedicated lists based on customizable criteria. This makes it easy to quickly surface, monitor, and engage specific people and companies at scale."}],"markDefs":[{"_key":"603047ab579e","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"callout"},{"_key":"69ec0f3a4645","_type":"block","children":[{"_key":"17b5c602e5fa0","_type":"span","marks":[],"text":"If the segment doesn’t already exist, we’d click "},{"_key":"17b5c602e5fa1","_type":"span","marks":["strong"],"text":"New segment"},{"_key":"17b5c602e5fa2","_type":"span","marks":[],"text":" and create one for accounts that are owned by us in Salesforce."}],"markDefs":[],"style":"normal"},{"_key":"77af2b967962","_type":"mainImage","asset":{"_ref":"image-8f7153610ad9a448a206cd4cc5e3d1c6edbd3259-964x392-png","_type":"reference"},"caption":"Select Create new segment for organizations"},{"_key":"fcb96c791b12","_type":"block","children":[{"_key":"cdad4e5efbd90","_type":"span","marks":[],"text":"All we have to do is set the criteria for who gets added to this segment by filtering for the appropriate Salesforce field."}],"markDefs":[],"style":"normal"},{"_key":"eebf91d13ea8","_type":"mainImage","asset":{"_ref":"image-d9ea196bb4e4e319d746e6f78a612803f615d0c9-2576x1400-png","_type":"reference"},"caption":"Select Salesforce field"},{"_key":"48e3c005ea8d","_type":"block","children":[{"_key":"d06503a7a31e0","_type":"span","marks":[],"text":"🔦 "},{"_key":"d06503a7a31e1","_type":"span","marks":["strong"],"text":"Product spotlight: Filters\n"},{"_key":"d1a9f3de5d2e0","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"d1a9f3de5d2e1","_type":"span","marks":["a924b3aea9ed"],"text":"filters"},{"_key":"d1a9f3de5d2e2","_type":"span","marks":[],"text":" feature allows you to highlight individuals and organizations based on any combination of factors. This makes it easy to surface specific people and companies based on firmographic details, cross-channel activities, product usage, and more."}],"markDefs":[{"_key":"a924b3aea9ed","_type":"link","href":"https://docs.commonroom.io/get-started/core-concepts-home/filters"}],"style":"callout"},{"_key":"2927ca11d8a9","_type":"block","children":[{"_key":"7e61d5fcc4230","_type":"span","marks":[],"text":"Once that’s done, any organization that is active across our digital channels and related to an account owned by us in Salesforce will automatically be added to this segment 🙌"}],"markDefs":[],"style":"normal"},{"_key":"d4468a8eeb85","_type":"anchor","label":"Step 2: Filter segment activity"},{"_key":"f87016bda6ee","_type":"block","children":[{"_key":"9ea195d303c80","_type":"span","marks":[],"text":"Step 2: Filter segment activity"}],"markDefs":[],"style":"h3"},{"_key":"e737f9367740","_type":"block","children":[{"_key":"480ed947528a0","_type":"span","marks":[],"text":"Now that our segment is up and running, we’d click on "},{"_key":"480ed947528a1","_type":"span","marks":["strong"],"text":"Activity"},{"_key":"480ed947528a2","_type":"span","marks":[],"text":" at the top of the screen."}],"markDefs":[],"style":"normal"},{"_key":"c48b2d0d32db","_type":"mainImage","asset":{"_ref":"image-15a5e5dad6407c3bdfa64f1e7bdc15fdfe1ec67e-2682x344-png","_type":"reference"},"caption":"Select Activity"},{"_key":"363d6a9131ef","_type":"block","children":[{"_key":"dccf45098bbe0","_type":"span","marks":[],"text":"This will reveal all the activity of people associated with our owned accounts across every channel connected to Common Room."}],"markDefs":[],"style":"normal"},{"_key":"ec21ccb82ce6","_type":"block","children":[{"_key":"12327bb6867a0","_type":"span","marks":[],"text":"We share a lot of content on LinkedIn and X, so let’s focus on those sources."}],"markDefs":[],"style":"normal"},{"_key":"aec52630e0dd","_type":"mainImage","asset":{"_ref":"image-d3072c3b1fb8ed191dbcf015ed5a4c43c89b9d20-560x1118-png","_type":"reference"},"caption":"Select sources"},{"_key":"b6470588ec8f","_type":"block","children":[{"_key":"a048c6ec945f0","_type":"span","marks":[],"text":"We can see which content people reacted to, commented on, shared, and more. We can also click into individuals to learn more about them and their recent cross-channel activities."}],"markDefs":[],"style":"normal"},{"_key":"c1c838b9fdbe","_type":"mainImage","asset":{"_ref":"image-193304d50876defd564c8b507336785392129d27-1216x926-png","_type":"reference"},"caption":"View Person360 profile"},{"_key":"7eae9ab9d862","_type":"block","children":[{"_key":"81411758490c0","_type":"span","marks":[],"text":"But we want to hone in on economic buyers at certain accounts."}],"markDefs":[],"style":"normal"},{"_key":"6ccd51ddee5b","_type":"block","children":[{"_key":"91f2cdf882170","_type":"span","marks":[],"text":"First we’ll filter for them using our "},{"_key":"91f2cdf882171","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"91f2cdf882172","_type":"span","marks":[],"text":" filter."}],"markDefs":[],"style":"normal"},{"_key":"1e5deabcaaf7","_type":"mainImage","asset":{"_ref":"image-d8b0ef2066644987d30ccbcc11c1665130538edf-704x1264-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"19717313be8b","_type":"block","children":[{"_key":"92664cea338a0","_type":"span","marks":[],"text":"🔦 "},{"_key":"92664cea338a1","_type":"span","marks":["strong"],"text":"Product spotlight: Tags\n"},{"_key":"ca4ed79afaa50","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"ca4ed79afaa51","_type":"span","marks":["dccb1c9594b0"],"text":"tags"},{"_key":"ca4ed79afaa52","_type":"span","marks":[],"text":" feature allows you to automatically label individuals and organizations with specific tags based on customizable criteria. This makes it easy to quickly filter for economic buyers, ideal personas, product-qualified leads, and more."}],"markDefs":[{"_key":"dccb1c9594b0","_type":"link","href":"https://docs.commonroom.io/set-preferences/tags"}],"style":"callout"},{"_key":"b821b40da5b8","_type":"block","children":[{"_key":"2b0627682e190","_type":"span","marks":[],"text":"Then we’ll apply our "},{"_key":"2b0627682e191","_type":"span","marks":["strong"],"text":"Name"},{"_key":"2b0627682e192","_type":"span","marks":[],"text":" filter to focus on a specific organization."}],"markDefs":[],"style":"normal"},{"_key":"942d7960283a","_type":"mainImage","asset":{"_ref":"image-9c43e942d7d988bf1fa5e0ff7c49849e85800377-2472x1320-png","_type":"reference"},"caption":"Select Name"},{"_key":"4c4fdcfdd30b","_type":"block","children":[{"_key":"271114bfaa300","_type":"span","marks":[],"text":"Voilà—we now have a view of the economic buyers at our target account who recently interacted with our content 🪄"}],"markDefs":[],"style":"normal"},{"_key":"e5b78186dabf","_type":"anchor","label":"Step 3: Personalize outreach"},{"_key":"a850daaac618","_type":"block","children":[{"_key":"c6f1ca3a637f0","_type":"span","marks":[],"text":"Step 3: Personalize outreach"}],"markDefs":[],"style":"h3"},{"_key":"90beb245b7f8","_type":"block","children":[{"_key":"aba343618fd40","_type":"span","marks":[],"text":"Now that we know how to surface economic buyers at our owned accounts, let’s personalize our pitch."}],"markDefs":[],"style":"normal"},{"_key":"aaf894efd91c","_type":"block","children":[{"_key":"5f802b3797e20","_type":"span","marks":[],"text":"We can craft messages based on the content people engaged with and pull in other relevant details related to their roles, organizations, and recent activities."}],"markDefs":[],"style":"normal"},{"_key":"0c3fcbd23a0e","_type":"block","children":[{"_key":"3ff9df0686300","_type":"span","marks":[],"text":"It might look something like this:"}],"markDefs":[],"style":"normal"},{"_key":"329b284276da","_type":"block","children":[{"_key":"a20253d319a80","_type":"span","marks":[],"text":"✍️ "},{"_key":"a20253d319a81","_type":"span","marks":["strong"],"text":"Outbound template based on recent content engagement\n\n"},{"_key":"157437b461400","_type":"span","marks":["em"],"text":"Hi "},{"_key":"6a5727bebc2d","_type":"span","marks":["em","strong"],"text":"[first name]"},{"_key":"269d4087cde0","_type":"span","marks":["em"],"text":",\n\nI saw that you liked our recent product announcement on LinkedIn. We designed this update to help organizations like "},{"_key":"6299328fa3ab","_type":"span","marks":["em","strong"],"text":"[company name]"},{"_key":"ebe1d4a08332","_type":"span","marks":["em"],"text":" "},{"_key":"69a3af098b21","_type":"span","marks":["em","strong"],"text":"[benefit that product unlocks]"},{"_key":"50434b1b0ded","_type":"span","marks":["em"],"text":".\n\nIf you’re thinking about updating your stack, or just want to learn more about our new functionalities, I’d be happy to chat.\n\nBest,\n"},{"_key":"cc7717bf93c2","_type":"span","marks":["em","strong"],"text":"[Your name]"}],"markDefs":[],"style":"callout"},{"_key":"df82a9bb7d6f","_type":"block","children":[{"_key":"911b042154a50","_type":"span","marks":[],"text":"Based on where our buyers are most active, we can determine the best place to reach out, be it LinkedIn, Slack, or email—and do it directly from Common Room."}],"markDefs":[],"style":"normal"},{"_key":"f37363c75271","_type":"mainImage","asset":{"_ref":"image-1a041830e5d4f388f301b854e18194e82e07a74a-2690x222-png","_type":"reference"},"caption":"Select Add to sequence"},{"_key":"c7e3b8c7a53b","_type":"block","children":[{"_key":"58cd3c9173c70","_type":"span","marks":[],"text":"🔦 "},{"_key":"58cd3c9173c71","_type":"span","marks":["strong"],"text":"Product spotlight: Sales engagement platform integrations\n"},{"_key":"4d6af3a1438b0","_type":"span","marks":[],"text":"Common Room’s integrations with sales engagement platforms—including "},{"_key":"4d6af3a1438b1","_type":"span","marks":["e27079999bcc"],"text":"Outreach"},{"_key":"4d6af3a1438b2","_type":"span","marks":[],"text":" and "},{"_key":"4d6af3a1438b3","_type":"span","marks":["46f1c7cceaf5"],"text":"Apollo"},{"_key":"4d6af3a1438b4","_type":"span","marks":[],"text":"—allow you to add individuals to personalized email sequences from within Common Room. 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This makes it easy to surface specific people and companies based on firmographic details, cross-channel activities, product usage, and more."}],"markDefs":[{"_key":"1243155c87bc","_type":"link","href":"https://docs.commonroom.io/get-started/core-concepts-home/filters"}],"style":"callout"},{"_key":"d327e9057f4f","_type":"block","children":[{"_key":"b13e60def92e0","_type":"span","marks":[],"text":"We’d start by adding the "},{"_key":"b13e60def92e1","_type":"span","marks":["strong"],"text":"Org change"},{"_key":"b13e60def92e2","_type":"span","marks":[],"text":" filter and customizing the time frame."}],"markDefs":[],"style":"normal"},{"_key":"7c8291a142ac","_type":"mainImage","asset":{"_ref":"image-7ec9e432cc571b65c583058ecbf398e6b867c946-2501x1302-png","_type":"reference"},"caption":"Select Org change"},{"_key":"b5b53bee9054","_type":"block","children":[{"_key":"50be8e6c9d190","_type":"span","marks":[],"text":"Common Room will automatically pull in data from digital channels—in this case, LinkedIn—to uncover recent job changes."}],"markDefs":[],"style":"normal"},{"_key":"28918f2a4b85","_type":"block","children":[{"_key":"de1e75e38c6b0","_type":"span","marks":[],"text":"Next we’d add an "},{"_key":"de1e75e38c6b1","_type":"span","marks":["strong"],"text":"Organization tags"},{"_key":"de1e75e38c6b2","_type":"span","marks":[],"text":" filter for previous customers. 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Check out our "},{"_key":"3ed0674028a11","_type":"span","marks":["1543a01bbadf"],"text":"integration docs"},{"_key":"3ed0674028a12","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Outreach to Common Room and explore other integration options."}],"markDefs":[{"_key":"1543a01bbadf","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/outreach"}],"style":"callout"},{"_key":"e13bd9a4cc52","_type":"anchor","label":"Step 1: Create workflow"},{"_key":"29ebfb3c0782","_type":"block","children":[{"_key":"0b5ac617b3670","_type":"span","marks":[],"text":"Step 1: Create workflow"}],"markDefs":[],"style":"h3"},{"_key":"98afd8408b29","_type":"block","children":[{"_key":"8693ca795e9a0","_type":"span","marks":[],"text":"Let’s say some of our reps have recently seen success with expanding the number of product seats at certain accounts."}],"markDefs":[],"style":"normal"},{"_key":"8207de523905","_type":"block","children":[{"_key":"39e6f02d8cfd0","_type":"span","marks":[],"text":"We want to make it easy for the entire team to add economic buyers who are admins in our product—and who are showing signs of needing more seats—to a personalized email sequence."}],"markDefs":[],"style":"normal"},{"_key":"4a2a5e47131e","_type":"block","children":[{"_key":"bf91a3fdea690","_type":"span","marks":[],"text":"We’d log in to Common Room and go to "},{"_key":"bf91a3fdea691","_type":"span","marks":["strong"],"text":"Workflows"},{"_key":"bf91a3fdea692","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"171aeb58f7b2","_type":"mainImage","asset":{"_ref":"image-22ad7d77fb015d85d8cfd2c5f13d6917853f70b2-3840x2160-png","_type":"reference"},"caption":"Select Workflows"},{"_key":"a7a5c8187cb1","_type":"block","children":[{"_key":"ddf58c754eca0","_type":"span","marks":[],"text":"🔦 "},{"_key":"ddf58c754eca1","_type":"span","marks":["strong"],"text":"Product spotlight: Workflows\n"},{"_key":"15dab01a2ae90","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"15dab01a2ae91","_type":"span","marks":["3ae6c90214cc"],"text":"workflows"},{"_key":"15dab01a2ae92","_type":"span","marks":[],"text":" feature allows you to create and customize automations based on specific demographic, firmographic, and activity details. 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This makes it easy to engage buyers without switching tools."}],"markDefs":[{"_key":"602e777c0971","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/apollo"}],"style":"callout"},{"_key":"4d09d1281aa1","_type":"block","children":[{"_key":"01b1182824d20","_type":"span","marks":[],"text":"Okay, now let’s decide how people get added to our automated workflow 🤖"}],"markDefs":[],"style":"normal"},{"_key":"5b48ef7e853a","_type":"anchor","label":"Step 2: Add filters"},{"_key":"f2130da11918","_type":"block","children":[{"_key":"b83bc1f4a7ae0","_type":"span","marks":[],"text":"Step 2: Add filters"}],"markDefs":[],"style":"h3"},{"_key":"b8db716bc891","_type":"block","children":[{"_key":"ba55232b79ac0","_type":"span","marks":[],"text":"Common Room automatically pulls in and combines data from all our connected sources so we can slice and dice it as we please using filters."}],"markDefs":[],"style":"normal"},{"_key":"73104ef1cdf9","_type":"block","children":[{"_key":"4cc526e5fea40","_type":"span","marks":[],"text":"🔦 "},{"_key":"4cc526e5fea41","_type":"span","marks":["strong"],"text":"Product spotlight: Filters\n"},{"_key":"cd1b4b90c9a40","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"cd1b4b90c9a41","_type":"span","marks":["7a23d40419a0"],"text":"filters"},{"_key":"cd1b4b90c9a42","_type":"span","marks":[],"text":" feature allows you to highlight individuals and organizations based on any combination of factors. This makes it easy to surface specific people and companies based on firmographic details, cross-channel activities, product usage, and more."}],"markDefs":[{"_key":"7a23d40419a0","_type":"link","href":"https://docs.commonroom.io/get-started/core-concepts-home/filters"}],"style":"callout"},{"_key":"c9d197feaf94","_type":"block","children":[{"_key":"bc0161ac42640","_type":"span","marks":[],"text":"First we want to add a filter for people who are tagged as economic buyers. We’d find that under "},{"_key":"bc0161ac42641","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"bc0161ac42642","_type":"span","marks":[],"text":" in the "},{"_key":"bc0161ac42643","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"bc0161ac42644","_type":"span","marks":[],"text":" section."}],"markDefs":[],"style":"normal"},{"_key":"b84a70766ab9","_type":"mainImage","asset":{"_ref":"image-2cc2ff0778dd0a41e7aabb2a16430395c0bf2cf4-896x908-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"f15174c45003","_type":"block","children":[{"_key":"710528980e7b0","_type":"span","marks":[],"text":"🔦 "},{"_key":"710528980e7b1","_type":"span","marks":["strong"],"text":"Product spotlight: Tags\n"},{"_key":"8d44811e773a0","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"8d44811e773a1","_type":"span","marks":["0f0801f943dc"],"text":"tags"},{"_key":"8d44811e773a2","_type":"span","marks":[],"text":" feature allows you to automatically label individuals and organizations with specific tags based on customizable criteria. This makes it easy to quickly filter for economic buyers, ideal personas, product-qualified leads, and more."}],"markDefs":[{"_key":"0f0801f943dc","_type":"link","href":"https://docs.commonroom.io/set-preferences/tags"}],"style":"callout"},{"_key":"8a949cddd48f","_type":"block","children":[{"_key":"add44d382d280","_type":"span","marks":[],"text":"Next we’d apply filters to our Snowflake data to zero in on individuals who are admins of at least one workspace."}],"markDefs":[],"style":"normal"},{"_key":"627a68a07969","_type":"mainImage","asset":{"_ref":"image-689e1096394cbd7af1d28be3206c7d32d7fc9051-1342x866-png","_type":"reference"},"caption":"Select Admin of at least 1 workspace"},{"_key":"d604910cb716","_type":"block","children":[{"_key":"b41582958cd40","_type":"span","marks":[],"text":"Then we’d add a filter for "},{"_key":"b41582958cd41","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"b41582958cd42","_type":"span","marks":[],"text":" and pull from our product data to hone in on companies where the number of employees is higher than the number of paid seats."}],"markDefs":[],"style":"normal"},{"_key":"5a21a5880ada","_type":"mainImage","asset":{"_ref":"image-bf88f50b5db5719cc5b3a1a692df253a703dfaf8-1790x1002-png","_type":"reference"},"caption":"Select Employee count is greater than paid seats"},{"_key":"b44353a9bf5b","_type":"block","children":[{"_key":"c3199b2d21ff0","_type":"span","marks":[],"text":"Finally, we’d add another organization filter for companies where license utilization over the past 28 days is 100%."}],"markDefs":[],"style":"normal"},{"_key":"cfa07e061f7e","_type":"mainImage","asset":{"_ref":"image-b9364fc8f2663c097a5adc95d402b2a886097d1b-1072x568-png","_type":"reference"},"caption":"Select License utilization"},{"_key":"667993fc2c56","_type":"block","children":[{"_key":"33b0f6cdc5d50","_type":"span","marks":[],"text":"Voilà—now anyone who is an economic buyer and admin in our product—and who works at a company with more employees than paid seats that is using all of its licenses—will be added to this workflow 🧙"}],"markDefs":[],"style":"normal"},{"_key":"8e6371e6e8a9","_type":"block","children":[{"_key":"02713a42b0be0","_type":"span","marks":[],"text":"Now let’s decide what the workflow looks like."}],"markDefs":[],"style":"normal"},{"_key":"8e102b9effc1","_type":"anchor","label":"Step 3: Select sequence"},{"_key":"cabd65da0204","_type":"block","children":[{"_key":"b5e2190879580","_type":"span","marks":[],"text":"Step 3: Select sequence"}],"markDefs":[],"style":"h3"},{"_key":"583877e5e6f3","_type":"block","children":[{"_key":"304938494b620","_type":"span","marks":[],"text":"Let’s say we have an email sequence set up for just this kind of play."}],"markDefs":[],"style":"normal"},{"_key":"a2364967f879","_type":"block","children":[{"_key":"0e700337c8ee0","_type":"span","marks":[],"text":"It might look something like this:"}],"markDefs":[],"style":"normal"},{"_key":"94a84750f1be","_type":"block","children":[{"_key":"2a1ddd3355370","_type":"span","marks":[],"text":"✍️ "},{"_key":"2a1ddd3355371","_type":"span","marks":["strong"],"text":"Outbound template based on employee-to-paid seat ratio\n"},{"_key":"9d2e8044c44f0","_type":"span","marks":["em"],"text":"\nHi "},{"_key":"9d2e8044c44f1","_type":"span","marks":["strong","em"],"text":"[first name]"},{"_key":"9d2e8044c44f2","_type":"span","marks":["em"],"text":",\n\nChecking how your experience with "},{"_key":"9742cf0fb8651","_type":"span","marks":["strong","em"],"text":"[product name] "},{"_key":"9742cf0fb8652","_type":"span","marks":["em"],"text":"is going?\n\nLooks like all of your available licenses are being used. 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Check out our "},{"_key":"2d8d8ecffdde","_type":"span","marks":["fe2847342591"],"text":"integration docs"},{"_key":"b3bf6c13ff25","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Outreach to Common Room and explore other integration options."}],"markDefs":[{"_key":"fe2847342591","_type":"link","href":"https://www.commonroom.io/docs/signals/business-integrations/"}],"style":"normal"}],"header":"Sales execution platform","style":"success"},{"_key":"eeab854f45bc","_type":"anchor","label":"Step 1: Create message snippet template"},{"_key":"1bf95681c881","_type":"block","children":[{"_key":"ae19e07c2b860","_type":"span","marks":[],"text":"Step 1: Create message snippet template"}],"markDefs":[],"style":"h3"},{"_key":"fe3939b1fef8","_type":"block","children":[{"_key":"7ed39eda1cf10","_type":"span","marks":[],"text":"Let’s say we want to create unique, AI-generated message snippets we can insert into outbound sequences for different sales plays."}],"markDefs":[],"style":"normal"},{"_key":"32d3616256e7","_type":"block","children":[{"_key":"aa36d3642ccd0","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"aa36d3642ccd1","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"aa36d3642ccd2","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and click "},{"_key":"aa36d3642ccd3","_type":"span","marks":["strong"],"text":"RoomieAI™"},{"_key":"aa36d3642ccd4","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"462ffafadc1a","_type":"mainImage","asset":{"_ref":"image-207ee1e1e28568c9fdbcd34f4d656704d2bbdad9-3840x2160-png","_type":"reference"},"caption":"Select RoomieAI"},{"_key":"9820d50d888c","_type":"infoBox","body":[{"_key":"d224f5893df5","_type":"block","children":[{"_key":"94e7351652840","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"a09e7c8e271d","_type":"span","marks":["c0a83e80c7b7"],"text":"messaging agent"},{"_key":"c5a7584bd7ed","_type":"span","marks":[],"text":" automatically pushes signal data to a self-learning large language model to craft personalized, relevant messaging at scale. 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We can even tell RoomieAI to assume a certain persona or give it examples of messaging to emulate."}],"markDefs":[],"style":"normal"},{"_key":"072f8886b297","_type":"block","children":[{"_key":"74d37483dc1b0","_type":"span","marks":[],"text":"The goal is to provide RoomieAI with all the details it needs—including any explicit dos and don’ts."}],"markDefs":[],"style":"normal"},{"_key":"d429fa751c1c","_type":"block","children":[{"_key":"f592363d8d320","_type":"span","marks":[],"text":"Beyond instructions for message structure and tone and style, we want to tell RoomieAI which signals and fit criteria to pull from when generating a message."}],"markDefs":[],"style":"normal"},{"_key":"4eeef8ad859b","_type":"block","children":[{"_key":"347ebce89a350","_type":"span","marks":[],"text":"We’d simply click on "},{"_key":"347ebce89a351","_type":"span","marks":["strong"],"text":"Variables"},{"_key":"347ebce89a352","_type":"span","marks":[],"text":" near the top of the "},{"_key":"347ebce89a353","_type":"span","marks":["strong"],"text":"Prompt"},{"_key":"347ebce89a354","_type":"span","marks":[],"text":" text box to select which ones to include."}],"markDefs":[],"style":"normal"},{"_key":"d96fdae927b3","_type":"mainImage","asset":{"_ref":"image-ba68ad7bdbb6149be606d6cd0f77517b920ea59e-1646x1020-png","_type":"reference"},"caption":"Select Variables"},{"_key":"3170d25a6dbf","_type":"block","children":[{"_key":"b185c9886d2a0","_type":"span","marks":[],"text":"We can choose from contact-, account-, and activity-specific variables based on the data sources connected to Common Room, like website activity, product usage, and social interactions."}],"markDefs":[],"style":"normal"},{"_key":"2e938a2f31a2","_type":"block","children":[{"_key":"e593fca36bc90","_type":"span","marks":[],"text":"This also includes variables for "},{"_key":"e593fca36bc91","_type":"span","marks":["707602fc019e"],"text":"custom"},{"_key":"e593fca36bc92","_type":"span","marks":[],"text":" and "},{"_key":"e593fca36bc93","_type":"span","marks":["cba8990730e1"],"text":"calculated fields"},{"_key":"e593fca36bc94","_type":"span","marks":[],"text":" we’ve previously created in Common Room, such as location, role, industry, company size, and more."}],"markDefs":[{"_key":"707602fc019e","_type":"link","href":"https://www.commonroom.io/docs/set-preferences/fields/"},{"_key":"cba8990730e1","_type":"link","href":"https://www.commonroom.io/playbooks/identify-and-action-on-signal-heavy-accounts/"}],"style":"normal"},{"_key":"64195cf3330f","_type":"block","children":[{"_key":"888c84376f2b0","_type":"span","marks":[],"text":"And since these variables are dynamic, they’ll automatically be customized for every prospect we outbound using the signal data captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"98b1f325ce8e","_type":"block","children":[{"_key":"f06b97da3f0a0","_type":"span","marks":[],"text":"RoomieAI will use Common Room’s AI-powered identity resolution and waterfall enrichment engine—Person360™—to inform its output."}],"markDefs":[],"style":"normal"},{"_key":"661abf1a8440","_type":"infoBox","body":[{"_key":"c5a7898ce5d6","_type":"block","children":[{"_key":"ffa939150956","_type":"span","marks":[],"text":"Common Room’s out-of-the-box "},{"_key":"5439bb3de872","_type":"span","marks":["d51e54901860"],"text":"identity and enrichment engine"},{"_key":"6648fb7b0d0e","_type":"span","marks":[],"text":" uses machine learning models to automatically deanonymize contact and account activity, merge cross-channel signals into unified profiles, and fill in the blanks with rich contextual data."}],"markDefs":[{"_key":"d51e54901860","_type":"link","href":"https://www.commonroom.io/product/person-360/"}],"style":"normal"}],"header":"AI-powered identity resolution and waterfall enrichment","style":"info"},{"_key":"db50793eff6f","_type":"block","children":[{"_key":"a626a53bb28f0","_type":"span","marks":[],"text":"In this case, we want RoomieAI to base its messaging on job-change signals, as well as prospects’ previous and current organizations."}],"markDefs":[],"style":"normal"},{"_key":"2d0fe6022b55","_type":"mainImage","asset":{"_ref":"image-eba5653fbb6cef5d09696ca3f5abc43a4f6f9811-1628x650-png","_type":"reference"},"caption":"Configure variables"},{"_key":"f3746361fb3f","_type":"block","children":[{"_key":"4e8c7d1adfa80","_type":"span","marks":[],"text":"Finally we’d fill out the "},{"_key":"4e8c7d1adfa81","_type":"span","marks":["strong"],"text":"About your business"},{"_key":"4e8c7d1adfa82","_type":"span","marks":[],"text":" text box. This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. Integrations include popular CRMs and sales execution platforms like Salesforce, HubSpot, Outreach, Apollo, Salesloft, Gong Engage, and more."}],"markDefs":[{"_key":"9b25088fa1cb","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"}],"header":"Native integrations","style":"info"},{"_key":"84bbfa156b79","_type":"block","children":[{"_key":"4e614dff25ae0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"4e614dff25ae1","_type":"span","marks":["strong"],"text":"Add mapping"},{"_key":"4e614dff25ae2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"1c5edffc52b9","_type":"mainImage","asset":{"_ref":"image-5362dfb8ecfb05da745e36506df337b4ab544c72-314x119-png","_type":"reference"},"caption":"Select Add mapping"},{"_key":"3958276bcf34","_type":"block","children":[{"_key":"3df618d2362f0","_type":"span","marks":[],"text":"This will add a row of blank boxes to the mapping section below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message snippet"},{"_key":"b8430b29823d","_type":"block","children":[{"_key":"46e33d3cd44b0","_type":"span","marks":[],"text":"Step 3: Generate message snippet"}],"markDefs":[],"style":"h3"},{"_key":"6ac55a6acf4b","_type":"block","children":[{"_key":"8dc09ed22b900","_type":"span","marks":[],"text":"Time to put RoomieAI to the test."}],"markDefs":[],"style":"normal"},{"_key":"7c200874be96","_type":"block","children":[{"_key":"6379b1dff85f0","_type":"span","marks":[],"text":"We’d click "},{"_key":"6379b1dff85f1","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"6379b1dff85f2","_type":"span","marks":[],"text":" and go to any contact-level view in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"e9fcd025aec9","_type":"block","children":[{"_key":"0c9cfbaa22550","_type":"span","marks":[],"text":"We can generate message snippets directly from a contact’s Person360 profile."}],"markDefs":[],"style":"normal"},{"_key":"49d97c6d2723","_type":"mainImage","asset":{"_ref":"image-89963a49a28f6de1ddce4211e18be097de9bf05a-2750x1501-png","_type":"reference"},"caption":"View message snippet options"},{"_key":"22c2b56ed01d","_type":"block","children":[{"_key":"571b66087b1d0","_type":"span","marks":[],"text":"But let’s say we’ve already created a contact segment for economic buyers who match our criteria for ideal persona and changed jobs in the past six months."}],"markDefs":[],"style":"normal"},{"_key":"1b5a1c16e7bf","_type":"infoBox","body":[{"_key":"08be22703ebc","_type":"block","children":[{"_key":"525003b9795a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"3050097b2cb0","_type":"span","marks":["7fd5f4301cb5"],"text":"intelligent automations"},{"_key":"54b79903e046","_type":"span","marks":[],"text":" build auto-replenishing segments using your custom filtering criteria, automating play creation based on any combination of contact, account, and activity signals."}],"markDefs":[{"_key":"7fd5f4301cb5","_type":"link","href":"https://www.commonroom.io/product/automation/"}],"style":"normal"}],"header":"Playbook automation","style":"info"},{"_key":"2a14ac1eca1e","_type":"block","children":[{"_key":"9fbcee2479650","_type":"span","marks":[],"text":"We’d navigate to our segment, click the dropdown arrow next to a prospect’s name, and choose "},{"_key":"0266d90427f8","_type":"span","marks":["strong"],"text":"Add to Outreach sequence"},{"_key":"a38f9f231fb1","_type":"span","marks":[],"text":" from the task list options."}],"markDefs":[],"style":"normal"},{"_key":"de1898d7f946","_type":"mainImage","asset":{"_ref":"image-ef7c92ccfe5bc12c06627c5161ec57c74d46255e-1332x247-png","_type":"reference"},"caption":"Select Add to Outreach sequence"},{"_key":"f4ab4c739d6c","_type":"block","children":[{"_key":"9f0c7fb599fb0","_type":"span","marks":[],"text":"We’d select the sequence our template is mapped to and RoomieAI will instantly spin up a 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Combine account-level intent derived from thousands of sources and billions of monthly consumption events with contact-level signals to take action on the hottest leads at the hottest accounts."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"65ca54755ed4","_type":"block","children":[{"_key":"0edbece302a6","_type":"span","marks":["strong"],"text":"Identify in-market accounts before they engage: "},{"_key":"7e14d94e3599","_type":"span","marks":[],"text":"See which accounts are accelerating research into topics related to your products and services to inform account-based targeting."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"e114988fe4d8","_type":"block","children":[{"_key":"0a533310d0df","_type":"span","marks":["strong"],"text":"Turn account-level interest into person-level action:"},{"_key":"7f567d4c9e59","_type":"span","marks":[],"text":" Connect company-level intent to the real buyers behind accounts using Common Room’s out-of-the-box signal capture, identity resolution, and waterfall enrichment."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"cf6ea9283f7b","_type":"block","children":[{"_key":"3547e31599c1","_type":"span","marks":["strong"],"text":"Reach the right person at the right time, every time:"},{"_key":"528e955b3cd6","_type":"span","marks":[],"text":" Spotlight, nurture, and prospect best-bet leads at target accounts using automated workflows and AI agents."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"}],"header":"TL;DR","style":"question"},{"_key":"97a2d4047659","_type":"externalVideo","url":"https://youtu.be/4XKlBCcVhuA"},{"_key":"a0e011f89a68","_type":"block","children":[{"_key":"66a64ccb5144","_type":"span","marks":[],"text":"Modern ABM isn’t replacing account-level intent with person-level buying signals—it’s combining the two for full-funnel visibility."}],"markDefs":[],"style":"normal"},{"_key":"fa4e314c3f65","_type":"block","children":[{"_key":"0b1de47083be","_type":"span","marks":[],"text":"The complaints we hear from prospects and customers about legacy ABM tools usually go something like this:"}],"markDefs":[],"style":"normal"},{"_key":"d889c8f98d23","_type":"block","children":[{"_key":"9977da97acc9","_type":"span","marks":[],"text":"A tool notifies marketing that someone at an account searched a topic relevant to the business. 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"},{"_key":"d19f6ac2b436","_type":"span","marks":["8ac7e8269709"],"text":"Sign up for free"},{"_key":"a9eae808ad04","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"8ac7e8269709","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"normal"}],"header":"Common Room","style":"success"},{"_key":"fedfbe1345e9","_type":"anchor","label":"Step 1: Connect Bombora intent data"},{"_key":"891ba5ab11a9","_type":"block","children":[{"_key":"b52fb0baa360","_type":"span","marks":[],"text":"Step 1: Connect Bombora intent data"}],"markDefs":[],"style":"h3"},{"_key":"a7901e9c481f","_type":"block","children":[{"_key":"0c88b1c382b6","_type":"span","marks":[],"text":"Let’s say we’re a demand gen leader or ABM program manager."}],"markDefs":[],"style":"normal"},{"_key":"2f16d94cf431","_type":"block","children":[{"_key":"35404618b7e2","_type":"span","marks":[],"text":"We want to spotlight account-level intent for ABM targeting and make that intent actionable for reps in the field."}],"markDefs":[],"style":"normal"},{"_key":"060225867dae","_type":"block","children":[{"_key":"58c10a71cdf4","_type":"span","marks":[],"text":"First we’d connect "},{"_key":"eec2367a73fb","_type":"span","marks":["2ea597ac94d0"],"text":"Bombora"},{"_key":"320a8928390e","_type":"span","marks":[],"text":" to Common Room."}],"markDefs":[{"_key":"2ea597ac94d0","_type":"link","href":"https://www.commonroom.io/docs/signals/business-integrations/bombora/"}],"style":"normal"},{"_key":"f022523ccba9","_type":"block","children":[{"_key":"38c45b64c88f","_type":"span","marks":[],"text":"Bombora’s Company Surge® Intent data allows us to track spikes in topic interest from across Bombora’s Data Cooperative of 4,000-plus business publishers, analysts, vendors, and content syndication providers right from Common Room."}],"markDefs":[],"style":"normal"},{"_key":"29c0ab1f8511","_type":"block","children":[{"_key":"2ac8590cf6f2","_type":"span","marks":[],"text":"We can let Bombora suggest relevant topics based on our domain or customize which topics to track ourselves."}],"markDefs":[],"style":"normal"},{"_key":"1bf73816cff9","_type":"arcadeEmbed","url":"https://app.arcade.software/share/RV1uEDlXDWDAPXbIA54X"},{"_key":"cafbcf3e3ffe","_type":"infoBox","body":[{"_key":"9155270a5c50","_type":"block","children":[{"_key":"752e4c44af4d","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"00301ede9be6","_type":"span","marks":["3944c509924c"],"text":"integrations"},{"_key":"613f86947d77","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. 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This makes it easy to take action on buying signals fast."}],"markDefs":[{"_key":"670a3d63becd","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"dd605d93c39a","_type":"block","children":[{"_key":"65087ee1c0780","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"65087ee1c0781","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"65087ee1c0782","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and navigate to "},{"_key":"65087ee1c0783","_type":"span","marks":["strong"],"text":"Scores"},{"_key":"65087ee1c0784","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"4eb75ac80eeb","_type":"mainImage","asset":{"_ref":"image-647bf5df0c8f1dd14f5cfec62f9efc2db6642702-3840x2160-png","_type":"reference"},"caption":"Select Scores"},{"_key":"5ac9ddcad2bf","_type":"block","children":[{"_key":"45b7b371d0f00","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"45b7b371d0f01","_type":"span","marks":["strong"],"text":"Create new score"},{"_key":"45b7b371d0f02","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"ece4bda989ff","_type":"mainImage","asset":{"_ref":"image-cc563df6cc3d517648f6bcd558da2546db512a1d-408x164-png","_type":"reference"},"caption":"Select Create new score"},{"_key":"07629eeb3992","_type":"block","children":[{"_key":"2601b209705e0","_type":"span","marks":[],"text":"After we give our score a title and short description, we can drill down into buyer fit and behavior."}],"markDefs":[],"style":"normal"},{"_key":"ab04b2e279d3","_type":"mainImage","asset":{"_ref":"image-5ff532024f271815208c693fea7f3f235d2d7fd3-3840x2160-png","_type":"reference"},"caption":"View score configuration options"},{"_key":"fc50e2371099","_type":"block","children":[{"_key":"6ec8c86b8a360","_type":"span","marks":[],"text":"We’ll start with fit."}],"markDefs":[],"style":"normal"},{"_key":"d8f7e55543fc","_type":"block","children":[{"_key":"c01db3f8673e0","_type":"span","marks":[],"text":"We have no shortage of attributes we can add, but for this example we want to score fit based on the industry the person works in, how much revenue their organization brings in each year, and whether or not they’re an economic buyer."}],"markDefs":[],"style":"normal"},{"_key":"b6217a3cd79b","_type":"block","children":[{"_key":"7b842e70f4dc0","_type":"span","marks":[],"text":"We can easily add those criteria by clicking "},{"_key":"7b842e70f4dc1","_type":"span","marks":["strong"],"text":"Add rule"},{"_key":"7b842e70f4dc2","_type":"span","marks":[],"text":" and choosing from our filters."}],"markDefs":[],"style":"normal"},{"_key":"4ad7731e34ce","_type":"mainImage","asset":{"_ref":"image-b2bba636bae2cba9021467bd92bd93d6a4669632-2522x1322-png","_type":"reference"},"caption":"View filters"},{"_key":"837c861e1928","_type":"block","children":[{"_key":"411da69d240e0","_type":"span","marks":[],"text":"Each time we add a new criteria, we have the option of customizing its importance to the score (as well as specifying additional parameters). Maybe industry is more important to us than annual revenue, so we’d mark it as very important."}],"markDefs":[],"style":"normal"},{"_key":"e72cfcd19ded","_type":"mainImage","asset":{"_ref":"image-e65b10b1a7174f7656e2d512d0f04b7f82c07410-3840x2160-png","_type":"reference"},"caption":"Configure importance"},{"_key":"02e7696e8bfd","_type":"block","children":[{"_key":"f713dc0320260","_type":"span","marks":[],"text":"Okay, now let’s focus on behavior."}],"markDefs":[],"style":"normal"},{"_key":"d25c228e3f2d","_type":"block","children":[{"_key":"e55bbcc5aaf90","_type":"span","marks":[],"text":"Again, we can pull in signals related to actions across numerous digital channels: product, website, social, community, open-source—you name it. 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This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. Integrations include popular CRMs and sales execution platforms like Salesforce, HubSpot, Outreach, Apollo, Salesloft, Gong Engage, and more."}],"markDefs":[{"_key":"9b25088fa1cb","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"}],"header":"Native integrations","style":"info"},{"_key":"84bbfa156b79","_type":"block","children":[{"_key":"4e614dff25ae0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"4e614dff25ae1","_type":"span","marks":["strong"],"text":"Add mapping"},{"_key":"4e614dff25ae2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"1c5edffc52b9","_type":"mainImage","asset":{"_ref":"image-5362dfb8ecfb05da745e36506df337b4ab544c72-314x119-png","_type":"reference"},"caption":"Select Add mapping"},{"_key":"3958276bcf34","_type":"block","children":[{"_key":"3df618d2362f0","_type":"span","marks":[],"text":"This will add a row of blank boxes to the mapping section below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message snippet"},{"_key":"b8430b29823d","_type":"block","children":[{"_key":"46e33d3cd44b0","_type":"span","marks":[],"text":"Step 3: Generate message snippet"}],"markDefs":[],"style":"h3"},{"_key":"6ac55a6acf4b","_type":"block","children":[{"_key":"8dc09ed22b900","_type":"span","marks":[],"text":"Time to put RoomieAI to the test."}],"markDefs":[],"style":"normal"},{"_key":"7c200874be96","_type":"block","children":[{"_key":"6379b1dff85f0","_type":"span","marks":[],"text":"We’d click "},{"_key":"6379b1dff85f1","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"6379b1dff85f2","_type":"span","marks":[],"text":" and go to any contact-level view in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"e9fcd025aec9","_type":"block","children":[{"_key":"0c9cfbaa22550","_type":"span","marks":[],"text":"We can generate message snippets directly from a contact’s Person360 profile."}],"markDefs":[],"style":"normal"},{"_key":"49d97c6d2723","_type":"mainImage","asset":{"_ref":"image-89963a49a28f6de1ddce4211e18be097de9bf05a-2750x1501-png","_type":"reference"},"caption":"View message snippet options"},{"_key":"22c2b56ed01d","_type":"block","children":[{"_key":"571b66087b1d0","_type":"span","marks":[],"text":"But let’s say we’ve already created a contact segment for economic buyers who match our criteria for ideal persona and changed jobs in the past six months."}],"markDefs":[],"style":"normal"},{"_key":"1b5a1c16e7bf","_type":"infoBox","body":[{"_key":"08be22703ebc","_type":"block","children":[{"_key":"525003b9795a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"3050097b2cb0","_type":"span","marks":["7fd5f4301cb5"],"text":"intelligent automations"},{"_key":"54b79903e046","_type":"span","marks":[],"text":" build auto-replenishing segments using your custom filtering criteria, automating play creation based on any combination of contact, account, and activity signals."}],"markDefs":[{"_key":"7fd5f4301cb5","_type":"link","href":"https://www.commonroom.io/product/automation/"}],"style":"normal"}],"header":"Playbook automation","style":"info"},{"_key":"2a14ac1eca1e","_type":"block","children":[{"_key":"9fbcee2479650","_type":"span","marks":[],"text":"We’d navigate to our segment, click the dropdown arrow next to a prospect’s name, and choose "},{"_key":"0266d90427f8","_type":"span","marks":["strong"],"text":"Add to Outreach sequence"},{"_key":"a38f9f231fb1","_type":"span","marks":[],"text":" from the task list options."}],"markDefs":[],"style":"normal"},{"_key":"de1898d7f946","_type":"mainImage","asset":{"_ref":"image-ef7c92ccfe5bc12c06627c5161ec57c74d46255e-1332x247-png","_type":"reference"},"caption":"Select Add to Outreach sequence"},{"_key":"f4ab4c739d6c","_type":"block","children":[{"_key":"9f0c7fb599fb0","_type":"span","marks":[],"text":"We’d select the sequence our template is mapped to and RoomieAI will instantly spin up a message snippet based on our prompt."}],"markDefs":[],"style":"normal"},{"_key":"2208ebfd791c","_type":"block","children":[{"_key":"77f4ae3a653b0","_type":"span","marks":[],"text":"We can review and edit the snippet as we see fit before adding the prospect to our sequence from within Common Room."}],"markDefs":[],"style":"normal"},{"_key":"fac172b5e795","_type":"mainImage","asset":{"_ref":"image-7af8d719644d6cbf9f29f3ce73d99494c15ff7e5-1144x688-png","_type":"reference"},"caption":"View message snippet"},{"_key":"c433f2e39c59","_type":"block","children":[{"_key":"6361ed5730120","_type":"span","marks":[],"text":"We can also select multiple prospects at once and add them all to the same sequence simultaneously."}],"markDefs":[],"style":"normal"},{"_key":"71741c92c056","_type":"block","children":[{"_key":"601b4ebbf0c80","_type":"span","marks":[],"text":"RoomieAI will update its message snippet for each person to make it as personalized and relevant as possible 🥳"}],"markDefs":[],"style":"normal"},{"_key":"6a76ad055988","_type":"anchor","label":"Step 4: Automate personalized outbound"},{"_key":"de0111cbcbd0","_type":"block","children":[{"_key":"3e5ce2d656410","_type":"span","marks":[],"text":"Step 4: Automate personalized outbound"}],"markDefs":[],"style":"h3"},{"_key":"a1e2c53d44bc","_type":"block","children":[{"_key":"e554e06f2f970","_type":"span","marks":[],"text":"Now that we’re confident in this play, we can put the whole process on autopilot 🛩️"}],"markDefs":[],"style":"normal"},{"_key":"5e469c1cb8a8","_type":"block","children":[{"_key":"7c43b3c18ed40","_type":"span","marks":[],"text":"We’d go to "},{"_key":"7c43b3c18ed41","_type":"span","marks":["strong"],"text":"Workflows"},{"_key":"7c43b3c18ed42","_type":"span","marks":[],"text":" in the left sidebar, click "},{"_key":"7c43b3c18ed43","_type":"span","marks":["strong"],"text":"New workflow"},{"_key":"7c43b3c18ed44","_type":"span","marks":[],"text":", and select 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This makes it easy to surface specific people and companies based on firmographic details, cross-channel activities, product usage, and more."}],"markDefs":[{"_key":"7a23d40419a0","_type":"link","href":"https://docs.commonroom.io/get-started/core-concepts-home/filters"}],"style":"callout"},{"_key":"c9d197feaf94","_type":"block","children":[{"_key":"bc0161ac42640","_type":"span","marks":[],"text":"First we want to add a filter for people who are tagged as economic buyers. We’d find that under "},{"_key":"bc0161ac42641","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"bc0161ac42642","_type":"span","marks":[],"text":" in the "},{"_key":"bc0161ac42643","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"bc0161ac42644","_type":"span","marks":[],"text":" section."}],"markDefs":[],"style":"normal"},{"_key":"b84a70766ab9","_type":"mainImage","asset":{"_ref":"image-2cc2ff0778dd0a41e7aabb2a16430395c0bf2cf4-896x908-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"f15174c45003","_type":"block","children":[{"_key":"710528980e7b0","_type":"span","marks":[],"text":"🔦 "},{"_key":"710528980e7b1","_type":"span","marks":["strong"],"text":"Product spotlight: Tags\n"},{"_key":"8d44811e773a0","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"8d44811e773a1","_type":"span","marks":["0f0801f943dc"],"text":"tags"},{"_key":"8d44811e773a2","_type":"span","marks":[],"text":" feature allows you to automatically label individuals and organizations with specific tags based on customizable criteria. This makes it easy to quickly filter for economic buyers, ideal personas, product-qualified leads, and more."}],"markDefs":[{"_key":"0f0801f943dc","_type":"link","href":"https://docs.commonroom.io/set-preferences/tags"}],"style":"callout"},{"_key":"8a949cddd48f","_type":"block","children":[{"_key":"add44d382d280","_type":"span","marks":[],"text":"Next we’d apply filters to our Snowflake data to zero in on individuals who are admins of at least one workspace."}],"markDefs":[],"style":"normal"},{"_key":"627a68a07969","_type":"mainImage","asset":{"_ref":"image-689e1096394cbd7af1d28be3206c7d32d7fc9051-1342x866-png","_type":"reference"},"caption":"Select Admin of at least 1 workspace"},{"_key":"d604910cb716","_type":"block","children":[{"_key":"b41582958cd40","_type":"span","marks":[],"text":"Then we’d add a filter for "},{"_key":"b41582958cd41","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"b41582958cd42","_type":"span","marks":[],"text":" and pull from our product data to hone in on companies where the number of employees is higher than the number of paid seats."}],"markDefs":[],"style":"normal"},{"_key":"5a21a5880ada","_type":"mainImage","asset":{"_ref":"image-bf88f50b5db5719cc5b3a1a692df253a703dfaf8-1790x1002-png","_type":"reference"},"caption":"Select Employee count is greater than paid seats"},{"_key":"b44353a9bf5b","_type":"block","children":[{"_key":"c3199b2d21ff0","_type":"span","marks":[],"text":"Finally, we’d add another organization filter for companies where license utilization over the past 28 days is 100%."}],"markDefs":[],"style":"normal"},{"_key":"cfa07e061f7e","_type":"mainImage","asset":{"_ref":"image-b9364fc8f2663c097a5adc95d402b2a886097d1b-1072x568-png","_type":"reference"},"caption":"Select License utilization"},{"_key":"667993fc2c56","_type":"block","children":[{"_key":"33b0f6cdc5d50","_type":"span","marks":[],"text":"Voilà—now anyone who is an economic buyer and admin in our product—and who works at a company with more employees than paid seats that is using all of its licenses—will be added to this workflow 🧙"}],"markDefs":[],"style":"normal"},{"_key":"8e6371e6e8a9","_type":"block","children":[{"_key":"02713a42b0be0","_type":"span","marks":[],"text":"Now let’s decide what the workflow looks like."}],"markDefs":[],"style":"normal"},{"_key":"8e102b9effc1","_type":"anchor","label":"Step 3: Select sequence"},{"_key":"cabd65da0204","_type":"block","children":[{"_key":"b5e2190879580","_type":"span","marks":[],"text":"Step 3: Select sequence"}],"markDefs":[],"style":"h3"},{"_key":"583877e5e6f3","_type":"block","children":[{"_key":"304938494b620","_type":"span","marks":[],"text":"Let’s say we have an email sequence set up for just this kind of play."}],"markDefs":[],"style":"normal"},{"_key":"a2364967f879","_type":"block","children":[{"_key":"0e700337c8ee0","_type":"span","marks":[],"text":"It might look something like this:"}],"markDefs":[],"style":"normal"},{"_key":"94a84750f1be","_type":"block","children":[{"_key":"2a1ddd3355370","_type":"span","marks":[],"text":"✍️ "},{"_key":"2a1ddd3355371","_type":"span","marks":["strong"],"text":"Outbound template based on employee-to-paid seat ratio\n"},{"_key":"9d2e8044c44f0","_type":"span","marks":["em"],"text":"\nHi "},{"_key":"9d2e8044c44f1","_type":"span","marks":["strong","em"],"text":"[first name]"},{"_key":"9d2e8044c44f2","_type":"span","marks":["em"],"text":",\n\nChecking how your experience with "},{"_key":"9742cf0fb8651","_type":"span","marks":["strong","em"],"text":"[product name] "},{"_key":"9742cf0fb8652","_type":"span","marks":["em"],"text":"is going?\n\nLooks like all of your available licenses are being used. 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"},{"_key":"24d6cf4550301","_type":"span","marks":["da2eaa31e4fa"],"text":"Sign up for free"},{"_key":"24d6cf4550302","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"da2eaa31e4fa","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"normal"}],"header":"Common Room","style":"success"},{"_key":"c111dca2b1cd","_type":"anchor","label":"Step 1: Activate Prospector"},{"_key":"482582195b8f","_type":"block","children":[{"_key":"a84678fc126f","_type":"span","marks":[],"text":"Step 1: Activate Prospector"}],"markDefs":[],"style":"h3"},{"_key":"7177059fdd0b","_type":"block","children":[{"_key":"c96b131d7eee0","_type":"span","marks":[],"text":"Let’s say we want to hone in on prospects who work in marketing at companies in North America. We have a target account in mind, but no one from that organization has interacted with us across our digital ecosystem."}],"markDefs":[],"style":"normal"},{"_key":"0f61db410036","_type":"block","children":[{"_key":"42a7e5cbd53b0","_type":"span","marks":[],"text":"We’d log in to Common Room and go to "},{"_key":"42a7e5cbd53b1","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"42a7e5cbd53b2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"08ce4ce93073","_type":"mainImage","asset":{"_ref":"image-ff59f337f73c53612d30ceeb1b43b786541915b3-3840x2161-png","_type":"reference"},"caption":"Select Organizations"},{"_key":"6d4c544dfd60","_type":"block","children":[{"_key":"549b2995d8f80","_type":"span","marks":[],"text":"If the org is already tracked in Common Room, we can simply click into it. 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Common Room's scoring surfaced the right people at the top. AI leaders, platform engineers, heads of data. Not through a static filter that someone configured once and forgot about. Through a live, continuously updated ranking that changed what the team looked at first every time they opened an account."}],"markDefs":[],"style":"normal"},{"_key":"83c6b57ed864","_type":"block","children":[{"_key":"f3886091b5de","_type":"span","marks":[],"text":"The problem it solved was more acute than it sounds. Before Common Room, reps would navigate to Salesforce, pull up a contact view, and give up. The same thing happened in Outreach. The data was there but finding the right person at the right account was painful enough that the team couldn't be held accountable for basic follow-up tasks on inbound leads. Rep adoption of any contact-level workflow was broken before it started."}],"markDefs":[],"style":"normal"},{"_key":"612536ef7006","_type":"block","children":[{"_key":"e9e119f22f37","_type":"span","marks":[],"text":"\"I love the scoring that you guys do. ‘MasterCard has 244 people in here,’ I refreshed the page and all of a sudden the AI leaders are showing up at the top. That changed the day-to-day for our team immediately.\" "},{"_key":"b460c8f249c7","_type":"span","marks":["strong"],"text":"— "},{"_key":"1f1281fe711f","_type":"span","marks":[],"text":"Jake Biskar, Atlan"}],"markDefs":[],"style":"blockquote"},{"_key":"146d7f29a582","_type":"block","children":[{"_key":"3dd1d431f18e","_type":"span","marks":["strong"],"text":"The second was AI-readiness scoring."},{"_key":"c760838d8dad","_type":"span","marks":[],"text":" Atlan's ICP isn't defined by company size alone. It's defined by how ready a company is to actually use what Atlan sells. Are they investing in AI infrastructure? Are they hiring the right roles? Are they building the kind of data foundation that makes a data catalog worth buying? Jake built an AI-readiness score that answers those questions at the account level, and Common Room is where it surfaces for the team."}],"markDefs":[],"style":"normal"},{"_key":"bb388e7c68d0","_type":"block","children":[{"_key":"22fc39291ddf","_type":"span","marks":[],"text":"The platform earned its way into parts of the organization Jake hadn't targeted—and the expansion wasn't passive. He'd set out to support the full-cycle AEs and remove every barrier between signal and send. When reps started finding the right person at the right account without the usual pain, word spread fast. BDRs wanted licenses. CSMs wanted licenses. Leadership wanted licenses. Supporting fifty sellers evolved into every customer-facing person at Atlan wanting access. The reason, Jake says, is simple: aggregating signals across systems is genuinely painful without a platform built to do it. Once people saw what it felt like when that pain went away, they didn't want to go back."}],"markDefs":[],"style":"normal"},{"_key":"e05835b5a051","_type":"block","children":[{"_key":"58246652bb4c","_type":"span","marks":[],"text":"But there was still a gap. And it was the gap that mattered most."}],"markDefs":[],"style":"normal"},{"_key":"0bb7ad914b66","_type":"externalVideo","file":{"_type":"file","asset":{"_id":"file-4985f22c528849fd0a83f8794abecbfa421a7f1c-webm","_type":"sanity.fileAsset","_rev":"uiE5F13cTFeV0ltho7m4xY","_createdAt":"2026-04-29T23:37:46Z","_updatedAt":"2026-07-10T18:11:13Z","title":null,"sha1hash":"4985f22c528849fd0a83f8794abecbfa421a7f1c","url":"https://cdn.sanity.io/files/vt347z5x/production/4985f22c528849fd0a83f8794abecbfa421a7f1c.webm","size":766502,"description":null,"altText":null,"creditLine":null,"path":"files/vt347z5x/production/4985f22c528849fd0a83f8794abecbfa421a7f1c.webm","assetId":"4985f22c528849fd0a83f8794abecbfa421a7f1c","extension":"webm","opt":{"media":{"tags":null}},"uploadId":"2FhHKvj0K9PFQ6WTQoOVIBxiCQEzauaR","originalFilename":"Common-Room-Scoring.webm","mimeType":"video/webm","filename":"Common-Room-Scoring.webm","placeholderUrl":null,"id":"file-4985f22c528849fd0a83f8794abecbfa421a7f1c-webm","children":[],"parent":null}}},{"_key":"64b9c2653d20","_type":"anchor","label":"The problem with signals nobody acts on"},{"_key":"49899d864af1","_type":"block","children":[{"_key":"80f0b3ab1953","_type":"span","marks":["strong"],"text":"The problem with signals nobody acts on"}],"markDefs":[],"style":"h3"},{"_key":"794b42f0d805","_type":"block","children":[{"_key":"f78d9c7f8612","_type":"span","marks":[],"text":"The signals were good. Jake knew that. The team knew that. Nobody was questioning whether Common Room's data was accurate or whether the accounts it surfaced were real."}],"markDefs":[],"style":"normal"},{"_key":"023dfb1e70cb","_type":"block","children":[{"_key":"9acc1c1644f3","_type":"span","marks":[],"text":"The problem was what happened next."}],"markDefs":[],"style":"normal"},{"_key":"7e53b7b86046","_type":"block","children":[{"_key":"0d74321a5ca5","_type":"span","marks":[],"text":"AEs saw the signal. Understood it was meaningful. And still didn't act. Not because they didn't trust the platform. Because a signal is not the same thing as a reason to call. Knowing that a company visited the docs last Tuesday is information. Knowing that the same company is hiring three platform engineers, that their current stack doesn't include a data catalog, and that two contacts at the director level have been active on the site in the last two weeks: that's a story. That's something a rep can walk into a conversation with."}],"markDefs":[],"style":"normal"},{"_key":"1c68a55b89e3","_type":"block","children":[{"_key":"93aa0568e776","_type":"span","marks":[],"text":"\"People want to disqualify signals, because if they qualify a signal, that means they have to go take action on it. The question isn't whether they trust the data. It's how do you coerce them to pull the thread? How do you stack signals and build a story on why an account is worth their time?\" "},{"_key":"5e878467127b","_type":"span","marks":["strong"],"text":"— Jake Biskar, Atlan"}],"markDefs":[],"style":"blockquote"},{"_key":"cd6d531fa078","_type":"block","children":[{"_key":"e11433c2adc6","_type":"span","marks":[],"text":"Jake tried Common Room's Spark Brief. Spark Brief gave him the right starting point, but Atlan's motion required a level of proprietary context no out-of-the-box summary could carry: the persona definitions, the signal stack-ranking, the value props mapped to each buyer type, the messaging tone, the most current assets from the marketing team."}],"markDefs":[],"style":"normal"},{"_key":"53c6ed086d70","_type":"block","children":[{"_key":"1797b32b3d24","_type":"span","marks":[],"text":"For most teams, that's where the story ends. They file a product request and wait."}],"markDefs":[],"style":"normal"},{"_key":"fe04c6923f1e","_type":"block","children":[{"_key":"9cd5a3e72967","_type":"span","marks":[],"text":"But Jake built the next layer himself."}],"markDefs":[],"style":"normal"},{"_key":"c9a21624ddb8","_type":"externalVideo","file":{"_type":"file","asset":{"_id":"file-5ef24ebf8b4e8b4e47be3987c3a62035004213cf-webm","_type":"sanity.fileAsset","_rev":"Zpnuu3FYqMqfoOM9pO6Lxh","_createdAt":"2026-04-29T23:37:24Z","_updatedAt":"2026-04-29T23:37:24Z","assetId":"5ef24ebf8b4e8b4e47be3987c3a62035004213cf","extension":"webm","mimeType":"video/webm","originalFilename":"Roomie-AI-03.webm","path":"files/vt347z5x/production/5ef24ebf8b4e8b4e47be3987c3a62035004213cf.webm","sha1hash":"5ef24ebf8b4e8b4e47be3987c3a62035004213cf","size":1734589,"uploadId":"VVVK7vo6hFmJdYXfuUnDfmBMDOk8gqP2","url":"https://cdn.sanity.io/files/vt347z5x/production/5ef24ebf8b4e8b4e47be3987c3a62035004213cf.webm","filename":"Roomie-AI-03.webm","placeholderUrl":null,"id":"file-5ef24ebf8b4e8b4e47be3987c3a62035004213cf-webm","children":[],"parent":null}}},{"_key":"00761b4a6b8a","_type":"anchor","label":"The build that made the buy worth it"},{"_key":"d35a6dcd6cad","_type":"block","children":[{"_key":"52865e2aaf44","_type":"span","marks":["strong"],"text":"The build that made the buy worth it"}],"markDefs":[],"style":"h2"},{"_key":"2a66e3b4fce1","_type":"block","children":[{"_key":"402b138674f4","_type":"span","marks":[],"text":"The Chrome extension Jake built sits directly on top of Common Room. It's not a replacement, but rather an extension of what the platform already does, pulling in the signal data and Spark summaries that Common Room generates and combining them with a layer of proprietary context that lives in a GitHub repository his team maintains."}],"markDefs":[],"style":"normal"},{"_key":"1bb0ad8c3cb1","_type":"block","children":[{"_key":"ffb4357c3f33","_type":"span","marks":[],"text":"That repository is the context layer the industry hasn't figured out how to standardize yet. It contains markdown files that define Atlan's personas in detail, map value props to each buyer type, specify messaging tone, stack-rank which signals matter most and why, and pull in the latest assets from the marketing team's own GitHub. When a rep opens the extension on a contact, all of that context collapses into a single, actionable brief, and then generates a personalized LinkedIn connect or email sequence, drafted directly to Gmail to avoid the deliverability issues that come with API-based sending."}],"markDefs":[],"style":"normal"},{"_key":"ca9b25f8bd33","_type":"block","children":[{"_key":"349f6b00359f","_type":"span","marks":[],"text":"The distinction Jake draws is important. He didn't build this because Common Room failed. He built it because Common Room gave him a foundation solid enough to build on. The contact data, the scoring, the signal aggregation, the Spark summaries, those are things he would never build himself, because Common Room does them better than he could."}],"markDefs":[],"style":"normal"},{"_key":"f7ffafb7c923","_type":"block","children":[{"_key":"19089f2e7fc0","_type":"span","marks":[],"text":"\"We would never build a UI for our contact database. We'd never try to summarize everything a contact has done. We'd have to pull in all these tasks and events, and you guys seem to be doing that really, really well. So it's not worth it to us to do that. But the messaging layer? We know the tone, we know the most up-to-date assets, we know the personas. That part is worth building, because we know it better than any vendor could.\" "},{"_key":"d313bf973bcb","_type":"span","marks":["strong"],"text":"— Jake Biskar, Atlan"}],"markDefs":[],"style":"blockquote"},{"_key":"e9db1380316b","_type":"block","children":[{"_key":"c803f92a2829","_type":"span","marks":[],"text":"That quote is worth sitting with for a moment. Because it’s more than a clever workaround, it’s a philosophy."}],"markDefs":[],"style":"normal"},{"_key":"cbac5b25b521","_type":"block","children":[{"_key":"cf6835db155f","_type":"span","marks":[],"text":"The real answer isn't \"don't build.\" Jake built his own contact database. He built his own scoring model. He thinks that's worth doing because building it forces you to understand your own motion deeply enough to know what actually matters. The thing not worth building is the UI that surfaces it all and the connectivity layer that holds it together. That's what Common Room does."}],"markDefs":[],"style":"normal"},{"_key":"ffd4f9f6b220","_type":"block","children":[{"_key":"2ad211320d45","_type":"span","marks":[],"text":"Don't build the interface. Don't build the system that connects everything. Buy that. Then build the context on top of it that only you could build. That's the distinction, and it's the one most teams miss."}],"markDefs":[],"style":"normal"},{"_key":"8554010e7949","_type":"block","children":[{"_key":"747f91678816","_type":"span","marks":[],"text":"Reps who used to open an account and start from scratch—tabbing between LinkedIn, the CRM, and whatever research they'd done themselves—now open the extension and have everything in one place: who matters at the account, what they've been looking at, and a draft message that already knows what to say. The time between signal and outreach collapsed. The quality of the first touch went up. And for the first time, reps were asking for access to the tool rather than being asked to use it."}],"markDefs":[],"style":"normal"},{"_key":"0e7795b4e240","_type":"block","children":[{"_key":"eeb572269c3b","_type":"span","marks":[],"text":"Common Room is the foundation, and for Atlan, the Chrome extension was the last mile. Neither works without the other. And the results showed up fast."}],"markDefs":[],"style":"normal"},{"_key":"6f0a0fadbbfa","_type":"anchor","label":"What the orchestration layer looks like now"},{"_key":"cff9e2b49d0f","_type":"block","children":[{"_key":"d0be0150e76c","_type":"span","marks":["strong"],"text":"What the orchestration layer looks like now"}],"markDefs":[],"style":"h3"},{"_key":"65784b41e334","_type":"block","children":[{"_key":"ffcf64974de9","_type":"span","marks":[],"text":"Jake has a view on where GTM infrastructure is headed."}],"markDefs":[],"style":"normal"},{"_key":"5dbc401c56a9","_type":"block","children":[{"_key":"ba621ee96ab9","_type":"span","marks":[],"text":"The question GTM used to answer was educational: here's a problem, here's how we solve it, here's why you should care. The question it has to answer now is contextual: here's what we're seeing in your business right now, here's what we think you'll feel in six months, here's whether our approach matches your vision. Enabling that message requires knowing who the account is, what's happening inside it, and why now—pulled together fast enough to be useful. That's a different kind of intelligence than intent data alone. It's intent data plus agentic research plus a system that can surface it before the window closes."}],"markDefs":[],"style":"normal"},{"_key":"0b010aada033","_type":"block","children":[{"_key":"2239ba734e76","_type":"span","marks":[],"text":"The old orchestration layer—Outreach, Apollo, the traditional SEP stack—was built for a world where volume was the strategy. More sequences. More touchpoints. More activity. That world is over. Buyers are saturated. Generic outreach doesn't get responses. Activity doesn't equal pipeline."}],"markDefs":[],"style":"normal"},{"_key":"7780e15e80a1","_type":"block","children":[{"_key":"a485b8e31409","_type":"span","marks":[],"text":"What replaces it isn't a better version of the same thing. It's a different question entirely: who can visualize their accounts most effectively? Who can look at an account and immediately understand what's happening, who matters, what's changed, and what to do about it?"}],"markDefs":[],"style":"normal"},{"_key":"a8134ad92e76","_type":"block","children":[{"_key":"944881808576","_type":"span","marks":[],"text":"\"Common Room is in this really unique spot where there is no orchestration layer anymore. It used to be Outreach, it used to be Apollo, it used to be whatever. Those don't work anymore. Now it's who can visualize their accounts most effectively.\" "},{"_key":"046a2bdcd242","_type":"span","marks":["strong"],"text":"— Jake Biskar, Atlan"}],"markDefs":[],"style":"blockquote"},{"_key":"2e58f5aff5a1","_type":"block","children":[{"_key":"a08eff06f734","_type":"span","marks":[],"text":"Jake's Chrome extension is his answer to that question, because it’s built for Atlan's specific motion, on top of Common Room's specific foundation. Every team, he suspects, is going to have to build something like it. Every team is going to have to maintain a GitHub repository that gives their AI context. Every team is going to have to figure out what their context layer looks like."}],"markDefs":[],"style":"normal"},{"_key":"526e00b6486b","_type":"block","children":[{"_key":"b4ecdadcb393","_type":"span","marks":[],"text":"And the teams that figure it out the fastest will share one thing in common: they’ll know what to buy and what to build. Buy the connectivity layer, buy the UI that surfaces it all, and buy the system that holds it together, then build the context on top of it that only you could build."}],"markDefs":[],"style":"normal"},{"_key":"1275ad782472","_type":"block","children":[{"_key":"cdf4d5da142a","_type":"span","marks":[],"text":"Jake figured that out. He went from 50 licenses to 100 users. He built a Chrome extension that his AEs actually use. 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As AI coding agents reshape how software gets built, Northflank provides the infrastructure to safely deploy and operate those applications at scale, whether on managed cloud or inside a customer's own environment."}],"markDefs":[{"_key":"3c00cf6c0d25","_type":"link","href":"https://northflank.com/","openTab":true}],"style":"normal"},{"_key":"8ba15c675363","_type":"block","children":[{"_key":"5b00ea03c110","_type":"span","marks":[],"text":"When their inbound traffic grew 20x in 18 months, they needed a GTM motion built on signals they could actually trust. A competitor promised the full package: modern UI, built-in outreach, signal to action in one tool. What they got was mismatched personas, uninterpretable intent scores, and data that didn't add up. Here's what they learned."}],"markDefs":[],"style":"normal"},{"_key":"d2940882d86e","_type":"block","children":[{"_key":"fb682fdb99b3","_type":"span","marks":[],"text":"Explosive inbound growth only creates pipeline if you know who's showing up and why."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"6333b6101b75","_type":"block","children":[{"_key":"02f1ed11de0f","_type":"span","marks":[],"text":"A polished interface built on data you can't trust isn't a feature, it's a liability."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"8952e36c8636","_type":"block","children":[{"_key":"6dfb41c3320d","_type":"span","marks":[],"text":"Common Room gave them what the shinier tool couldn't: data they could actually trust."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"1f0f1525a0e4","_type":"block","children":[{"_key":"cd885b5ffec1","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"}],"header":"TL;DR","style":"info"},{"_key":"24f23903c8a6","_type":"anchor","label":"Background"},{"_key":"4779f305c8aa","_type":"block","children":[{"_key":"73cb8d8ad45c","_type":"span","marks":["strong"],"text":"The company that grew faster than its playbook"}],"markDefs":[],"style":"h2"},{"_key":"3187350f8350","_type":"block","children":[{"_key":"282bc4f38e8b","_type":"span","marks":[],"text":"Northflank is a developer platform, the kind that sells itself. Engineers sign up, deploy their apps, and often spend months in the product before they ever talk to anyone on the sales side. It's the dream for a "},{"_key":"be064180e98f","_type":"span","marks":["134b79a2ce58"],"text":"PLG company"},{"_key":"d240311a6480","_type":"span","marks":[],"text":": low friction, high intent, product as the proof."}],"markDefs":[{"_key":"134b79a2ce58","_type":"link","href":"https://www.commonroom.io/product/product-led-sales/","openTab":true}],"style":"normal"},{"_key":"5fef2406e6f3","_type":"block","children":[{"_key":"228bde61e3ca","_type":"span","marks":[],"text":"What it's not is simple to operate from a go-to-market standpoint."}],"markDefs":[],"style":"normal"},{"_key":"8ba2ced1e568","_type":"block","children":[{"_key":"a53f8f34be81","_type":"span","marks":[],"text":"Cristina Bunea joined Northflank about a year and a half ago as the person responsible for marketing and growth. She walked into a company that was still finding its GTM footing: a small sales team, early signals, not yet a repeatable motion. Common Room was already in the stack, though it hadn't fully taken root. "}],"markDefs":[],"style":"normal"},{"_key":"9447b2aa8467","_type":"block","children":[{"_key":"a53f8f34be81","_type":"span","marks":[],"text":"Cristina was new to the platform and hadn't worked with it before, so when evaluating options for a fast-growing inbound motion, she kept her options open."}],"markDefs":[],"style":"normal"},{"_key":"4dc0ae2d26c3","_type":"block","children":[{"_key":"17da6d13cf0f","_type":"span","marks":[],"text":"Then the content engine started. In the 16 months that followed, Northflank published aggressively across every use case their platform touches: AI sandboxes, preview environments, AI infrastructure, inference and training, Bring-Your-Own-Cloud. Traffic didn't just grow. It exploded. Twenty times what it had been."}],"markDefs":[],"style":"normal"},{"_key":"4b6a4c005259","_type":"block","children":[{"_key":"afa90a6ec67d","_type":"span","marks":[],"text":"That kind of inbound is a good problem. It's also a real one. 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Website traffic is high. Content marketing, webinars, and product signups generate engagement around the clock. "}],"markDefs":[],"style":"normal"},{"_key":"225e85e7a98c","_type":"block","children":[{"_key":"9685ae7d5955","_type":"span","marks":[],"text":"As Jasper grows its self-serve and enterprise motions, the team faces a familiar problem: lots of inbound interest, but too little clarity on who was actually in-market, and how to make that activity actionable for revenue teams before the window closed."}],"markDefs":[],"style":"normal"},{"_key":"cc8be77c883a","_type":"block","children":[{"_key":"4327e6be543f","_type":"span","marks":["em"],"text":"\"The problem that we have is that any account could technically be a good fit for Jasper, so prioritizing leads is a very high priority. Common Room helps us break through the noise and easily contextualize all these leads to understand who to actually engage with.\" "},{"_key":"44ff03805052","_type":"span","marks":[],"text":"— "},{"_key":"70876f734f4a","_type":"span","marks":["strong"],"text":"James Liu,"},{"_key":"8090d40d8720","_type":"span","marks":[],"text":" Director of Sales Development, Jasper AI"}],"markDefs":[],"style":"blockquote"},{"_key":"7b7a472fe2fc","_type":"block","children":[{"_key":"8f57b8ba2966","_type":"span","marks":["strong"],"text":"Four specific gaps were driving the breakdown:"}],"markDefs":[],"style":"h3"},{"_key":"0af5a4a9bd16","_type":"block","children":[{"_key":"c664e1896b18","_type":"span","marks":["strong"],"text":"Signal-to-noise across motions:"},{"_key":"31eb188cf746","_type":"span","marks":[],"text":" Inbound included a mix of self-serve users, enterprise buyers, partners, and existing customers. There was no reliable way to tell which signals represented real pipeline."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"0d52fd39c4da","_type":"block","children":[{"_key":"e5fa85fe9db4","_type":"span","marks":["strong"],"text":"Signals in isolation didn't tell the full account story:"},{"_key":"ae64ab9b3053","_type":"span","marks":[],"text":" A single page view or content download wasn't enough to infer buying intent at an account level. 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And when the data underneath stops reflecting reality, every workflow built on top of it becomes less reliable."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"973c92a270a2","_type":"block","children":[{"_key":"5963f64d9ee0","_type":"span","marks":[],"text":"DataAgent continuously surfaces what’s broken without requiring teams to define rules or run manual audits, so revenue teams can trust the system they’re executing from."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"6d10a06e3485","_type":"block","children":[{"_key":"7eef7e4130bd","_type":"span","marks":[],"text":"Incident.io drove "},{"_key":"e9ed94a26c2e","_type":"span","marks":["strong"],"text":"account duplicates from ~3% down to 0.8%"},{"_key":"fa8535978668","_type":"span","marks":[],"text":" across more than 140,000 accounts, with new duplicates caught and resolved on a rolling basis."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"dae7a661f9e8","_type":"block","children":[{"_key":"e084abdc7ff4","_type":"span","marks":["strong"],"text":"3,700 of 19,000 “Unknown Company” contacts"},{"_key":"911631917a59","_type":"span","marks":[],"text":" were matched to real accounts, recovering leads from significant target companies that had been silently lost in routing."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"4fd7e2fd7f44","_type":"block","children":[{"_key":"cf377200643f","_type":"span","marks":[],"text":"Cleanup that previously took "},{"_key":"548b8171f74a","_type":"span","marks":["strong"],"text":"days or weeks"},{"_key":"b36b277d53cf","_type":"span","marks":[],"text":" now takes "},{"_key":"be71ab6a4398","_type":"span","marks":["strong"],"text":"minutes"},{"_key":"3a81571b87e5","_type":"span","marks":[],"text":" — with no dedicated headcount required to run it."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"}],"header":"TL;DR","style":"info"},{"_key":"2efff7077afa","_type":"anchor","label":"The Challenge"},{"_key":"c25921875544","_type":"block","children":[{"_key":"d03ee102bf38","_type":"span","marks":["strong"],"text":"The challenge: when bad data becomes a business blocker"}],"markDefs":[],"style":"h2"},{"_key":"9290fd016570","_type":"block","children":[{"_key":"36e8bd6907df","_type":"span","marks":[],"text":"Most teams don’t have a data problem. 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Check out our "},{"_key":"8210fe90f2bd","_type":"span","marks":["408b7e145fc7"],"text":"integrations docs"},{"_key":"f55a80b6a147","_type":"span","marks":[],"text":" for step-by-step directions on how to connect any channel to Common Room."}],"markDefs":[{"_key":"408b7e145fc7","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"normal"}],"header":"Digital channels","style":"success"},{"_key":"8a9a2407a533","_type":"infoBox","body":[{"_key":"20d969f9d58a","_type":"block","children":[{"_key":"f4804d0f400a","_type":"span","marks":[],"text":"We’ll use Snowflake in this example. 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This makes it easy to take action on buying signals fast."}],"markDefs":[{"_key":"670a3d63becd","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"dd605d93c39a","_type":"block","children":[{"_key":"65087ee1c0780","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"65087ee1c0781","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"65087ee1c0782","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and navigate to "},{"_key":"65087ee1c0783","_type":"span","marks":["strong"],"text":"Scores"},{"_key":"65087ee1c0784","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"4eb75ac80eeb","_type":"mainImage","asset":{"_ref":"image-647bf5df0c8f1dd14f5cfec62f9efc2db6642702-3840x2160-png","_type":"reference"},"caption":"Select Scores"},{"_key":"5ac9ddcad2bf","_type":"block","children":[{"_key":"45b7b371d0f00","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"45b7b371d0f01","_type":"span","marks":["strong"],"text":"Create new score"},{"_key":"45b7b371d0f02","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"ece4bda989ff","_type":"mainImage","asset":{"_ref":"image-cc563df6cc3d517648f6bcd558da2546db512a1d-408x164-png","_type":"reference"},"caption":"Select Create new score"},{"_key":"07629eeb3992","_type":"block","children":[{"_key":"2601b209705e0","_type":"span","marks":[],"text":"After we give our score a title and short description, we can drill down into buyer fit and behavior."}],"markDefs":[],"style":"normal"},{"_key":"ab04b2e279d3","_type":"mainImage","asset":{"_ref":"image-5ff532024f271815208c693fea7f3f235d2d7fd3-3840x2160-png","_type":"reference"},"caption":"View score configuration options"},{"_key":"fc50e2371099","_type":"block","children":[{"_key":"6ec8c86b8a360","_type":"span","marks":[],"text":"We’ll start with fit."}],"markDefs":[],"style":"normal"},{"_key":"d8f7e55543fc","_type":"block","children":[{"_key":"c01db3f8673e0","_type":"span","marks":[],"text":"We have no shortage of attributes we can add, but for this example we want to score fit based on the industry the person works in, how much revenue their organization brings in each year, and whether or not they’re an economic buyer."}],"markDefs":[],"style":"normal"},{"_key":"b6217a3cd79b","_type":"block","children":[{"_key":"7b842e70f4dc0","_type":"span","marks":[],"text":"We can easily add those criteria by clicking "},{"_key":"7b842e70f4dc1","_type":"span","marks":["strong"],"text":"Add rule"},{"_key":"7b842e70f4dc2","_type":"span","marks":[],"text":" and choosing from our filters."}],"markDefs":[],"style":"normal"},{"_key":"4ad7731e34ce","_type":"mainImage","asset":{"_ref":"image-b2bba636bae2cba9021467bd92bd93d6a4669632-2522x1322-png","_type":"reference"},"caption":"View filters"},{"_key":"837c861e1928","_type":"block","children":[{"_key":"411da69d240e0","_type":"span","marks":[],"text":"Each time we add a new criteria, we have the option of customizing its importance to the score (as well as specifying additional parameters). Maybe industry is more important to us than annual revenue, so we’d mark it as very important."}],"markDefs":[],"style":"normal"},{"_key":"e72cfcd19ded","_type":"mainImage","asset":{"_ref":"image-e65b10b1a7174f7656e2d512d0f04b7f82c07410-3840x2160-png","_type":"reference"},"caption":"Configure importance"},{"_key":"02e7696e8bfd","_type":"block","children":[{"_key":"f713dc0320260","_type":"span","marks":[],"text":"Okay, now let’s focus on behavior."}],"markDefs":[],"style":"normal"},{"_key":"d25c228e3f2d","_type":"block","children":[{"_key":"e55bbcc5aaf90","_type":"span","marks":[],"text":"Again, we can pull in signals related to actions across numerous digital channels: product, website, social, community, open-source—you name it. 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"},{"_key":"91fec67aba823","_type":"span","marks":["0e025a543888"],"text":"Sign up for free"},{"_key":"91fec67aba824","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"0e025a543888","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"callout"},{"_key":"2c87ed2cc836","_type":"block","children":[{"_key":"70d2164614ab0","_type":"span","marks":[],"text":"🧰 "},{"_key":"70d2164614ab1","_type":"span","marks":["strong"],"text":"CRM\n"},{"_key":"95b346beeaf50","_type":"span","marks":[],"text":"We’ll use Salesforce in this example. "},{"_key":"95b346beeaf51","_type":"span","marks":["8ad0b7275e0d"],"text":"Check out our full interactive guide"},{"_key":"95b346beeaf52","_type":"span","marks":[],"text":" for step-by-step directions on how to map your Salesforce data to Common Room and see our "},{"_key":"95b346beeaf53","_type":"span","marks":["72e39f951af6"],"text":"integration docs"},{"_key":"95b346beeaf54","_type":"span","marks":[],"text":" for other CRM options."}],"markDefs":[{"_key":"8ad0b7275e0d","_type":"link","href":"https://app.arcade.software/share/lY7OWgwVNn5oLydRjICI"},{"_key":"72e39f951af6","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/hubspot"}],"style":"callout"},{"_key":"a3342b00a36c","_type":"block","children":[{"_key":"e06460c6fee10","_type":"span","marks":[],"text":"🧰 "},{"_key":"e06460c6fee11","_type":"span","marks":["strong"],"text":"Digital channels\n"},{"_key":"7e9eb8e680c10","_type":"span","marks":[],"text":"We’ll use "},{"_key":"7e9eb8e680c11","_type":"span","marks":["740db20aa078"],"text":"LinkedIn"},{"_key":"7e9eb8e680c12","_type":"span","marks":[],"text":" and "},{"_key":"7e9eb8e680c13","_type":"span","marks":["b424518324ab"],"text":"X (formerly Twitter)"},{"_key":"7e9eb8e680c14","_type":"span","marks":[],"text":" in this example. Check out our "},{"_key":"7e9eb8e680c15","_type":"span","marks":["af1ea672fd6a"],"text":"integrations docs"},{"_key":"7e9eb8e680c16","_type":"span","marks":[],"text":" for step-by-step directions on how to connect any channel to Common Room."}],"markDefs":[{"_key":"740db20aa078","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/linkedin"},{"_key":"b424518324ab","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/twitter"},{"_key":"af1ea672fd6a","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"9db08c3a526a","_type":"anchor","label":"Step 1: Create segment"},{"_key":"f5ef8cc6ebfa","_type":"block","children":[{"_key":"98b32f0b05950","_type":"span","marks":[],"text":"Step 1: Create segment"}],"markDefs":[],"style":"h3"},{"_key":"e10dad74613f","_type":"block","children":[{"_key":"e5765ff175150","_type":"span","marks":[],"text":"Let’s say we’re looking for a way to get a conversation started with an economic buyer at one of our owned accounts."}],"markDefs":[],"style":"normal"},{"_key":"7dc86090afad","_type":"block","children":[{"_key":"084225a6c5b10","_type":"span","marks":[],"text":"We’d log in to Common Room and go to "},{"_key":"084225a6c5b11","_type":"span","marks":["strong"],"text":"Segments"},{"_key":"084225a6c5b12","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"833dcd06f8e6","_type":"mainImage","asset":{"_ref":"image-6f4a2fe9b89d049d95761da71d2ebd0f310c72c5-3840x2160-png","_type":"reference"},"caption":"Select Segments"},{"_key":"42b095d47b44","_type":"block","children":[{"_key":"01cf3839070f0","_type":"span","marks":[],"text":"🔦 "},{"_key":"01cf3839070f1","_type":"span","marks":["strong"],"text":"Product spotlight: Segments\n"},{"_key":"cf262073a5880","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"cf262073a5881","_type":"span","marks":["603047ab579e"],"text":"segments"},{"_key":"cf262073a5882","_type":"span","marks":[],"text":" feature allows you to automatically add individuals or organizations to dedicated lists based on customizable criteria. This makes it easy to quickly surface, monitor, and engage specific people and companies at scale."}],"markDefs":[{"_key":"603047ab579e","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"callout"},{"_key":"69ec0f3a4645","_type":"block","children":[{"_key":"17b5c602e5fa0","_type":"span","marks":[],"text":"If the segment doesn’t already exist, we’d click "},{"_key":"17b5c602e5fa1","_type":"span","marks":["strong"],"text":"New segment"},{"_key":"17b5c602e5fa2","_type":"span","marks":[],"text":" and create one for accounts that are owned by us in Salesforce."}],"markDefs":[],"style":"normal"},{"_key":"77af2b967962","_type":"mainImage","asset":{"_ref":"image-8f7153610ad9a448a206cd4cc5e3d1c6edbd3259-964x392-png","_type":"reference"},"caption":"Select Create new segment for organizations"},{"_key":"fcb96c791b12","_type":"block","children":[{"_key":"cdad4e5efbd90","_type":"span","marks":[],"text":"All we have to do is set the criteria for who gets added to this segment by filtering for the appropriate Salesforce field."}],"markDefs":[],"style":"normal"},{"_key":"eebf91d13ea8","_type":"mainImage","asset":{"_ref":"image-d9ea196bb4e4e319d746e6f78a612803f615d0c9-2576x1400-png","_type":"reference"},"caption":"Select Salesforce field"},{"_key":"48e3c005ea8d","_type":"block","children":[{"_key":"d06503a7a31e0","_type":"span","marks":[],"text":"🔦 "},{"_key":"d06503a7a31e1","_type":"span","marks":["strong"],"text":"Product spotlight: Filters\n"},{"_key":"d1a9f3de5d2e0","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"d1a9f3de5d2e1","_type":"span","marks":["a924b3aea9ed"],"text":"filters"},{"_key":"d1a9f3de5d2e2","_type":"span","marks":[],"text":" feature allows you to highlight individuals and organizations based on any combination of factors. This makes it easy to surface specific people and companies based on firmographic details, cross-channel activities, product usage, and more."}],"markDefs":[{"_key":"a924b3aea9ed","_type":"link","href":"https://docs.commonroom.io/get-started/core-concepts-home/filters"}],"style":"callout"},{"_key":"2927ca11d8a9","_type":"block","children":[{"_key":"7e61d5fcc4230","_type":"span","marks":[],"text":"Once that’s done, any organization that is active across our digital channels and related to an account owned by us in Salesforce will automatically be added to this segment 🙌"}],"markDefs":[],"style":"normal"},{"_key":"d4468a8eeb85","_type":"anchor","label":"Step 2: Filter segment activity"},{"_key":"f87016bda6ee","_type":"block","children":[{"_key":"9ea195d303c80","_type":"span","marks":[],"text":"Step 2: Filter segment activity"}],"markDefs":[],"style":"h3"},{"_key":"e737f9367740","_type":"block","children":[{"_key":"480ed947528a0","_type":"span","marks":[],"text":"Now that our segment is up and running, we’d click on "},{"_key":"480ed947528a1","_type":"span","marks":["strong"],"text":"Activity"},{"_key":"480ed947528a2","_type":"span","marks":[],"text":" at the top of the screen."}],"markDefs":[],"style":"normal"},{"_key":"c48b2d0d32db","_type":"mainImage","asset":{"_ref":"image-15a5e5dad6407c3bdfa64f1e7bdc15fdfe1ec67e-2682x344-png","_type":"reference"},"caption":"Select Activity"},{"_key":"363d6a9131ef","_type":"block","children":[{"_key":"dccf45098bbe0","_type":"span","marks":[],"text":"This will reveal all the activity of people associated with our owned accounts across every channel connected to Common Room."}],"markDefs":[],"style":"normal"},{"_key":"ec21ccb82ce6","_type":"block","children":[{"_key":"12327bb6867a0","_type":"span","marks":[],"text":"We share a lot of content on LinkedIn and X, so let’s focus on those sources."}],"markDefs":[],"style":"normal"},{"_key":"aec52630e0dd","_type":"mainImage","asset":{"_ref":"image-d3072c3b1fb8ed191dbcf015ed5a4c43c89b9d20-560x1118-png","_type":"reference"},"caption":"Select sources"},{"_key":"b6470588ec8f","_type":"block","children":[{"_key":"a048c6ec945f0","_type":"span","marks":[],"text":"We can see which content people reacted to, commented on, shared, and more. We can also click into individuals to learn more about them and their recent cross-channel activities."}],"markDefs":[],"style":"normal"},{"_key":"c1c838b9fdbe","_type":"mainImage","asset":{"_ref":"image-193304d50876defd564c8b507336785392129d27-1216x926-png","_type":"reference"},"caption":"View Person360 profile"},{"_key":"7eae9ab9d862","_type":"block","children":[{"_key":"81411758490c0","_type":"span","marks":[],"text":"But we want to hone in on economic buyers at certain accounts."}],"markDefs":[],"style":"normal"},{"_key":"6ccd51ddee5b","_type":"block","children":[{"_key":"91f2cdf882170","_type":"span","marks":[],"text":"First we’ll filter for them using our "},{"_key":"91f2cdf882171","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"91f2cdf882172","_type":"span","marks":[],"text":" filter."}],"markDefs":[],"style":"normal"},{"_key":"1e5deabcaaf7","_type":"mainImage","asset":{"_ref":"image-d8b0ef2066644987d30ccbcc11c1665130538edf-704x1264-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"19717313be8b","_type":"block","children":[{"_key":"92664cea338a0","_type":"span","marks":[],"text":"🔦 "},{"_key":"92664cea338a1","_type":"span","marks":["strong"],"text":"Product spotlight: Tags\n"},{"_key":"ca4ed79afaa50","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"ca4ed79afaa51","_type":"span","marks":["dccb1c9594b0"],"text":"tags"},{"_key":"ca4ed79afaa52","_type":"span","marks":[],"text":" feature allows you to automatically label individuals and organizations with specific tags based on customizable criteria. 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This makes it easy to surface specific people and companies based on firmographic details, cross-channel activities, product usage, and more."}],"markDefs":[{"_key":"1243155c87bc","_type":"link","href":"https://docs.commonroom.io/get-started/core-concepts-home/filters"}],"style":"callout"},{"_key":"d327e9057f4f","_type":"block","children":[{"_key":"b13e60def92e0","_type":"span","marks":[],"text":"We’d start by adding the "},{"_key":"b13e60def92e1","_type":"span","marks":["strong"],"text":"Org change"},{"_key":"b13e60def92e2","_type":"span","marks":[],"text":" filter and customizing the time frame."}],"markDefs":[],"style":"normal"},{"_key":"7c8291a142ac","_type":"mainImage","asset":{"_ref":"image-7ec9e432cc571b65c583058ecbf398e6b867c946-2501x1302-png","_type":"reference"},"caption":"Select Org change"},{"_key":"b5b53bee9054","_type":"block","children":[{"_key":"50be8e6c9d190","_type":"span","marks":[],"text":"Common Room will automatically pull in data from digital channels—in this case, LinkedIn—to uncover recent job changes."}],"markDefs":[],"style":"normal"},{"_key":"28918f2a4b85","_type":"block","children":[{"_key":"de1e75e38c6b0","_type":"span","marks":[],"text":"Next we’d add an "},{"_key":"de1e75e38c6b1","_type":"span","marks":["strong"],"text":"Organization tags"},{"_key":"de1e75e38c6b2","_type":"span","marks":[],"text":" filter for previous customers. 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We can do this from "},{"_key":"276e081c88c91","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"276e081c88c92","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar) or from any org-level view within Common Room, including segments."}],"markDefs":[],"style":"normal"},{"_key":"e3efd8b698ba","_type":"infoBox","body":[{"_key":"1e5f2ab8d35a","_type":"block","children":[{"_key":"0d5da3d23f18","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"168d5c6ecf95","_type":"span","marks":["f0485d8aff7a"],"text":"segments"},{"_key":"1635bdc4612b","_type":"span","marks":[],"text":" feature allows you to automatically add individuals or organizations to auto-replenishing lists based on customizable criteria. This makes it easy to quickly surface, monitor, and engage specific people and companies at scale."}],"markDefs":[{"_key":"f0485d8aff7a","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"normal"}],"header":"Segments","style":"info"},{"_key":"ca09528e1c83","_type":"block","children":[{"_key":"de6df6f402a60","_type":"span","marks":[],"text":"In this case, we’ll navigate to "},{"_key":"de6df6f402a61","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"de6df6f402a62","_type":"span","marks":[],"text":" in the left sidebar and create our field there."}],"markDefs":[],"style":"normal"},{"_key":"bc1de396a1fd","_type":"mainImage","asset":{"_ref":"image-58645d117f3e2b54b644a6d496fdfe4425930b3a-3840x2160-png","_type":"reference"},"caption":"Select Organizations"},{"_key":"b1ffa45d959a","_type":"block","children":[{"_key":"f1b4baa730350","_type":"span","marks":[],"text":"We’d click "},{"_key":"f1b4baa730351","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"f1b4baa730352","_type":"span","marks":[],"text":" in the top right of the screen. This shows us all the columns displaying information about accounts captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"2443339abcfd","_type":"mainImage","asset":{"_ref":"image-910aa9b983d599403c3fc255b53bc56e38c347bc-1316x1468-png","_type":"reference"},"caption":"View columns"},{"_key":"88ecb2b02205","_type":"block","children":[{"_key":"f8aef99f2e5d0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"f8aef99f2e5d1","_type":"span","marks":["strong"],"text":"Create new custom field"},{"_key":"f8aef99f2e5d2","_type":"span","marks":[],"text":", give it a brief name and description, and select "},{"_key":"f8aef99f2e5d3","_type":"span","marks":["strong"],"text":"Calculated"},{"_key":"f8aef99f2e5d4","_type":"span","marks":[],"text":" as the type."}],"markDefs":[],"style":"normal"},{"_key":"a6328a9bf15b","_type":"mainImage","asset":{"_ref":"image-d422206bea4636465f6e783abf707d7d8e596066-1314x946-png","_type":"reference"},"caption":"Select Calculated"},{"_key":"9ea3a66a9e7a","_type":"block","children":[{"_key":"df0785269baf0","_type":"span","marks":[],"text":"We can create a field based on any number of different types of account-level signals, including contact-level activities (such as product usage, job changes, and more), job listings, and news events."}],"markDefs":[],"style":"normal"},{"_key":"9e6d127a0176","_type":"mainImage","asset":{"_ref":"image-46de57b369a630d3ca01fa68fd84af445e34a088-1316x782-png","_type":"reference"},"caption":"View field options"},{"_key":"00b8f0c01f07","_type":"block","children":[{"_key":"42f2185784e60","_type":"span","marks":[],"text":"We can even use Common Room’s Prospector tool to count the number of high-fit prospects who work at an organization based on our custom criteria, like job title, role, seniority level, location, job-change history, and even LinkedIn follower count."}],"markDefs":[],"style":"normal"},{"_key":"cce590fd58f0","_type":"infoBox","body":[{"_key":"fa71d74b1bf4","_type":"block","children":[{"_key":"0066491dd2be","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"f619de28403b","_type":"span","marks":["c3fccc97056c"],"text":"Prospector"},{"_key":"82f8daf805ca","_type":"span","marks":[],"text":" feature allows you to search through a proprietary, constantly refreshed database of more than 200 million B2B contacts, surface employees at specific organizations based on custom criteria, and automatically add them as contacts—even if they’re not currently engaging with your organization on any connected channels or tracked in your CRM."}],"markDefs":[{"_key":"c3fccc97056c","_type":"link","href":"https://docs.commonroom.io/get-started/signals/common-room-native-signals/prospector"}],"style":"normal"}],"header":"Prospector","style":"info"},{"_key":"eabbca911d10","_type":"block","children":[{"_key":"4f327eced2cf0","_type":"span","marks":[],"text":"For this example, let’s say we want to see how many people within an account have been active in our product over the past 30 days. 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Check out our "},{"_key":"927ce56625a6","_type":"span","marks":["65fa67aba9f5"],"text":"integration docs"},{"_key":"c58f2d5e6962","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Snowflake to Common Room and explore other business data source options."}],"markDefs":[{"_key":"65fa67aba9f5","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/snowflake"}],"style":"normal"}],"header":"Data warehouse","style":"success"},{"_key":"7adf6181c374","_type":"infoBox","body":[{"_key":"097b3f290fd8","_type":"block","children":[{"_key":"938f85b7a173","_type":"span","marks":[],"text":"We’ll use Salesforce in this example. 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This makes it easy to take action on buying signals fast."}],"markDefs":[{"_key":"670a3d63becd","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"dd605d93c39a","_type":"block","children":[{"_key":"65087ee1c0780","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"65087ee1c0781","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"65087ee1c0782","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and navigate to "},{"_key":"65087ee1c0783","_type":"span","marks":["strong"],"text":"Scores"},{"_key":"65087ee1c0784","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"4eb75ac80eeb","_type":"mainImage","asset":{"_ref":"image-647bf5df0c8f1dd14f5cfec62f9efc2db6642702-3840x2160-png","_type":"reference"},"caption":"Select Scores"},{"_key":"5ac9ddcad2bf","_type":"block","children":[{"_key":"45b7b371d0f00","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"45b7b371d0f01","_type":"span","marks":["strong"],"text":"Create new score"},{"_key":"45b7b371d0f02","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"ece4bda989ff","_type":"mainImage","asset":{"_ref":"image-cc563df6cc3d517648f6bcd558da2546db512a1d-408x164-png","_type":"reference"},"caption":"Select Create new score"},{"_key":"07629eeb3992","_type":"block","children":[{"_key":"2601b209705e0","_type":"span","marks":[],"text":"After we give our score a title and short description, we can drill down into buyer fit and behavior."}],"markDefs":[],"style":"normal"},{"_key":"ab04b2e279d3","_type":"mainImage","asset":{"_ref":"image-5ff532024f271815208c693fea7f3f235d2d7fd3-3840x2160-png","_type":"reference"},"caption":"View score configuration options"},{"_key":"fc50e2371099","_type":"block","children":[{"_key":"6ec8c86b8a360","_type":"span","marks":[],"text":"We’ll start with fit."}],"markDefs":[],"style":"normal"},{"_key":"d8f7e55543fc","_type":"block","children":[{"_key":"c01db3f8673e0","_type":"span","marks":[],"text":"We have no shortage of attributes we can add, but for this example we want to score fit based on the industry the person works in, how much revenue their organization brings in each year, and whether or not they’re an economic buyer."}],"markDefs":[],"style":"normal"},{"_key":"b6217a3cd79b","_type":"block","children":[{"_key":"7b842e70f4dc0","_type":"span","marks":[],"text":"We can easily add those criteria by clicking "},{"_key":"7b842e70f4dc1","_type":"span","marks":["strong"],"text":"Add rule"},{"_key":"7b842e70f4dc2","_type":"span","marks":[],"text":" and choosing from our filters."}],"markDefs":[],"style":"normal"},{"_key":"4ad7731e34ce","_type":"mainImage","asset":{"_ref":"image-b2bba636bae2cba9021467bd92bd93d6a4669632-2522x1322-png","_type":"reference"},"caption":"View filters"},{"_key":"837c861e1928","_type":"block","children":[{"_key":"411da69d240e0","_type":"span","marks":[],"text":"Each time we add a new criteria, we have the option of customizing its importance to the score (as well as specifying additional parameters). 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We’d just hit "},{"_key":"e495367b737f1","_type":"span","marks":["strong"],"text":"Edit weights"},{"_key":"e495367b737f2","_type":"span","marks":[],"text":" and determine how much weight each category carries."}],"markDefs":[],"style":"normal"},{"_key":"20340322da87","_type":"mainImage","asset":{"_ref":"image-7fe9220f457c6161c4c7a8427a564a735fd444e6-2488x636-png","_type":"reference"},"caption":"Select Edit weights"},{"_key":"94bb83ebc1da","_type":"block","children":[{"_key":"cf223924881d0","_type":"span","marks":[],"text":"Last but not least, we’ll click "},{"_key":"cf223924881d1","_type":"span","marks":["strong"],"text":"Edit ranges"},{"_key":"cf223924881d2","_type":"span","marks":[],"text":" at the top of the screen so we can determine which scores are not a fit, fair, good, or excellent."}],"markDefs":[],"style":"normal"},{"_key":"666be331054a","_type":"mainImage","asset":{"_ref":"image-e8c38da0fd6831a1cd0069404be94a72da81d4f7-2516x624-png","_type":"reference"},"caption":"Select Edit ranges"},{"_key":"0bad8e6073d0","_type":"block","children":[{"_key":"a6ee768bafa80","_type":"span","marks":[],"text":"Voilà—we now have a new lead scoring system in place that can be applied to every person tracked in our digital ecosystem 💯"}],"markDefs":[],"style":"normal"},{"_key":"a484f182d298","_type":"block","children":[{"_key":"5ed0e09c30830","_type":"span","marks":[],"text":"Let’s put it to good use."}],"markDefs":[],"style":"normal"},{"_key":"dbfae35f6b0f","_type":"anchor","label":"Step 2: View scores"},{"_key":"263dc0330f6c","_type":"block","children":[{"_key":"1f4c15b51cd60","_type":"span","marks":[],"text":"Step 2: View scores"}],"markDefs":[],"style":"h3"},{"_key":"fd47c4a6857d","_type":"block","children":[{"_key":"810cac9088b40","_type":"span","marks":[],"text":"Click "},{"_key":"810cac9088b41","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"810cac9088b42","_type":"span","marks":[],"text":" to leave the "},{"_key":"810cac9088b43","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"810cac9088b44","_type":"span","marks":[],"text":" menu and head to "},{"_key":"810cac9088b45","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"810cac9088b46","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"e5cf5e6d173b","_type":"block","children":[{"_key":"3f96bd38fc850","_type":"span","marks":[],"text":"After we add our score as a column in our contacts view (just hit "},{"_key":"3f96bd38fc851","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"3f96bd38fc852","_type":"span","marks":[],"text":" to add a new one and customize its placement), we can see the lead score for each person marked as a contact in Common Room (keep in mind we can also do this for organizations)."}],"markDefs":[],"style":"normal"},{"_key":"619c7f3e2ebf","_type":"mainImage","asset":{"_ref":"image-d4bc0979907081d060f9e4b6855ccf8b906cab64-2620x508-png","_type":"reference"},"caption":"View scores"},{"_key":"f2d247deb9cf","_type":"block","children":[{"_key":"dc0baef46acb0","_type":"span","marks":[],"text":"Even better, we can simply hover over a person’s score to see why they received that designation."}],"markDefs":[],"style":"normal"},{"_key":"7e39a8df9911","_type":"mainImage","asset":{"_ref":"image-8a9c9820338a66c959f3b7c23061899d2d53d963-1058x674-png","_type":"reference"},"caption":"View score factors"},{"_key":"88438b6512bb","_type":"block","children":[{"_key":"e6e8b57d435d0","_type":"span","marks":[],"text":"Once we find a likely candidate for outreach, we can click into their Person360™ profile to learn more about them."}],"markDefs":[],"style":"normal"},{"_key":"ccfee15e587e","_type":"mainImage","asset":{"_ref":"image-55d3d0eda34f939874d5aae3e482cbf6af6b64fd-2688x1088-png","_type":"reference"},"caption":"View profile"},{"_key":"209871bfa390","_type":"block","children":[{"_key":"f9f91bbfeaac0","_type":"span","marks":[],"text":"🔦 "},{"_key":"f9f91bbfeaac1","_type":"span","marks":["strong"],"text":"Product spotlight: Person360\n"},{"_key":"56c2996207120","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"56c2996207121","_type":"span","marks":["89c9119c3ce7"],"text":"Person360"},{"_key":"56c2996207122","_type":"span","marks":[],"text":" feature allows you to deanonymize, merge, and enrich signals from every channel connected to Common Room. 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"},{"_key":"d19f6ac2b436","_type":"span","marks":["8ac7e8269709"],"text":"Sign up for free"},{"_key":"a9eae808ad04","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"8ac7e8269709","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"normal"}],"header":"Common Room","style":"success"},{"_key":"fedfbe1345e9","_type":"anchor","label":"Step 1: Connect Bombora intent data"},{"_key":"891ba5ab11a9","_type":"block","children":[{"_key":"b52fb0baa360","_type":"span","marks":[],"text":"Step 1: Connect Bombora intent data"}],"markDefs":[],"style":"h3"},{"_key":"a7901e9c481f","_type":"block","children":[{"_key":"0c88b1c382b6","_type":"span","marks":[],"text":"Let’s say we’re a demand gen leader or ABM program manager."}],"markDefs":[],"style":"normal"},{"_key":"2f16d94cf431","_type":"block","children":[{"_key":"35404618b7e2","_type":"span","marks":[],"text":"We want to spotlight account-level intent for ABM targeting and make that intent actionable for reps in the field."}],"markDefs":[],"style":"normal"},{"_key":"060225867dae","_type":"block","children":[{"_key":"58c10a71cdf4","_type":"span","marks":[],"text":"First we’d connect "},{"_key":"eec2367a73fb","_type":"span","marks":["2ea597ac94d0"],"text":"Bombora"},{"_key":"320a8928390e","_type":"span","marks":[],"text":" to Common Room."}],"markDefs":[{"_key":"2ea597ac94d0","_type":"link","href":"https://www.commonroom.io/docs/signals/business-integrations/bombora/"}],"style":"normal"},{"_key":"f022523ccba9","_type":"block","children":[{"_key":"38c45b64c88f","_type":"span","marks":[],"text":"Bombora’s Company Surge® Intent data allows us to track spikes in topic interest from across Bombora’s Data Cooperative of 4,000-plus business publishers, analysts, vendors, and content syndication providers right from Common Room."}],"markDefs":[],"style":"normal"},{"_key":"29c0ab1f8511","_type":"block","children":[{"_key":"2ac8590cf6f2","_type":"span","marks":[],"text":"We can let Bombora suggest relevant topics based on our domain or customize which topics to track ourselves."}],"markDefs":[],"style":"normal"},{"_key":"1bf73816cff9","_type":"arcadeEmbed","url":"https://app.arcade.software/share/RV1uEDlXDWDAPXbIA54X"},{"_key":"cafbcf3e3ffe","_type":"infoBox","body":[{"_key":"9155270a5c50","_type":"block","children":[{"_key":"752e4c44af4d","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"00301ede9be6","_type":"span","marks":["3944c509924c"],"text":"integrations"},{"_key":"613f86947d77","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. 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Check out our "},{"_key":"2d8d8ecffdde","_type":"span","marks":["fe2847342591"],"text":"integration docs"},{"_key":"b3bf6c13ff25","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Outreach to Common Room and explore other integration options."}],"markDefs":[{"_key":"fe2847342591","_type":"link","href":"https://www.commonroom.io/docs/signals/business-integrations/"}],"style":"normal"}],"header":"Sales execution platform","style":"success"},{"_key":"eeab854f45bc","_type":"anchor","label":"Step 1: Create message snippet template"},{"_key":"1bf95681c881","_type":"block","children":[{"_key":"ae19e07c2b860","_type":"span","marks":[],"text":"Step 1: Create message snippet template"}],"markDefs":[],"style":"h3"},{"_key":"fe3939b1fef8","_type":"block","children":[{"_key":"7ed39eda1cf10","_type":"span","marks":[],"text":"Let’s say we want to create unique, AI-generated message snippets we can insert into outbound sequences for different sales plays."}],"markDefs":[],"style":"normal"},{"_key":"32d3616256e7","_type":"block","children":[{"_key":"aa36d3642ccd0","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"aa36d3642ccd1","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"aa36d3642ccd2","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and click "},{"_key":"aa36d3642ccd3","_type":"span","marks":["strong"],"text":"RoomieAI™"},{"_key":"aa36d3642ccd4","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"462ffafadc1a","_type":"mainImage","asset":{"_ref":"image-207ee1e1e28568c9fdbcd34f4d656704d2bbdad9-3840x2160-png","_type":"reference"},"caption":"Select RoomieAI"},{"_key":"9820d50d888c","_type":"infoBox","body":[{"_key":"d224f5893df5","_type":"block","children":[{"_key":"94e7351652840","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"a09e7c8e271d","_type":"span","marks":["c0a83e80c7b7"],"text":"messaging agent"},{"_key":"c5a7584bd7ed","_type":"span","marks":[],"text":" automatically pushes signal data to a self-learning large language model to craft personalized, relevant messaging at scale. 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We can even tell RoomieAI to assume a certain persona or give it examples of messaging to emulate."}],"markDefs":[],"style":"normal"},{"_key":"072f8886b297","_type":"block","children":[{"_key":"74d37483dc1b0","_type":"span","marks":[],"text":"The goal is to provide RoomieAI with all the details it needs—including any explicit dos and don’ts."}],"markDefs":[],"style":"normal"},{"_key":"d429fa751c1c","_type":"block","children":[{"_key":"f592363d8d320","_type":"span","marks":[],"text":"Beyond instructions for message structure and tone and style, we want to tell RoomieAI which signals and fit criteria to pull from when generating a message."}],"markDefs":[],"style":"normal"},{"_key":"4eeef8ad859b","_type":"block","children":[{"_key":"347ebce89a350","_type":"span","marks":[],"text":"We’d simply click on "},{"_key":"347ebce89a351","_type":"span","marks":["strong"],"text":"Variables"},{"_key":"347ebce89a352","_type":"span","marks":[],"text":" near the top of the "},{"_key":"347ebce89a353","_type":"span","marks":["strong"],"text":"Prompt"},{"_key":"347ebce89a354","_type":"span","marks":[],"text":" text box to select which ones to include."}],"markDefs":[],"style":"normal"},{"_key":"d96fdae927b3","_type":"mainImage","asset":{"_ref":"image-ba68ad7bdbb6149be606d6cd0f77517b920ea59e-1646x1020-png","_type":"reference"},"caption":"Select Variables"},{"_key":"3170d25a6dbf","_type":"block","children":[{"_key":"b185c9886d2a0","_type":"span","marks":[],"text":"We can choose from contact-, account-, and activity-specific variables based on the data sources connected to Common Room, like website activity, product usage, and social interactions."}],"markDefs":[],"style":"normal"},{"_key":"2e938a2f31a2","_type":"block","children":[{"_key":"e593fca36bc90","_type":"span","marks":[],"text":"This also includes variables for "},{"_key":"e593fca36bc91","_type":"span","marks":["707602fc019e"],"text":"custom"},{"_key":"e593fca36bc92","_type":"span","marks":[],"text":" and "},{"_key":"e593fca36bc93","_type":"span","marks":["cba8990730e1"],"text":"calculated fields"},{"_key":"e593fca36bc94","_type":"span","marks":[],"text":" we’ve previously created in Common Room, such as location, role, industry, company size, and more."}],"markDefs":[{"_key":"707602fc019e","_type":"link","href":"https://www.commonroom.io/docs/set-preferences/fields/"},{"_key":"cba8990730e1","_type":"link","href":"https://www.commonroom.io/playbooks/identify-and-action-on-signal-heavy-accounts/"}],"style":"normal"},{"_key":"64195cf3330f","_type":"block","children":[{"_key":"888c84376f2b0","_type":"span","marks":[],"text":"And since these variables are dynamic, they’ll automatically be customized for every prospect we outbound using the signal data captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"98b1f325ce8e","_type":"block","children":[{"_key":"f06b97da3f0a0","_type":"span","marks":[],"text":"RoomieAI will use Common Room’s AI-powered identity resolution and waterfall enrichment engine—Person360™—to inform its output."}],"markDefs":[],"style":"normal"},{"_key":"661abf1a8440","_type":"infoBox","body":[{"_key":"c5a7898ce5d6","_type":"block","children":[{"_key":"ffa939150956","_type":"span","marks":[],"text":"Common Room’s out-of-the-box "},{"_key":"5439bb3de872","_type":"span","marks":["d51e54901860"],"text":"identity and enrichment engine"},{"_key":"6648fb7b0d0e","_type":"span","marks":[],"text":" uses machine learning models to automatically deanonymize contact and account activity, merge cross-channel signals into unified profiles, and fill in the blanks with rich contextual data."}],"markDefs":[{"_key":"d51e54901860","_type":"link","href":"https://www.commonroom.io/product/person-360/"}],"style":"normal"}],"header":"AI-powered identity resolution and waterfall enrichment","style":"info"},{"_key":"db50793eff6f","_type":"block","children":[{"_key":"a626a53bb28f0","_type":"span","marks":[],"text":"In this case, we want RoomieAI to base its messaging on job-change signals, as well as prospects’ previous and current organizations."}],"markDefs":[],"style":"normal"},{"_key":"2d0fe6022b55","_type":"mainImage","asset":{"_ref":"image-eba5653fbb6cef5d09696ca3f5abc43a4f6f9811-1628x650-png","_type":"reference"},"caption":"Configure variables"},{"_key":"f3746361fb3f","_type":"block","children":[{"_key":"4e8c7d1adfa80","_type":"span","marks":[],"text":"Finally we’d fill out the "},{"_key":"4e8c7d1adfa81","_type":"span","marks":["strong"],"text":"About your business"},{"_key":"4e8c7d1adfa82","_type":"span","marks":[],"text":" text box. This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. Integrations include popular CRMs and sales execution platforms like Salesforce, HubSpot, Outreach, Apollo, Salesloft, Gong Engage, and more."}],"markDefs":[{"_key":"9b25088fa1cb","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"}],"header":"Native integrations","style":"info"},{"_key":"84bbfa156b79","_type":"block","children":[{"_key":"4e614dff25ae0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"4e614dff25ae1","_type":"span","marks":["strong"],"text":"Add mapping"},{"_key":"4e614dff25ae2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"1c5edffc52b9","_type":"mainImage","asset":{"_ref":"image-5362dfb8ecfb05da745e36506df337b4ab544c72-314x119-png","_type":"reference"},"caption":"Select Add mapping"},{"_key":"3958276bcf34","_type":"block","children":[{"_key":"3df618d2362f0","_type":"span","marks":[],"text":"This will add a row of blank boxes to the mapping section below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message snippet"},{"_key":"b8430b29823d","_type":"block","children":[{"_key":"46e33d3cd44b0","_type":"span","marks":[],"text":"Step 3: Generate message snippet"}],"markDefs":[],"style":"h3"},{"_key":"6ac55a6acf4b","_type":"block","children":[{"_key":"8dc09ed22b900","_type":"span","marks":[],"text":"Time to put RoomieAI to the test."}],"markDefs":[],"style":"normal"},{"_key":"7c200874be96","_type":"block","children":[{"_key":"6379b1dff85f0","_type":"span","marks":[],"text":"We’d click "},{"_key":"6379b1dff85f1","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"6379b1dff85f2","_type":"span","marks":[],"text":" and go to any contact-level view in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"e9fcd025aec9","_type":"block","children":[{"_key":"0c9cfbaa22550","_type":"span","marks":[],"text":"We can generate message snippets directly from a contact’s Person360 profile."}],"markDefs":[],"style":"normal"},{"_key":"49d97c6d2723","_type":"mainImage","asset":{"_ref":"image-89963a49a28f6de1ddce4211e18be097de9bf05a-2750x1501-png","_type":"reference"},"caption":"View message snippet options"},{"_key":"22c2b56ed01d","_type":"block","children":[{"_key":"571b66087b1d0","_type":"span","marks":[],"text":"But let’s say we’ve already created a contact segment for economic buyers who match our criteria for ideal persona and changed jobs in the past six months."}],"markDefs":[],"style":"normal"},{"_key":"1b5a1c16e7bf","_type":"infoBox","body":[{"_key":"08be22703ebc","_type":"block","children":[{"_key":"525003b9795a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"3050097b2cb0","_type":"span","marks":["7fd5f4301cb5"],"text":"intelligent automations"},{"_key":"54b79903e046","_type":"span","marks":[],"text":" build auto-replenishing segments using your custom filtering criteria, automating play creation based on any combination of contact, account, and activity signals."}],"markDefs":[{"_key":"7fd5f4301cb5","_type":"link","href":"https://www.commonroom.io/product/automation/"}],"style":"normal"}],"header":"Playbook automation","style":"info"},{"_key":"2a14ac1eca1e","_type":"block","children":[{"_key":"9fbcee2479650","_type":"span","marks":[],"text":"We’d navigate to our segment, click the dropdown arrow next to a prospect’s name, and choose "},{"_key":"0266d90427f8","_type":"span","marks":["strong"],"text":"Add to Outreach sequence"},{"_key":"a38f9f231fb1","_type":"span","marks":[],"text":" from the task list options."}],"markDefs":[],"style":"normal"},{"_key":"de1898d7f946","_type":"mainImage","asset":{"_ref":"image-ef7c92ccfe5bc12c06627c5161ec57c74d46255e-1332x247-png","_type":"reference"},"caption":"Select Add to Outreach sequence"},{"_key":"f4ab4c739d6c","_type":"block","children":[{"_key":"9f0c7fb599fb0","_type":"span","marks":[],"text":"We’d select the sequence our template is mapped to and RoomieAI will instantly spin up a 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Before RoomieAI, BDRs would go do a lot of research themselves. We're saving them probably 10-20 minutes per contact, which is a lot. You don't have to do anything but log in to Common Room.”"}],"markDefs":[],"style":"normal"}],"headline":"incident.io case study","orderRank":"0|10013s:","status":"published","id":"-15709fc8-5ae9-58e2-879b-dfcd033f5ee9","children":[],"parent":null,"__gatsby_resolved":{"categories":[],"_rawExcerpt":[{"_key":"3425bdf60f77","_type":"block","children":[{"_key":"1622b54687c1","_type":"span","marks":[],"text":"“I’ve been doing marketing for a long time and I can’t remember when I’ve genuinely been more excited for a product release than Common Room’s suite of AI agents. Before RoomieAI, BDRs would go do a lot of research themselves. We're saving them probably 10-20 minutes per contact, which is a lot. 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Person-level insights and AI automations are now all at reps’ fingertips in one unified, sales-friendly workspace."}],"markDefs":[{"_key":"70db25ae07e6","_type":"link","href":"http://incident.io"}],"style":"normal"},{"_key":"8cf60e73902d","_type":"block","children":[{"_key":"d8e3d76cc1fb","_type":"span","marks":[],"text":"Here’s how incident.io used Common Room to:"}],"markDefs":[],"style":"normal"},{"_key":"44ed9a7c99fd","_type":"block","children":[{"_key":"6f8ced4fa415","_type":"span","marks":[],"text":"Increase sales efficiency and rapidly run precise plays"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"51fc434aaa9a","_type":"block","children":[{"_key":"42dafa1a5109","_type":"span","marks":[],"text":"Trade account-only insights for person- and account-level visibility"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"7608aac4826c","_type":"block","children":[{"_key":"61297458ef30","_type":"span","marks":[],"text":"Book 10% more meetings over the previous year in only six months"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"50aec78b7ba2","_type":"callToAction","action":"bookDemo"},{"_key":"87c7e905442e","_type":"anchor","label":"Implement tooling purpose-built for pipegen"},{"_key":"affb83e42ca1","_type":"block","children":[{"_key":"995d3097b82e","_type":"span","marks":[],"text":"Implement tooling purpose-built for pipegen"}],"markDefs":[],"style":"h2"},{"_key":"9d2dfbcff721","_type":"block","children":[{"_key":"f4a90cd0a859","_type":"span","marks":[],"text":"incident.io’s BDR and AE teams are split between commercial and enterprise accounts."}],"markDefs":[],"style":"normal"},{"_key":"3f2b20718177","_type":"block","children":[{"_key":"d9be8cab0be1","_type":"span","marks":[],"text":"While different teams are pursuing different market segments, they all faced the same challenge: legacy tools that weren’t built for how sales teams actually operate."}],"markDefs":[],"style":"normal"},{"_key":"22aa60229f5e","_type":"block","children":[{"_key":"70f7230ea358","_type":"span","marks":[],"text":"It’s a problem incident.io CMO Tom Wentworth has experienced repeatedly throughout his career."}],"markDefs":[],"style":"normal"},{"_key":"509ee07b54e4","_type":"block","children":[{"_key":"d8a8c0314ba3","_type":"span","marks":[],"text":"“Prospecting tools were never designed for prospecting,” Tom said. “It's just an archaic mess of Salesforce reports, dashboards, clicking into contacts, and trying to figure stuff out. 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This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. 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below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message snippet"},{"_key":"b8430b29823d","_type":"block","children":[{"_key":"46e33d3cd44b0","_type":"span","marks":[],"text":"Step 3: Generate message snippet"}],"markDefs":[],"style":"h3"},{"_key":"6ac55a6acf4b","_type":"block","children":[{"_key":"8dc09ed22b900","_type":"span","marks":[],"text":"Time to put RoomieAI to the test."}],"markDefs":[],"style":"normal"},{"_key":"7c200874be96","_type":"block","children":[{"_key":"6379b1dff85f0","_type":"span","marks":[],"text":"We’d click "},{"_key":"6379b1dff85f1","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"6379b1dff85f2","_type":"span","marks":[],"text":" and go to any contact-level view in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"e9fcd025aec9","_type":"block","children":[{"_key":"0c9cfbaa22550","_type":"span","marks":[],"text":"We can generate message snippets directly from a contact’s Person360 profile."}],"markDefs":[],"style":"normal"},{"_key":"49d97c6d2723","_type":"mainImage","asset":{"_ref":"image-89963a49a28f6de1ddce4211e18be097de9bf05a-2750x1501-png","_type":"reference"},"caption":"View message snippet options"},{"_key":"22c2b56ed01d","_type":"block","children":[{"_key":"571b66087b1d0","_type":"span","marks":[],"text":"But let’s say we’ve already created a contact segment for economic buyers who match our criteria for ideal persona and changed jobs in the past six months."}],"markDefs":[],"style":"normal"},{"_key":"1b5a1c16e7bf","_type":"infoBox","body":[{"_key":"08be22703ebc","_type":"block","children":[{"_key":"525003b9795a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"3050097b2cb0","_type":"span","marks":["7fd5f4301cb5"],"text":"intelligent automations"},{"_key":"54b79903e046","_type":"span","marks":[],"text":" build auto-replenishing segments using your custom filtering criteria, automating play creation based on any combination of contact, account, 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This makes it easy to engage buyers without switching tools."}],"markDefs":[{"_key":"602e777c0971","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/apollo"}],"style":"callout"},{"_key":"4d09d1281aa1","_type":"block","children":[{"_key":"01b1182824d20","_type":"span","marks":[],"text":"Okay, now let’s decide how people get added to our automated workflow 🤖"}],"markDefs":[],"style":"normal"},{"_key":"5b48ef7e853a","_type":"anchor","label":"Step 2: Add filters"},{"_key":"f2130da11918","_type":"block","children":[{"_key":"b83bc1f4a7ae0","_type":"span","marks":[],"text":"Step 2: Add filters"}],"markDefs":[],"style":"h3"},{"_key":"b8db716bc891","_type":"block","children":[{"_key":"ba55232b79ac0","_type":"span","marks":[],"text":"Common Room automatically pulls in and combines data from all our connected sources so we can slice and dice it as we please using filters."}],"markDefs":[],"style":"normal"},{"_key":"73104ef1cdf9","_type":"block","children":[{"_key":"4cc526e5fea40","_type":"span","marks":[],"text":"🔦 "},{"_key":"4cc526e5fea41","_type":"span","marks":["strong"],"text":"Product spotlight: Filters\n"},{"_key":"cd1b4b90c9a40","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"cd1b4b90c9a41","_type":"span","marks":["7a23d40419a0"],"text":"filters"},{"_key":"cd1b4b90c9a42","_type":"span","marks":[],"text":" feature allows you to highlight individuals and organizations based on any combination of factors. This makes it easy to surface specific people and companies based on firmographic details, cross-channel activities, product usage, and more."}],"markDefs":[{"_key":"7a23d40419a0","_type":"link","href":"https://docs.commonroom.io/get-started/core-concepts-home/filters"}],"style":"callout"},{"_key":"c9d197feaf94","_type":"block","children":[{"_key":"bc0161ac42640","_type":"span","marks":[],"text":"First we want to add a filter for people who are tagged as economic buyers. We’d find that under "},{"_key":"bc0161ac42641","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"bc0161ac42642","_type":"span","marks":[],"text":" in the "},{"_key":"bc0161ac42643","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"bc0161ac42644","_type":"span","marks":[],"text":" section."}],"markDefs":[],"style":"normal"},{"_key":"b84a70766ab9","_type":"mainImage","asset":{"_ref":"image-2cc2ff0778dd0a41e7aabb2a16430395c0bf2cf4-896x908-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"f15174c45003","_type":"block","children":[{"_key":"710528980e7b0","_type":"span","marks":[],"text":"🔦 "},{"_key":"710528980e7b1","_type":"span","marks":["strong"],"text":"Product spotlight: Tags\n"},{"_key":"8d44811e773a0","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"8d44811e773a1","_type":"span","marks":["0f0801f943dc"],"text":"tags"},{"_key":"8d44811e773a2","_type":"span","marks":[],"text":" feature allows you to automatically label individuals and organizations with specific tags based on customizable criteria. This makes it easy to quickly filter for economic buyers, ideal personas, product-qualified leads, and more."}],"markDefs":[{"_key":"0f0801f943dc","_type":"link","href":"https://docs.commonroom.io/set-preferences/tags"}],"style":"callout"},{"_key":"8a949cddd48f","_type":"block","children":[{"_key":"add44d382d280","_type":"span","marks":[],"text":"Next we’d apply filters to our Snowflake data to zero in on individuals who are admins of at least one workspace."}],"markDefs":[],"style":"normal"},{"_key":"627a68a07969","_type":"mainImage","asset":{"_ref":"image-689e1096394cbd7af1d28be3206c7d32d7fc9051-1342x866-png","_type":"reference"},"caption":"Select Admin of at least 1 workspace"},{"_key":"d604910cb716","_type":"block","children":[{"_key":"b41582958cd40","_type":"span","marks":[],"text":"Then we’d add a filter for "},{"_key":"b41582958cd41","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"b41582958cd42","_type":"span","marks":[],"text":" and pull from our product data to hone in on companies where the number of employees is higher than the number of paid seats."}],"markDefs":[],"style":"normal"},{"_key":"5a21a5880ada","_type":"mainImage","asset":{"_ref":"image-bf88f50b5db5719cc5b3a1a692df253a703dfaf8-1790x1002-png","_type":"reference"},"caption":"Select Employee count is greater than paid seats"},{"_key":"b44353a9bf5b","_type":"block","children":[{"_key":"c3199b2d21ff0","_type":"span","marks":[],"text":"Finally, we’d add another organization filter for companies where license utilization over the past 28 days is 100%."}],"markDefs":[],"style":"normal"},{"_key":"cfa07e061f7e","_type":"mainImage","asset":{"_ref":"image-b9364fc8f2663c097a5adc95d402b2a886097d1b-1072x568-png","_type":"reference"},"caption":"Select License utilization"},{"_key":"667993fc2c56","_type":"block","children":[{"_key":"33b0f6cdc5d50","_type":"span","marks":[],"text":"Voilà—now anyone who is an economic buyer and admin in our product—and who works at a company with more employees than paid seats that is using all of its licenses—will be added to this workflow 🧙"}],"markDefs":[],"style":"normal"},{"_key":"8e6371e6e8a9","_type":"block","children":[{"_key":"02713a42b0be0","_type":"span","marks":[],"text":"Now let’s decide what the workflow looks like."}],"markDefs":[],"style":"normal"},{"_key":"8e102b9effc1","_type":"anchor","label":"Step 3: Select sequence"},{"_key":"cabd65da0204","_type":"block","children":[{"_key":"b5e2190879580","_type":"span","marks":[],"text":"Step 3: Select sequence"}],"markDefs":[],"style":"h3"},{"_key":"583877e5e6f3","_type":"block","children":[{"_key":"304938494b620","_type":"span","marks":[],"text":"Let’s say we have an email sequence set up for just this kind of play."}],"markDefs":[],"style":"normal"},{"_key":"a2364967f879","_type":"block","children":[{"_key":"0e700337c8ee0","_type":"span","marks":[],"text":"It might look something like this:"}],"markDefs":[],"style":"normal"},{"_key":"94a84750f1be","_type":"block","children":[{"_key":"2a1ddd3355370","_type":"span","marks":[],"text":"✍️ "},{"_key":"2a1ddd3355371","_type":"span","marks":["strong"],"text":"Outbound template based on employee-to-paid seat ratio\n"},{"_key":"9d2e8044c44f0","_type":"span","marks":["em"],"text":"\nHi "},{"_key":"9d2e8044c44f1","_type":"span","marks":["strong","em"],"text":"[first name]"},{"_key":"9d2e8044c44f2","_type":"span","marks":["em"],"text":",\n\nChecking how your experience with "},{"_key":"9742cf0fb8651","_type":"span","marks":["strong","em"],"text":"[product name] "},{"_key":"9742cf0fb8652","_type":"span","marks":["em"],"text":"is going?\n\nLooks like all of your available licenses are being used. 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"},{"_key":"2ef42b692a34","_type":"span","marks":["572e81e08416"],"text":"Sign up for free"},{"_key":"f636f95ff2ae","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"572e81e08416","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"normal"}],"header":"Common Room","style":"success"},{"_key":"51a1626ff969","_type":"infoBox","body":[{"_key":"3240f4dd1eea","_type":"block","children":[{"_key":"e2bb0ba09c85","_type":"span","marks":[],"text":"We’ll use Outreach in this example. Check out our "},{"_key":"2d8d8ecffdde","_type":"span","marks":["fe2847342591"],"text":"integration docs"},{"_key":"b3bf6c13ff25","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Outreach to Common Room and explore other integration options."}],"markDefs":[{"_key":"fe2847342591","_type":"link","href":"https://www.commonroom.io/docs/signals/business-integrations/"}],"style":"normal"}],"header":"Sales execution platform","style":"success"},{"_key":"eeab854f45bc","_type":"anchor","label":"Step 1: Create message snippet template"},{"_key":"1bf95681c881","_type":"block","children":[{"_key":"ae19e07c2b860","_type":"span","marks":[],"text":"Step 1: Create message snippet template"}],"markDefs":[],"style":"h3"},{"_key":"fe3939b1fef8","_type":"block","children":[{"_key":"7ed39eda1cf10","_type":"span","marks":[],"text":"Let’s say we want to create unique, AI-generated message snippets we can insert into outbound sequences for different sales plays."}],"markDefs":[],"style":"normal"},{"_key":"32d3616256e7","_type":"block","children":[{"_key":"aa36d3642ccd0","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"aa36d3642ccd1","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"aa36d3642ccd2","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and click "},{"_key":"aa36d3642ccd3","_type":"span","marks":["strong"],"text":"RoomieAI™"},{"_key":"aa36d3642ccd4","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"462ffafadc1a","_type":"mainImage","asset":{"_ref":"image-207ee1e1e28568c9fdbcd34f4d656704d2bbdad9-3840x2160-png","_type":"reference"},"caption":"Select RoomieAI"},{"_key":"9820d50d888c","_type":"infoBox","body":[{"_key":"d224f5893df5","_type":"block","children":[{"_key":"94e7351652840","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"a09e7c8e271d","_type":"span","marks":["c0a83e80c7b7"],"text":"messaging agent"},{"_key":"c5a7584bd7ed","_type":"span","marks":[],"text":" automatically pushes signal data to a self-learning large language model to craft personalized, relevant messaging at scale. 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This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. Integrations include popular CRMs and sales execution platforms like Salesforce, HubSpot, Outreach, Apollo, Salesloft, Gong Engage, and more."}],"markDefs":[{"_key":"9b25088fa1cb","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"}],"header":"Native integrations","style":"info"},{"_key":"84bbfa156b79","_type":"block","children":[{"_key":"4e614dff25ae0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"4e614dff25ae1","_type":"span","marks":["strong"],"text":"Add mapping"},{"_key":"4e614dff25ae2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"1c5edffc52b9","_type":"mainImage","asset":{"_ref":"image-5362dfb8ecfb05da745e36506df337b4ab544c72-314x119-png","_type":"reference"},"caption":"Select Add mapping"},{"_key":"3958276bcf34","_type":"block","children":[{"_key":"3df618d2362f0","_type":"span","marks":[],"text":"This will add a row of blank boxes to the mapping section below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message snippet"},{"_key":"b8430b29823d","_type":"block","children":[{"_key":"46e33d3cd44b0","_type":"span","marks":[],"text":"Step 3: Generate message snippet"}],"markDefs":[],"style":"h3"},{"_key":"6ac55a6acf4b","_type":"block","children":[{"_key":"8dc09ed22b900","_type":"span","marks":[],"text":"Time to put RoomieAI to the test."}],"markDefs":[],"style":"normal"},{"_key":"7c200874be96","_type":"block","children":[{"_key":"6379b1dff85f0","_type":"span","marks":[],"text":"We’d click "},{"_key":"6379b1dff85f1","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"6379b1dff85f2","_type":"span","marks":[],"text":" and go to any contact-level view in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"e9fcd025aec9","_type":"block","children":[{"_key":"0c9cfbaa22550","_type":"span","marks":[],"text":"We can generate message snippets directly from a contact’s Person360 profile."}],"markDefs":[],"style":"normal"},{"_key":"49d97c6d2723","_type":"mainImage","asset":{"_ref":"image-89963a49a28f6de1ddce4211e18be097de9bf05a-2750x1501-png","_type":"reference"},"caption":"View message snippet options"},{"_key":"22c2b56ed01d","_type":"block","children":[{"_key":"571b66087b1d0","_type":"span","marks":[],"text":"But let’s say we’ve already created a contact segment for economic buyers who match our criteria for ideal persona and changed jobs in the past six months."}],"markDefs":[],"style":"normal"},{"_key":"1b5a1c16e7bf","_type":"infoBox","body":[{"_key":"08be22703ebc","_type":"block","children":[{"_key":"525003b9795a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"3050097b2cb0","_type":"span","marks":["7fd5f4301cb5"],"text":"intelligent automations"},{"_key":"54b79903e046","_type":"span","marks":[],"text":" build auto-replenishing segments using your custom filtering criteria, automating play creation based on any combination of contact, account, and activity signals."}],"markDefs":[{"_key":"7fd5f4301cb5","_type":"link","href":"https://www.commonroom.io/product/automation/"}],"style":"normal"}],"header":"Playbook automation","style":"info"},{"_key":"2a14ac1eca1e","_type":"block","children":[{"_key":"9fbcee2479650","_type":"span","marks":[],"text":"We’d navigate to our segment, click the dropdown arrow next to a prospect’s name, and choose "},{"_key":"0266d90427f8","_type":"span","marks":["strong"],"text":"Add to Outreach sequence"},{"_key":"a38f9f231fb1","_type":"span","marks":[],"text":" from the task list options."}],"markDefs":[],"style":"normal"},{"_key":"de1898d7f946","_type":"mainImage","asset":{"_ref":"image-ef7c92ccfe5bc12c06627c5161ec57c74d46255e-1332x247-png","_type":"reference"},"caption":"Select Add to Outreach sequence"},{"_key":"f4ab4c739d6c","_type":"block","children":[{"_key":"9f0c7fb599fb0","_type":"span","marks":[],"text":"We’d select the sequence our template is mapped to and RoomieAI will instantly spin up a message snippet based on our prompt."}],"markDefs":[],"style":"normal"},{"_key":"2208ebfd791c","_type":"block","children":[{"_key":"77f4ae3a653b0","_type":"span","marks":[],"text":"We can review and edit the snippet as we see fit before adding the prospect to our sequence from within Common Room."}],"markDefs":[],"style":"normal"},{"_key":"fac172b5e795","_type":"mainImage","asset":{"_ref":"image-7af8d719644d6cbf9f29f3ce73d99494c15ff7e5-1144x688-png","_type":"reference"},"caption":"View message snippet"},{"_key":"c433f2e39c59","_type":"block","children":[{"_key":"6361ed5730120","_type":"span","marks":[],"text":"We can also select multiple prospects at once and add them all to the same sequence simultaneously."}],"markDefs":[],"style":"normal"},{"_key":"71741c92c056","_type":"block","children":[{"_key":"601b4ebbf0c80","_type":"span","marks":[],"text":"RoomieAI will update its message snippet for each person to make it as personalized and relevant as possible 🥳"}],"markDefs":[],"style":"normal"},{"_key":"6a76ad055988","_type":"anchor","label":"Step 4: Automate personalized outbound"},{"_key":"de0111cbcbd0","_type":"block","children":[{"_key":"3e5ce2d656410","_type":"span","marks":[],"text":"Step 4: Automate personalized outbound"}],"markDefs":[],"style":"h3"},{"_key":"a1e2c53d44bc","_type":"block","children":[{"_key":"e554e06f2f970","_type":"span","marks":[],"text":"Now that we’re confident in this play, we can put the whole process on autopilot 🛩️"}],"markDefs":[],"style":"normal"},{"_key":"5e469c1cb8a8","_type":"block","children":[{"_key":"7c43b3c18ed40","_type":"span","marks":[],"text":"We’d go to "},{"_key":"7c43b3c18ed41","_type":"span","marks":["strong"],"text":"Workflows"},{"_key":"7c43b3c18ed42","_type":"span","marks":[],"text":" in the left sidebar, click "},{"_key":"7c43b3c18ed43","_type":"span","marks":["strong"],"text":"New workflow"},{"_key":"7c43b3c18ed44","_type":"span","marks":[],"text":", and select 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This makes it easy to take action on buying signals fast."}],"markDefs":[{"_key":"670a3d63becd","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"dd605d93c39a","_type":"block","children":[{"_key":"65087ee1c0780","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"65087ee1c0781","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"65087ee1c0782","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and navigate to "},{"_key":"65087ee1c0783","_type":"span","marks":["strong"],"text":"Scores"},{"_key":"65087ee1c0784","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"4eb75ac80eeb","_type":"mainImage","asset":{"_ref":"image-647bf5df0c8f1dd14f5cfec62f9efc2db6642702-3840x2160-png","_type":"reference"},"caption":"Select Scores"},{"_key":"5ac9ddcad2bf","_type":"block","children":[{"_key":"45b7b371d0f00","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"45b7b371d0f01","_type":"span","marks":["strong"],"text":"Create new score"},{"_key":"45b7b371d0f02","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"ece4bda989ff","_type":"mainImage","asset":{"_ref":"image-cc563df6cc3d517648f6bcd558da2546db512a1d-408x164-png","_type":"reference"},"caption":"Select Create new score"},{"_key":"07629eeb3992","_type":"block","children":[{"_key":"2601b209705e0","_type":"span","marks":[],"text":"After we give our score a title and short description, we can drill down into buyer fit and behavior."}],"markDefs":[],"style":"normal"},{"_key":"ab04b2e279d3","_type":"mainImage","asset":{"_ref":"image-5ff532024f271815208c693fea7f3f235d2d7fd3-3840x2160-png","_type":"reference"},"caption":"View score configuration options"},{"_key":"fc50e2371099","_type":"block","children":[{"_key":"6ec8c86b8a360","_type":"span","marks":[],"text":"We’ll start with fit."}],"markDefs":[],"style":"normal"},{"_key":"d8f7e55543fc","_type":"block","children":[{"_key":"c01db3f8673e0","_type":"span","marks":[],"text":"We have no shortage of attributes we can add, but for this example we want to score fit based on the industry the person works in, how much revenue their organization brings in each year, and whether or not they’re an economic buyer."}],"markDefs":[],"style":"normal"},{"_key":"b6217a3cd79b","_type":"block","children":[{"_key":"7b842e70f4dc0","_type":"span","marks":[],"text":"We can easily add those criteria by clicking "},{"_key":"7b842e70f4dc1","_type":"span","marks":["strong"],"text":"Add rule"},{"_key":"7b842e70f4dc2","_type":"span","marks":[],"text":" and choosing from our filters."}],"markDefs":[],"style":"normal"},{"_key":"4ad7731e34ce","_type":"mainImage","asset":{"_ref":"image-b2bba636bae2cba9021467bd92bd93d6a4669632-2522x1322-png","_type":"reference"},"caption":"View filters"},{"_key":"837c861e1928","_type":"block","children":[{"_key":"411da69d240e0","_type":"span","marks":[],"text":"Each time we add a new criteria, we have the option of customizing its importance to the score (as well as specifying additional parameters). 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We’d just hit "},{"_key":"e495367b737f1","_type":"span","marks":["strong"],"text":"Edit weights"},{"_key":"e495367b737f2","_type":"span","marks":[],"text":" and determine how much weight each category carries."}],"markDefs":[],"style":"normal"},{"_key":"20340322da87","_type":"mainImage","asset":{"_ref":"image-7fe9220f457c6161c4c7a8427a564a735fd444e6-2488x636-png","_type":"reference"},"caption":"Select Edit weights"},{"_key":"94bb83ebc1da","_type":"block","children":[{"_key":"cf223924881d0","_type":"span","marks":[],"text":"Last but not least, we’ll click "},{"_key":"cf223924881d1","_type":"span","marks":["strong"],"text":"Edit ranges"},{"_key":"cf223924881d2","_type":"span","marks":[],"text":" at the top of the screen so we can determine which scores are not a fit, fair, good, or excellent."}],"markDefs":[],"style":"normal"},{"_key":"666be331054a","_type":"mainImage","asset":{"_ref":"image-e8c38da0fd6831a1cd0069404be94a72da81d4f7-2516x624-png","_type":"reference"},"caption":"Select Edit ranges"},{"_key":"0bad8e6073d0","_type":"block","children":[{"_key":"a6ee768bafa80","_type":"span","marks":[],"text":"Voilà—we now have a new lead scoring system in place that can be applied to every person tracked in our digital ecosystem 💯"}],"markDefs":[],"style":"normal"},{"_key":"a484f182d298","_type":"block","children":[{"_key":"5ed0e09c30830","_type":"span","marks":[],"text":"Let’s put it to good use."}],"markDefs":[],"style":"normal"},{"_key":"dbfae35f6b0f","_type":"anchor","label":"Step 2: View scores"},{"_key":"263dc0330f6c","_type":"block","children":[{"_key":"1f4c15b51cd60","_type":"span","marks":[],"text":"Step 2: View scores"}],"markDefs":[],"style":"h3"},{"_key":"fd47c4a6857d","_type":"block","children":[{"_key":"810cac9088b40","_type":"span","marks":[],"text":"Click "},{"_key":"810cac9088b41","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"810cac9088b42","_type":"span","marks":[],"text":" to leave the "},{"_key":"810cac9088b43","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"810cac9088b44","_type":"span","marks":[],"text":" menu and head to "},{"_key":"810cac9088b45","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"810cac9088b46","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"e5cf5e6d173b","_type":"block","children":[{"_key":"3f96bd38fc850","_type":"span","marks":[],"text":"After we add our score as a column in our contacts view (just hit "},{"_key":"3f96bd38fc851","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"3f96bd38fc852","_type":"span","marks":[],"text":" to add a new one and customize its placement), we can see the lead score for each person marked as a contact in Common Room (keep in mind we can also do this for organizations)."}],"markDefs":[],"style":"normal"},{"_key":"619c7f3e2ebf","_type":"mainImage","asset":{"_ref":"image-d4bc0979907081d060f9e4b6855ccf8b906cab64-2620x508-png","_type":"reference"},"caption":"View scores"},{"_key":"f2d247deb9cf","_type":"block","children":[{"_key":"dc0baef46acb0","_type":"span","marks":[],"text":"Even better, we can simply hover over a person’s score to see why they received that designation."}],"markDefs":[],"style":"normal"},{"_key":"7e39a8df9911","_type":"mainImage","asset":{"_ref":"image-8a9c9820338a66c959f3b7c23061899d2d53d963-1058x674-png","_type":"reference"},"caption":"View score factors"},{"_key":"88438b6512bb","_type":"block","children":[{"_key":"e6e8b57d435d0","_type":"span","marks":[],"text":"Once we find a likely candidate for outreach, we can click into their Person360™ profile to learn more about them."}],"markDefs":[],"style":"normal"},{"_key":"ccfee15e587e","_type":"mainImage","asset":{"_ref":"image-55d3d0eda34f939874d5aae3e482cbf6af6b64fd-2688x1088-png","_type":"reference"},"caption":"View profile"},{"_key":"209871bfa390","_type":"block","children":[{"_key":"f9f91bbfeaac0","_type":"span","marks":[],"text":"🔦 "},{"_key":"f9f91bbfeaac1","_type":"span","marks":["strong"],"text":"Product spotlight: Person360\n"},{"_key":"56c2996207120","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"56c2996207121","_type":"span","marks":["89c9119c3ce7"],"text":"Person360"},{"_key":"56c2996207122","_type":"span","marks":[],"text":" feature allows you to deanonymize, merge, and enrich signals from every channel connected to Common Room. 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And if you haven’t already, "},{"_key":"1d3912c926434","_type":"span","marks":["e5172abc7901","em"],"text":"try Common Room for free"},{"_key":"1d3912c926435","_type":"span","marks":["em"],"text":"."}],"markDefs":[{"_key":"ea25df86ca81","_type":"link","href":"https://www.commonroom.io/contact/"},{"_key":"e5172abc7901","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"normal"}],"categories":[{"_key":"80e4ff7a799f","_ref":"df0bb227-e656-4be1-af6a-5b8410d9a26e","_type":"reference"},{"_key":"480e284bf607","_ref":"067d08c2-833d-447f-8bed-e63211d3c644","_type":"reference"},{"_key":"3027aa7e1fa9","_ref":"0ca9a6b3-3e40-42ed-8e2b-3f798a365fb4","_type":"reference"},{"_key":"92dfcbaea5f7","_ref":"1c3315d0-fdec-49dd-8590-76ca7a7367a2","_type":"reference"},{"_key":"2e0b33834546","_ref":"b0283bcf-1949-4988-ba0e-b43175d42846","_type":"reference"},{"_key":"abebe545cbfd","_ref":"7662f4d2-9875-4dc5-be5e-91dd093375ae","_type":"reference"}],"excerpt":[{"_key":"f976be0ddc6f","_type":"block","children":[{"_key":"9923bdece77f0","_type":"span","marks":[],"text":"Engage the right accounts at the right time using every signal."}],"markDefs":[],"style":"normal"}],"integrations":[{"_key":"540422e7246c","_ref":"94ff18e3-422c-4145-b03b-3dc30efb39b4","_type":"reference"},{"_key":"46942959ffa0","_ref":"479658eb-a957-4567-8076-8589a923d732","_type":"reference"},{"_key":"2e954d230c95","_ref":"82a26102-47d3-49e9-8f13-0c5a11744312","_type":"reference"}],"mainImage":{"_type":"mainImage","alt":"Title card with title: \"Follow up on the best leads fast with signal-based scoring\"","asset":{"_ref":"image-eae6a2ad4501f74176bac2ec463f228061acb5c6-2400x1260-png","_type":"reference"}},"slug":{"_type":"slug","current":"signal-based-lead-and-account-scoring"},"status":"published","suggestions":[{"_key":"367ab3d305af","_ref":"3d60bd1d-25c4-4eb6-94cf-cf23291e5dda","_type":"reference"},{"_key":"1c65d6b69e3e","_ref":"4613aad7-94e2-44a2-a509-8f95dd7a7137","_type":"reference"},{"_key":"5bfcf553c3a1","_ref":"81093de6-76c5-4a4e-9bd3-028fad117ba5","_type":"reference"}],"teams":["Sales","Marketing"],"title":"Follow up on the best leads fast with signal-based scoring","useCases":[{"_key":"427602d83d89","_ref":"49ec3c36-aeca-4921-a021-5a88cf0d66c0","_type":"reference"}],"id":"-39c0599c-173e-5f07-b954-4a095b28a9f4","children":[],"parent":null,"__gatsby_resolved":{"slug":{"current":"signal-based-lead-and-account-scoring"},"status":"published","_createdAt":"2024-05-10T18:48:10Z","categories":[{"_id":"df0bb227-e656-4be1-af6a-5b8410d9a26e"},{"_id":"067d08c2-833d-447f-8bed-e63211d3c644"},{"_id":"0ca9a6b3-3e40-42ed-8e2b-3f798a365fb4"},{"_id":"1c3315d0-fdec-49dd-8590-76ca7a7367a2"},{"_id":"b0283bcf-1949-4988-ba0e-b43175d42846"},{"_id":"7662f4d2-9875-4dc5-be5e-91dd093375ae"}],"_rawExcerpt":[{"_key":"f976be0ddc6f","_type":"block","children":[{"_key":"9923bdece77f0","_type":"span","marks":[],"text":"Engage the right accounts at the right time using every signal."}],"markDefs":[],"style":"normal"}],"isPublished":true,"integrations":[{"_id":"94ff18e3-422c-4145-b03b-3dc30efb39b4"},{"_id":"479658eb-a957-4567-8076-8589a923d732"},{"_id":"82a26102-47d3-49e9-8f13-0c5a11744312"}],"_id":"d14860a3-c2df-4eef-962c-5d58c6155f98"}},{"_id":"dc42e419-d60d-42d9-b31e-bb67cf25e931","_type":"playbook","_rev":"Vuz5aUcn4aMvzzjKxFtvVg","_createdAt":"2024-08-07T13:10:16Z","_updatedAt":"2024-09-13T16:04:30Z","body":[{"_key":"eb9256e249f8","_type":"anchor","label":"Getting started"},{"_key":"a4a7fbbfa295","_type":"block","children":[{"_key":"7b218f6c0a9f0","_type":"span","marks":[],"text":"Getting started"}],"markDefs":[],"style":"h3"},{"_key":"fe4d91e59888","_type":"block","children":[{"_key":"86f31c76c6370","_type":"span","marks":[],"text":"Signal depth is just as valuable as signal breadth."}],"markDefs":[],"style":"normal"},{"_key":"9bcd7a536b9a","_type":"block","children":[{"_key":"ec361ba24c480","_type":"span","marks":[],"text":"But knowing which accounts generate a high volume of key buying signals used to require manual research or hacky workarounds. That’s no longer the case 🙌"}],"markDefs":[],"style":"normal"},{"_key":"632a03ee6b04","_type":"block","children":[{"_key":"4c2a64b271be0","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to quickly stack rank accounts based on the volume of signals you care about and action on them just as fast."}],"markDefs":[],"style":"normal"},{"_key":"829e2f32636d","_type":"block","children":[{"_key":"956fc73d27b30","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"6c34b0e95c87","_type":"infoBox","body":[{"_key":"3e6455e7f433","_type":"block","children":[{"_key":"bf2898c67273","_type":"span","marks":[],"text":"This is how we’ll identify and calculate account-level signals. "},{"_key":"4335d189c511","_type":"span","marks":["04d41cb5b41b"],"text":"Sign up for free"},{"_key":"53a538c55239","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"04d41cb5b41b","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"normal"}],"header":"Common Room","style":"success"},{"_key":"cb73b8cdf35e","_type":"infoBox","body":[{"_key":"433fc955fd6d","_type":"block","children":[{"_key":"ccce2fc453fa","_type":"span","marks":[],"text":"We’ll use Snowflake in this example. Check out our "},{"_key":"43ce65564f40","_type":"span","marks":["295199622034"],"text":"integration docs"},{"_key":"4dcb31435349","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Snowflake to Common Room and explore other business data source options."}],"markDefs":[{"_key":"295199622034","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/snowflake"}],"style":"normal"}],"header":"Data warehouse","style":"success"},{"_key":"42e6e2255241","_type":"anchor","label":"Step 1: Create calculated field"},{"_key":"525000611f6e","_type":"block","children":[{"_key":"c33e548abc060","_type":"span","marks":[],"text":"Step 1: Create calculated field"}],"markDefs":[],"style":"h3"},{"_key":"d7c70e67bae9","_type":"block","children":[{"_key":"79ce3b673dab0","_type":"span","marks":[],"text":"Let’s say there’s a particular buying signal we’re interested in. We want to prioritize account outreach based on the volume of that signal."}],"markDefs":[],"style":"normal"},{"_key":"6e29e416b2ec","_type":"block","children":[{"_key":"276e081c88c90","_type":"span","marks":[],"text":"We’d log in to Common Room and create a calculated field to track it. We can do this from "},{"_key":"276e081c88c91","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"276e081c88c92","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar) or from any org-level view within Common Room, including segments."}],"markDefs":[],"style":"normal"},{"_key":"e3efd8b698ba","_type":"infoBox","body":[{"_key":"1e5f2ab8d35a","_type":"block","children":[{"_key":"0d5da3d23f18","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"168d5c6ecf95","_type":"span","marks":["f0485d8aff7a"],"text":"segments"},{"_key":"1635bdc4612b","_type":"span","marks":[],"text":" feature allows you to automatically add individuals or organizations to auto-replenishing lists based on customizable criteria. This makes it easy to quickly surface, monitor, and engage specific people and companies at scale."}],"markDefs":[{"_key":"f0485d8aff7a","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"normal"}],"header":"Segments","style":"info"},{"_key":"ca09528e1c83","_type":"block","children":[{"_key":"de6df6f402a60","_type":"span","marks":[],"text":"In this case, we’ll navigate to "},{"_key":"de6df6f402a61","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"de6df6f402a62","_type":"span","marks":[],"text":" in the left sidebar and create our field there."}],"markDefs":[],"style":"normal"},{"_key":"bc1de396a1fd","_type":"mainImage","asset":{"_ref":"image-58645d117f3e2b54b644a6d496fdfe4425930b3a-3840x2160-png","_type":"reference"},"caption":"Select Organizations"},{"_key":"b1ffa45d959a","_type":"block","children":[{"_key":"f1b4baa730350","_type":"span","marks":[],"text":"We’d click "},{"_key":"f1b4baa730351","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"f1b4baa730352","_type":"span","marks":[],"text":" in the top right of the screen. This shows us all the columns displaying information about accounts captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"2443339abcfd","_type":"mainImage","asset":{"_ref":"image-910aa9b983d599403c3fc255b53bc56e38c347bc-1316x1468-png","_type":"reference"},"caption":"View columns"},{"_key":"88ecb2b02205","_type":"block","children":[{"_key":"f8aef99f2e5d0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"f8aef99f2e5d1","_type":"span","marks":["strong"],"text":"Create new custom field"},{"_key":"f8aef99f2e5d2","_type":"span","marks":[],"text":", give it a brief name and description, and select "},{"_key":"f8aef99f2e5d3","_type":"span","marks":["strong"],"text":"Calculated"},{"_key":"f8aef99f2e5d4","_type":"span","marks":[],"text":" as the type."}],"markDefs":[],"style":"normal"},{"_key":"a6328a9bf15b","_type":"mainImage","asset":{"_ref":"image-d422206bea4636465f6e783abf707d7d8e596066-1314x946-png","_type":"reference"},"caption":"Select Calculated"},{"_key":"9ea3a66a9e7a","_type":"block","children":[{"_key":"df0785269baf0","_type":"span","marks":[],"text":"We can create a field based on any number of different types of account-level signals, including contact-level activities (such as product usage, job changes, and more), job listings, and news events."}],"markDefs":[],"style":"normal"},{"_key":"9e6d127a0176","_type":"mainImage","asset":{"_ref":"image-46de57b369a630d3ca01fa68fd84af445e34a088-1316x782-png","_type":"reference"},"caption":"View field options"},{"_key":"00b8f0c01f07","_type":"block","children":[{"_key":"42f2185784e60","_type":"span","marks":[],"text":"We can even use Common Room’s Prospector tool to count the number of high-fit prospects who work at an organization based on our custom criteria, like job title, role, seniority level, location, job-change history, and even LinkedIn follower count."}],"markDefs":[],"style":"normal"},{"_key":"cce590fd58f0","_type":"infoBox","body":[{"_key":"fa71d74b1bf4","_type":"block","children":[{"_key":"0066491dd2be","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"f619de28403b","_type":"span","marks":["c3fccc97056c"],"text":"Prospector"},{"_key":"82f8daf805ca","_type":"span","marks":[],"text":" feature allows you to search through a proprietary, constantly refreshed database of more than 200 million B2B contacts, surface employees at specific organizations based on custom criteria, and automatically add them as contacts—even if they’re not currently engaging with your organization on any connected channels or tracked in your CRM."}],"markDefs":[{"_key":"c3fccc97056c","_type":"link","href":"https://docs.commonroom.io/get-started/signals/common-room-native-signals/prospector"}],"style":"normal"}],"header":"Prospector","style":"info"},{"_key":"eabbca911d10","_type":"block","children":[{"_key":"4f327eced2cf0","_type":"span","marks":[],"text":"For this example, let’s say we want to see how many people within an account have been active in our product over the past 30 days. We’d configure the field to make sure we’re counting that record."}],"markDefs":[],"style":"normal"},{"_key":"3c00a93d4623","_type":"mainImage","asset":{"_ref":"image-3407cb495fd82d6baa5848b42b23cb29fc2116e9-1322x1222-png","_type":"reference"},"caption":"Configure calculated field"},{"_key":"c1d75286634b","_type":"block","children":[{"_key":"44a1e83f11150","_type":"span","marks":[],"text":"Once we’ve created our field and hit "},{"_key":"44a1e83f11151","_type":"span","marks":["strong"],"text":"Save"},{"_key":"44a1e83f11152","_type":"span","marks":[],"text":", it will automatically be added as a column to our table view. 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Or they can let an AI agent hunt down every insight—across both the public web and internal data sources—and deliver it to them right where they work, right when they need it."}],"markDefs":[],"style":"normal"},{"_key":"67742bd8cff3","_type":"block","children":[{"_key":"700d84a9ad2e0","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to automate custom research for every account, surface top contacts, and take action right away—no tab hopping or prompt-and-wait workflows necessary."}],"markDefs":[],"style":"normal"},{"_key":"c2607841ea01","_type":"anchor","label":"What you'll need"},{"_key":"58296c090e07","_type":"block","children":[{"_key":"4b1beea3023e","_type":"span","marks":[],"text":"What you'll need"}],"markDefs":[],"style":"h3"},{"_key":"33c706edc03b","_type":"infoBox","body":[{"_key":"8c2ba3934233","_type":"block","children":[{"_key":"b705837f266f","_type":"span","marks":[],"text":"This is how we’ll automate deep account research across our prospect and customer base. "},{"_key":"18e241e42898","_type":"span","marks":["729ba02a2583"],"text":"Sign up for free"},{"_key":"565647f3939b","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"729ba02a2583","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"normal"}],"header":"Common Room","style":"success"},{"_key":"ba51ebab37bf","_type":"anchor","label":"Step 1: Configure RoomieAI™ Capture"},{"_key":"b2211eb1c0b7","_type":"block","children":[{"_key":"771c341e09170","_type":"span","marks":[],"text":"Step 1: Configure RoomieAI™ Capture"}],"markDefs":[],"style":"h3"},{"_key":"22cd4f475c8a","_type":"block","children":[{"_key":"6f90600597320","_type":"span","marks":[],"text":"Let’s say we’re a RevOps leader or sales manager."}],"markDefs":[],"style":"normal"},{"_key":"354697f8aa67","_type":"block","children":[{"_key":"84f43f4d06a20","_type":"span","marks":[],"text":"We want to automatically surface granular account insights for reps, all tailored to our organization’s priorities for account prioritization and account planning."}],"markDefs":[],"style":"normal"},{"_key":"a65838d8cc9d","_type":"block","children":[{"_key":"652f71b7a00c0","_type":"span","marks":[],"text":"First we’d tell our AI agent, RoomieAI Capture, to focus on orgs that match our specific fit and behavioral criteria. This can be as broad or as narrow as we’d like."}],"markDefs":[],"style":"normal"},{"_key":"42e67b396412","_type":"arcadeEmbed","url":"https://app.arcade.software/share/GWSRYPXc1eZXqprETZlo"},{"_key":"2bd9e9f5e26f","_type":"infoBox","body":[{"_key":"4fa80a6be6c8","_type":"block","children":[{"_key":"760c7d224fd8","_type":"span","marks":["4a81cf4a8015"],"text":"RoomieAI Capture"},{"_key":"508e9833732a","_type":"span","marks":[],"text":" automatically captures, synthesizes, and analyzes account-level insights from the public web and your internal data sources, all based on your custom configuration. This information is then summarized and delivered to reps in Common Room’s sales workbench."}],"markDefs":[{"_key":"4a81cf4a8015","_type":"link","href":"https://www.commonroom.io/product/ai/"}],"style":"normal"}],"header":"Data and signal capture agent","style":"info"},{"_key":"4b91f87ae44b","_type":"block","children":[{"_key":"59799d6a10140","_type":"span","marks":[],"text":"Then we’d tell it which topics we want it to research, how it should go about it, and what we want the output to look like. RoomieAI Capture will fill in dynamic variables in real time for every account that matches our criteria."}],"markDefs":[],"style":"normal"},{"_key":"4e2ca73925d5","_type":"block","children":[{"_key":"fec65b74d9190","_type":"span","marks":[],"text":"We can choose from multiple default research topics—including an account summary that comes out of the box for every Common Room customer—or create our own."}],"markDefs":[],"style":"normal"},{"_key":"125d38d0b782","_type":"arcadeEmbed","url":"https://app.arcade.software/share/DzTZQbIgwzHl0O4QDIa4"},{"_key":"58e110fab588","_type":"block","children":[{"_key":"b5fd5052bb160","_type":"span","marks":[],"text":"Once the prompt is enabled, our AI agent will work 24/7 to hunt down every relevant data point and signal across the public web and our own first-, second-, and third-party data sources. It will then summarize this research and make it easily accessible to reps."}],"markDefs":[],"style":"normal"},{"_key":"5eef7ea82a52","_type":"anchor","label":"Step 2: Explore account research"},{"_key":"cf88942022c8","_type":"block","children":[{"_key":"6b73ca28faf00","_type":"span","marks":[],"text":"Step 2: Explore account research"}],"markDefs":[],"style":"h3"},{"_key":"3b61fc17aa15","_type":"block","children":[{"_key":"86b4f4a6fb290","_type":"span","marks":[],"text":"Now let’s say we’re an SDR or AE."}],"markDefs":[],"style":"normal"},{"_key":"d08b1f37e47e","_type":"block","children":[{"_key":"56359f939cbe0","_type":"span","marks":[],"text":"We can click into any org in Common Room and get an overview of the account that shows why it’s a good fit, key contacts we should be aware of, engagement strategy recommendations, and best next steps."}],"markDefs":[],"style":"normal"},{"_key":"0d77d5bf367e","_type":"block","children":[{"_key":"3ab1327a17730","_type":"span","marks":[],"text":"We’ll also see top contacts for outreach based on our "},{"_key":"3ab1327a17731","_type":"span","marks":["eaa6ee49a08f"],"text":"signal-based scoring"},{"_key":"3ab1327a17732","_type":"span","marks":[],"text":" model."}],"markDefs":[{"_key":"eaa6ee49a08f","_type":"link","href":"https://www.commonroom.io/playbooks/signal-based-lead-and-account-scoring/"}],"style":"normal"},{"_key":"cd5097e49026","_type":"arcadeEmbed","url":"https://app.arcade.software/share/BbENk7WA3sE3Lrcv5eMD"},{"_key":"33309d8c6162","_type":"infoBox","body":[{"_key":"430aa946e22c","_type":"block","children":[{"_key":"e28a3f12f00c","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"cc79475347dd","_type":"span","marks":["986f47c7cead"],"text":"signal-based scoring"},{"_key":"237c99525dd1","_type":"span","marks":[],"text":" creates contextual lead and account scores based on machine learning-enriched fit and behavioral data. Scores—and the context behind them—are refreshed daily using your custom rules, parameters, and weighting."}],"markDefs":[{"_key":"986f47c7cead","_type":"link","href":"https://www.commonroom.io/product/signals/"}],"style":"normal"}],"header":"AI-powered lead and account scoring","style":"info"},{"_key":"0e0f35b36030","_type":"block","children":[{"_key":"b18b1edc43fb0","_type":"span","marks":[],"text":"We can access all research findings by clicking on the RoomieAI™ research tab. From here we can view a brief summary of every research topic or click into findings for a deeper dive."}],"markDefs":[],"style":"normal"},{"_key":"faeb62d5105e","_type":"arcadeEmbed","url":"https://app.arcade.software/share/xCWqQ7TFL5tEGslE9vmr"},{"_key":"9aee0553eb0f","_type":"block","children":[{"_key":"8f191db1abf00","_type":"span","marks":[],"text":"All this work is done automatically for us for every account that matches our criteria—no searching or prompting required."}],"markDefs":[],"style":"normal"},{"_key":"fca33d0d288b","_type":"block","children":[{"_key":"95bfb0c158260","_type":"span","marks":[],"text":"And if we want to dig deeper into a different topic, we can always supplement research on the fly using Ask RoomieAI at the top of the page."}],"markDefs":[],"style":"normal"},{"_key":"8804b44a4561","_type":"arcadeEmbed","url":"https://app.arcade.software/share/u4L7A8iCdeaHi0cy7ENP"},{"_key":"d268714860a6","_type":"block","children":[{"_key":"a20779bc31680","_type":"span","marks":[],"text":"Ask RoomieAI comes complete with a series of existing prompts related to an account’s customers, competitors, user sentiment, and much more. 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We can even tell RoomieAI to assume a certain persona or give it examples of messaging to emulate."}],"markDefs":[],"style":"normal"},{"_key":"072f8886b297","_type":"block","children":[{"_key":"74d37483dc1b0","_type":"span","marks":[],"text":"The goal is to provide RoomieAI with all the details it needs—including any explicit dos and don’ts."}],"markDefs":[],"style":"normal"},{"_key":"d429fa751c1c","_type":"block","children":[{"_key":"f592363d8d320","_type":"span","marks":[],"text":"Beyond instructions for message structure and tone and style, we want to tell RoomieAI which signals and fit criteria to pull from when generating a message."}],"markDefs":[],"style":"normal"},{"_key":"4eeef8ad859b","_type":"block","children":[{"_key":"347ebce89a350","_type":"span","marks":[],"text":"We’d simply click on "},{"_key":"347ebce89a351","_type":"span","marks":["strong"],"text":"Variables"},{"_key":"347ebce89a352","_type":"span","marks":[],"text":" near the top of the "},{"_key":"347ebce89a353","_type":"span","marks":["strong"],"text":"Prompt"},{"_key":"347ebce89a354","_type":"span","marks":[],"text":" text box to select which ones to include."}],"markDefs":[],"style":"normal"},{"_key":"d96fdae927b3","_type":"mainImage","asset":{"_ref":"image-ba68ad7bdbb6149be606d6cd0f77517b920ea59e-1646x1020-png","_type":"reference"},"caption":"Select Variables"},{"_key":"3170d25a6dbf","_type":"block","children":[{"_key":"b185c9886d2a0","_type":"span","marks":[],"text":"We can choose from contact-, account-, and activity-specific variables based on the data sources connected to Common Room, like website activity, product usage, and social interactions."}],"markDefs":[],"style":"normal"},{"_key":"2e938a2f31a2","_type":"block","children":[{"_key":"e593fca36bc90","_type":"span","marks":[],"text":"This also includes variables for "},{"_key":"e593fca36bc91","_type":"span","marks":["707602fc019e"],"text":"custom"},{"_key":"e593fca36bc92","_type":"span","marks":[],"text":" and "},{"_key":"e593fca36bc93","_type":"span","marks":["cba8990730e1"],"text":"calculated fields"},{"_key":"e593fca36bc94","_type":"span","marks":[],"text":" we’ve previously created in Common Room, such as location, role, industry, company size, and more."}],"markDefs":[{"_key":"707602fc019e","_type":"link","href":"https://www.commonroom.io/docs/set-preferences/fields/"},{"_key":"cba8990730e1","_type":"link","href":"https://www.commonroom.io/playbooks/identify-and-action-on-signal-heavy-accounts/"}],"style":"normal"},{"_key":"64195cf3330f","_type":"block","children":[{"_key":"888c84376f2b0","_type":"span","marks":[],"text":"And since these variables are dynamic, they’ll automatically be customized for every prospect we outbound using the signal data captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"98b1f325ce8e","_type":"block","children":[{"_key":"f06b97da3f0a0","_type":"span","marks":[],"text":"RoomieAI will use Common Room’s AI-powered identity resolution and waterfall enrichment engine—Person360™—to inform its output."}],"markDefs":[],"style":"normal"},{"_key":"661abf1a8440","_type":"infoBox","body":[{"_key":"c5a7898ce5d6","_type":"block","children":[{"_key":"ffa939150956","_type":"span","marks":[],"text":"Common Room’s out-of-the-box "},{"_key":"5439bb3de872","_type":"span","marks":["d51e54901860"],"text":"identity and enrichment engine"},{"_key":"6648fb7b0d0e","_type":"span","marks":[],"text":" uses machine learning models to automatically deanonymize contact and account activity, merge cross-channel signals into unified profiles, and fill in the blanks with rich contextual data."}],"markDefs":[{"_key":"d51e54901860","_type":"link","href":"https://www.commonroom.io/product/person-360/"}],"style":"normal"}],"header":"AI-powered identity resolution and waterfall enrichment","style":"info"},{"_key":"db50793eff6f","_type":"block","children":[{"_key":"a626a53bb28f0","_type":"span","marks":[],"text":"In this case, we want RoomieAI to base its messaging on job-change signals, as well as prospects’ previous and current organizations."}],"markDefs":[],"style":"normal"},{"_key":"2d0fe6022b55","_type":"mainImage","asset":{"_ref":"image-eba5653fbb6cef5d09696ca3f5abc43a4f6f9811-1628x650-png","_type":"reference"},"caption":"Configure variables"},{"_key":"f3746361fb3f","_type":"block","children":[{"_key":"4e8c7d1adfa80","_type":"span","marks":[],"text":"Finally we’d fill out the "},{"_key":"4e8c7d1adfa81","_type":"span","marks":["strong"],"text":"About your business"},{"_key":"4e8c7d1adfa82","_type":"span","marks":[],"text":" text box. This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. Integrations include popular CRMs and sales execution platforms like Salesforce, HubSpot, Outreach, Apollo, Salesloft, Gong Engage, and more."}],"markDefs":[{"_key":"9b25088fa1cb","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"}],"header":"Native integrations","style":"info"},{"_key":"84bbfa156b79","_type":"block","children":[{"_key":"4e614dff25ae0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"4e614dff25ae1","_type":"span","marks":["strong"],"text":"Add mapping"},{"_key":"4e614dff25ae2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"1c5edffc52b9","_type":"mainImage","asset":{"_ref":"image-5362dfb8ecfb05da745e36506df337b4ab544c72-314x119-png","_type":"reference"},"caption":"Select Add mapping"},{"_key":"3958276bcf34","_type":"block","children":[{"_key":"3df618d2362f0","_type":"span","marks":[],"text":"This will add a row of blank boxes to the mapping section below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping 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This makes it easy to take action on buying signals fast."}],"markDefs":[{"_key":"670a3d63becd","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"dd605d93c39a","_type":"block","children":[{"_key":"65087ee1c0780","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"65087ee1c0781","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"65087ee1c0782","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and navigate to "},{"_key":"65087ee1c0783","_type":"span","marks":["strong"],"text":"Scores"},{"_key":"65087ee1c0784","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"4eb75ac80eeb","_type":"mainImage","asset":{"_ref":"image-647bf5df0c8f1dd14f5cfec62f9efc2db6642702-3840x2160-png","_type":"reference"},"caption":"Select Scores"},{"_key":"5ac9ddcad2bf","_type":"block","children":[{"_key":"45b7b371d0f00","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"45b7b371d0f01","_type":"span","marks":["strong"],"text":"Create new score"},{"_key":"45b7b371d0f02","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"ece4bda989ff","_type":"mainImage","asset":{"_ref":"image-cc563df6cc3d517648f6bcd558da2546db512a1d-408x164-png","_type":"reference"},"caption":"Select Create new score"},{"_key":"07629eeb3992","_type":"block","children":[{"_key":"2601b209705e0","_type":"span","marks":[],"text":"After we give our score a title and short description, we can drill down into buyer fit and behavior."}],"markDefs":[],"style":"normal"},{"_key":"ab04b2e279d3","_type":"mainImage","asset":{"_ref":"image-5ff532024f271815208c693fea7f3f235d2d7fd3-3840x2160-png","_type":"reference"},"caption":"View score configuration options"},{"_key":"fc50e2371099","_type":"block","children":[{"_key":"6ec8c86b8a360","_type":"span","marks":[],"text":"We’ll start with fit."}],"markDefs":[],"style":"normal"},{"_key":"d8f7e55543fc","_type":"block","children":[{"_key":"c01db3f8673e0","_type":"span","marks":[],"text":"We have no shortage of attributes we can add, but for this example we want to score fit based on the industry the person works in, how much revenue their organization brings in each year, and whether or not they’re an economic buyer."}],"markDefs":[],"style":"normal"},{"_key":"b6217a3cd79b","_type":"block","children":[{"_key":"7b842e70f4dc0","_type":"span","marks":[],"text":"We can easily add those criteria by clicking "},{"_key":"7b842e70f4dc1","_type":"span","marks":["strong"],"text":"Add rule"},{"_key":"7b842e70f4dc2","_type":"span","marks":[],"text":" and choosing from our filters."}],"markDefs":[],"style":"normal"},{"_key":"4ad7731e34ce","_type":"mainImage","asset":{"_ref":"image-b2bba636bae2cba9021467bd92bd93d6a4669632-2522x1322-png","_type":"reference"},"caption":"View filters"},{"_key":"837c861e1928","_type":"block","children":[{"_key":"411da69d240e0","_type":"span","marks":[],"text":"Each time we add a new criteria, we have the option of customizing its importance to the score (as well as specifying additional parameters). 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"},{"_key":"d19f6ac2b436","_type":"span","marks":["8ac7e8269709"],"text":"Sign up for free"},{"_key":"a9eae808ad04","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"8ac7e8269709","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"normal"}],"header":"Common Room","style":"success"},{"_key":"fedfbe1345e9","_type":"anchor","label":"Step 1: Connect Bombora intent data"},{"_key":"891ba5ab11a9","_type":"block","children":[{"_key":"b52fb0baa360","_type":"span","marks":[],"text":"Step 1: Connect Bombora intent data"}],"markDefs":[],"style":"h3"},{"_key":"a7901e9c481f","_type":"block","children":[{"_key":"0c88b1c382b6","_type":"span","marks":[],"text":"Let’s say we’re a demand gen leader or ABM program manager."}],"markDefs":[],"style":"normal"},{"_key":"2f16d94cf431","_type":"block","children":[{"_key":"35404618b7e2","_type":"span","marks":[],"text":"We want to spotlight account-level intent for ABM targeting and make that intent actionable for reps in the field."}],"markDefs":[],"style":"normal"},{"_key":"060225867dae","_type":"block","children":[{"_key":"58c10a71cdf4","_type":"span","marks":[],"text":"First we’d connect "},{"_key":"eec2367a73fb","_type":"span","marks":["2ea597ac94d0"],"text":"Bombora"},{"_key":"320a8928390e","_type":"span","marks":[],"text":" to Common Room."}],"markDefs":[{"_key":"2ea597ac94d0","_type":"link","href":"https://www.commonroom.io/docs/signals/business-integrations/bombora/"}],"style":"normal"},{"_key":"f022523ccba9","_type":"block","children":[{"_key":"38c45b64c88f","_type":"span","marks":[],"text":"Bombora’s Company Surge® Intent data allows us to track spikes in topic interest from across Bombora’s Data Cooperative of 4,000-plus business publishers, analysts, vendors, and content syndication providers right from Common Room."}],"markDefs":[],"style":"normal"},{"_key":"29c0ab1f8511","_type":"block","children":[{"_key":"2ac8590cf6f2","_type":"span","marks":[],"text":"We can let Bombora suggest relevant topics based on our domain or customize which topics to track ourselves."}],"markDefs":[],"style":"normal"},{"_key":"1bf73816cff9","_type":"arcadeEmbed","url":"https://app.arcade.software/share/RV1uEDlXDWDAPXbIA54X"},{"_key":"cafbcf3e3ffe","_type":"infoBox","body":[{"_key":"9155270a5c50","_type":"block","children":[{"_key":"752e4c44af4d","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"00301ede9be6","_type":"span","marks":["3944c509924c"],"text":"integrations"},{"_key":"613f86947d77","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. 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We want to prioritize account outreach based on the volume of that signal."}],"markDefs":[],"style":"normal"},{"_key":"6e29e416b2ec","_type":"block","children":[{"_key":"276e081c88c90","_type":"span","marks":[],"text":"We’d log in to Common Room and create a calculated field to track it. We can do this from "},{"_key":"276e081c88c91","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"276e081c88c92","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar) or from any org-level view within Common Room, including segments."}],"markDefs":[],"style":"normal"},{"_key":"e3efd8b698ba","_type":"infoBox","body":[{"_key":"1e5f2ab8d35a","_type":"block","children":[{"_key":"0d5da3d23f18","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"168d5c6ecf95","_type":"span","marks":["f0485d8aff7a"],"text":"segments"},{"_key":"1635bdc4612b","_type":"span","marks":[],"text":" feature allows you to automatically add individuals or organizations to auto-replenishing lists based on customizable criteria. This makes it easy to quickly surface, monitor, and engage specific people and companies at scale."}],"markDefs":[{"_key":"f0485d8aff7a","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"normal"}],"header":"Segments","style":"info"},{"_key":"ca09528e1c83","_type":"block","children":[{"_key":"de6df6f402a60","_type":"span","marks":[],"text":"In this case, we’ll navigate to "},{"_key":"de6df6f402a61","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"de6df6f402a62","_type":"span","marks":[],"text":" in the left sidebar and create our field there."}],"markDefs":[],"style":"normal"},{"_key":"bc1de396a1fd","_type":"mainImage","asset":{"_ref":"image-58645d117f3e2b54b644a6d496fdfe4425930b3a-3840x2160-png","_type":"reference"},"caption":"Select Organizations"},{"_key":"b1ffa45d959a","_type":"block","children":[{"_key":"f1b4baa730350","_type":"span","marks":[],"text":"We’d click "},{"_key":"f1b4baa730351","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"f1b4baa730352","_type":"span","marks":[],"text":" in the top right of the screen. This shows us all the columns displaying information about accounts captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"2443339abcfd","_type":"mainImage","asset":{"_ref":"image-910aa9b983d599403c3fc255b53bc56e38c347bc-1316x1468-png","_type":"reference"},"caption":"View columns"},{"_key":"88ecb2b02205","_type":"block","children":[{"_key":"f8aef99f2e5d0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"f8aef99f2e5d1","_type":"span","marks":["strong"],"text":"Create new custom field"},{"_key":"f8aef99f2e5d2","_type":"span","marks":[],"text":", give it a brief name and description, and select "},{"_key":"f8aef99f2e5d3","_type":"span","marks":["strong"],"text":"Calculated"},{"_key":"f8aef99f2e5d4","_type":"span","marks":[],"text":" as the type."}],"markDefs":[],"style":"normal"},{"_key":"a6328a9bf15b","_type":"mainImage","asset":{"_ref":"image-d422206bea4636465f6e783abf707d7d8e596066-1314x946-png","_type":"reference"},"caption":"Select Calculated"},{"_key":"9ea3a66a9e7a","_type":"block","children":[{"_key":"df0785269baf0","_type":"span","marks":[],"text":"We can create a field based on any number of different types of account-level signals, including contact-level activities (such as product usage, job changes, and more), job listings, and news events."}],"markDefs":[],"style":"normal"},{"_key":"9e6d127a0176","_type":"mainImage","asset":{"_ref":"image-46de57b369a630d3ca01fa68fd84af445e34a088-1316x782-png","_type":"reference"},"caption":"View field options"},{"_key":"00b8f0c01f07","_type":"block","children":[{"_key":"42f2185784e60","_type":"span","marks":[],"text":"We can even use Common Room’s Prospector tool to count the number of high-fit prospects who work at an organization based on our custom criteria, like job title, role, seniority level, location, job-change history, and even LinkedIn follower count."}],"markDefs":[],"style":"normal"},{"_key":"cce590fd58f0","_type":"infoBox","body":[{"_key":"fa71d74b1bf4","_type":"block","children":[{"_key":"0066491dd2be","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"f619de28403b","_type":"span","marks":["c3fccc97056c"],"text":"Prospector"},{"_key":"82f8daf805ca","_type":"span","marks":[],"text":" feature allows you to search through a proprietary, constantly refreshed database of more than 200 million B2B contacts, surface employees at specific organizations based on custom criteria, and automatically add them as contacts—even if they’re not currently engaging with your organization on any connected channels or tracked in your CRM."}],"markDefs":[{"_key":"c3fccc97056c","_type":"link","href":"https://docs.commonroom.io/get-started/signals/common-room-native-signals/prospector"}],"style":"normal"}],"header":"Prospector","style":"info"},{"_key":"eabbca911d10","_type":"block","children":[{"_key":"4f327eced2cf0","_type":"span","marks":[],"text":"For this example, let’s say we want to see how many people within an account have been active in our product over the past 30 days. 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This makes it much easier to zero in on high-usage accounts quickly 🥳"}],"markDefs":[],"style":"normal"},{"_key":"2cb57cf15aa6","_type":"block","children":[{"_key":"64925a04c5270","_type":"span","marks":[],"text":"We can add as many calculated field columns to our view as we want to get even more granular."}],"markDefs":[],"style":"normal"},{"_key":"210a7c0defd5","_type":"block","children":[{"_key":"d599a23d33300","_type":"span","marks":[],"text":"We can also use calculated fields as inputs in our signal-based scoring."}],"markDefs":[],"style":"normal"},{"_key":"c3ab9150ade5","_type":"infoBox","body":[{"_key":"9302cf2bb50a","_type":"block","children":[{"_key":"b053fd49c410","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"88096eebbd6d","_type":"span","marks":["4149990fd895"],"text":"lead and account scoring"},{"_key":"f2abeafd543e","_type":"span","marks":[],"text":" feature allows you to instantly evaluate all opportunities based on customizable fit and behavior criteria. 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This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. Integrations include popular CRMs and sales execution platforms like Salesforce, HubSpot, Outreach, Apollo, Salesloft, Gong Engage, and more."}],"markDefs":[{"_key":"9b25088fa1cb","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"}],"header":"Native integrations","style":"info"},{"_key":"84bbfa156b79","_type":"block","children":[{"_key":"4e614dff25ae0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"4e614dff25ae1","_type":"span","marks":["strong"],"text":"Add mapping"},{"_key":"4e614dff25ae2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"1c5edffc52b9","_type":"mainImage","asset":{"_ref":"image-5362dfb8ecfb05da745e36506df337b4ab544c72-314x119-png","_type":"reference"},"caption":"Select Add mapping"},{"_key":"3958276bcf34","_type":"block","children":[{"_key":"3df618d2362f0","_type":"span","marks":[],"text":"This will add a row of blank boxes to the mapping section below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message snippet"},{"_key":"b8430b29823d","_type":"block","children":[{"_key":"46e33d3cd44b0","_type":"span","marks":[],"text":"Step 3: Generate message snippet"}],"markDefs":[],"style":"h3"},{"_key":"6ac55a6acf4b","_type":"block","children":[{"_key":"8dc09ed22b900","_type":"span","marks":[],"text":"Time to put RoomieAI to the test."}],"markDefs":[],"style":"normal"},{"_key":"7c200874be96","_type":"block","children":[{"_key":"6379b1dff85f0","_type":"span","marks":[],"text":"We’d click "},{"_key":"6379b1dff85f1","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"6379b1dff85f2","_type":"span","marks":[],"text":" and go to any contact-level view in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"e9fcd025aec9","_type":"block","children":[{"_key":"0c9cfbaa22550","_type":"span","marks":[],"text":"We can generate message snippets directly from a contact’s Person360 profile."}],"markDefs":[],"style":"normal"},{"_key":"49d97c6d2723","_type":"mainImage","asset":{"_ref":"image-89963a49a28f6de1ddce4211e18be097de9bf05a-2750x1501-png","_type":"reference"},"caption":"View message snippet options"},{"_key":"22c2b56ed01d","_type":"block","children":[{"_key":"571b66087b1d0","_type":"span","marks":[],"text":"But let’s say we’ve already created a contact segment for economic buyers who match our criteria for ideal persona and changed jobs in the past six months."}],"markDefs":[],"style":"normal"},{"_key":"1b5a1c16e7bf","_type":"infoBox","body":[{"_key":"08be22703ebc","_type":"block","children":[{"_key":"525003b9795a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"3050097b2cb0","_type":"span","marks":["7fd5f4301cb5"],"text":"intelligent automations"},{"_key":"54b79903e046","_type":"span","marks":[],"text":" build auto-replenishing segments using your custom filtering criteria, automating play creation based on any combination of contact, account, and activity signals."}],"markDefs":[{"_key":"7fd5f4301cb5","_type":"link","href":"https://www.commonroom.io/product/automation/"}],"style":"normal"}],"header":"Playbook automation","style":"info"},{"_key":"2a14ac1eca1e","_type":"block","children":[{"_key":"9fbcee2479650","_type":"span","marks":[],"text":"We’d navigate to our segment, click the dropdown arrow next to a prospect’s name, and choose "},{"_key":"0266d90427f8","_type":"span","marks":["strong"],"text":"Add to Outreach sequence"},{"_key":"a38f9f231fb1","_type":"span","marks":[],"text":" from the task list options."}],"markDefs":[],"style":"normal"},{"_key":"de1898d7f946","_type":"mainImage","asset":{"_ref":"image-ef7c92ccfe5bc12c06627c5161ec57c74d46255e-1332x247-png","_type":"reference"},"caption":"Select Add to Outreach sequence"},{"_key":"f4ab4c739d6c","_type":"block","children":[{"_key":"9f0c7fb599fb0","_type":"span","marks":[],"text":"We’d select the sequence our template is mapped to and RoomieAI will instantly spin up a message snippet based on our prompt."}],"markDefs":[],"style":"normal"},{"_key":"2208ebfd791c","_type":"block","children":[{"_key":"77f4ae3a653b0","_type":"span","marks":[],"text":"We can review and edit the snippet as we see fit before adding the prospect to our sequence from within Common Room."}],"markDefs":[],"style":"normal"},{"_key":"fac172b5e795","_type":"mainImage","asset":{"_ref":"image-7af8d719644d6cbf9f29f3ce73d99494c15ff7e5-1144x688-png","_type":"reference"},"caption":"View message snippet"},{"_key":"c433f2e39c59","_type":"block","children":[{"_key":"6361ed5730120","_type":"span","marks":[],"text":"We can also select multiple prospects at once and add them all to the same sequence simultaneously."}],"markDefs":[],"style":"normal"},{"_key":"71741c92c056","_type":"block","children":[{"_key":"601b4ebbf0c80","_type":"span","marks":[],"text":"RoomieAI will update its message snippet for each person to make it as personalized and relevant as possible 🥳"}],"markDefs":[],"style":"normal"},{"_key":"6a76ad055988","_type":"anchor","label":"Step 4: Automate personalized outbound"},{"_key":"de0111cbcbd0","_type":"block","children":[{"_key":"3e5ce2d656410","_type":"span","marks":[],"text":"Step 4: Automate personalized outbound"}],"markDefs":[],"style":"h3"},{"_key":"a1e2c53d44bc","_type":"block","children":[{"_key":"e554e06f2f970","_type":"span","marks":[],"text":"Now that we’re confident in this play, we can put the whole process on autopilot 🛩️"}],"markDefs":[],"style":"normal"},{"_key":"5e469c1cb8a8","_type":"block","children":[{"_key":"7c43b3c18ed40","_type":"span","marks":[],"text":"We’d go to "},{"_key":"7c43b3c18ed41","_type":"span","marks":["strong"],"text":"Workflows"},{"_key":"7c43b3c18ed42","_type":"span","marks":[],"text":" in the left sidebar, click "},{"_key":"7c43b3c18ed43","_type":"span","marks":["strong"],"text":"New workflow"},{"_key":"7c43b3c18ed44","_type":"span","marks":[],"text":", and select 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This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. Integrations include popular CRMs and sales execution platforms like Salesforce, HubSpot, Outreach, Apollo, Salesloft, Gong Engage, and more."}],"markDefs":[{"_key":"9b25088fa1cb","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"}],"header":"Native integrations","style":"info"},{"_key":"84bbfa156b79","_type":"block","children":[{"_key":"4e614dff25ae0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"4e614dff25ae1","_type":"span","marks":["strong"],"text":"Add mapping"},{"_key":"4e614dff25ae2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"1c5edffc52b9","_type":"mainImage","asset":{"_ref":"image-5362dfb8ecfb05da745e36506df337b4ab544c72-314x119-png","_type":"reference"},"caption":"Select Add mapping"},{"_key":"3958276bcf34","_type":"block","children":[{"_key":"3df618d2362f0","_type":"span","marks":[],"text":"This will add a row of blank boxes to the mapping section below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message snippet"},{"_key":"b8430b29823d","_type":"block","children":[{"_key":"46e33d3cd44b0","_type":"span","marks":[],"text":"Step 3: Generate message snippet"}],"markDefs":[],"style":"h3"},{"_key":"6ac55a6acf4b","_type":"block","children":[{"_key":"8dc09ed22b900","_type":"span","marks":[],"text":"Time to put RoomieAI to the test."}],"markDefs":[],"style":"normal"},{"_key":"7c200874be96","_type":"block","children":[{"_key":"6379b1dff85f0","_type":"span","marks":[],"text":"We’d click "},{"_key":"6379b1dff85f1","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"6379b1dff85f2","_type":"span","marks":[],"text":" and go to any contact-level view in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"e9fcd025aec9","_type":"block","children":[{"_key":"0c9cfbaa22550","_type":"span","marks":[],"text":"We can generate message snippets directly from a contact’s Person360 profile."}],"markDefs":[],"style":"normal"},{"_key":"49d97c6d2723","_type":"mainImage","asset":{"_ref":"image-89963a49a28f6de1ddce4211e18be097de9bf05a-2750x1501-png","_type":"reference"},"caption":"View message snippet options"},{"_key":"22c2b56ed01d","_type":"block","children":[{"_key":"571b66087b1d0","_type":"span","marks":[],"text":"But let’s say we’ve already created a contact segment for economic buyers who match our criteria for ideal persona and changed jobs in the past six months."}],"markDefs":[],"style":"normal"},{"_key":"1b5a1c16e7bf","_type":"infoBox","body":[{"_key":"08be22703ebc","_type":"block","children":[{"_key":"525003b9795a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"3050097b2cb0","_type":"span","marks":["7fd5f4301cb5"],"text":"intelligent automations"},{"_key":"54b79903e046","_type":"span","marks":[],"text":" build auto-replenishing segments using your custom filtering criteria, automating play creation based on any combination of contact, account, and activity signals."}],"markDefs":[{"_key":"7fd5f4301cb5","_type":"link","href":"https://www.commonroom.io/product/automation/"}],"style":"normal"}],"header":"Playbook automation","style":"info"},{"_key":"2a14ac1eca1e","_type":"block","children":[{"_key":"9fbcee2479650","_type":"span","marks":[],"text":"We’d navigate to our segment, click the dropdown arrow next to a prospect’s name, and choose "},{"_key":"0266d90427f8","_type":"span","marks":["strong"],"text":"Add to Outreach sequence"},{"_key":"a38f9f231fb1","_type":"span","marks":[],"text":" from the task list options."}],"markDefs":[],"style":"normal"},{"_key":"de1898d7f946","_type":"mainImage","asset":{"_ref":"image-ef7c92ccfe5bc12c06627c5161ec57c74d46255e-1332x247-png","_type":"reference"},"caption":"Select Add to Outreach sequence"},{"_key":"f4ab4c739d6c","_type":"block","children":[{"_key":"9f0c7fb599fb0","_type":"span","marks":[],"text":"We’d select the sequence our template is mapped to and RoomieAI will instantly spin up a message snippet based on our prompt."}],"markDefs":[],"style":"normal"},{"_key":"2208ebfd791c","_type":"block","children":[{"_key":"77f4ae3a653b0","_type":"span","marks":[],"text":"We can review and edit the snippet as we see fit before adding the prospect to our sequence from within Common Room."}],"markDefs":[],"style":"normal"},{"_key":"fac172b5e795","_type":"mainImage","asset":{"_ref":"image-7af8d719644d6cbf9f29f3ce73d99494c15ff7e5-1144x688-png","_type":"reference"},"caption":"View message snippet"},{"_key":"c433f2e39c59","_type":"block","children":[{"_key":"6361ed5730120","_type":"span","marks":[],"text":"We can also select multiple prospects at once and add them all to the same sequence simultaneously."}],"markDefs":[],"style":"normal"},{"_key":"71741c92c056","_type":"block","children":[{"_key":"601b4ebbf0c80","_type":"span","marks":[],"text":"RoomieAI will update its message snippet for each person to make it as personalized and relevant as possible 🥳"}],"markDefs":[],"style":"normal"},{"_key":"6a76ad055988","_type":"anchor","label":"Step 4: Automate personalized outbound"},{"_key":"de0111cbcbd0","_type":"block","children":[{"_key":"3e5ce2d656410","_type":"span","marks":[],"text":"Step 4: Automate personalized outbound"}],"markDefs":[],"style":"h3"},{"_key":"a1e2c53d44bc","_type":"block","children":[{"_key":"e554e06f2f970","_type":"span","marks":[],"text":"Now that we’re confident in this play, we can put the whole process on autopilot 🛩️"}],"markDefs":[],"style":"normal"},{"_key":"5e469c1cb8a8","_type":"block","children":[{"_key":"7c43b3c18ed40","_type":"span","marks":[],"text":"We’d go to "},{"_key":"7c43b3c18ed41","_type":"span","marks":["strong"],"text":"Workflows"},{"_key":"7c43b3c18ed42","_type":"span","marks":[],"text":" in the left sidebar, click "},{"_key":"7c43b3c18ed43","_type":"span","marks":["strong"],"text":"New workflow"},{"_key":"7c43b3c18ed44","_type":"span","marks":[],"text":", and select 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This makes it easy to surface specific people and companies based on firmographic details, cross-channel activities, product usage, and more."}],"markDefs":[{"_key":"7a23d40419a0","_type":"link","href":"https://docs.commonroom.io/get-started/core-concepts-home/filters"}],"style":"callout"},{"_key":"c9d197feaf94","_type":"block","children":[{"_key":"bc0161ac42640","_type":"span","marks":[],"text":"First we want to add a filter for people who are tagged as economic buyers. We’d find that under "},{"_key":"bc0161ac42641","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"bc0161ac42642","_type":"span","marks":[],"text":" in the "},{"_key":"bc0161ac42643","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"bc0161ac42644","_type":"span","marks":[],"text":" section."}],"markDefs":[],"style":"normal"},{"_key":"b84a70766ab9","_type":"mainImage","asset":{"_ref":"image-2cc2ff0778dd0a41e7aabb2a16430395c0bf2cf4-896x908-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"f15174c45003","_type":"block","children":[{"_key":"710528980e7b0","_type":"span","marks":[],"text":"🔦 "},{"_key":"710528980e7b1","_type":"span","marks":["strong"],"text":"Product spotlight: Tags\n"},{"_key":"8d44811e773a0","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"8d44811e773a1","_type":"span","marks":["0f0801f943dc"],"text":"tags"},{"_key":"8d44811e773a2","_type":"span","marks":[],"text":" feature allows you to automatically label individuals and organizations with specific tags based on customizable criteria. This makes it easy to quickly filter for economic buyers, ideal personas, product-qualified leads, and more."}],"markDefs":[{"_key":"0f0801f943dc","_type":"link","href":"https://docs.commonroom.io/set-preferences/tags"}],"style":"callout"},{"_key":"8a949cddd48f","_type":"block","children":[{"_key":"add44d382d280","_type":"span","marks":[],"text":"Next we’d apply filters to our Snowflake data to zero in on individuals who are admins of at least one workspace."}],"markDefs":[],"style":"normal"},{"_key":"627a68a07969","_type":"mainImage","asset":{"_ref":"image-689e1096394cbd7af1d28be3206c7d32d7fc9051-1342x866-png","_type":"reference"},"caption":"Select Admin of at least 1 workspace"},{"_key":"d604910cb716","_type":"block","children":[{"_key":"b41582958cd40","_type":"span","marks":[],"text":"Then we’d add a filter for "},{"_key":"b41582958cd41","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"b41582958cd42","_type":"span","marks":[],"text":" and pull from our product data to hone in on companies where the number of employees is higher than the number of paid seats."}],"markDefs":[],"style":"normal"},{"_key":"5a21a5880ada","_type":"mainImage","asset":{"_ref":"image-bf88f50b5db5719cc5b3a1a692df253a703dfaf8-1790x1002-png","_type":"reference"},"caption":"Select Employee count is greater than paid seats"},{"_key":"b44353a9bf5b","_type":"block","children":[{"_key":"c3199b2d21ff0","_type":"span","marks":[],"text":"Finally, we’d add another organization filter for companies where license utilization over the past 28 days is 100%."}],"markDefs":[],"style":"normal"},{"_key":"cfa07e061f7e","_type":"mainImage","asset":{"_ref":"image-b9364fc8f2663c097a5adc95d402b2a886097d1b-1072x568-png","_type":"reference"},"caption":"Select License utilization"},{"_key":"667993fc2c56","_type":"block","children":[{"_key":"33b0f6cdc5d50","_type":"span","marks":[],"text":"Voilà—now anyone who is an economic buyer and admin in our product—and who works at a company with more employees than paid seats that is using all of its licenses—will be added to this workflow 🧙"}],"markDefs":[],"style":"normal"},{"_key":"8e6371e6e8a9","_type":"block","children":[{"_key":"02713a42b0be0","_type":"span","marks":[],"text":"Now let’s decide what the workflow looks like."}],"markDefs":[],"style":"normal"},{"_key":"8e102b9effc1","_type":"anchor","label":"Step 3: Select sequence"},{"_key":"cabd65da0204","_type":"block","children":[{"_key":"b5e2190879580","_type":"span","marks":[],"text":"Step 3: Select sequence"}],"markDefs":[],"style":"h3"},{"_key":"583877e5e6f3","_type":"block","children":[{"_key":"304938494b620","_type":"span","marks":[],"text":"Let’s say we have an email sequence set up for just this kind of play."}],"markDefs":[],"style":"normal"},{"_key":"a2364967f879","_type":"block","children":[{"_key":"0e700337c8ee0","_type":"span","marks":[],"text":"It might look something like this:"}],"markDefs":[],"style":"normal"},{"_key":"94a84750f1be","_type":"block","children":[{"_key":"2a1ddd3355370","_type":"span","marks":[],"text":"✍️ "},{"_key":"2a1ddd3355371","_type":"span","marks":["strong"],"text":"Outbound template based on employee-to-paid seat ratio\n"},{"_key":"9d2e8044c44f0","_type":"span","marks":["em"],"text":"\nHi "},{"_key":"9d2e8044c44f1","_type":"span","marks":["strong","em"],"text":"[first name]"},{"_key":"9d2e8044c44f2","_type":"span","marks":["em"],"text":",\n\nChecking how your experience with "},{"_key":"9742cf0fb8651","_type":"span","marks":["strong","em"],"text":"[product name] "},{"_key":"9742cf0fb8652","_type":"span","marks":["em"],"text":"is going?\n\nLooks like all of your available licenses are being used. 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"},{"_key":"24d6cf4550301","_type":"span","marks":["da2eaa31e4fa"],"text":"Sign up for free"},{"_key":"24d6cf4550302","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"da2eaa31e4fa","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"normal"}],"header":"Common Room","style":"success"},{"_key":"c111dca2b1cd","_type":"anchor","label":"Step 1: Activate Prospector"},{"_key":"482582195b8f","_type":"block","children":[{"_key":"a84678fc126f","_type":"span","marks":[],"text":"Step 1: Activate Prospector"}],"markDefs":[],"style":"h3"},{"_key":"7177059fdd0b","_type":"block","children":[{"_key":"c96b131d7eee0","_type":"span","marks":[],"text":"Let’s say we want to hone in on prospects who work in marketing at companies in North America. We have a target account in mind, but no one from that organization has interacted with us across our digital ecosystem."}],"markDefs":[],"style":"normal"},{"_key":"0f61db410036","_type":"block","children":[{"_key":"42a7e5cbd53b0","_type":"span","marks":[],"text":"We’d log in to Common Room and go to "},{"_key":"42a7e5cbd53b1","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"42a7e5cbd53b2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"08ce4ce93073","_type":"mainImage","asset":{"_ref":"image-ff59f337f73c53612d30ceeb1b43b786541915b3-3840x2161-png","_type":"reference"},"caption":"Select Organizations"},{"_key":"6d4c544dfd60","_type":"block","children":[{"_key":"549b2995d8f80","_type":"span","marks":[],"text":"If the org is already tracked in Common Room, we can simply click into it. 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This makes it easy to take action on buying signals fast."}],"markDefs":[{"_key":"670a3d63becd","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"dd605d93c39a","_type":"block","children":[{"_key":"65087ee1c0780","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"65087ee1c0781","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"65087ee1c0782","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and navigate to "},{"_key":"65087ee1c0783","_type":"span","marks":["strong"],"text":"Scores"},{"_key":"65087ee1c0784","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"4eb75ac80eeb","_type":"mainImage","asset":{"_ref":"image-647bf5df0c8f1dd14f5cfec62f9efc2db6642702-3840x2160-png","_type":"reference"},"caption":"Select Scores"},{"_key":"5ac9ddcad2bf","_type":"block","children":[{"_key":"45b7b371d0f00","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"45b7b371d0f01","_type":"span","marks":["strong"],"text":"Create new score"},{"_key":"45b7b371d0f02","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"ece4bda989ff","_type":"mainImage","asset":{"_ref":"image-cc563df6cc3d517648f6bcd558da2546db512a1d-408x164-png","_type":"reference"},"caption":"Select Create new score"},{"_key":"07629eeb3992","_type":"block","children":[{"_key":"2601b209705e0","_type":"span","marks":[],"text":"After we give our score a title and short description, we can drill down into buyer fit and behavior."}],"markDefs":[],"style":"normal"},{"_key":"ab04b2e279d3","_type":"mainImage","asset":{"_ref":"image-5ff532024f271815208c693fea7f3f235d2d7fd3-3840x2160-png","_type":"reference"},"caption":"View score configuration options"},{"_key":"fc50e2371099","_type":"block","children":[{"_key":"6ec8c86b8a360","_type":"span","marks":[],"text":"We’ll start with fit."}],"markDefs":[],"style":"normal"},{"_key":"d8f7e55543fc","_type":"block","children":[{"_key":"c01db3f8673e0","_type":"span","marks":[],"text":"We have no shortage of attributes we can add, but for this example we want to score fit based on the industry the person works in, how much revenue their organization brings in each year, and whether or not they’re an economic buyer."}],"markDefs":[],"style":"normal"},{"_key":"b6217a3cd79b","_type":"block","children":[{"_key":"7b842e70f4dc0","_type":"span","marks":[],"text":"We can easily add those criteria by clicking "},{"_key":"7b842e70f4dc1","_type":"span","marks":["strong"],"text":"Add rule"},{"_key":"7b842e70f4dc2","_type":"span","marks":[],"text":" and choosing from our filters."}],"markDefs":[],"style":"normal"},{"_key":"4ad7731e34ce","_type":"mainImage","asset":{"_ref":"image-b2bba636bae2cba9021467bd92bd93d6a4669632-2522x1322-png","_type":"reference"},"caption":"View filters"},{"_key":"837c861e1928","_type":"block","children":[{"_key":"411da69d240e0","_type":"span","marks":[],"text":"Each time we add a new criteria, we have the option of customizing its importance to the score (as well as specifying additional parameters). Maybe industry is more important to us than annual revenue, so we’d mark it as very important."}],"markDefs":[],"style":"normal"},{"_key":"e72cfcd19ded","_type":"mainImage","asset":{"_ref":"image-e65b10b1a7174f7656e2d512d0f04b7f82c07410-3840x2160-png","_type":"reference"},"caption":"Configure importance"},{"_key":"02e7696e8bfd","_type":"block","children":[{"_key":"f713dc0320260","_type":"span","marks":[],"text":"Okay, now let’s focus on behavior."}],"markDefs":[],"style":"normal"},{"_key":"d25c228e3f2d","_type":"block","children":[{"_key":"e55bbcc5aaf90","_type":"span","marks":[],"text":"Again, we can pull in signals related to actions across numerous digital channels: product, website, social, community, open-source—you name it. 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started"},{"_key":"a4a7fbbfa295","_type":"block","children":[{"_key":"7b218f6c0a9f0","_type":"span","marks":[],"text":"Getting started"}],"markDefs":[],"style":"h3"},{"_key":"fe4d91e59888","_type":"block","children":[{"_key":"86f31c76c6370","_type":"span","marks":[],"text":"Signal depth is just as valuable as signal breadth."}],"markDefs":[],"style":"normal"},{"_key":"9bcd7a536b9a","_type":"block","children":[{"_key":"ec361ba24c480","_type":"span","marks":[],"text":"But knowing which accounts generate a high volume of key buying signals used to require manual research or hacky workarounds. 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Check out our "},{"_key":"43ce65564f40","_type":"span","marks":["295199622034"],"text":"integration docs"},{"_key":"4dcb31435349","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Snowflake to Common Room and explore other business data source options."}],"markDefs":[{"_key":"295199622034","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/snowflake"}],"style":"normal"}],"header":"Data warehouse","style":"success"},{"_key":"42e6e2255241","_type":"anchor","label":"Step 1: Create calculated field"},{"_key":"525000611f6e","_type":"block","children":[{"_key":"c33e548abc060","_type":"span","marks":[],"text":"Step 1: Create calculated field"}],"markDefs":[],"style":"h3"},{"_key":"d7c70e67bae9","_type":"block","children":[{"_key":"79ce3b673dab0","_type":"span","marks":[],"text":"Let’s say there’s a particular buying signal we’re interested in. We want to prioritize account outreach based on the volume of that signal."}],"markDefs":[],"style":"normal"},{"_key":"6e29e416b2ec","_type":"block","children":[{"_key":"276e081c88c90","_type":"span","marks":[],"text":"We’d log in to Common Room and create a calculated field to track it. We can do this from "},{"_key":"276e081c88c91","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"276e081c88c92","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar) or from any org-level view within Common Room, including segments."}],"markDefs":[],"style":"normal"},{"_key":"e3efd8b698ba","_type":"infoBox","body":[{"_key":"1e5f2ab8d35a","_type":"block","children":[{"_key":"0d5da3d23f18","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"168d5c6ecf95","_type":"span","marks":["f0485d8aff7a"],"text":"segments"},{"_key":"1635bdc4612b","_type":"span","marks":[],"text":" feature allows you to automatically add individuals or organizations to auto-replenishing lists based on customizable criteria. This makes it easy to quickly surface, monitor, and engage specific people and companies at scale."}],"markDefs":[{"_key":"f0485d8aff7a","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"normal"}],"header":"Segments","style":"info"},{"_key":"ca09528e1c83","_type":"block","children":[{"_key":"de6df6f402a60","_type":"span","marks":[],"text":"In this case, we’ll navigate to "},{"_key":"de6df6f402a61","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"de6df6f402a62","_type":"span","marks":[],"text":" in the left sidebar and create our field there."}],"markDefs":[],"style":"normal"},{"_key":"bc1de396a1fd","_type":"mainImage","asset":{"_ref":"image-58645d117f3e2b54b644a6d496fdfe4425930b3a-3840x2160-png","_type":"reference"},"caption":"Select Organizations"},{"_key":"b1ffa45d959a","_type":"block","children":[{"_key":"f1b4baa730350","_type":"span","marks":[],"text":"We’d click "},{"_key":"f1b4baa730351","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"f1b4baa730352","_type":"span","marks":[],"text":" in the top right of the screen. This shows us all the columns displaying information about accounts captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"2443339abcfd","_type":"mainImage","asset":{"_ref":"image-910aa9b983d599403c3fc255b53bc56e38c347bc-1316x1468-png","_type":"reference"},"caption":"View columns"},{"_key":"88ecb2b02205","_type":"block","children":[{"_key":"f8aef99f2e5d0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"f8aef99f2e5d1","_type":"span","marks":["strong"],"text":"Create new custom field"},{"_key":"f8aef99f2e5d2","_type":"span","marks":[],"text":", give it a brief name and description, and select "},{"_key":"f8aef99f2e5d3","_type":"span","marks":["strong"],"text":"Calculated"},{"_key":"f8aef99f2e5d4","_type":"span","marks":[],"text":" as the type."}],"markDefs":[],"style":"normal"},{"_key":"a6328a9bf15b","_type":"mainImage","asset":{"_ref":"image-d422206bea4636465f6e783abf707d7d8e596066-1314x946-png","_type":"reference"},"caption":"Select Calculated"},{"_key":"9ea3a66a9e7a","_type":"block","children":[{"_key":"df0785269baf0","_type":"span","marks":[],"text":"We can create a field based on any number of different types of account-level signals, including contact-level activities (such as product usage, job changes, and more), job listings, and news events."}],"markDefs":[],"style":"normal"},{"_key":"9e6d127a0176","_type":"mainImage","asset":{"_ref":"image-46de57b369a630d3ca01fa68fd84af445e34a088-1316x782-png","_type":"reference"},"caption":"View field options"},{"_key":"00b8f0c01f07","_type":"block","children":[{"_key":"42f2185784e60","_type":"span","marks":[],"text":"We can even use Common Room’s Prospector tool to count the number of high-fit prospects who work at an organization based on our custom criteria, like job title, role, seniority level, location, job-change history, and even LinkedIn follower count."}],"markDefs":[],"style":"normal"},{"_key":"cce590fd58f0","_type":"infoBox","body":[{"_key":"fa71d74b1bf4","_type":"block","children":[{"_key":"0066491dd2be","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"f619de28403b","_type":"span","marks":["c3fccc97056c"],"text":"Prospector"},{"_key":"82f8daf805ca","_type":"span","marks":[],"text":" feature allows you to search through a proprietary, constantly refreshed database of more than 200 million B2B contacts, surface employees at specific organizations based on custom criteria, and automatically add them as contacts—even if they’re not currently engaging with your organization on any connected channels or tracked in your CRM."}],"markDefs":[{"_key":"c3fccc97056c","_type":"link","href":"https://docs.commonroom.io/get-started/signals/common-room-native-signals/prospector"}],"style":"normal"}],"header":"Prospector","style":"info"},{"_key":"eabbca911d10","_type":"block","children":[{"_key":"4f327eced2cf0","_type":"span","marks":[],"text":"For this example, let’s say we want to see how many people within an account have been active in our product over the past 30 days. We’d configure the field to make sure we’re counting that record."}],"markDefs":[],"style":"normal"},{"_key":"3c00a93d4623","_type":"mainImage","asset":{"_ref":"image-3407cb495fd82d6baa5848b42b23cb29fc2116e9-1322x1222-png","_type":"reference"},"caption":"Configure calculated field"},{"_key":"c1d75286634b","_type":"block","children":[{"_key":"44a1e83f11150","_type":"span","marks":[],"text":"Once we’ve created our field and hit "},{"_key":"44a1e83f11151","_type":"span","marks":["strong"],"text":"Save"},{"_key":"44a1e83f11152","_type":"span","marks":[],"text":", it will automatically be added as a column to our table view. 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This makes it easy to take action on buying signals fast."}],"markDefs":[{"_key":"670a3d63becd","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"dd605d93c39a","_type":"block","children":[{"_key":"65087ee1c0780","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"65087ee1c0781","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"65087ee1c0782","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and navigate to "},{"_key":"65087ee1c0783","_type":"span","marks":["strong"],"text":"Scores"},{"_key":"65087ee1c0784","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"4eb75ac80eeb","_type":"mainImage","asset":{"_ref":"image-647bf5df0c8f1dd14f5cfec62f9efc2db6642702-3840x2160-png","_type":"reference"},"caption":"Select Scores"},{"_key":"5ac9ddcad2bf","_type":"block","children":[{"_key":"45b7b371d0f00","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"45b7b371d0f01","_type":"span","marks":["strong"],"text":"Create new score"},{"_key":"45b7b371d0f02","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"ece4bda989ff","_type":"mainImage","asset":{"_ref":"image-cc563df6cc3d517648f6bcd558da2546db512a1d-408x164-png","_type":"reference"},"caption":"Select Create new score"},{"_key":"07629eeb3992","_type":"block","children":[{"_key":"2601b209705e0","_type":"span","marks":[],"text":"After we give our score a title and short description, we can drill down into buyer fit and behavior."}],"markDefs":[],"style":"normal"},{"_key":"ab04b2e279d3","_type":"mainImage","asset":{"_ref":"image-5ff532024f271815208c693fea7f3f235d2d7fd3-3840x2160-png","_type":"reference"},"caption":"View score configuration options"},{"_key":"fc50e2371099","_type":"block","children":[{"_key":"6ec8c86b8a360","_type":"span","marks":[],"text":"We’ll start with fit."}],"markDefs":[],"style":"normal"},{"_key":"d8f7e55543fc","_type":"block","children":[{"_key":"c01db3f8673e0","_type":"span","marks":[],"text":"We have no shortage of attributes we can add, but for this example we want to score fit based on the industry the person works in, how much revenue their organization brings in each year, and whether or not they’re an economic buyer."}],"markDefs":[],"style":"normal"},{"_key":"b6217a3cd79b","_type":"block","children":[{"_key":"7b842e70f4dc0","_type":"span","marks":[],"text":"We can easily add those criteria by clicking "},{"_key":"7b842e70f4dc1","_type":"span","marks":["strong"],"text":"Add rule"},{"_key":"7b842e70f4dc2","_type":"span","marks":[],"text":" and choosing from our filters."}],"markDefs":[],"style":"normal"},{"_key":"4ad7731e34ce","_type":"mainImage","asset":{"_ref":"image-b2bba636bae2cba9021467bd92bd93d6a4669632-2522x1322-png","_type":"reference"},"caption":"View filters"},{"_key":"837c861e1928","_type":"block","children":[{"_key":"411da69d240e0","_type":"span","marks":[],"text":"Each time we add a new criteria, we have the option of customizing its importance to the score (as well as specifying additional parameters). Maybe industry is more important to us than annual revenue, so we’d mark it as very important."}],"markDefs":[],"style":"normal"},{"_key":"e72cfcd19ded","_type":"mainImage","asset":{"_ref":"image-e65b10b1a7174f7656e2d512d0f04b7f82c07410-3840x2160-png","_type":"reference"},"caption":"Configure importance"},{"_key":"02e7696e8bfd","_type":"block","children":[{"_key":"f713dc0320260","_type":"span","marks":[],"text":"Okay, now let’s focus on behavior."}],"markDefs":[],"style":"normal"},{"_key":"d25c228e3f2d","_type":"block","children":[{"_key":"e55bbcc5aaf90","_type":"span","marks":[],"text":"Again, we can pull in signals related to actions across numerous digital channels: product, website, social, community, open-source—you name it. But for now we want to score behavior based on LinkedIn engagement and product usage."}],"markDefs":[],"style":"normal"},{"_key":"b65eadea5b10","_type":"block","children":[{"_key":"ac469763b5250","_type":"span","marks":[],"text":"So we’d click "},{"_key":"ac469763b5251","_type":"span","marks":["strong"],"text":"Add rule"},{"_key":"ac469763b5252","_type":"span","marks":[],"text":" under that section and once again choose from our filters."}],"markDefs":[],"style":"normal"},{"_key":"24d528e8fa08","_type":"mainImage","asset":{"_ref":"image-22f414829784571be83f781f3c0a73768e0be24c-2524x1312-png","_type":"reference"},"caption":"View filters"},{"_key":"960e52c92757","_type":"block","children":[{"_key":"e495367b737f0","_type":"span","marks":[],"text":"Once that’s done, we can decide how important fit and behavior are when scoring leads. We’d just hit "},{"_key":"e495367b737f1","_type":"span","marks":["strong"],"text":"Edit weights"},{"_key":"e495367b737f2","_type":"span","marks":[],"text":" and determine how much weight each category carries."}],"markDefs":[],"style":"normal"},{"_key":"20340322da87","_type":"mainImage","asset":{"_ref":"image-7fe9220f457c6161c4c7a8427a564a735fd444e6-2488x636-png","_type":"reference"},"caption":"Select Edit weights"},{"_key":"94bb83ebc1da","_type":"block","children":[{"_key":"cf223924881d0","_type":"span","marks":[],"text":"Last but not least, we’ll click "},{"_key":"cf223924881d1","_type":"span","marks":["strong"],"text":"Edit ranges"},{"_key":"cf223924881d2","_type":"span","marks":[],"text":" at the top of the screen so we can determine which scores are not a fit, fair, good, or excellent."}],"markDefs":[],"style":"normal"},{"_key":"666be331054a","_type":"mainImage","asset":{"_ref":"image-e8c38da0fd6831a1cd0069404be94a72da81d4f7-2516x624-png","_type":"reference"},"caption":"Select Edit ranges"},{"_key":"0bad8e6073d0","_type":"block","children":[{"_key":"a6ee768bafa80","_type":"span","marks":[],"text":"Voilà—we now have a new lead scoring system in place that can be applied to every person tracked in our digital ecosystem 💯"}],"markDefs":[],"style":"normal"},{"_key":"a484f182d298","_type":"block","children":[{"_key":"5ed0e09c30830","_type":"span","marks":[],"text":"Let’s put it to good use."}],"markDefs":[],"style":"normal"},{"_key":"dbfae35f6b0f","_type":"anchor","label":"Step 2: View scores"},{"_key":"263dc0330f6c","_type":"block","children":[{"_key":"1f4c15b51cd60","_type":"span","marks":[],"text":"Step 2: View scores"}],"markDefs":[],"style":"h3"},{"_key":"fd47c4a6857d","_type":"block","children":[{"_key":"810cac9088b40","_type":"span","marks":[],"text":"Click "},{"_key":"810cac9088b41","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"810cac9088b42","_type":"span","marks":[],"text":" to leave the "},{"_key":"810cac9088b43","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"810cac9088b44","_type":"span","marks":[],"text":" menu and head to "},{"_key":"810cac9088b45","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"810cac9088b46","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"e5cf5e6d173b","_type":"block","children":[{"_key":"3f96bd38fc850","_type":"span","marks":[],"text":"After we add our score as a column in our contacts view (just hit "},{"_key":"3f96bd38fc851","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"3f96bd38fc852","_type":"span","marks":[],"text":" to add a new one and customize its placement), we can see the lead score for each person marked as a contact in Common Room (keep in mind we can also do this for organizations)."}],"markDefs":[],"style":"normal"},{"_key":"619c7f3e2ebf","_type":"mainImage","asset":{"_ref":"image-d4bc0979907081d060f9e4b6855ccf8b906cab64-2620x508-png","_type":"reference"},"caption":"View scores"},{"_key":"f2d247deb9cf","_type":"block","children":[{"_key":"dc0baef46acb0","_type":"span","marks":[],"text":"Even better, we can simply hover over a person’s score to see why they received that designation."}],"markDefs":[],"style":"normal"},{"_key":"7e39a8df9911","_type":"mainImage","asset":{"_ref":"image-8a9c9820338a66c959f3b7c23061899d2d53d963-1058x674-png","_type":"reference"},"caption":"View score factors"},{"_key":"88438b6512bb","_type":"block","children":[{"_key":"e6e8b57d435d0","_type":"span","marks":[],"text":"Once we find a likely candidate for outreach, we can click into their Person360™ profile to learn more about them."}],"markDefs":[],"style":"normal"},{"_key":"ccfee15e587e","_type":"mainImage","asset":{"_ref":"image-55d3d0eda34f939874d5aae3e482cbf6af6b64fd-2688x1088-png","_type":"reference"},"caption":"View profile"},{"_key":"209871bfa390","_type":"block","children":[{"_key":"f9f91bbfeaac0","_type":"span","marks":[],"text":"🔦 "},{"_key":"f9f91bbfeaac1","_type":"span","marks":["strong"],"text":"Product spotlight: Person360\n"},{"_key":"56c2996207120","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"56c2996207121","_type":"span","marks":["89c9119c3ce7"],"text":"Person360"},{"_key":"56c2996207122","_type":"span","marks":[],"text":" feature allows you to deanonymize, merge, and enrich signals from every channel connected to Common Room. 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This makes it easy to engage buyers without switching tools."}],"markDefs":[{"_key":"602e777c0971","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/apollo"}],"style":"callout"},{"_key":"4d09d1281aa1","_type":"block","children":[{"_key":"01b1182824d20","_type":"span","marks":[],"text":"Okay, now let’s decide how people get added to our automated workflow 🤖"}],"markDefs":[],"style":"normal"},{"_key":"5b48ef7e853a","_type":"anchor","label":"Step 2: Add filters"},{"_key":"f2130da11918","_type":"block","children":[{"_key":"b83bc1f4a7ae0","_type":"span","marks":[],"text":"Step 2: Add filters"}],"markDefs":[],"style":"h3"},{"_key":"b8db716bc891","_type":"block","children":[{"_key":"ba55232b79ac0","_type":"span","marks":[],"text":"Common Room automatically pulls in and combines data from all our connected sources so we can slice and dice it as we please using filters."}],"markDefs":[],"style":"normal"},{"_key":"73104ef1cdf9","_type":"block","children":[{"_key":"4cc526e5fea40","_type":"span","marks":[],"text":"🔦 "},{"_key":"4cc526e5fea41","_type":"span","marks":["strong"],"text":"Product spotlight: Filters\n"},{"_key":"cd1b4b90c9a40","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"cd1b4b90c9a41","_type":"span","marks":["7a23d40419a0"],"text":"filters"},{"_key":"cd1b4b90c9a42","_type":"span","marks":[],"text":" feature allows you to highlight individuals and organizations based on any combination of factors. This makes it easy to surface specific people and companies based on firmographic details, cross-channel activities, product usage, and more."}],"markDefs":[{"_key":"7a23d40419a0","_type":"link","href":"https://docs.commonroom.io/get-started/core-concepts-home/filters"}],"style":"callout"},{"_key":"c9d197feaf94","_type":"block","children":[{"_key":"bc0161ac42640","_type":"span","marks":[],"text":"First we want to add a filter for people who are tagged as economic buyers. We’d find that under "},{"_key":"bc0161ac42641","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"bc0161ac42642","_type":"span","marks":[],"text":" in the "},{"_key":"bc0161ac42643","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"bc0161ac42644","_type":"span","marks":[],"text":" section."}],"markDefs":[],"style":"normal"},{"_key":"b84a70766ab9","_type":"mainImage","asset":{"_ref":"image-2cc2ff0778dd0a41e7aabb2a16430395c0bf2cf4-896x908-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"f15174c45003","_type":"block","children":[{"_key":"710528980e7b0","_type":"span","marks":[],"text":"🔦 "},{"_key":"710528980e7b1","_type":"span","marks":["strong"],"text":"Product spotlight: Tags\n"},{"_key":"8d44811e773a0","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"8d44811e773a1","_type":"span","marks":["0f0801f943dc"],"text":"tags"},{"_key":"8d44811e773a2","_type":"span","marks":[],"text":" feature allows you to automatically label individuals and organizations with specific tags based on customizable criteria. This makes it easy to quickly filter for economic buyers, ideal personas, product-qualified leads, and more."}],"markDefs":[{"_key":"0f0801f943dc","_type":"link","href":"https://docs.commonroom.io/set-preferences/tags"}],"style":"callout"},{"_key":"8a949cddd48f","_type":"block","children":[{"_key":"add44d382d280","_type":"span","marks":[],"text":"Next we’d apply filters to our Snowflake data to zero in on individuals who are admins of at least one workspace."}],"markDefs":[],"style":"normal"},{"_key":"627a68a07969","_type":"mainImage","asset":{"_ref":"image-689e1096394cbd7af1d28be3206c7d32d7fc9051-1342x866-png","_type":"reference"},"caption":"Select Admin of at least 1 workspace"},{"_key":"d604910cb716","_type":"block","children":[{"_key":"b41582958cd40","_type":"span","marks":[],"text":"Then we’d add a filter for "},{"_key":"b41582958cd41","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"b41582958cd42","_type":"span","marks":[],"text":" and pull from our product data to hone in on companies where the number of employees is higher than the number of paid seats."}],"markDefs":[],"style":"normal"},{"_key":"5a21a5880ada","_type":"mainImage","asset":{"_ref":"image-bf88f50b5db5719cc5b3a1a692df253a703dfaf8-1790x1002-png","_type":"reference"},"caption":"Select Employee count is greater than paid seats"},{"_key":"b44353a9bf5b","_type":"block","children":[{"_key":"c3199b2d21ff0","_type":"span","marks":[],"text":"Finally, we’d add another organization filter for companies where license utilization over the past 28 days is 100%."}],"markDefs":[],"style":"normal"},{"_key":"cfa07e061f7e","_type":"mainImage","asset":{"_ref":"image-b9364fc8f2663c097a5adc95d402b2a886097d1b-1072x568-png","_type":"reference"},"caption":"Select License utilization"},{"_key":"667993fc2c56","_type":"block","children":[{"_key":"33b0f6cdc5d50","_type":"span","marks":[],"text":"Voilà—now anyone who is an economic buyer and admin in our product—and who works at a company with more employees than paid seats that is using all of its licenses—will be added to this workflow 🧙"}],"markDefs":[],"style":"normal"},{"_key":"8e6371e6e8a9","_type":"block","children":[{"_key":"02713a42b0be0","_type":"span","marks":[],"text":"Now let’s decide what the workflow looks like."}],"markDefs":[],"style":"normal"},{"_key":"8e102b9effc1","_type":"anchor","label":"Step 3: Select sequence"},{"_key":"cabd65da0204","_type":"block","children":[{"_key":"b5e2190879580","_type":"span","marks":[],"text":"Step 3: Select sequence"}],"markDefs":[],"style":"h3"},{"_key":"583877e5e6f3","_type":"block","children":[{"_key":"304938494b620","_type":"span","marks":[],"text":"Let’s say we have an email sequence set up for just this kind of play."}],"markDefs":[],"style":"normal"},{"_key":"a2364967f879","_type":"block","children":[{"_key":"0e700337c8ee0","_type":"span","marks":[],"text":"It might look something like this:"}],"markDefs":[],"style":"normal"},{"_key":"94a84750f1be","_type":"block","children":[{"_key":"2a1ddd3355370","_type":"span","marks":[],"text":"✍️ "},{"_key":"2a1ddd3355371","_type":"span","marks":["strong"],"text":"Outbound template based on employee-to-paid seat ratio\n"},{"_key":"9d2e8044c44f0","_type":"span","marks":["em"],"text":"\nHi "},{"_key":"9d2e8044c44f1","_type":"span","marks":["strong","em"],"text":"[first name]"},{"_key":"9d2e8044c44f2","_type":"span","marks":["em"],"text":",\n\nChecking how your experience with "},{"_key":"9742cf0fb8651","_type":"span","marks":["strong","em"],"text":"[product name] "},{"_key":"9742cf0fb8652","_type":"span","marks":["em"],"text":"is going?\n\nLooks like all of your available licenses are being used. 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"},{"_key":"2ef42b692a34","_type":"span","marks":["572e81e08416"],"text":"Sign up for free"},{"_key":"f636f95ff2ae","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"572e81e08416","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"normal"}],"header":"Common Room","style":"success"},{"_key":"51a1626ff969","_type":"infoBox","body":[{"_key":"3240f4dd1eea","_type":"block","children":[{"_key":"e2bb0ba09c85","_type":"span","marks":[],"text":"We’ll use Outreach in this example. Check out our "},{"_key":"2d8d8ecffdde","_type":"span","marks":["fe2847342591"],"text":"integration docs"},{"_key":"b3bf6c13ff25","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Outreach to Common Room and explore other integration options."}],"markDefs":[{"_key":"fe2847342591","_type":"link","href":"https://www.commonroom.io/docs/signals/business-integrations/"}],"style":"normal"}],"header":"Sales execution platform","style":"success"},{"_key":"eeab854f45bc","_type":"anchor","label":"Step 1: Create message snippet template"},{"_key":"1bf95681c881","_type":"block","children":[{"_key":"ae19e07c2b860","_type":"span","marks":[],"text":"Step 1: Create message snippet template"}],"markDefs":[],"style":"h3"},{"_key":"fe3939b1fef8","_type":"block","children":[{"_key":"7ed39eda1cf10","_type":"span","marks":[],"text":"Let’s say we want to create unique, AI-generated message snippets we can insert into outbound sequences for different sales plays."}],"markDefs":[],"style":"normal"},{"_key":"32d3616256e7","_type":"block","children":[{"_key":"aa36d3642ccd0","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"aa36d3642ccd1","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"aa36d3642ccd2","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and click "},{"_key":"aa36d3642ccd3","_type":"span","marks":["strong"],"text":"RoomieAI™"},{"_key":"aa36d3642ccd4","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"462ffafadc1a","_type":"mainImage","asset":{"_ref":"image-207ee1e1e28568c9fdbcd34f4d656704d2bbdad9-3840x2160-png","_type":"reference"},"caption":"Select RoomieAI"},{"_key":"9820d50d888c","_type":"infoBox","body":[{"_key":"d224f5893df5","_type":"block","children":[{"_key":"94e7351652840","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"a09e7c8e271d","_type":"span","marks":["c0a83e80c7b7"],"text":"messaging agent"},{"_key":"c5a7584bd7ed","_type":"span","marks":[],"text":" automatically pushes signal data to a self-learning large language model to craft personalized, relevant messaging at scale. 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This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. 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below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message snippet"},{"_key":"b8430b29823d","_type":"block","children":[{"_key":"46e33d3cd44b0","_type":"span","marks":[],"text":"Step 3: Generate message snippet"}],"markDefs":[],"style":"h3"},{"_key":"6ac55a6acf4b","_type":"block","children":[{"_key":"8dc09ed22b900","_type":"span","marks":[],"text":"Time to put RoomieAI to the test."}],"markDefs":[],"style":"normal"},{"_key":"7c200874be96","_type":"block","children":[{"_key":"6379b1dff85f0","_type":"span","marks":[],"text":"We’d click "},{"_key":"6379b1dff85f1","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"6379b1dff85f2","_type":"span","marks":[],"text":" and go to any contact-level view in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"e9fcd025aec9","_type":"block","children":[{"_key":"0c9cfbaa22550","_type":"span","marks":[],"text":"We can generate message snippets directly from a contact’s Person360 profile."}],"markDefs":[],"style":"normal"},{"_key":"49d97c6d2723","_type":"mainImage","asset":{"_ref":"image-89963a49a28f6de1ddce4211e18be097de9bf05a-2750x1501-png","_type":"reference"},"caption":"View message snippet options"},{"_key":"22c2b56ed01d","_type":"block","children":[{"_key":"571b66087b1d0","_type":"span","marks":[],"text":"But let’s say we’ve already created a contact segment for economic buyers who match our criteria for ideal persona and changed jobs in the past six months."}],"markDefs":[],"style":"normal"},{"_key":"1b5a1c16e7bf","_type":"infoBox","body":[{"_key":"08be22703ebc","_type":"block","children":[{"_key":"525003b9795a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"3050097b2cb0","_type":"span","marks":["7fd5f4301cb5"],"text":"intelligent automations"},{"_key":"54b79903e046","_type":"span","marks":[],"text":" build auto-replenishing segments using your custom filtering criteria, automating play creation based on any combination of contact, account, 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"},{"_key":"6030885869af","_type":"span","marks":["96cbf09da7e4"],"text":"Sign up for free"},{"_key":"d299bac8b099","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"96cbf09da7e4","_type":"link","href":"https://www.commonroom.io/signup?website_attribution=playbooks%252Fscale-proven-sales-plays-on-autopilot"}],"style":"normal"}],"header":"Common Room","style":"success"},{"_key":"a80f0f0a4b2d","_type":"infoBox","body":[{"_key":"64102c968949","_type":"block","children":[{"_key":"deac55c1c126","_type":"span","marks":[],"text":"We’ll use LinkedIn in this example. Check out our "},{"_key":"8210fe90f2bd","_type":"span","marks":["408b7e145fc7"],"text":"integrations docs"},{"_key":"f55a80b6a147","_type":"span","marks":[],"text":" for step-by-step directions on how to connect any channel to Common Room."}],"markDefs":[{"_key":"408b7e145fc7","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"normal"}],"header":"Digital channels","style":"success"},{"_key":"8a9a2407a533","_type":"infoBox","body":[{"_key":"20d969f9d58a","_type":"block","children":[{"_key":"f4804d0f400a","_type":"span","marks":[],"text":"We’ll use Snowflake in this example. 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"},{"_key":"91fec67aba823","_type":"span","marks":["0e025a543888"],"text":"Sign up for free"},{"_key":"91fec67aba824","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"0e025a543888","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"callout"},{"_key":"2c87ed2cc836","_type":"block","children":[{"_key":"70d2164614ab0","_type":"span","marks":[],"text":"🧰 "},{"_key":"70d2164614ab1","_type":"span","marks":["strong"],"text":"CRM\n"},{"_key":"95b346beeaf50","_type":"span","marks":[],"text":"We’ll use Salesforce in this example. "},{"_key":"95b346beeaf51","_type":"span","marks":["8ad0b7275e0d"],"text":"Check out our full interactive guide"},{"_key":"95b346beeaf52","_type":"span","marks":[],"text":" for step-by-step directions on how to map your Salesforce data to Common Room and see our "},{"_key":"95b346beeaf53","_type":"span","marks":["72e39f951af6"],"text":"integration docs"},{"_key":"95b346beeaf54","_type":"span","marks":[],"text":" for other CRM options."}],"markDefs":[{"_key":"8ad0b7275e0d","_type":"link","href":"https://app.arcade.software/share/lY7OWgwVNn5oLydRjICI"},{"_key":"72e39f951af6","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/hubspot"}],"style":"callout"},{"_key":"a3342b00a36c","_type":"block","children":[{"_key":"e06460c6fee10","_type":"span","marks":[],"text":"🧰 "},{"_key":"e06460c6fee11","_type":"span","marks":["strong"],"text":"Digital channels\n"},{"_key":"7e9eb8e680c10","_type":"span","marks":[],"text":"We’ll use "},{"_key":"7e9eb8e680c11","_type":"span","marks":["740db20aa078"],"text":"LinkedIn"},{"_key":"7e9eb8e680c12","_type":"span","marks":[],"text":" and "},{"_key":"7e9eb8e680c13","_type":"span","marks":["b424518324ab"],"text":"X (formerly Twitter)"},{"_key":"7e9eb8e680c14","_type":"span","marks":[],"text":" in this example. Check out our "},{"_key":"7e9eb8e680c15","_type":"span","marks":["af1ea672fd6a"],"text":"integrations docs"},{"_key":"7e9eb8e680c16","_type":"span","marks":[],"text":" for step-by-step directions on how to connect any channel to Common Room."}],"markDefs":[{"_key":"740db20aa078","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/linkedin"},{"_key":"b424518324ab","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/twitter"},{"_key":"af1ea672fd6a","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"9db08c3a526a","_type":"anchor","label":"Step 1: Create segment"},{"_key":"f5ef8cc6ebfa","_type":"block","children":[{"_key":"98b32f0b05950","_type":"span","marks":[],"text":"Step 1: Create segment"}],"markDefs":[],"style":"h3"},{"_key":"e10dad74613f","_type":"block","children":[{"_key":"e5765ff175150","_type":"span","marks":[],"text":"Let’s say we’re looking for a way to get a conversation started with an economic buyer at one of our owned accounts."}],"markDefs":[],"style":"normal"},{"_key":"7dc86090afad","_type":"block","children":[{"_key":"084225a6c5b10","_type":"span","marks":[],"text":"We’d log in to Common Room and go to "},{"_key":"084225a6c5b11","_type":"span","marks":["strong"],"text":"Segments"},{"_key":"084225a6c5b12","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"833dcd06f8e6","_type":"mainImage","asset":{"_ref":"image-6f4a2fe9b89d049d95761da71d2ebd0f310c72c5-3840x2160-png","_type":"reference"},"caption":"Select Segments"},{"_key":"42b095d47b44","_type":"block","children":[{"_key":"01cf3839070f0","_type":"span","marks":[],"text":"🔦 "},{"_key":"01cf3839070f1","_type":"span","marks":["strong"],"text":"Product spotlight: Segments\n"},{"_key":"cf262073a5880","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"cf262073a5881","_type":"span","marks":["603047ab579e"],"text":"segments"},{"_key":"cf262073a5882","_type":"span","marks":[],"text":" feature allows you to automatically add individuals or organizations to dedicated lists based on customizable criteria. This makes it easy to quickly surface, monitor, and engage specific people and companies at scale."}],"markDefs":[{"_key":"603047ab579e","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"callout"},{"_key":"69ec0f3a4645","_type":"block","children":[{"_key":"17b5c602e5fa0","_type":"span","marks":[],"text":"If the segment doesn’t already exist, we’d click "},{"_key":"17b5c602e5fa1","_type":"span","marks":["strong"],"text":"New segment"},{"_key":"17b5c602e5fa2","_type":"span","marks":[],"text":" and create one for accounts that are owned by us in Salesforce."}],"markDefs":[],"style":"normal"},{"_key":"77af2b967962","_type":"mainImage","asset":{"_ref":"image-8f7153610ad9a448a206cd4cc5e3d1c6edbd3259-964x392-png","_type":"reference"},"caption":"Select Create new segment for organizations"},{"_key":"fcb96c791b12","_type":"block","children":[{"_key":"cdad4e5efbd90","_type":"span","marks":[],"text":"All we have to do is set the criteria for who gets added to this segment by filtering for the appropriate Salesforce field."}],"markDefs":[],"style":"normal"},{"_key":"eebf91d13ea8","_type":"mainImage","asset":{"_ref":"image-d9ea196bb4e4e319d746e6f78a612803f615d0c9-2576x1400-png","_type":"reference"},"caption":"Select Salesforce field"},{"_key":"48e3c005ea8d","_type":"block","children":[{"_key":"d06503a7a31e0","_type":"span","marks":[],"text":"🔦 "},{"_key":"d06503a7a31e1","_type":"span","marks":["strong"],"text":"Product spotlight: Filters\n"},{"_key":"d1a9f3de5d2e0","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"d1a9f3de5d2e1","_type":"span","marks":["a924b3aea9ed"],"text":"filters"},{"_key":"d1a9f3de5d2e2","_type":"span","marks":[],"text":" feature allows you to highlight individuals and organizations based on any combination of factors. This makes it easy to surface specific people and companies based on firmographic details, cross-channel activities, product usage, and more."}],"markDefs":[{"_key":"a924b3aea9ed","_type":"link","href":"https://docs.commonroom.io/get-started/core-concepts-home/filters"}],"style":"callout"},{"_key":"2927ca11d8a9","_type":"block","children":[{"_key":"7e61d5fcc4230","_type":"span","marks":[],"text":"Once that’s done, any organization that is active across our digital channels and related to an account owned by us in Salesforce will automatically be added to this segment 🙌"}],"markDefs":[],"style":"normal"},{"_key":"d4468a8eeb85","_type":"anchor","label":"Step 2: Filter segment activity"},{"_key":"f87016bda6ee","_type":"block","children":[{"_key":"9ea195d303c80","_type":"span","marks":[],"text":"Step 2: Filter segment activity"}],"markDefs":[],"style":"h3"},{"_key":"e737f9367740","_type":"block","children":[{"_key":"480ed947528a0","_type":"span","marks":[],"text":"Now that our segment is up and running, we’d click on "},{"_key":"480ed947528a1","_type":"span","marks":["strong"],"text":"Activity"},{"_key":"480ed947528a2","_type":"span","marks":[],"text":" at the top of the screen."}],"markDefs":[],"style":"normal"},{"_key":"c48b2d0d32db","_type":"mainImage","asset":{"_ref":"image-15a5e5dad6407c3bdfa64f1e7bdc15fdfe1ec67e-2682x344-png","_type":"reference"},"caption":"Select Activity"},{"_key":"363d6a9131ef","_type":"block","children":[{"_key":"dccf45098bbe0","_type":"span","marks":[],"text":"This will reveal all the activity of people associated with our owned accounts across every channel connected to Common Room."}],"markDefs":[],"style":"normal"},{"_key":"ec21ccb82ce6","_type":"block","children":[{"_key":"12327bb6867a0","_type":"span","marks":[],"text":"We share a lot of content on LinkedIn and X, so let’s focus on those sources."}],"markDefs":[],"style":"normal"},{"_key":"aec52630e0dd","_type":"mainImage","asset":{"_ref":"image-d3072c3b1fb8ed191dbcf015ed5a4c43c89b9d20-560x1118-png","_type":"reference"},"caption":"Select sources"},{"_key":"b6470588ec8f","_type":"block","children":[{"_key":"a048c6ec945f0","_type":"span","marks":[],"text":"We can see which content people reacted to, commented on, shared, and more. We can also click into individuals to learn more about them and their recent cross-channel activities."}],"markDefs":[],"style":"normal"},{"_key":"c1c838b9fdbe","_type":"mainImage","asset":{"_ref":"image-193304d50876defd564c8b507336785392129d27-1216x926-png","_type":"reference"},"caption":"View Person360 profile"},{"_key":"7eae9ab9d862","_type":"block","children":[{"_key":"81411758490c0","_type":"span","marks":[],"text":"But we want to hone in on economic buyers at certain accounts."}],"markDefs":[],"style":"normal"},{"_key":"6ccd51ddee5b","_type":"block","children":[{"_key":"91f2cdf882170","_type":"span","marks":[],"text":"First we’ll filter for them using our "},{"_key":"91f2cdf882171","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"91f2cdf882172","_type":"span","marks":[],"text":" filter."}],"markDefs":[],"style":"normal"},{"_key":"1e5deabcaaf7","_type":"mainImage","asset":{"_ref":"image-d8b0ef2066644987d30ccbcc11c1665130538edf-704x1264-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"19717313be8b","_type":"block","children":[{"_key":"92664cea338a0","_type":"span","marks":[],"text":"🔦 "},{"_key":"92664cea338a1","_type":"span","marks":["strong"],"text":"Product spotlight: Tags\n"},{"_key":"ca4ed79afaa50","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"ca4ed79afaa51","_type":"span","marks":["dccb1c9594b0"],"text":"tags"},{"_key":"ca4ed79afaa52","_type":"span","marks":[],"text":" feature allows you to automatically label individuals and organizations with specific tags based on customizable criteria. This makes it easy to quickly filter for economic buyers, ideal personas, product-qualified leads, and more."}],"markDefs":[{"_key":"dccb1c9594b0","_type":"link","href":"https://docs.commonroom.io/set-preferences/tags"}],"style":"callout"},{"_key":"b821b40da5b8","_type":"block","children":[{"_key":"2b0627682e190","_type":"span","marks":[],"text":"Then we’ll apply our "},{"_key":"2b0627682e191","_type":"span","marks":["strong"],"text":"Name"},{"_key":"2b0627682e192","_type":"span","marks":[],"text":" filter to focus on a specific organization."}],"markDefs":[],"style":"normal"},{"_key":"942d7960283a","_type":"mainImage","asset":{"_ref":"image-9c43e942d7d988bf1fa5e0ff7c49849e85800377-2472x1320-png","_type":"reference"},"caption":"Select Name"},{"_key":"4c4fdcfdd30b","_type":"block","children":[{"_key":"271114bfaa300","_type":"span","marks":[],"text":"Voilà—we now have a view of the economic buyers at our target account who recently interacted with our content 🪄"}],"markDefs":[],"style":"normal"},{"_key":"e5b78186dabf","_type":"anchor","label":"Step 3: Personalize outreach"},{"_key":"a850daaac618","_type":"block","children":[{"_key":"c6f1ca3a637f0","_type":"span","marks":[],"text":"Step 3: Personalize outreach"}],"markDefs":[],"style":"h3"},{"_key":"90beb245b7f8","_type":"block","children":[{"_key":"aba343618fd40","_type":"span","marks":[],"text":"Now that we know how to surface economic buyers at our owned accounts, let’s personalize our pitch."}],"markDefs":[],"style":"normal"},{"_key":"aaf894efd91c","_type":"block","children":[{"_key":"5f802b3797e20","_type":"span","marks":[],"text":"We can craft messages based on the content people engaged with and pull in other relevant details related to their roles, organizations, and recent activities."}],"markDefs":[],"style":"normal"},{"_key":"0c3fcbd23a0e","_type":"block","children":[{"_key":"3ff9df0686300","_type":"span","marks":[],"text":"It might look something like this:"}],"markDefs":[],"style":"normal"},{"_key":"329b284276da","_type":"block","children":[{"_key":"a20253d319a80","_type":"span","marks":[],"text":"✍️ "},{"_key":"a20253d319a81","_type":"span","marks":["strong"],"text":"Outbound template based on recent content engagement\n\n"},{"_key":"157437b461400","_type":"span","marks":["em"],"text":"Hi "},{"_key":"6a5727bebc2d","_type":"span","marks":["em","strong"],"text":"[first name]"},{"_key":"269d4087cde0","_type":"span","marks":["em"],"text":",\n\nI saw that you liked our recent product announcement on LinkedIn. We designed this update to help organizations like "},{"_key":"6299328fa3ab","_type":"span","marks":["em","strong"],"text":"[company name]"},{"_key":"ebe1d4a08332","_type":"span","marks":["em"],"text":" "},{"_key":"69a3af098b21","_type":"span","marks":["em","strong"],"text":"[benefit that product unlocks]"},{"_key":"50434b1b0ded","_type":"span","marks":["em"],"text":".\n\nIf you’re thinking about updating your stack, or just want to learn more about our new functionalities, I’d be happy to chat.\n\nBest,\n"},{"_key":"cc7717bf93c2","_type":"span","marks":["em","strong"],"text":"[Your name]"}],"markDefs":[],"style":"callout"},{"_key":"df82a9bb7d6f","_type":"block","children":[{"_key":"911b042154a50","_type":"span","marks":[],"text":"Based on where our buyers are most active, we can determine the best place to reach out, be it LinkedIn, Slack, or email—and do it directly from Common Room."}],"markDefs":[],"style":"normal"},{"_key":"f37363c75271","_type":"mainImage","asset":{"_ref":"image-1a041830e5d4f388f301b854e18194e82e07a74a-2690x222-png","_type":"reference"},"caption":"Select Add to sequence"},{"_key":"c7e3b8c7a53b","_type":"block","children":[{"_key":"58cd3c9173c70","_type":"span","marks":[],"text":"🔦 "},{"_key":"58cd3c9173c71","_type":"span","marks":["strong"],"text":"Product spotlight: Sales engagement platform integrations\n"},{"_key":"4d6af3a1438b0","_type":"span","marks":[],"text":"Common Room’s integrations with sales engagement platforms—including "},{"_key":"4d6af3a1438b1","_type":"span","marks":["e27079999bcc"],"text":"Outreach"},{"_key":"4d6af3a1438b2","_type":"span","marks":[],"text":" and "},{"_key":"4d6af3a1438b3","_type":"span","marks":["46f1c7cceaf5"],"text":"Apollo"},{"_key":"4d6af3a1438b4","_type":"span","marks":[],"text":"—allow you to add individuals to personalized email sequences from within Common Room. 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This makes it easy to surface specific people and companies based on firmographic details, cross-channel activities, product usage, and more."}],"markDefs":[{"_key":"1243155c87bc","_type":"link","href":"https://docs.commonroom.io/get-started/core-concepts-home/filters"}],"style":"callout"},{"_key":"d327e9057f4f","_type":"block","children":[{"_key":"b13e60def92e0","_type":"span","marks":[],"text":"We’d start by adding the "},{"_key":"b13e60def92e1","_type":"span","marks":["strong"],"text":"Org change"},{"_key":"b13e60def92e2","_type":"span","marks":[],"text":" filter and customizing the time frame."}],"markDefs":[],"style":"normal"},{"_key":"7c8291a142ac","_type":"mainImage","asset":{"_ref":"image-7ec9e432cc571b65c583058ecbf398e6b867c946-2501x1302-png","_type":"reference"},"caption":"Select Org change"},{"_key":"b5b53bee9054","_type":"block","children":[{"_key":"50be8e6c9d190","_type":"span","marks":[],"text":"Common Room will automatically pull in data from digital channels—in this case, LinkedIn—to uncover recent job changes."}],"markDefs":[],"style":"normal"},{"_key":"28918f2a4b85","_type":"block","children":[{"_key":"de1e75e38c6b0","_type":"span","marks":[],"text":"Next we’d add an "},{"_key":"de1e75e38c6b1","_type":"span","marks":["strong"],"text":"Organization tags"},{"_key":"de1e75e38c6b2","_type":"span","marks":[],"text":" filter for previous customers. 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Check out our "},{"_key":"2d8d8ecffdde","_type":"span","marks":["fe2847342591"],"text":"integration docs"},{"_key":"b3bf6c13ff25","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Outreach to Common Room and explore other integration options."}],"markDefs":[{"_key":"fe2847342591","_type":"link","href":"https://www.commonroom.io/docs/signals/business-integrations/"}],"style":"normal"}],"header":"Sales execution platform","style":"success"},{"_key":"eeab854f45bc","_type":"anchor","label":"Step 1: Create message snippet template"},{"_key":"1bf95681c881","_type":"block","children":[{"_key":"ae19e07c2b860","_type":"span","marks":[],"text":"Step 1: Create message snippet template"}],"markDefs":[],"style":"h3"},{"_key":"fe3939b1fef8","_type":"block","children":[{"_key":"7ed39eda1cf10","_type":"span","marks":[],"text":"Let’s say we want to create unique, AI-generated message snippets we can insert into outbound sequences for different sales plays."}],"markDefs":[],"style":"normal"},{"_key":"32d3616256e7","_type":"block","children":[{"_key":"aa36d3642ccd0","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"aa36d3642ccd1","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"aa36d3642ccd2","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and click "},{"_key":"aa36d3642ccd3","_type":"span","marks":["strong"],"text":"RoomieAI™"},{"_key":"aa36d3642ccd4","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"462ffafadc1a","_type":"mainImage","asset":{"_ref":"image-207ee1e1e28568c9fdbcd34f4d656704d2bbdad9-3840x2160-png","_type":"reference"},"caption":"Select RoomieAI"},{"_key":"9820d50d888c","_type":"infoBox","body":[{"_key":"d224f5893df5","_type":"block","children":[{"_key":"94e7351652840","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"a09e7c8e271d","_type":"span","marks":["c0a83e80c7b7"],"text":"messaging agent"},{"_key":"c5a7584bd7ed","_type":"span","marks":[],"text":" automatically pushes signal data to a self-learning large language model to craft personalized, relevant messaging at scale. 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We can even tell RoomieAI to assume a certain persona or give it examples of messaging to emulate."}],"markDefs":[],"style":"normal"},{"_key":"072f8886b297","_type":"block","children":[{"_key":"74d37483dc1b0","_type":"span","marks":[],"text":"The goal is to provide RoomieAI with all the details it needs—including any explicit dos and don’ts."}],"markDefs":[],"style":"normal"},{"_key":"d429fa751c1c","_type":"block","children":[{"_key":"f592363d8d320","_type":"span","marks":[],"text":"Beyond instructions for message structure and tone and style, we want to tell RoomieAI which signals and fit criteria to pull from when generating a message."}],"markDefs":[],"style":"normal"},{"_key":"4eeef8ad859b","_type":"block","children":[{"_key":"347ebce89a350","_type":"span","marks":[],"text":"We’d simply click on "},{"_key":"347ebce89a351","_type":"span","marks":["strong"],"text":"Variables"},{"_key":"347ebce89a352","_type":"span","marks":[],"text":" near the top of the "},{"_key":"347ebce89a353","_type":"span","marks":["strong"],"text":"Prompt"},{"_key":"347ebce89a354","_type":"span","marks":[],"text":" text box to select which ones to include."}],"markDefs":[],"style":"normal"},{"_key":"d96fdae927b3","_type":"mainImage","asset":{"_ref":"image-ba68ad7bdbb6149be606d6cd0f77517b920ea59e-1646x1020-png","_type":"reference"},"caption":"Select Variables"},{"_key":"3170d25a6dbf","_type":"block","children":[{"_key":"b185c9886d2a0","_type":"span","marks":[],"text":"We can choose from contact-, account-, and activity-specific variables based on the data sources connected to Common Room, like website activity, product usage, and social interactions."}],"markDefs":[],"style":"normal"},{"_key":"2e938a2f31a2","_type":"block","children":[{"_key":"e593fca36bc90","_type":"span","marks":[],"text":"This also includes variables for "},{"_key":"e593fca36bc91","_type":"span","marks":["707602fc019e"],"text":"custom"},{"_key":"e593fca36bc92","_type":"span","marks":[],"text":" and "},{"_key":"e593fca36bc93","_type":"span","marks":["cba8990730e1"],"text":"calculated fields"},{"_key":"e593fca36bc94","_type":"span","marks":[],"text":" we’ve previously created in Common Room, such as location, role, industry, company size, and more."}],"markDefs":[{"_key":"707602fc019e","_type":"link","href":"https://www.commonroom.io/docs/set-preferences/fields/"},{"_key":"cba8990730e1","_type":"link","href":"https://www.commonroom.io/playbooks/identify-and-action-on-signal-heavy-accounts/"}],"style":"normal"},{"_key":"64195cf3330f","_type":"block","children":[{"_key":"888c84376f2b0","_type":"span","marks":[],"text":"And since these variables are dynamic, they’ll automatically be customized for every prospect we outbound using the signal data captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"98b1f325ce8e","_type":"block","children":[{"_key":"f06b97da3f0a0","_type":"span","marks":[],"text":"RoomieAI will use Common Room’s AI-powered identity resolution and waterfall enrichment engine—Person360™—to inform its output."}],"markDefs":[],"style":"normal"},{"_key":"661abf1a8440","_type":"infoBox","body":[{"_key":"c5a7898ce5d6","_type":"block","children":[{"_key":"ffa939150956","_type":"span","marks":[],"text":"Common Room’s out-of-the-box "},{"_key":"5439bb3de872","_type":"span","marks":["d51e54901860"],"text":"identity and enrichment engine"},{"_key":"6648fb7b0d0e","_type":"span","marks":[],"text":" uses machine learning models to automatically deanonymize contact and account activity, merge cross-channel signals into unified profiles, and fill in the blanks with rich contextual data."}],"markDefs":[{"_key":"d51e54901860","_type":"link","href":"https://www.commonroom.io/product/person-360/"}],"style":"normal"}],"header":"AI-powered identity resolution and waterfall enrichment","style":"info"},{"_key":"db50793eff6f","_type":"block","children":[{"_key":"a626a53bb28f0","_type":"span","marks":[],"text":"In this case, we want RoomieAI to base its messaging on job-change signals, as well as prospects’ previous and current organizations."}],"markDefs":[],"style":"normal"},{"_key":"2d0fe6022b55","_type":"mainImage","asset":{"_ref":"image-eba5653fbb6cef5d09696ca3f5abc43a4f6f9811-1628x650-png","_type":"reference"},"caption":"Configure variables"},{"_key":"f3746361fb3f","_type":"block","children":[{"_key":"4e8c7d1adfa80","_type":"span","marks":[],"text":"Finally we’d fill out the "},{"_key":"4e8c7d1adfa81","_type":"span","marks":["strong"],"text":"About your business"},{"_key":"4e8c7d1adfa82","_type":"span","marks":[],"text":" text box. This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. 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below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message 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And if you haven’t already, "},{"_key":"e1d42d9afed6","_type":"span","marks":["861f2455bb46","em"],"text":"try Common Room for free"},{"_key":"79691b879cf6","_type":"span","marks":["em"],"text":"."}],"markDefs":[{"_key":"3d33b762bda4","_type":"link","href":"https://www.commonroom.io/contact"},{"_key":"861f2455bb46","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"normal"}],"categories":[{"_key":"0796a23d2e79","_ref":"df0bb227-e656-4be1-af6a-5b8410d9a26e","_type":"reference"},{"_key":"deb263ee6fad","_ref":"067d08c2-833d-447f-8bed-e63211d3c644","_type":"reference"},{"_key":"ee3e52f8373b","_ref":"49eddb17-5958-48af-aa46-54b32e89c68a","_type":"reference"}],"excerpt":[{"_key":"5fa50d48c302","_type":"block","children":[{"_key":"1287e3604d3d0","_type":"span","marks":[],"text":"Auto-generate messaging to reach out with relevance."}],"markDefs":[],"style":"normal"}],"integrations":[{"_key":"90d79e1fb3cb","_ref":"39328d24-10ac-45d4-b97c-9f6a2b2c231b","_type":"reference"}],"mainImage":{"_type":"mainImage","alt":"Playbook title card with title: \"Scale personalized outbound with AI\"","asset":{"_ref":"image-52568506dbd7196a794abcbbcfd36c1bfe701990-2400x1260-png","_type":"reference"}},"slug":{"_type":"slug","current":"scale-personalized-outbound-with-ai"},"status":"published","suggestions":[{"_key":"222ef4262c65","_ref":"394f0440-a0d7-4da0-9b80-50cc11d50285","_type":"reference"},{"_key":"0e3dad6c4046","_ref":"4f002133-2725-4e43-b29d-12be8c6c4b16","_type":"reference"},{"_key":"ec442a59f884","_ref":"3d60bd1d-25c4-4eb6-94cf-cf23291e5dda","_type":"reference"}],"teams":["Sales"],"title":"Scale personalized outbound with AI","useCases":[{"_key":"82c37dac17e8","_ref":"07c9052b-614c-49d8-9904-46d83ef59437","_type":"reference"}],"id":"-6f789ec5-72f4-546c-a35e-e60159597a42","children":[],"parent":null,"__gatsby_resolved":{"slug":{"current":"scale-personalized-outbound-with-ai"},"status":"published","_createdAt":"2024-09-05T20:11:12Z","categories":[{"_id":"df0bb227-e656-4be1-af6a-5b8410d9a26e"},{"_id":"067d08c2-833d-447f-8bed-e63211d3c644"},{"_id":"49eddb17-5958-48af-aa46-54b32e89c68a"}],"_rawExcerpt":[{"_key":"5fa50d48c302","_type":"block","children":[{"_key":"1287e3604d3d0","_type":"span","marks":[],"text":"Auto-generate messaging to reach out with relevance."}],"markDefs":[],"style":"normal"}],"isPublished":true,"integrations":[{"_id":"39328d24-10ac-45d4-b97c-9f6a2b2c231b"}],"_id":"60ede2e7-262a-4065-9057-52bd7f52422c"}},{"_id":"0079f6b6-cb57-40e1-a05c-359ebc805670","_type":"playbook","_rev":"oIp6nXPh2caleERo27eXhR","_createdAt":"2023-03-30T22:12:59Z","_updatedAt":"2025-04-15T23:25:25Z","body":[{"_key":"72271882f90a","_type":"anchor","label":"Overview"},{"_key":"36e4046a9df6","_type":"block","children":[{"_key":"6fc5216c9c340","_type":"span","marks":[],"text":"Congrats. You’re in rarified OSS air. Your repo has thousands of stars, contributors, commits, branches, and so on."}],"markDefs":[],"style":"normal"},{"_key":"f20b74f313c8","_type":"block","children":[{"_key":"1b6a7fb5334d0","_type":"span","marks":[],"text":"With all this traction, you want to understand basics like: "},{"_key":"1b6a7fb5334d1","_type":"span","marks":["em"],"text":"who are your top external contributors?"},{"_key":"1b6a7fb5334d2","_type":"span","marks":[],"text":" "},{"_key":"1b6a7fb5334d3","_type":"span","marks":["em"],"text":"Where do they work? What are their motives? Are they customers of your SaaS offering?"}],"markDefs":[],"style":"normal"},{"_key":"ae5890940e79","_type":"block","children":[{"_key":"7e65c25327220","_type":"span","marks":[],"text":"While GitHub gives you a pulse on activity within your repo — top contributors, merge and pull requests activity, new and closed issues — it doesn’t provide specifics like company data from members or connect the dots on who is or isn’t a customer."}],"markDefs":[],"style":"normal"},{"_key":"6771a9c969d9","_type":"block","children":[{"_key":"5e07373796460","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to use Common Room to pull back the veil on your GitHub community beyond the basic info that GitHub provides. 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To do that, head over to settings and select to connect GitHub."}],"markDefs":[],"style":"normal"},{"_key":"9c79159ce1c7","_type":"mainImage","asset":{"_ref":"image-b421f8e89dd036be3a25fbf9b620148043be1b63-1322x904-png","_type":"reference"},"caption":"Connect GitHub to Common Room"},{"_key":"3f082cce552c","_type":"block","children":[{"_key":"b83c0d8e49aa0","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"b83c0d8e49aa1","_type":"span","marks":[],"text":" connecting to GitHub requires approval from one of your org admins. If you are not an org admin and proceed through the integration setup, GitHub will email your org admins requesting their approval. 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We can head over to the "},{"_key":"23cf506d7373","_type":"span","marks":["strong"],"text":"Members"},{"_key":"56ed1c7b710d","_type":"span","marks":[],"text":" view in Common Room to do that."}],"markDefs":[],"style":"normal"},{"_key":"f60c0d4573a1","_type":"block","children":[{"_key":"19d5f3a6a6860","_type":"span","marks":[],"text":"From here, we’ll add a filter to limit this view to just the GitHub source."}],"markDefs":[],"style":"normal"},{"_key":"4e9b7c8481e2","_type":"mainImage","asset":{"_ref":"image-65f6b64e0f3b6daa5ddca6fd033d1018195047d8-2932x1832-png","_type":"reference"},"caption":"Unfiltered Members view"},{"_key":"8e9811980795","_type":"block","children":[{"_key":"9b3658bbcf8b0","_type":"span","marks":[],"text":"And we can see that gets us to about 18k members. Which is far too much noise for the signal we’re looking for. So we can start narrowing that down by adding more filters."}],"markDefs":[],"style":"normal"},{"_key":"ac926295bb7a","_type":"block","children":[{"_key":"d2bc30d772320","_type":"span","marks":[],"text":"Let’s start by building our top contributor cohort."}],"markDefs":[],"style":"normal"},{"_key":"38236af8e37f","_type":"block","children":[{"_key":"d05166c0309d0","_type":"span","marks":[],"text":"We can click the "},{"_key":"d13b2881913a","_type":"span","marks":["strong"],"text":"+ Add filter"},{"_key":"7b3a29a724c4","_type":"span","marks":[],"text":" button and select GitHub-specific activity to filter on, like commits, pull requests, comments, issues, stars, etc."}],"markDefs":[],"style":"normal"},{"_key":"c7de68b8e94c","_type":"mainImage","asset":{"_ref":"image-bc9429be9aef4539ae466887e8af3f7da2569ab3-2214x1366-png","_type":"reference"},"caption":"Mega menu filter for members view"},{"_key":"a70a3b20050c","_type":"block","children":[{"_key":"ec074ff1de080","_type":"span","marks":[],"text":"Adding a filter for > 1 commit in the last 28 days narrows our list to a few dozen. This is what we were looking for — our top recently active contributors. We can select all members from here and add them to a new segment."}],"markDefs":[],"style":"normal"},{"_key":"eff8c1781c5d","_type":"mainImage","asset":{"_ref":"image-fc067fd748d27afe938ebe94bc9b20aab3171638-742x464-png","_type":"reference"},"caption":"Add selected members to a new segment"},{"_key":"babd402a2549","_type":"block","children":[{"_key":"527ffe3b2ba20","_type":"span","marks":[],"text":"Let’s follow a similar pattern to create a different segment for high-profile GitHub active members in our repo. To do that, we can clear the previous filter and add a new one for organization size > 50, located in North America or Europe, and active in the last 12 weeks."}],"markDefs":[],"style":"normal"},{"_key":"39cdbd720e98","_type":"mainImage","asset":{"_ref":"image-2ff7a5a0f697146c4b676b738c4d4419bcad486d-1466x915-png","_type":"reference"},"caption":"Filter GitHub contributors by ICP"},{"_key":"8104b954c27b","_type":"block","children":[{"_key":"6e7ef6a14bad0","_type":"span","marks":[],"text":"Then we can repeat the step above to add this cohort to a new segment. We’ll select all and name our segment."}],"markDefs":[],"style":"normal"},{"_key":"9391e1d5ec07","_type":"block","children":[{"_key":"8d94140e8b5e0","_type":"span","marks":[],"text":"We can also add tags (e.g., "},{"_key":"82e0c2d6d109","_type":"span","marks":["strong"],"text":"VIP"},{"_key":"84c01ce059f5","_type":"span","marks":[],"text":") from this view to append to a member’s profile. 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This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. Integrations include popular CRMs and sales execution platforms like Salesforce, HubSpot, Outreach, Apollo, Salesloft, Gong Engage, and more."}],"markDefs":[{"_key":"9b25088fa1cb","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"}],"header":"Native integrations","style":"info"},{"_key":"84bbfa156b79","_type":"block","children":[{"_key":"4e614dff25ae0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"4e614dff25ae1","_type":"span","marks":["strong"],"text":"Add mapping"},{"_key":"4e614dff25ae2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"1c5edffc52b9","_type":"mainImage","asset":{"_ref":"image-5362dfb8ecfb05da745e36506df337b4ab544c72-314x119-png","_type":"reference"},"caption":"Select Add mapping"},{"_key":"3958276bcf34","_type":"block","children":[{"_key":"3df618d2362f0","_type":"span","marks":[],"text":"This will add a row of blank boxes to the mapping section below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message snippet"},{"_key":"b8430b29823d","_type":"block","children":[{"_key":"46e33d3cd44b0","_type":"span","marks":[],"text":"Step 3: Generate message snippet"}],"markDefs":[],"style":"h3"},{"_key":"6ac55a6acf4b","_type":"block","children":[{"_key":"8dc09ed22b900","_type":"span","marks":[],"text":"Time to put RoomieAI to the test."}],"markDefs":[],"style":"normal"},{"_key":"7c200874be96","_type":"block","children":[{"_key":"6379b1dff85f0","_type":"span","marks":[],"text":"We’d click "},{"_key":"6379b1dff85f1","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"6379b1dff85f2","_type":"span","marks":[],"text":" and go to any contact-level view in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"e9fcd025aec9","_type":"block","children":[{"_key":"0c9cfbaa22550","_type":"span","marks":[],"text":"We can generate message snippets directly from a contact’s Person360 profile."}],"markDefs":[],"style":"normal"},{"_key":"49d97c6d2723","_type":"mainImage","asset":{"_ref":"image-89963a49a28f6de1ddce4211e18be097de9bf05a-2750x1501-png","_type":"reference"},"caption":"View message snippet options"},{"_key":"22c2b56ed01d","_type":"block","children":[{"_key":"571b66087b1d0","_type":"span","marks":[],"text":"But let’s say we’ve already created a contact segment for economic buyers who match our criteria for ideal persona and changed jobs in the past six months."}],"markDefs":[],"style":"normal"},{"_key":"1b5a1c16e7bf","_type":"infoBox","body":[{"_key":"08be22703ebc","_type":"block","children":[{"_key":"525003b9795a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"3050097b2cb0","_type":"span","marks":["7fd5f4301cb5"],"text":"intelligent automations"},{"_key":"54b79903e046","_type":"span","marks":[],"text":" build auto-replenishing segments using your custom filtering criteria, automating play creation based on any combination of contact, account, and activity signals."}],"markDefs":[{"_key":"7fd5f4301cb5","_type":"link","href":"https://www.commonroom.io/product/automation/"}],"style":"normal"}],"header":"Playbook automation","style":"info"},{"_key":"2a14ac1eca1e","_type":"block","children":[{"_key":"9fbcee2479650","_type":"span","marks":[],"text":"We’d navigate to our segment, click the dropdown arrow next to a prospect’s name, and choose "},{"_key":"0266d90427f8","_type":"span","marks":["strong"],"text":"Add to Outreach sequence"},{"_key":"a38f9f231fb1","_type":"span","marks":[],"text":" from the task list options."}],"markDefs":[],"style":"normal"},{"_key":"de1898d7f946","_type":"mainImage","asset":{"_ref":"image-ef7c92ccfe5bc12c06627c5161ec57c74d46255e-1332x247-png","_type":"reference"},"caption":"Select Add to Outreach sequence"},{"_key":"f4ab4c739d6c","_type":"block","children":[{"_key":"9f0c7fb599fb0","_type":"span","marks":[],"text":"We’d select the sequence our template is mapped to and RoomieAI will instantly spin up a message snippet based on our prompt."}],"markDefs":[],"style":"normal"},{"_key":"2208ebfd791c","_type":"block","children":[{"_key":"77f4ae3a653b0","_type":"span","marks":[],"text":"We can review and edit the snippet as we see fit before adding the prospect to our sequence from within Common Room."}],"markDefs":[],"style":"normal"},{"_key":"fac172b5e795","_type":"mainImage","asset":{"_ref":"image-7af8d719644d6cbf9f29f3ce73d99494c15ff7e5-1144x688-png","_type":"reference"},"caption":"View message snippet"},{"_key":"c433f2e39c59","_type":"block","children":[{"_key":"6361ed5730120","_type":"span","marks":[],"text":"We can also select multiple prospects at once and add them all to the same sequence simultaneously."}],"markDefs":[],"style":"normal"},{"_key":"71741c92c056","_type":"block","children":[{"_key":"601b4ebbf0c80","_type":"span","marks":[],"text":"RoomieAI will update its message snippet for each person to make it as personalized and relevant as possible 🥳"}],"markDefs":[],"style":"normal"},{"_key":"6a76ad055988","_type":"anchor","label":"Step 4: Automate personalized outbound"},{"_key":"de0111cbcbd0","_type":"block","children":[{"_key":"3e5ce2d656410","_type":"span","marks":[],"text":"Step 4: Automate personalized outbound"}],"markDefs":[],"style":"h3"},{"_key":"a1e2c53d44bc","_type":"block","children":[{"_key":"e554e06f2f970","_type":"span","marks":[],"text":"Now that we’re confident in this play, we can put the whole process on autopilot 🛩️"}],"markDefs":[],"style":"normal"},{"_key":"5e469c1cb8a8","_type":"block","children":[{"_key":"7c43b3c18ed40","_type":"span","marks":[],"text":"We’d go to "},{"_key":"7c43b3c18ed41","_type":"span","marks":["strong"],"text":"Workflows"},{"_key":"7c43b3c18ed42","_type":"span","marks":[],"text":" in the left sidebar, click "},{"_key":"7c43b3c18ed43","_type":"span","marks":["strong"],"text":"New workflow"},{"_key":"7c43b3c18ed44","_type":"span","marks":[],"text":", and select 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Check out our "},{"_key":"2d8d8ecffdde","_type":"span","marks":["fe2847342591"],"text":"integration docs"},{"_key":"b3bf6c13ff25","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Outreach to Common Room and explore other integration options."}],"markDefs":[{"_key":"fe2847342591","_type":"link","href":"https://www.commonroom.io/docs/signals/business-integrations/"}],"style":"normal"}],"header":"Sales execution platform","style":"success"},{"_key":"eeab854f45bc","_type":"anchor","label":"Step 1: Create message snippet template"},{"_key":"1bf95681c881","_type":"block","children":[{"_key":"ae19e07c2b860","_type":"span","marks":[],"text":"Step 1: Create message snippet template"}],"markDefs":[],"style":"h3"},{"_key":"fe3939b1fef8","_type":"block","children":[{"_key":"7ed39eda1cf10","_type":"span","marks":[],"text":"Let’s say we want to create unique, AI-generated message snippets we can insert into outbound sequences for different sales plays."}],"markDefs":[],"style":"normal"},{"_key":"32d3616256e7","_type":"block","children":[{"_key":"aa36d3642ccd0","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"aa36d3642ccd1","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"aa36d3642ccd2","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and click "},{"_key":"aa36d3642ccd3","_type":"span","marks":["strong"],"text":"RoomieAI™"},{"_key":"aa36d3642ccd4","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"462ffafadc1a","_type":"mainImage","asset":{"_ref":"image-207ee1e1e28568c9fdbcd34f4d656704d2bbdad9-3840x2160-png","_type":"reference"},"caption":"Select RoomieAI"},{"_key":"9820d50d888c","_type":"infoBox","body":[{"_key":"d224f5893df5","_type":"block","children":[{"_key":"94e7351652840","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"a09e7c8e271d","_type":"span","marks":["c0a83e80c7b7"],"text":"messaging agent"},{"_key":"c5a7584bd7ed","_type":"span","marks":[],"text":" automatically pushes signal data to a self-learning large language model to craft personalized, relevant messaging at scale. 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We can even tell RoomieAI to assume a certain persona or give it examples of messaging to emulate."}],"markDefs":[],"style":"normal"},{"_key":"072f8886b297","_type":"block","children":[{"_key":"74d37483dc1b0","_type":"span","marks":[],"text":"The goal is to provide RoomieAI with all the details it needs—including any explicit dos and don’ts."}],"markDefs":[],"style":"normal"},{"_key":"d429fa751c1c","_type":"block","children":[{"_key":"f592363d8d320","_type":"span","marks":[],"text":"Beyond instructions for message structure and tone and style, we want to tell RoomieAI which signals and fit criteria to pull from when generating a message."}],"markDefs":[],"style":"normal"},{"_key":"4eeef8ad859b","_type":"block","children":[{"_key":"347ebce89a350","_type":"span","marks":[],"text":"We’d simply click on "},{"_key":"347ebce89a351","_type":"span","marks":["strong"],"text":"Variables"},{"_key":"347ebce89a352","_type":"span","marks":[],"text":" near the top of the "},{"_key":"347ebce89a353","_type":"span","marks":["strong"],"text":"Prompt"},{"_key":"347ebce89a354","_type":"span","marks":[],"text":" text box to select which ones to include."}],"markDefs":[],"style":"normal"},{"_key":"d96fdae927b3","_type":"mainImage","asset":{"_ref":"image-ba68ad7bdbb6149be606d6cd0f77517b920ea59e-1646x1020-png","_type":"reference"},"caption":"Select Variables"},{"_key":"3170d25a6dbf","_type":"block","children":[{"_key":"b185c9886d2a0","_type":"span","marks":[],"text":"We can choose from contact-, account-, and activity-specific variables based on the data sources connected to Common Room, like website activity, product usage, and social interactions."}],"markDefs":[],"style":"normal"},{"_key":"2e938a2f31a2","_type":"block","children":[{"_key":"e593fca36bc90","_type":"span","marks":[],"text":"This also includes variables for "},{"_key":"e593fca36bc91","_type":"span","marks":["707602fc019e"],"text":"custom"},{"_key":"e593fca36bc92","_type":"span","marks":[],"text":" and "},{"_key":"e593fca36bc93","_type":"span","marks":["cba8990730e1"],"text":"calculated fields"},{"_key":"e593fca36bc94","_type":"span","marks":[],"text":" we’ve previously created in Common Room, such as location, role, industry, company size, and more."}],"markDefs":[{"_key":"707602fc019e","_type":"link","href":"https://www.commonroom.io/docs/set-preferences/fields/"},{"_key":"cba8990730e1","_type":"link","href":"https://www.commonroom.io/playbooks/identify-and-action-on-signal-heavy-accounts/"}],"style":"normal"},{"_key":"64195cf3330f","_type":"block","children":[{"_key":"888c84376f2b0","_type":"span","marks":[],"text":"And since these variables are dynamic, they’ll automatically be customized for every prospect we outbound using the signal data captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"98b1f325ce8e","_type":"block","children":[{"_key":"f06b97da3f0a0","_type":"span","marks":[],"text":"RoomieAI will use Common Room’s AI-powered identity resolution and waterfall enrichment engine—Person360™—to inform its output."}],"markDefs":[],"style":"normal"},{"_key":"661abf1a8440","_type":"infoBox","body":[{"_key":"c5a7898ce5d6","_type":"block","children":[{"_key":"ffa939150956","_type":"span","marks":[],"text":"Common Room’s out-of-the-box "},{"_key":"5439bb3de872","_type":"span","marks":["d51e54901860"],"text":"identity and enrichment engine"},{"_key":"6648fb7b0d0e","_type":"span","marks":[],"text":" uses machine learning models to automatically deanonymize contact and account activity, merge cross-channel signals into unified profiles, and fill in the blanks with rich contextual data."}],"markDefs":[{"_key":"d51e54901860","_type":"link","href":"https://www.commonroom.io/product/person-360/"}],"style":"normal"}],"header":"AI-powered identity resolution and waterfall enrichment","style":"info"},{"_key":"db50793eff6f","_type":"block","children":[{"_key":"a626a53bb28f0","_type":"span","marks":[],"text":"In this case, we want RoomieAI to base its messaging on job-change signals, as well as prospects’ previous and current organizations."}],"markDefs":[],"style":"normal"},{"_key":"2d0fe6022b55","_type":"mainImage","asset":{"_ref":"image-eba5653fbb6cef5d09696ca3f5abc43a4f6f9811-1628x650-png","_type":"reference"},"caption":"Configure variables"},{"_key":"f3746361fb3f","_type":"block","children":[{"_key":"4e8c7d1adfa80","_type":"span","marks":[],"text":"Finally we’d fill out the "},{"_key":"4e8c7d1adfa81","_type":"span","marks":["strong"],"text":"About your business"},{"_key":"4e8c7d1adfa82","_type":"span","marks":[],"text":" text box. This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. 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below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message 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And if you haven’t already, "},{"_key":"e1d42d9afed6","_type":"span","marks":["861f2455bb46","em"],"text":"try Common Room for free"},{"_key":"79691b879cf6","_type":"span","marks":["em"],"text":"."}],"markDefs":[{"_key":"3d33b762bda4","_type":"link","href":"https://www.commonroom.io/contact"},{"_key":"861f2455bb46","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"normal"}],"categories":[{"_key":"0796a23d2e79","_ref":"df0bb227-e656-4be1-af6a-5b8410d9a26e","_type":"reference"},{"_key":"deb263ee6fad","_ref":"067d08c2-833d-447f-8bed-e63211d3c644","_type":"reference"},{"_key":"ee3e52f8373b","_ref":"49eddb17-5958-48af-aa46-54b32e89c68a","_type":"reference"}],"excerpt":[{"_key":"5fa50d48c302","_type":"block","children":[{"_key":"1287e3604d3d0","_type":"span","marks":[],"text":"Auto-generate messaging to reach out with relevance."}],"markDefs":[],"style":"normal"}],"integrations":[{"_key":"90d79e1fb3cb","_ref":"39328d24-10ac-45d4-b97c-9f6a2b2c231b","_type":"reference"}],"mainImage":{"_type":"mainImage","alt":"Playbook title card with title: \"Scale personalized outbound with AI\"","asset":{"_ref":"image-52568506dbd7196a794abcbbcfd36c1bfe701990-2400x1260-png","_type":"reference"}},"slug":{"_type":"slug","current":"scale-personalized-outbound-with-ai"},"status":"published","suggestions":[{"_key":"222ef4262c65","_ref":"394f0440-a0d7-4da0-9b80-50cc11d50285","_type":"reference"},{"_key":"0e3dad6c4046","_ref":"4f002133-2725-4e43-b29d-12be8c6c4b16","_type":"reference"},{"_key":"ec442a59f884","_ref":"3d60bd1d-25c4-4eb6-94cf-cf23291e5dda","_type":"reference"}],"teams":["Sales"],"title":"Scale personalized outbound with AI","useCases":[{"_key":"82c37dac17e8","_ref":"07c9052b-614c-49d8-9904-46d83ef59437","_type":"reference"}],"id":"-6f789ec5-72f4-546c-a35e-e60159597a42","children":[],"parent":null,"__gatsby_resolved":{"slug":{"current":"scale-personalized-outbound-with-ai"},"status":"published","_createdAt":"2024-09-05T20:11:12Z","categories":[{"_id":"df0bb227-e656-4be1-af6a-5b8410d9a26e"},{"_id":"067d08c2-833d-447f-8bed-e63211d3c644"},{"_id":"49eddb17-5958-48af-aa46-54b32e89c68a"}],"_rawExcerpt":[{"_key":"5fa50d48c302","_type":"block","children":[{"_key":"1287e3604d3d0","_type":"span","marks":[],"text":"Auto-generate messaging to reach out with relevance."}],"markDefs":[],"style":"normal"}],"isPublished":true,"integrations":[{"_id":"39328d24-10ac-45d4-b97c-9f6a2b2c231b"}],"_id":"60ede2e7-262a-4065-9057-52bd7f52422c"}},{"_id":"0079f6b6-cb57-40e1-a05c-359ebc805670","_type":"playbook","_rev":"oIp6nXPh2caleERo27eXhR","_createdAt":"2023-03-30T22:12:59Z","_updatedAt":"2025-04-15T23:25:25Z","body":[{"_key":"72271882f90a","_type":"anchor","label":"Overview"},{"_key":"36e4046a9df6","_type":"block","children":[{"_key":"6fc5216c9c340","_type":"span","marks":[],"text":"Congrats. You’re in rarified OSS air. Your repo has thousands of stars, contributors, commits, branches, and so on."}],"markDefs":[],"style":"normal"},{"_key":"f20b74f313c8","_type":"block","children":[{"_key":"1b6a7fb5334d0","_type":"span","marks":[],"text":"With all this traction, you want to understand basics like: "},{"_key":"1b6a7fb5334d1","_type":"span","marks":["em"],"text":"who are your top external contributors?"},{"_key":"1b6a7fb5334d2","_type":"span","marks":[],"text":" "},{"_key":"1b6a7fb5334d3","_type":"span","marks":["em"],"text":"Where do they work? What are their motives? Are they customers of your SaaS offering?"}],"markDefs":[],"style":"normal"},{"_key":"ae5890940e79","_type":"block","children":[{"_key":"7e65c25327220","_type":"span","marks":[],"text":"While GitHub gives you a pulse on activity within your repo — top contributors, merge and pull requests activity, new and closed issues — it doesn’t provide specifics like company data from members or connect the dots on who is or isn’t a customer."}],"markDefs":[],"style":"normal"},{"_key":"6771a9c969d9","_type":"block","children":[{"_key":"5e07373796460","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to use Common Room to pull back the veil on your GitHub community beyond the basic info that GitHub provides. 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To do that, head over to settings and select to connect GitHub."}],"markDefs":[],"style":"normal"},{"_key":"9c79159ce1c7","_type":"mainImage","asset":{"_ref":"image-b421f8e89dd036be3a25fbf9b620148043be1b63-1322x904-png","_type":"reference"},"caption":"Connect GitHub to Common Room"},{"_key":"3f082cce552c","_type":"block","children":[{"_key":"b83c0d8e49aa0","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"b83c0d8e49aa1","_type":"span","marks":[],"text":" connecting to GitHub requires approval from one of your org admins. If you are not an org admin and proceed through the integration setup, GitHub will email your org admins requesting their approval. 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We can head over to the "},{"_key":"23cf506d7373","_type":"span","marks":["strong"],"text":"Members"},{"_key":"56ed1c7b710d","_type":"span","marks":[],"text":" view in Common Room to do that."}],"markDefs":[],"style":"normal"},{"_key":"f60c0d4573a1","_type":"block","children":[{"_key":"19d5f3a6a6860","_type":"span","marks":[],"text":"From here, we’ll add a filter to limit this view to just the GitHub source."}],"markDefs":[],"style":"normal"},{"_key":"4e9b7c8481e2","_type":"mainImage","asset":{"_ref":"image-65f6b64e0f3b6daa5ddca6fd033d1018195047d8-2932x1832-png","_type":"reference"},"caption":"Unfiltered Members view"},{"_key":"8e9811980795","_type":"block","children":[{"_key":"9b3658bbcf8b0","_type":"span","marks":[],"text":"And we can see that gets us to about 18k members. Which is far too much noise for the signal we’re looking for. So we can start narrowing that down by adding more filters."}],"markDefs":[],"style":"normal"},{"_key":"ac926295bb7a","_type":"block","children":[{"_key":"d2bc30d772320","_type":"span","marks":[],"text":"Let’s start by building our top contributor cohort."}],"markDefs":[],"style":"normal"},{"_key":"38236af8e37f","_type":"block","children":[{"_key":"d05166c0309d0","_type":"span","marks":[],"text":"We can click the "},{"_key":"d13b2881913a","_type":"span","marks":["strong"],"text":"+ Add filter"},{"_key":"7b3a29a724c4","_type":"span","marks":[],"text":" button and select GitHub-specific activity to filter on, like commits, pull requests, comments, issues, stars, etc."}],"markDefs":[],"style":"normal"},{"_key":"c7de68b8e94c","_type":"mainImage","asset":{"_ref":"image-bc9429be9aef4539ae466887e8af3f7da2569ab3-2214x1366-png","_type":"reference"},"caption":"Mega menu filter for members view"},{"_key":"a70a3b20050c","_type":"block","children":[{"_key":"ec074ff1de080","_type":"span","marks":[],"text":"Adding a filter for > 1 commit in the last 28 days narrows our list to a few dozen. This is what we were looking for — our top recently active contributors. We can select all members from here and add them to a new segment."}],"markDefs":[],"style":"normal"},{"_key":"eff8c1781c5d","_type":"mainImage","asset":{"_ref":"image-fc067fd748d27afe938ebe94bc9b20aab3171638-742x464-png","_type":"reference"},"caption":"Add selected members to a new segment"},{"_key":"babd402a2549","_type":"block","children":[{"_key":"527ffe3b2ba20","_type":"span","marks":[],"text":"Let’s follow a similar pattern to create a different segment for high-profile GitHub active members in our repo. To do that, we can clear the previous filter and add a new one for organization size > 50, located in North America or Europe, and active in the last 12 weeks."}],"markDefs":[],"style":"normal"},{"_key":"39cdbd720e98","_type":"mainImage","asset":{"_ref":"image-2ff7a5a0f697146c4b676b738c4d4419bcad486d-1466x915-png","_type":"reference"},"caption":"Filter GitHub contributors by ICP"},{"_key":"8104b954c27b","_type":"block","children":[{"_key":"6e7ef6a14bad0","_type":"span","marks":[],"text":"Then we can repeat the step above to add this cohort to a new segment. We’ll select all and name our segment."}],"markDefs":[],"style":"normal"},{"_key":"9391e1d5ec07","_type":"block","children":[{"_key":"8d94140e8b5e0","_type":"span","marks":[],"text":"We can also add tags (e.g., "},{"_key":"82e0c2d6d109","_type":"span","marks":["strong"],"text":"VIP"},{"_key":"84c01ce059f5","_type":"span","marks":[],"text":") from this view to append to a member’s profile. 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"},{"_key":"91fec67aba823","_type":"span","marks":["0e025a543888"],"text":"Sign up for free"},{"_key":"91fec67aba824","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"0e025a543888","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"callout"},{"_key":"2c87ed2cc836","_type":"block","children":[{"_key":"70d2164614ab0","_type":"span","marks":[],"text":"🧰 "},{"_key":"70d2164614ab1","_type":"span","marks":["strong"],"text":"CRM\n"},{"_key":"95b346beeaf50","_type":"span","marks":[],"text":"We’ll use Salesforce in this example. "},{"_key":"95b346beeaf51","_type":"span","marks":["8ad0b7275e0d"],"text":"Check out our full interactive guide"},{"_key":"95b346beeaf52","_type":"span","marks":[],"text":" for step-by-step directions on how to map your Salesforce data to Common Room and see our "},{"_key":"95b346beeaf53","_type":"span","marks":["72e39f951af6"],"text":"integration docs"},{"_key":"95b346beeaf54","_type":"span","marks":[],"text":" for other CRM options."}],"markDefs":[{"_key":"8ad0b7275e0d","_type":"link","href":"https://app.arcade.software/share/lY7OWgwVNn5oLydRjICI"},{"_key":"72e39f951af6","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/hubspot"}],"style":"callout"},{"_key":"a3342b00a36c","_type":"block","children":[{"_key":"e06460c6fee10","_type":"span","marks":[],"text":"🧰 "},{"_key":"e06460c6fee11","_type":"span","marks":["strong"],"text":"Digital channels\n"},{"_key":"7e9eb8e680c10","_type":"span","marks":[],"text":"We’ll use "},{"_key":"7e9eb8e680c11","_type":"span","marks":["740db20aa078"],"text":"LinkedIn"},{"_key":"7e9eb8e680c12","_type":"span","marks":[],"text":" and "},{"_key":"7e9eb8e680c13","_type":"span","marks":["b424518324ab"],"text":"X (formerly Twitter)"},{"_key":"7e9eb8e680c14","_type":"span","marks":[],"text":" in this example. Check out our "},{"_key":"7e9eb8e680c15","_type":"span","marks":["af1ea672fd6a"],"text":"integrations docs"},{"_key":"7e9eb8e680c16","_type":"span","marks":[],"text":" for step-by-step directions on how to connect any channel to Common Room."}],"markDefs":[{"_key":"740db20aa078","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/linkedin"},{"_key":"b424518324ab","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/twitter"},{"_key":"af1ea672fd6a","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"9db08c3a526a","_type":"anchor","label":"Step 1: Create segment"},{"_key":"f5ef8cc6ebfa","_type":"block","children":[{"_key":"98b32f0b05950","_type":"span","marks":[],"text":"Step 1: Create segment"}],"markDefs":[],"style":"h3"},{"_key":"e10dad74613f","_type":"block","children":[{"_key":"e5765ff175150","_type":"span","marks":[],"text":"Let’s say we’re looking for a way to get a conversation started with an economic buyer at one of our owned accounts."}],"markDefs":[],"style":"normal"},{"_key":"7dc86090afad","_type":"block","children":[{"_key":"084225a6c5b10","_type":"span","marks":[],"text":"We’d log in to Common Room and go to "},{"_key":"084225a6c5b11","_type":"span","marks":["strong"],"text":"Segments"},{"_key":"084225a6c5b12","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"833dcd06f8e6","_type":"mainImage","asset":{"_ref":"image-6f4a2fe9b89d049d95761da71d2ebd0f310c72c5-3840x2160-png","_type":"reference"},"caption":"Select Segments"},{"_key":"42b095d47b44","_type":"block","children":[{"_key":"01cf3839070f0","_type":"span","marks":[],"text":"🔦 "},{"_key":"01cf3839070f1","_type":"span","marks":["strong"],"text":"Product spotlight: Segments\n"},{"_key":"cf262073a5880","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"cf262073a5881","_type":"span","marks":["603047ab579e"],"text":"segments"},{"_key":"cf262073a5882","_type":"span","marks":[],"text":" feature allows you to automatically add individuals or organizations to dedicated lists based on customizable criteria. This makes it easy to quickly surface, monitor, and engage specific people and companies at scale."}],"markDefs":[{"_key":"603047ab579e","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"callout"},{"_key":"69ec0f3a4645","_type":"block","children":[{"_key":"17b5c602e5fa0","_type":"span","marks":[],"text":"If the segment doesn’t already exist, we’d click "},{"_key":"17b5c602e5fa1","_type":"span","marks":["strong"],"text":"New segment"},{"_key":"17b5c602e5fa2","_type":"span","marks":[],"text":" and create one for accounts that are owned by us in Salesforce."}],"markDefs":[],"style":"normal"},{"_key":"77af2b967962","_type":"mainImage","asset":{"_ref":"image-8f7153610ad9a448a206cd4cc5e3d1c6edbd3259-964x392-png","_type":"reference"},"caption":"Select Create new segment for organizations"},{"_key":"fcb96c791b12","_type":"block","children":[{"_key":"cdad4e5efbd90","_type":"span","marks":[],"text":"All we have to do is set the criteria for who gets added to this segment by filtering for the appropriate Salesforce field."}],"markDefs":[],"style":"normal"},{"_key":"eebf91d13ea8","_type":"mainImage","asset":{"_ref":"image-d9ea196bb4e4e319d746e6f78a612803f615d0c9-2576x1400-png","_type":"reference"},"caption":"Select Salesforce field"},{"_key":"48e3c005ea8d","_type":"block","children":[{"_key":"d06503a7a31e0","_type":"span","marks":[],"text":"🔦 "},{"_key":"d06503a7a31e1","_type":"span","marks":["strong"],"text":"Product spotlight: Filters\n"},{"_key":"d1a9f3de5d2e0","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"d1a9f3de5d2e1","_type":"span","marks":["a924b3aea9ed"],"text":"filters"},{"_key":"d1a9f3de5d2e2","_type":"span","marks":[],"text":" feature allows you to highlight individuals and organizations based on any combination of factors. This makes it easy to surface specific people and companies based on firmographic details, cross-channel activities, product usage, and more."}],"markDefs":[{"_key":"a924b3aea9ed","_type":"link","href":"https://docs.commonroom.io/get-started/core-concepts-home/filters"}],"style":"callout"},{"_key":"2927ca11d8a9","_type":"block","children":[{"_key":"7e61d5fcc4230","_type":"span","marks":[],"text":"Once that’s done, any organization that is active across our digital channels and related to an account owned by us in Salesforce will automatically be added to this segment 🙌"}],"markDefs":[],"style":"normal"},{"_key":"d4468a8eeb85","_type":"anchor","label":"Step 2: Filter segment activity"},{"_key":"f87016bda6ee","_type":"block","children":[{"_key":"9ea195d303c80","_type":"span","marks":[],"text":"Step 2: Filter segment activity"}],"markDefs":[],"style":"h3"},{"_key":"e737f9367740","_type":"block","children":[{"_key":"480ed947528a0","_type":"span","marks":[],"text":"Now that our segment is up and running, we’d click on "},{"_key":"480ed947528a1","_type":"span","marks":["strong"],"text":"Activity"},{"_key":"480ed947528a2","_type":"span","marks":[],"text":" at the top of the screen."}],"markDefs":[],"style":"normal"},{"_key":"c48b2d0d32db","_type":"mainImage","asset":{"_ref":"image-15a5e5dad6407c3bdfa64f1e7bdc15fdfe1ec67e-2682x344-png","_type":"reference"},"caption":"Select Activity"},{"_key":"363d6a9131ef","_type":"block","children":[{"_key":"dccf45098bbe0","_type":"span","marks":[],"text":"This will reveal all the activity of people associated with our owned accounts across every channel connected to Common Room."}],"markDefs":[],"style":"normal"},{"_key":"ec21ccb82ce6","_type":"block","children":[{"_key":"12327bb6867a0","_type":"span","marks":[],"text":"We share a lot of content on LinkedIn and X, so let’s focus on those sources."}],"markDefs":[],"style":"normal"},{"_key":"aec52630e0dd","_type":"mainImage","asset":{"_ref":"image-d3072c3b1fb8ed191dbcf015ed5a4c43c89b9d20-560x1118-png","_type":"reference"},"caption":"Select sources"},{"_key":"b6470588ec8f","_type":"block","children":[{"_key":"a048c6ec945f0","_type":"span","marks":[],"text":"We can see which content people reacted to, commented on, shared, and more. We can also click into individuals to learn more about them and their recent cross-channel activities."}],"markDefs":[],"style":"normal"},{"_key":"c1c838b9fdbe","_type":"mainImage","asset":{"_ref":"image-193304d50876defd564c8b507336785392129d27-1216x926-png","_type":"reference"},"caption":"View Person360 profile"},{"_key":"7eae9ab9d862","_type":"block","children":[{"_key":"81411758490c0","_type":"span","marks":[],"text":"But we want to hone in on economic buyers at certain accounts."}],"markDefs":[],"style":"normal"},{"_key":"6ccd51ddee5b","_type":"block","children":[{"_key":"91f2cdf882170","_type":"span","marks":[],"text":"First we’ll filter for them using our "},{"_key":"91f2cdf882171","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"91f2cdf882172","_type":"span","marks":[],"text":" filter."}],"markDefs":[],"style":"normal"},{"_key":"1e5deabcaaf7","_type":"mainImage","asset":{"_ref":"image-d8b0ef2066644987d30ccbcc11c1665130538edf-704x1264-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"19717313be8b","_type":"block","children":[{"_key":"92664cea338a0","_type":"span","marks":[],"text":"🔦 "},{"_key":"92664cea338a1","_type":"span","marks":["strong"],"text":"Product spotlight: Tags\n"},{"_key":"ca4ed79afaa50","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"ca4ed79afaa51","_type":"span","marks":["dccb1c9594b0"],"text":"tags"},{"_key":"ca4ed79afaa52","_type":"span","marks":[],"text":" feature allows you to automatically label individuals and organizations with specific tags based on customizable criteria. 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This makes it easy to surface specific people and companies based on firmographic details, cross-channel activities, product usage, and more."}],"markDefs":[{"_key":"1243155c87bc","_type":"link","href":"https://docs.commonroom.io/get-started/core-concepts-home/filters"}],"style":"callout"},{"_key":"d327e9057f4f","_type":"block","children":[{"_key":"b13e60def92e0","_type":"span","marks":[],"text":"We’d start by adding the "},{"_key":"b13e60def92e1","_type":"span","marks":["strong"],"text":"Org change"},{"_key":"b13e60def92e2","_type":"span","marks":[],"text":" filter and customizing the time frame."}],"markDefs":[],"style":"normal"},{"_key":"7c8291a142ac","_type":"mainImage","asset":{"_ref":"image-7ec9e432cc571b65c583058ecbf398e6b867c946-2501x1302-png","_type":"reference"},"caption":"Select Org change"},{"_key":"b5b53bee9054","_type":"block","children":[{"_key":"50be8e6c9d190","_type":"span","marks":[],"text":"Common Room will automatically pull in data from digital channels—in this case, LinkedIn—to uncover recent job changes."}],"markDefs":[],"style":"normal"},{"_key":"28918f2a4b85","_type":"block","children":[{"_key":"de1e75e38c6b0","_type":"span","marks":[],"text":"Next we’d add an "},{"_key":"de1e75e38c6b1","_type":"span","marks":["strong"],"text":"Organization tags"},{"_key":"de1e75e38c6b2","_type":"span","marks":[],"text":" filter for previous customers. 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Check out our "},{"_key":"2d8d8ecffdde","_type":"span","marks":["fe2847342591"],"text":"integration docs"},{"_key":"b3bf6c13ff25","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Outreach to Common Room and explore other integration options."}],"markDefs":[{"_key":"fe2847342591","_type":"link","href":"https://www.commonroom.io/docs/signals/business-integrations/"}],"style":"normal"}],"header":"Sales execution platform","style":"success"},{"_key":"eeab854f45bc","_type":"anchor","label":"Step 1: Create message snippet template"},{"_key":"1bf95681c881","_type":"block","children":[{"_key":"ae19e07c2b860","_type":"span","marks":[],"text":"Step 1: Create message snippet template"}],"markDefs":[],"style":"h3"},{"_key":"fe3939b1fef8","_type":"block","children":[{"_key":"7ed39eda1cf10","_type":"span","marks":[],"text":"Let’s say we want to create unique, AI-generated message snippets we can insert into outbound sequences for different sales plays."}],"markDefs":[],"style":"normal"},{"_key":"32d3616256e7","_type":"block","children":[{"_key":"aa36d3642ccd0","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"aa36d3642ccd1","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"aa36d3642ccd2","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and click "},{"_key":"aa36d3642ccd3","_type":"span","marks":["strong"],"text":"RoomieAI™"},{"_key":"aa36d3642ccd4","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"462ffafadc1a","_type":"mainImage","asset":{"_ref":"image-207ee1e1e28568c9fdbcd34f4d656704d2bbdad9-3840x2160-png","_type":"reference"},"caption":"Select RoomieAI"},{"_key":"9820d50d888c","_type":"infoBox","body":[{"_key":"d224f5893df5","_type":"block","children":[{"_key":"94e7351652840","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"a09e7c8e271d","_type":"span","marks":["c0a83e80c7b7"],"text":"messaging agent"},{"_key":"c5a7584bd7ed","_type":"span","marks":[],"text":" automatically pushes signal data to a self-learning large language model to craft personalized, relevant messaging at scale. 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We can even tell RoomieAI to assume a certain persona or give it examples of messaging to emulate."}],"markDefs":[],"style":"normal"},{"_key":"072f8886b297","_type":"block","children":[{"_key":"74d37483dc1b0","_type":"span","marks":[],"text":"The goal is to provide RoomieAI with all the details it needs—including any explicit dos and don’ts."}],"markDefs":[],"style":"normal"},{"_key":"d429fa751c1c","_type":"block","children":[{"_key":"f592363d8d320","_type":"span","marks":[],"text":"Beyond instructions for message structure and tone and style, we want to tell RoomieAI which signals and fit criteria to pull from when generating a message."}],"markDefs":[],"style":"normal"},{"_key":"4eeef8ad859b","_type":"block","children":[{"_key":"347ebce89a350","_type":"span","marks":[],"text":"We’d simply click on "},{"_key":"347ebce89a351","_type":"span","marks":["strong"],"text":"Variables"},{"_key":"347ebce89a352","_type":"span","marks":[],"text":" near the top of the "},{"_key":"347ebce89a353","_type":"span","marks":["strong"],"text":"Prompt"},{"_key":"347ebce89a354","_type":"span","marks":[],"text":" text box to select which ones to include."}],"markDefs":[],"style":"normal"},{"_key":"d96fdae927b3","_type":"mainImage","asset":{"_ref":"image-ba68ad7bdbb6149be606d6cd0f77517b920ea59e-1646x1020-png","_type":"reference"},"caption":"Select Variables"},{"_key":"3170d25a6dbf","_type":"block","children":[{"_key":"b185c9886d2a0","_type":"span","marks":[],"text":"We can choose from contact-, account-, and activity-specific variables based on the data sources connected to Common Room, like website activity, product usage, and social interactions."}],"markDefs":[],"style":"normal"},{"_key":"2e938a2f31a2","_type":"block","children":[{"_key":"e593fca36bc90","_type":"span","marks":[],"text":"This also includes variables for "},{"_key":"e593fca36bc91","_type":"span","marks":["707602fc019e"],"text":"custom"},{"_key":"e593fca36bc92","_type":"span","marks":[],"text":" and "},{"_key":"e593fca36bc93","_type":"span","marks":["cba8990730e1"],"text":"calculated fields"},{"_key":"e593fca36bc94","_type":"span","marks":[],"text":" we’ve previously created in Common Room, such as location, role, industry, company size, and more."}],"markDefs":[{"_key":"707602fc019e","_type":"link","href":"https://www.commonroom.io/docs/set-preferences/fields/"},{"_key":"cba8990730e1","_type":"link","href":"https://www.commonroom.io/playbooks/identify-and-action-on-signal-heavy-accounts/"}],"style":"normal"},{"_key":"64195cf3330f","_type":"block","children":[{"_key":"888c84376f2b0","_type":"span","marks":[],"text":"And since these variables are dynamic, they’ll automatically be customized for every prospect we outbound using the signal data captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"98b1f325ce8e","_type":"block","children":[{"_key":"f06b97da3f0a0","_type":"span","marks":[],"text":"RoomieAI will use Common Room’s AI-powered identity resolution and waterfall enrichment engine—Person360™—to inform its output."}],"markDefs":[],"style":"normal"},{"_key":"661abf1a8440","_type":"infoBox","body":[{"_key":"c5a7898ce5d6","_type":"block","children":[{"_key":"ffa939150956","_type":"span","marks":[],"text":"Common Room’s out-of-the-box "},{"_key":"5439bb3de872","_type":"span","marks":["d51e54901860"],"text":"identity and enrichment engine"},{"_key":"6648fb7b0d0e","_type":"span","marks":[],"text":" uses machine learning models to automatically deanonymize contact and account activity, merge cross-channel signals into unified profiles, and fill in the blanks with rich contextual data."}],"markDefs":[{"_key":"d51e54901860","_type":"link","href":"https://www.commonroom.io/product/person-360/"}],"style":"normal"}],"header":"AI-powered identity resolution and waterfall enrichment","style":"info"},{"_key":"db50793eff6f","_type":"block","children":[{"_key":"a626a53bb28f0","_type":"span","marks":[],"text":"In this case, we want RoomieAI to base its messaging on job-change signals, as well as prospects’ previous and current organizations."}],"markDefs":[],"style":"normal"},{"_key":"2d0fe6022b55","_type":"mainImage","asset":{"_ref":"image-eba5653fbb6cef5d09696ca3f5abc43a4f6f9811-1628x650-png","_type":"reference"},"caption":"Configure variables"},{"_key":"f3746361fb3f","_type":"block","children":[{"_key":"4e8c7d1adfa80","_type":"span","marks":[],"text":"Finally we’d fill out the "},{"_key":"4e8c7d1adfa81","_type":"span","marks":["strong"],"text":"About your business"},{"_key":"4e8c7d1adfa82","_type":"span","marks":[],"text":" text box. This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. Integrations include popular CRMs and sales execution platforms like Salesforce, HubSpot, Outreach, Apollo, Salesloft, Gong Engage, and more."}],"markDefs":[{"_key":"9b25088fa1cb","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"}],"header":"Native integrations","style":"info"},{"_key":"84bbfa156b79","_type":"block","children":[{"_key":"4e614dff25ae0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"4e614dff25ae1","_type":"span","marks":["strong"],"text":"Add mapping"},{"_key":"4e614dff25ae2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"1c5edffc52b9","_type":"mainImage","asset":{"_ref":"image-5362dfb8ecfb05da745e36506df337b4ab544c72-314x119-png","_type":"reference"},"caption":"Select Add mapping"},{"_key":"3958276bcf34","_type":"block","children":[{"_key":"3df618d2362f0","_type":"span","marks":[],"text":"This will add a row of blank boxes to the mapping section below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message snippet"},{"_key":"b8430b29823d","_type":"block","children":[{"_key":"46e33d3cd44b0","_type":"span","marks":[],"text":"Step 3: Generate message snippet"}],"markDefs":[],"style":"h3"},{"_key":"6ac55a6acf4b","_type":"block","children":[{"_key":"8dc09ed22b900","_type":"span","marks":[],"text":"Time to put RoomieAI to the test."}],"markDefs":[],"style":"normal"},{"_key":"7c200874be96","_type":"block","children":[{"_key":"6379b1dff85f0","_type":"span","marks":[],"text":"We’d click "},{"_key":"6379b1dff85f1","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"6379b1dff85f2","_type":"span","marks":[],"text":" and go to any contact-level view in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"e9fcd025aec9","_type":"block","children":[{"_key":"0c9cfbaa22550","_type":"span","marks":[],"text":"We can generate message snippets directly from a contact’s Person360 profile."}],"markDefs":[],"style":"normal"},{"_key":"49d97c6d2723","_type":"mainImage","asset":{"_ref":"image-89963a49a28f6de1ddce4211e18be097de9bf05a-2750x1501-png","_type":"reference"},"caption":"View message snippet options"},{"_key":"22c2b56ed01d","_type":"block","children":[{"_key":"571b66087b1d0","_type":"span","marks":[],"text":"But let’s say we’ve already created a contact segment for economic buyers who match our criteria for ideal persona and changed jobs in the past six months."}],"markDefs":[],"style":"normal"},{"_key":"1b5a1c16e7bf","_type":"infoBox","body":[{"_key":"08be22703ebc","_type":"block","children":[{"_key":"525003b9795a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"3050097b2cb0","_type":"span","marks":["7fd5f4301cb5"],"text":"intelligent automations"},{"_key":"54b79903e046","_type":"span","marks":[],"text":" build auto-replenishing segments using your custom filtering criteria, automating play creation based on any combination of contact, account, and activity signals."}],"markDefs":[{"_key":"7fd5f4301cb5","_type":"link","href":"https://www.commonroom.io/product/automation/"}],"style":"normal"}],"header":"Playbook automation","style":"info"},{"_key":"2a14ac1eca1e","_type":"block","children":[{"_key":"9fbcee2479650","_type":"span","marks":[],"text":"We’d navigate to our segment, click the dropdown arrow next to a prospect’s name, and choose "},{"_key":"0266d90427f8","_type":"span","marks":["strong"],"text":"Add to Outreach sequence"},{"_key":"a38f9f231fb1","_type":"span","marks":[],"text":" from the task list options."}],"markDefs":[],"style":"normal"},{"_key":"de1898d7f946","_type":"mainImage","asset":{"_ref":"image-ef7c92ccfe5bc12c06627c5161ec57c74d46255e-1332x247-png","_type":"reference"},"caption":"Select Add to Outreach sequence"},{"_key":"f4ab4c739d6c","_type":"block","children":[{"_key":"9f0c7fb599fb0","_type":"span","marks":[],"text":"We’d select the sequence our template is mapped to and RoomieAI will instantly spin up a 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Common Room is a prerequisite now for every BDR.”"}],"markDefs":[],"style":"blockquote"},{"_key":"c8591eedb5d8","_type":"playbookReference","playbook":{"_id":"cc57dea4-cb3f-4243-b7a6-ccffe8ac8fe8","_type":"playbook","_rev":"Bo1BzxZG0b9UIBwdTmL3c4","_createdAt":"2024-12-16T15:43:15Z","_updatedAt":"2025-04-15T21:10:05Z","body":[{"_key":"b6556e2519e2","_type":"anchor","label":"Getting started"},{"_key":"933c37569956","_type":"block","children":[{"_key":"aeaccb4adef50","_type":"span","marks":[],"text":"Getting started"}],"markDefs":[],"style":"h3"},{"_key":"2e06974d002a","_type":"block","children":[{"_key":"979892f7cb2e0","_type":"span","marks":[],"text":"Successful sales plays are built on the right combination of buying signals, fit criteria, and messaging."}],"markDefs":[],"style":"normal"},{"_key":"672036b5aa01","_type":"block","children":[{"_key":"89fea0f166940","_type":"span","marks":[],"text":"But figuring out which inputs drive the best outputs is too often a guessing game 🤷"}],"markDefs":[],"style":"normal"},{"_key":"8b3dceb8fe0b","_type":"block","children":[{"_key":"e2d7bab3f5670","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to identify which plays and processes generate the most ROI and replicate them across your team."}],"markDefs":[],"style":"normal"},{"_key":"0820a5aa284e","_type":"block","children":[{"_key":"5ff591c97af90","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"5ca614e9592d","_type":"infoBox","body":[{"_key":"2ac17f9c3d27","_type":"block","children":[{"_key":"2bba447852e5","_type":"span","marks":[],"text":"This is how we’ll measure play performance. "},{"_key":"acf411dfdd1e","_type":"span","marks":["d2745a2d5727"],"text":"Sign up for free"},{"_key":"85ea79f1463b","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"d2745a2d5727","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"normal"}],"header":"Common Room","style":"success"},{"_key":"dfed0833f762","_type":"infoBox","body":[{"_key":"c4e25666ffae","_type":"block","children":[{"_key":"65921ef1602b","_type":"span","marks":[],"text":"We’ll use Salesforce in this example. 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Check out our "},{"_key":"54ac802f2cdd","_type":"span","marks":["170dc1eecb06"],"text":"integration docs"},{"_key":"ae390c5e827f","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Outreach to Common Room and explore other SEP options."}],"markDefs":[{"_key":"170dc1eecb06","_type":"link","href":"https://www.commonroom.io/docs/signals/business-integrations/"}],"style":"normal"}],"header":"Sales execution platform","style":"success"},{"_key":"9f14101c0972","_type":"anchor","label":"Step 1: View segment ROI"},{"_key":"684d91de4389","_type":"block","children":[{"_key":"a2a044af7fab0","_type":"span","marks":[],"text":"Step 1: View segment ROI"}],"markDefs":[],"style":"h3"},{"_key":"2abfa1929edf","_type":"block","children":[{"_key":"02612a69d3640","_type":"span","marks":[],"text":"Let’s say we want to know what our highest-performing plays are and make sure every rep is properly executing against them."}],"markDefs":[],"style":"normal"},{"_key":"7e7fe95eac05","_type":"block","children":[{"_key":"1dd8987d90bc0","_type":"span","marks":[],"text":"We’d log in to Common Room, navigate to "},{"_key":"1dd8987d90bc1","_type":"span","marks":["strong"],"text":"Reporting"},{"_key":"1dd8987d90bc2","_type":"span","marks":[],"text":" in the left sidebar, and click on "},{"_key":"1dd8987d90bc3","_type":"span","marks":["strong"],"text":"Business overview"},{"_key":"1dd8987d90bc4","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"4295d2568a0a","_type":"mainImage","asset":{"_ref":"image-d6d653af0ebf476873d9e067468b9082b868824e-3840x2161-png","_type":"reference"},"caption":"Select Business overview"},{"_key":"250ad4a33102","_type":"block","children":[{"_key":"10f3d53dde260","_type":"span","marks":[],"text":"Common Room reporting captures meeting- and opportunity-level data from our CRM—all customized to fit our internal definitions of things like meetings booked, 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performance"},{"_key":"db3cc38034b3","_type":"block","children":[{"_key":"33bf29e541890","_type":"span","marks":[],"text":"With our filters applied, we can see a list of every BDR assigned to this play and the results of their outbound."}],"markDefs":[],"style":"normal"},{"_key":"ccd94babcb52","_type":"mainImage","asset":{"_ref":"image-b102f2a7781d90630dc7675c7f7ff12db21def38-2702x277-png","_type":"reference"},"caption":"View User performance"},{"_key":"f5efe5eb69ce","_type":"block","children":[{"_key":"f9d9db30445b0","_type":"span","marks":[],"text":"It looks like only one BDR is currently running this play. Time to scale success by making sure every BDR is prioritizing it 🙌"}],"markDefs":[],"style":"normal"},{"_key":"29c9f922638d","_type":"anchor","label":"Step 2: Templatize high-performing plays"},{"_key":"781487e1c21f","_type":"block","children":[{"_key":"432c7cb4eac10","_type":"span","marks":[],"text":"Step 2: Templatize high-performing plays"}],"markDefs":[],"style":"h3"},{"_key":"a6bd23205085","_type":"block","children":[{"_key":"a5c54e58bbf00","_type":"span","marks":[],"text":"We’d click "},{"_key":"a5c54e58bbf01","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"a5c54e58bbf02","_type":"span","marks":[],"text":" in the left sidebar (the little ⚙️ icon at the bottom) and navigate to 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Check out our "},{"_key":"3ed0674028a11","_type":"span","marks":["1543a01bbadf"],"text":"integration docs"},{"_key":"3ed0674028a12","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Outreach to Common Room and explore other integration options."}],"markDefs":[{"_key":"1543a01bbadf","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/outreach"}],"style":"callout"},{"_key":"e13bd9a4cc52","_type":"anchor","label":"Step 1: Create workflow"},{"_key":"29ebfb3c0782","_type":"block","children":[{"_key":"0b5ac617b3670","_type":"span","marks":[],"text":"Step 1: Create workflow"}],"markDefs":[],"style":"h3"},{"_key":"98afd8408b29","_type":"block","children":[{"_key":"8693ca795e9a0","_type":"span","marks":[],"text":"Let’s say some of our reps have recently seen success with expanding the number of product seats at certain accounts."}],"markDefs":[],"style":"normal"},{"_key":"8207de523905","_type":"block","children":[{"_key":"39e6f02d8cfd0","_type":"span","marks":[],"text":"We want to make it easy for the entire team to add economic buyers who are admins in our product—and who are showing signs of needing more seats—to a personalized email sequence."}],"markDefs":[],"style":"normal"},{"_key":"4a2a5e47131e","_type":"block","children":[{"_key":"bf91a3fdea690","_type":"span","marks":[],"text":"We’d log in to Common Room and go to "},{"_key":"bf91a3fdea691","_type":"span","marks":["strong"],"text":"Workflows"},{"_key":"bf91a3fdea692","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"171aeb58f7b2","_type":"mainImage","asset":{"_ref":"image-22ad7d77fb015d85d8cfd2c5f13d6917853f70b2-3840x2160-png","_type":"reference"},"caption":"Select Workflows"},{"_key":"a7a5c8187cb1","_type":"block","children":[{"_key":"ddf58c754eca0","_type":"span","marks":[],"text":"🔦 "},{"_key":"ddf58c754eca1","_type":"span","marks":["strong"],"text":"Product spotlight: Workflows\n"},{"_key":"15dab01a2ae90","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"15dab01a2ae91","_type":"span","marks":["3ae6c90214cc"],"text":"workflows"},{"_key":"15dab01a2ae92","_type":"span","marks":[],"text":" feature allows you to create and customize automations based on specific demographic, firmographic, and activity details. 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This makes it easy to engage buyers without switching tools."}],"markDefs":[{"_key":"602e777c0971","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/apollo"}],"style":"callout"},{"_key":"4d09d1281aa1","_type":"block","children":[{"_key":"01b1182824d20","_type":"span","marks":[],"text":"Okay, now let’s decide how people get added to our automated workflow 🤖"}],"markDefs":[],"style":"normal"},{"_key":"5b48ef7e853a","_type":"anchor","label":"Step 2: Add filters"},{"_key":"f2130da11918","_type":"block","children":[{"_key":"b83bc1f4a7ae0","_type":"span","marks":[],"text":"Step 2: Add filters"}],"markDefs":[],"style":"h3"},{"_key":"b8db716bc891","_type":"block","children":[{"_key":"ba55232b79ac0","_type":"span","marks":[],"text":"Common Room automatically pulls in and combines data from all our connected sources so we can slice and dice it as we please using filters."}],"markDefs":[],"style":"normal"},{"_key":"73104ef1cdf9","_type":"block","children":[{"_key":"4cc526e5fea40","_type":"span","marks":[],"text":"🔦 "},{"_key":"4cc526e5fea41","_type":"span","marks":["strong"],"text":"Product spotlight: Filters\n"},{"_key":"cd1b4b90c9a40","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"cd1b4b90c9a41","_type":"span","marks":["7a23d40419a0"],"text":"filters"},{"_key":"cd1b4b90c9a42","_type":"span","marks":[],"text":" feature allows you to highlight individuals and organizations based on any combination of factors. This makes it easy to surface specific people and companies based on firmographic details, cross-channel activities, product usage, and more."}],"markDefs":[{"_key":"7a23d40419a0","_type":"link","href":"https://docs.commonroom.io/get-started/core-concepts-home/filters"}],"style":"callout"},{"_key":"c9d197feaf94","_type":"block","children":[{"_key":"bc0161ac42640","_type":"span","marks":[],"text":"First we want to add a filter for people who are tagged as economic buyers. We’d find that under "},{"_key":"bc0161ac42641","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"bc0161ac42642","_type":"span","marks":[],"text":" in the "},{"_key":"bc0161ac42643","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"bc0161ac42644","_type":"span","marks":[],"text":" section."}],"markDefs":[],"style":"normal"},{"_key":"b84a70766ab9","_type":"mainImage","asset":{"_ref":"image-2cc2ff0778dd0a41e7aabb2a16430395c0bf2cf4-896x908-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"f15174c45003","_type":"block","children":[{"_key":"710528980e7b0","_type":"span","marks":[],"text":"🔦 "},{"_key":"710528980e7b1","_type":"span","marks":["strong"],"text":"Product spotlight: Tags\n"},{"_key":"8d44811e773a0","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"8d44811e773a1","_type":"span","marks":["0f0801f943dc"],"text":"tags"},{"_key":"8d44811e773a2","_type":"span","marks":[],"text":" feature allows you to automatically label individuals and organizations with specific tags based on customizable criteria. This makes it easy to quickly filter for economic buyers, ideal personas, product-qualified leads, and more."}],"markDefs":[{"_key":"0f0801f943dc","_type":"link","href":"https://docs.commonroom.io/set-preferences/tags"}],"style":"callout"},{"_key":"8a949cddd48f","_type":"block","children":[{"_key":"add44d382d280","_type":"span","marks":[],"text":"Next we’d apply filters to our Snowflake data to zero in on individuals who are admins of at least one workspace."}],"markDefs":[],"style":"normal"},{"_key":"627a68a07969","_type":"mainImage","asset":{"_ref":"image-689e1096394cbd7af1d28be3206c7d32d7fc9051-1342x866-png","_type":"reference"},"caption":"Select Admin of at least 1 workspace"},{"_key":"d604910cb716","_type":"block","children":[{"_key":"b41582958cd40","_type":"span","marks":[],"text":"Then we’d add a filter for "},{"_key":"b41582958cd41","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"b41582958cd42","_type":"span","marks":[],"text":" and pull from our product data to hone in on companies where the number of employees is higher than the number of paid seats."}],"markDefs":[],"style":"normal"},{"_key":"5a21a5880ada","_type":"mainImage","asset":{"_ref":"image-bf88f50b5db5719cc5b3a1a692df253a703dfaf8-1790x1002-png","_type":"reference"},"caption":"Select Employee count is greater than paid seats"},{"_key":"b44353a9bf5b","_type":"block","children":[{"_key":"c3199b2d21ff0","_type":"span","marks":[],"text":"Finally, we’d add another organization filter for companies where license utilization over the past 28 days is 100%."}],"markDefs":[],"style":"normal"},{"_key":"cfa07e061f7e","_type":"mainImage","asset":{"_ref":"image-b9364fc8f2663c097a5adc95d402b2a886097d1b-1072x568-png","_type":"reference"},"caption":"Select License utilization"},{"_key":"667993fc2c56","_type":"block","children":[{"_key":"33b0f6cdc5d50","_type":"span","marks":[],"text":"Voilà—now anyone who is an economic buyer and admin in our product—and who works at a company with more employees than paid seats that is using all of its licenses—will be added to this workflow 🧙"}],"markDefs":[],"style":"normal"},{"_key":"8e6371e6e8a9","_type":"block","children":[{"_key":"02713a42b0be0","_type":"span","marks":[],"text":"Now let’s decide what the workflow looks like."}],"markDefs":[],"style":"normal"},{"_key":"8e102b9effc1","_type":"anchor","label":"Step 3: Select sequence"},{"_key":"cabd65da0204","_type":"block","children":[{"_key":"b5e2190879580","_type":"span","marks":[],"text":"Step 3: Select sequence"}],"markDefs":[],"style":"h3"},{"_key":"583877e5e6f3","_type":"block","children":[{"_key":"304938494b620","_type":"span","marks":[],"text":"Let’s say we have an email sequence set up for just this kind of play."}],"markDefs":[],"style":"normal"},{"_key":"a2364967f879","_type":"block","children":[{"_key":"0e700337c8ee0","_type":"span","marks":[],"text":"It might look something like this:"}],"markDefs":[],"style":"normal"},{"_key":"94a84750f1be","_type":"block","children":[{"_key":"2a1ddd3355370","_type":"span","marks":[],"text":"✍️ "},{"_key":"2a1ddd3355371","_type":"span","marks":["strong"],"text":"Outbound template based on employee-to-paid seat ratio\n"},{"_key":"9d2e8044c44f0","_type":"span","marks":["em"],"text":"\nHi "},{"_key":"9d2e8044c44f1","_type":"span","marks":["strong","em"],"text":"[first name]"},{"_key":"9d2e8044c44f2","_type":"span","marks":["em"],"text":",\n\nChecking how your experience with "},{"_key":"9742cf0fb8651","_type":"span","marks":["strong","em"],"text":"[product name] "},{"_key":"9742cf0fb8652","_type":"span","marks":["em"],"text":"is going?\n\nLooks like all of your available licenses are being used. 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Check out our "},{"_key":"2d8d8ecffdde","_type":"span","marks":["fe2847342591"],"text":"integration docs"},{"_key":"b3bf6c13ff25","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Outreach to Common Room and explore other integration options."}],"markDefs":[{"_key":"fe2847342591","_type":"link","href":"https://www.commonroom.io/docs/signals/business-integrations/"}],"style":"normal"}],"header":"Sales execution platform","style":"success"},{"_key":"eeab854f45bc","_type":"anchor","label":"Step 1: Create message snippet template"},{"_key":"1bf95681c881","_type":"block","children":[{"_key":"ae19e07c2b860","_type":"span","marks":[],"text":"Step 1: Create message snippet template"}],"markDefs":[],"style":"h3"},{"_key":"fe3939b1fef8","_type":"block","children":[{"_key":"7ed39eda1cf10","_type":"span","marks":[],"text":"Let’s say we want to create unique, AI-generated message snippets we can insert into outbound sequences for different sales plays."}],"markDefs":[],"style":"normal"},{"_key":"32d3616256e7","_type":"block","children":[{"_key":"aa36d3642ccd0","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"aa36d3642ccd1","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"aa36d3642ccd2","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and click "},{"_key":"aa36d3642ccd3","_type":"span","marks":["strong"],"text":"RoomieAI™"},{"_key":"aa36d3642ccd4","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"462ffafadc1a","_type":"mainImage","asset":{"_ref":"image-207ee1e1e28568c9fdbcd34f4d656704d2bbdad9-3840x2160-png","_type":"reference"},"caption":"Select RoomieAI"},{"_key":"9820d50d888c","_type":"infoBox","body":[{"_key":"d224f5893df5","_type":"block","children":[{"_key":"94e7351652840","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"a09e7c8e271d","_type":"span","marks":["c0a83e80c7b7"],"text":"messaging agent"},{"_key":"c5a7584bd7ed","_type":"span","marks":[],"text":" automatically pushes signal data to a self-learning large language model to craft personalized, relevant messaging at scale. 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We can even tell RoomieAI to assume a certain persona or give it examples of messaging to emulate."}],"markDefs":[],"style":"normal"},{"_key":"072f8886b297","_type":"block","children":[{"_key":"74d37483dc1b0","_type":"span","marks":[],"text":"The goal is to provide RoomieAI with all the details it needs—including any explicit dos and don’ts."}],"markDefs":[],"style":"normal"},{"_key":"d429fa751c1c","_type":"block","children":[{"_key":"f592363d8d320","_type":"span","marks":[],"text":"Beyond instructions for message structure and tone and style, we want to tell RoomieAI which signals and fit criteria to pull from when generating a message."}],"markDefs":[],"style":"normal"},{"_key":"4eeef8ad859b","_type":"block","children":[{"_key":"347ebce89a350","_type":"span","marks":[],"text":"We’d simply click on "},{"_key":"347ebce89a351","_type":"span","marks":["strong"],"text":"Variables"},{"_key":"347ebce89a352","_type":"span","marks":[],"text":" near the top of the "},{"_key":"347ebce89a353","_type":"span","marks":["strong"],"text":"Prompt"},{"_key":"347ebce89a354","_type":"span","marks":[],"text":" text box to select which ones to include."}],"markDefs":[],"style":"normal"},{"_key":"d96fdae927b3","_type":"mainImage","asset":{"_ref":"image-ba68ad7bdbb6149be606d6cd0f77517b920ea59e-1646x1020-png","_type":"reference"},"caption":"Select Variables"},{"_key":"3170d25a6dbf","_type":"block","children":[{"_key":"b185c9886d2a0","_type":"span","marks":[],"text":"We can choose from contact-, account-, and activity-specific variables based on the data sources connected to Common Room, like website activity, product usage, and social interactions."}],"markDefs":[],"style":"normal"},{"_key":"2e938a2f31a2","_type":"block","children":[{"_key":"e593fca36bc90","_type":"span","marks":[],"text":"This also includes variables for "},{"_key":"e593fca36bc91","_type":"span","marks":["707602fc019e"],"text":"custom"},{"_key":"e593fca36bc92","_type":"span","marks":[],"text":" and "},{"_key":"e593fca36bc93","_type":"span","marks":["cba8990730e1"],"text":"calculated fields"},{"_key":"e593fca36bc94","_type":"span","marks":[],"text":" we’ve previously created in Common Room, such as location, role, industry, company size, and more."}],"markDefs":[{"_key":"707602fc019e","_type":"link","href":"https://www.commonroom.io/docs/set-preferences/fields/"},{"_key":"cba8990730e1","_type":"link","href":"https://www.commonroom.io/playbooks/identify-and-action-on-signal-heavy-accounts/"}],"style":"normal"},{"_key":"64195cf3330f","_type":"block","children":[{"_key":"888c84376f2b0","_type":"span","marks":[],"text":"And since these variables are dynamic, they’ll automatically be customized for every prospect we outbound using the signal data captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"98b1f325ce8e","_type":"block","children":[{"_key":"f06b97da3f0a0","_type":"span","marks":[],"text":"RoomieAI will use Common Room’s AI-powered identity resolution and waterfall enrichment engine—Person360™—to inform its output."}],"markDefs":[],"style":"normal"},{"_key":"661abf1a8440","_type":"infoBox","body":[{"_key":"c5a7898ce5d6","_type":"block","children":[{"_key":"ffa939150956","_type":"span","marks":[],"text":"Common Room’s out-of-the-box "},{"_key":"5439bb3de872","_type":"span","marks":["d51e54901860"],"text":"identity and enrichment engine"},{"_key":"6648fb7b0d0e","_type":"span","marks":[],"text":" uses machine learning models to automatically deanonymize contact and account activity, merge cross-channel signals into unified profiles, and fill in the blanks with rich contextual data."}],"markDefs":[{"_key":"d51e54901860","_type":"link","href":"https://www.commonroom.io/product/person-360/"}],"style":"normal"}],"header":"AI-powered identity resolution and waterfall enrichment","style":"info"},{"_key":"db50793eff6f","_type":"block","children":[{"_key":"a626a53bb28f0","_type":"span","marks":[],"text":"In this case, we want RoomieAI to base its messaging on job-change signals, as well as prospects’ previous and current organizations."}],"markDefs":[],"style":"normal"},{"_key":"2d0fe6022b55","_type":"mainImage","asset":{"_ref":"image-eba5653fbb6cef5d09696ca3f5abc43a4f6f9811-1628x650-png","_type":"reference"},"caption":"Configure variables"},{"_key":"f3746361fb3f","_type":"block","children":[{"_key":"4e8c7d1adfa80","_type":"span","marks":[],"text":"Finally we’d fill out the "},{"_key":"4e8c7d1adfa81","_type":"span","marks":["strong"],"text":"About your business"},{"_key":"4e8c7d1adfa82","_type":"span","marks":[],"text":" text box. This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. Integrations include popular CRMs and sales execution platforms like Salesforce, HubSpot, Outreach, Apollo, Salesloft, Gong Engage, and more."}],"markDefs":[{"_key":"9b25088fa1cb","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"}],"header":"Native integrations","style":"info"},{"_key":"84bbfa156b79","_type":"block","children":[{"_key":"4e614dff25ae0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"4e614dff25ae1","_type":"span","marks":["strong"],"text":"Add mapping"},{"_key":"4e614dff25ae2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"1c5edffc52b9","_type":"mainImage","asset":{"_ref":"image-5362dfb8ecfb05da745e36506df337b4ab544c72-314x119-png","_type":"reference"},"caption":"Select Add mapping"},{"_key":"3958276bcf34","_type":"block","children":[{"_key":"3df618d2362f0","_type":"span","marks":[],"text":"This will add a row of blank boxes to the mapping section below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message snippet"},{"_key":"b8430b29823d","_type":"block","children":[{"_key":"46e33d3cd44b0","_type":"span","marks":[],"text":"Step 3: Generate message snippet"}],"markDefs":[],"style":"h3"},{"_key":"6ac55a6acf4b","_type":"block","children":[{"_key":"8dc09ed22b900","_type":"span","marks":[],"text":"Time to put RoomieAI to the test."}],"markDefs":[],"style":"normal"},{"_key":"7c200874be96","_type":"block","children":[{"_key":"6379b1dff85f0","_type":"span","marks":[],"text":"We’d click "},{"_key":"6379b1dff85f1","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"6379b1dff85f2","_type":"span","marks":[],"text":" and go to any contact-level view in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"e9fcd025aec9","_type":"block","children":[{"_key":"0c9cfbaa22550","_type":"span","marks":[],"text":"We can generate message snippets directly from a contact’s Person360 profile."}],"markDefs":[],"style":"normal"},{"_key":"49d97c6d2723","_type":"mainImage","asset":{"_ref":"image-89963a49a28f6de1ddce4211e18be097de9bf05a-2750x1501-png","_type":"reference"},"caption":"View message snippet options"},{"_key":"22c2b56ed01d","_type":"block","children":[{"_key":"571b66087b1d0","_type":"span","marks":[],"text":"But let’s say we’ve already created a contact segment for economic buyers who match our criteria for ideal persona and changed jobs in the past six months."}],"markDefs":[],"style":"normal"},{"_key":"1b5a1c16e7bf","_type":"infoBox","body":[{"_key":"08be22703ebc","_type":"block","children":[{"_key":"525003b9795a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"3050097b2cb0","_type":"span","marks":["7fd5f4301cb5"],"text":"intelligent automations"},{"_key":"54b79903e046","_type":"span","marks":[],"text":" build auto-replenishing segments using your custom filtering criteria, automating play creation based on any combination of contact, account, and activity signals."}],"markDefs":[{"_key":"7fd5f4301cb5","_type":"link","href":"https://www.commonroom.io/product/automation/"}],"style":"normal"}],"header":"Playbook automation","style":"info"},{"_key":"2a14ac1eca1e","_type":"block","children":[{"_key":"9fbcee2479650","_type":"span","marks":[],"text":"We’d navigate to our segment, click the dropdown arrow next to a prospect’s name, and choose "},{"_key":"0266d90427f8","_type":"span","marks":["strong"],"text":"Add to Outreach sequence"},{"_key":"a38f9f231fb1","_type":"span","marks":[],"text":" from the task list options."}],"markDefs":[],"style":"normal"},{"_key":"de1898d7f946","_type":"mainImage","asset":{"_ref":"image-ef7c92ccfe5bc12c06627c5161ec57c74d46255e-1332x247-png","_type":"reference"},"caption":"Select Add to Outreach sequence"},{"_key":"f4ab4c739d6c","_type":"block","children":[{"_key":"9f0c7fb599fb0","_type":"span","marks":[],"text":"We’d select the sequence our template is mapped to and RoomieAI will instantly spin up a 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Scores—and the context behind them—are refreshed daily using your custom rules, parameters, and weighting."}],"markDefs":[{"_key":"4f3f08f4efa9","_type":"link","href":"https://www.commonroom.io/product/signals/"}],"style":"normal"}],"header":"AI-powered lead and account scoring","style":"info"},{"_key":"5f8707f16401","_type":"block","children":[{"_key":"57d6ccd73faa","_type":"span","marks":[],"text":"Reps are fully focused on execution instead of trying to figure out which leads and accounts to outbound or how."}],"markDefs":[],"style":"normal"},{"_key":"829a35f00184","_type":"block","children":[{"_key":"ab3671ff7ab8","_type":"span","marks":[],"text":"“We've got plays ranked from highest priority to lowest priority in Common Room based on what’s most important to us,” Harvey said. “Reps don’t really need to think—they can just go in and start prospecting.”"}],"markDefs":[],"style":"blockquote"},{"_key":"716a6a555ce5","_type":"block","children":[{"_key":"f54dc99df042","_type":"span","marks":[],"text":"Harvey is in the process of building out more plays, including competitive takeout plays built around specific tech stack configurations, closed-lost re-engagement plays, and industry-specific microcampaigns."}],"markDefs":[],"style":"normal"},{"_key":"7397092d86aa","_type":"block","children":[{"_key":"c86f35ac4808","_type":"span","marks":[],"text":"“Common Room has become less of a tool and more of a way of life for BDRs,” said Global ABM Manager Joe Broome."}],"markDefs":[],"style":"blockquote"},{"_key":"c9951b7e78cb","_type":"block","children":[{"_key":"7b0ec219486b","_type":"span","marks":[],"text":"Workvivo has a special Slack channel where BDRs check in each day—and a special “Common Room success” hashtag and rocket emoji used to celebrate."}],"markDefs":[],"style":"normal"},{"_key":"8445dbd6d036","_type":"block","children":[{"_key":"3a4a56a0a6b2","_type":"span","marks":[],"text":"“It's buzzing every day with wins from Common Room,” Joe said."}],"markDefs":[],"style":"blockquote"},{"_key":"17f540f39825","_type":"playbookReference","playbook":{"_id":"d14860a3-c2df-4eef-962c-5d58c6155f98","_type":"playbook","_rev":"3AHjQWU8UUPPySuswtEEP4","_createdAt":"2024-05-10T18:48:10Z","_updatedAt":"2024-09-13T16:06:44Z","body":[{"_key":"3143d2bd0992","_type":"block","children":[{"_key":"8633c566c0ac0","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"ec9c2ffbe83b","_type":"anchor","label":"Getting started"},{"_key":"a0ba86660875","_type":"block","children":[{"_key":"2b74c5d08948","_type":"span","marks":[],"text":"Getting started"}],"markDefs":[],"style":"h3"},{"_key":"28d4325b5d11","_type":"block","children":[{"_key":"d242bd0ddeff0","_type":"span","marks":[],"text":"Most lead and account scores miss out on key buying signals."}],"markDefs":[],"style":"normal"},{"_key":"321b8ca18c8a","_type":"block","children":[{"_key":"15b473ca24f60","_type":"span","marks":[],"text":"Even worse, they leave sales reps in the dark about why an opportunity is “good” or “bad” in the first place 🕯️"}],"markDefs":[],"style":"normal"},{"_key":"42f40ee612dc","_type":"block","children":[{"_key":"b9b63828bbfb0","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to build a better scoring system and empower reps to reach out with full context."}],"markDefs":[],"style":"normal"},{"_key":"009fceb1a309","_type":"block","children":[{"_key":"954abca7f9a20","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"e6c4454fe19a","_type":"infoBox","body":[{"_key":"c5d114cb40f5","_type":"block","children":[{"_key":"2810218ef332","_type":"span","marks":[],"text":"This is how we’ll create lead and account scores. "},{"_key":"6030885869af","_type":"span","marks":["96cbf09da7e4"],"text":"Sign up for free"},{"_key":"d299bac8b099","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"96cbf09da7e4","_type":"link","href":"https://www.commonroom.io/signup?website_attribution=playbooks%252Fscale-proven-sales-plays-on-autopilot"}],"style":"normal"}],"header":"Common Room","style":"success"},{"_key":"a80f0f0a4b2d","_type":"infoBox","body":[{"_key":"64102c968949","_type":"block","children":[{"_key":"deac55c1c126","_type":"span","marks":[],"text":"We’ll use LinkedIn in this example. Check out our "},{"_key":"8210fe90f2bd","_type":"span","marks":["408b7e145fc7"],"text":"integrations docs"},{"_key":"f55a80b6a147","_type":"span","marks":[],"text":" for step-by-step directions on how to connect any channel to Common Room."}],"markDefs":[{"_key":"408b7e145fc7","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"normal"}],"header":"Digital channels","style":"success"},{"_key":"8a9a2407a533","_type":"infoBox","body":[{"_key":"20d969f9d58a","_type":"block","children":[{"_key":"f4804d0f400a","_type":"span","marks":[],"text":"We’ll use Snowflake in this example. Check out our "},{"_key":"927ce56625a6","_type":"span","marks":["65fa67aba9f5"],"text":"integration docs"},{"_key":"c58f2d5e6962","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Snowflake to Common Room and explore other business data source options."}],"markDefs":[{"_key":"65fa67aba9f5","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/snowflake"}],"style":"normal"}],"header":"Data warehouse","style":"success"},{"_key":"7adf6181c374","_type":"infoBox","body":[{"_key":"097b3f290fd8","_type":"block","children":[{"_key":"938f85b7a173","_type":"span","marks":[],"text":"We’ll use Salesforce in this example. 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This makes it easy to take action on buying signals fast."}],"markDefs":[{"_key":"670a3d63becd","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"dd605d93c39a","_type":"block","children":[{"_key":"65087ee1c0780","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"65087ee1c0781","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"65087ee1c0782","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and navigate to "},{"_key":"65087ee1c0783","_type":"span","marks":["strong"],"text":"Scores"},{"_key":"65087ee1c0784","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"4eb75ac80eeb","_type":"mainImage","asset":{"_ref":"image-647bf5df0c8f1dd14f5cfec62f9efc2db6642702-3840x2160-png","_type":"reference"},"caption":"Select Scores"},{"_key":"5ac9ddcad2bf","_type":"block","children":[{"_key":"45b7b371d0f00","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"45b7b371d0f01","_type":"span","marks":["strong"],"text":"Create new score"},{"_key":"45b7b371d0f02","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"ece4bda989ff","_type":"mainImage","asset":{"_ref":"image-cc563df6cc3d517648f6bcd558da2546db512a1d-408x164-png","_type":"reference"},"caption":"Select Create new score"},{"_key":"07629eeb3992","_type":"block","children":[{"_key":"2601b209705e0","_type":"span","marks":[],"text":"After we give our score a title and short description, we can drill down into buyer fit and behavior."}],"markDefs":[],"style":"normal"},{"_key":"ab04b2e279d3","_type":"mainImage","asset":{"_ref":"image-5ff532024f271815208c693fea7f3f235d2d7fd3-3840x2160-png","_type":"reference"},"caption":"View score configuration options"},{"_key":"fc50e2371099","_type":"block","children":[{"_key":"6ec8c86b8a360","_type":"span","marks":[],"text":"We’ll start with fit."}],"markDefs":[],"style":"normal"},{"_key":"d8f7e55543fc","_type":"block","children":[{"_key":"c01db3f8673e0","_type":"span","marks":[],"text":"We have no shortage of attributes we can add, but for this example we want to score fit based on the industry the person works in, how much revenue their organization brings in each year, and whether or not they’re an economic buyer."}],"markDefs":[],"style":"normal"},{"_key":"b6217a3cd79b","_type":"block","children":[{"_key":"7b842e70f4dc0","_type":"span","marks":[],"text":"We can easily add those criteria by clicking "},{"_key":"7b842e70f4dc1","_type":"span","marks":["strong"],"text":"Add rule"},{"_key":"7b842e70f4dc2","_type":"span","marks":[],"text":" and choosing from our filters."}],"markDefs":[],"style":"normal"},{"_key":"4ad7731e34ce","_type":"mainImage","asset":{"_ref":"image-b2bba636bae2cba9021467bd92bd93d6a4669632-2522x1322-png","_type":"reference"},"caption":"View filters"},{"_key":"837c861e1928","_type":"block","children":[{"_key":"411da69d240e0","_type":"span","marks":[],"text":"Each time we add a new criteria, we have the option of customizing its importance to the score (as well as specifying additional parameters). Maybe industry is more important to us than annual revenue, so we’d mark it as very important."}],"markDefs":[],"style":"normal"},{"_key":"e72cfcd19ded","_type":"mainImage","asset":{"_ref":"image-e65b10b1a7174f7656e2d512d0f04b7f82c07410-3840x2160-png","_type":"reference"},"caption":"Configure importance"},{"_key":"02e7696e8bfd","_type":"block","children":[{"_key":"f713dc0320260","_type":"span","marks":[],"text":"Okay, now let’s focus on behavior."}],"markDefs":[],"style":"normal"},{"_key":"d25c228e3f2d","_type":"block","children":[{"_key":"e55bbcc5aaf90","_type":"span","marks":[],"text":"Again, we can pull in signals related to actions across numerous digital channels: product, website, social, community, open-source—you name it. 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We’d just hit "},{"_key":"e495367b737f1","_type":"span","marks":["strong"],"text":"Edit weights"},{"_key":"e495367b737f2","_type":"span","marks":[],"text":" and determine how much weight each category carries."}],"markDefs":[],"style":"normal"},{"_key":"20340322da87","_type":"mainImage","asset":{"_ref":"image-7fe9220f457c6161c4c7a8427a564a735fd444e6-2488x636-png","_type":"reference"},"caption":"Select Edit weights"},{"_key":"94bb83ebc1da","_type":"block","children":[{"_key":"cf223924881d0","_type":"span","marks":[],"text":"Last but not least, we’ll click "},{"_key":"cf223924881d1","_type":"span","marks":["strong"],"text":"Edit ranges"},{"_key":"cf223924881d2","_type":"span","marks":[],"text":" at the top of the screen so we can determine which scores are not a fit, fair, good, or excellent."}],"markDefs":[],"style":"normal"},{"_key":"666be331054a","_type":"mainImage","asset":{"_ref":"image-e8c38da0fd6831a1cd0069404be94a72da81d4f7-2516x624-png","_type":"reference"},"caption":"Select Edit ranges"},{"_key":"0bad8e6073d0","_type":"block","children":[{"_key":"a6ee768bafa80","_type":"span","marks":[],"text":"Voilà—we now have a new lead scoring system in place that can be applied to every person tracked in our digital ecosystem 💯"}],"markDefs":[],"style":"normal"},{"_key":"a484f182d298","_type":"block","children":[{"_key":"5ed0e09c30830","_type":"span","marks":[],"text":"Let’s put it to good use."}],"markDefs":[],"style":"normal"},{"_key":"dbfae35f6b0f","_type":"anchor","label":"Step 2: View scores"},{"_key":"263dc0330f6c","_type":"block","children":[{"_key":"1f4c15b51cd60","_type":"span","marks":[],"text":"Step 2: View scores"}],"markDefs":[],"style":"h3"},{"_key":"fd47c4a6857d","_type":"block","children":[{"_key":"810cac9088b40","_type":"span","marks":[],"text":"Click "},{"_key":"810cac9088b41","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"810cac9088b42","_type":"span","marks":[],"text":" to leave the "},{"_key":"810cac9088b43","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"810cac9088b44","_type":"span","marks":[],"text":" menu and head to "},{"_key":"810cac9088b45","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"810cac9088b46","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"e5cf5e6d173b","_type":"block","children":[{"_key":"3f96bd38fc850","_type":"span","marks":[],"text":"After we add our score as a column in our contacts view (just hit "},{"_key":"3f96bd38fc851","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"3f96bd38fc852","_type":"span","marks":[],"text":" to add a new one and customize its placement), we can see the lead score for each person marked as a contact in Common Room (keep in mind we can also do this for organizations)."}],"markDefs":[],"style":"normal"},{"_key":"619c7f3e2ebf","_type":"mainImage","asset":{"_ref":"image-d4bc0979907081d060f9e4b6855ccf8b906cab64-2620x508-png","_type":"reference"},"caption":"View scores"},{"_key":"f2d247deb9cf","_type":"block","children":[{"_key":"dc0baef46acb0","_type":"span","marks":[],"text":"Even better, we can simply hover over a person’s score to see why they received that designation."}],"markDefs":[],"style":"normal"},{"_key":"7e39a8df9911","_type":"mainImage","asset":{"_ref":"image-8a9c9820338a66c959f3b7c23061899d2d53d963-1058x674-png","_type":"reference"},"caption":"View score factors"},{"_key":"88438b6512bb","_type":"block","children":[{"_key":"e6e8b57d435d0","_type":"span","marks":[],"text":"Once we find a likely candidate for outreach, we can click into their Person360™ profile to learn more about them."}],"markDefs":[],"style":"normal"},{"_key":"ccfee15e587e","_type":"mainImage","asset":{"_ref":"image-55d3d0eda34f939874d5aae3e482cbf6af6b64fd-2688x1088-png","_type":"reference"},"caption":"View profile"},{"_key":"209871bfa390","_type":"block","children":[{"_key":"f9f91bbfeaac0","_type":"span","marks":[],"text":"🔦 "},{"_key":"f9f91bbfeaac1","_type":"span","marks":["strong"],"text":"Product spotlight: Person360\n"},{"_key":"56c2996207120","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"56c2996207121","_type":"span","marks":["89c9119c3ce7"],"text":"Person360"},{"_key":"56c2996207122","_type":"span","marks":[],"text":" feature allows you to deanonymize, merge, and enrich signals from every channel connected to Common Room. 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This makes it easy to take action on buying signals fast."}],"markDefs":[{"_key":"670a3d63becd","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"dd605d93c39a","_type":"block","children":[{"_key":"65087ee1c0780","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"65087ee1c0781","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"65087ee1c0782","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and navigate to "},{"_key":"65087ee1c0783","_type":"span","marks":["strong"],"text":"Scores"},{"_key":"65087ee1c0784","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"4eb75ac80eeb","_type":"mainImage","asset":{"_ref":"image-647bf5df0c8f1dd14f5cfec62f9efc2db6642702-3840x2160-png","_type":"reference"},"caption":"Select Scores"},{"_key":"5ac9ddcad2bf","_type":"block","children":[{"_key":"45b7b371d0f00","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"45b7b371d0f01","_type":"span","marks":["strong"],"text":"Create new score"},{"_key":"45b7b371d0f02","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"ece4bda989ff","_type":"mainImage","asset":{"_ref":"image-cc563df6cc3d517648f6bcd558da2546db512a1d-408x164-png","_type":"reference"},"caption":"Select Create new score"},{"_key":"07629eeb3992","_type":"block","children":[{"_key":"2601b209705e0","_type":"span","marks":[],"text":"After we give our score a title and short description, we can drill down into buyer fit and behavior."}],"markDefs":[],"style":"normal"},{"_key":"ab04b2e279d3","_type":"mainImage","asset":{"_ref":"image-5ff532024f271815208c693fea7f3f235d2d7fd3-3840x2160-png","_type":"reference"},"caption":"View score configuration options"},{"_key":"fc50e2371099","_type":"block","children":[{"_key":"6ec8c86b8a360","_type":"span","marks":[],"text":"We’ll start with fit."}],"markDefs":[],"style":"normal"},{"_key":"d8f7e55543fc","_type":"block","children":[{"_key":"c01db3f8673e0","_type":"span","marks":[],"text":"We have no shortage of attributes we can add, but for this example we want to score fit based on the industry the person works in, how much revenue their organization brings in each year, and whether or not they’re an economic buyer."}],"markDefs":[],"style":"normal"},{"_key":"b6217a3cd79b","_type":"block","children":[{"_key":"7b842e70f4dc0","_type":"span","marks":[],"text":"We can easily add those criteria by clicking "},{"_key":"7b842e70f4dc1","_type":"span","marks":["strong"],"text":"Add rule"},{"_key":"7b842e70f4dc2","_type":"span","marks":[],"text":" and choosing from our filters."}],"markDefs":[],"style":"normal"},{"_key":"4ad7731e34ce","_type":"mainImage","asset":{"_ref":"image-b2bba636bae2cba9021467bd92bd93d6a4669632-2522x1322-png","_type":"reference"},"caption":"View filters"},{"_key":"837c861e1928","_type":"block","children":[{"_key":"411da69d240e0","_type":"span","marks":[],"text":"Each time we add a new criteria, we have the option of customizing its importance to the score (as well as specifying additional parameters). 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We’d just hit "},{"_key":"e495367b737f1","_type":"span","marks":["strong"],"text":"Edit weights"},{"_key":"e495367b737f2","_type":"span","marks":[],"text":" and determine how much weight each category carries."}],"markDefs":[],"style":"normal"},{"_key":"20340322da87","_type":"mainImage","asset":{"_ref":"image-7fe9220f457c6161c4c7a8427a564a735fd444e6-2488x636-png","_type":"reference"},"caption":"Select Edit weights"},{"_key":"94bb83ebc1da","_type":"block","children":[{"_key":"cf223924881d0","_type":"span","marks":[],"text":"Last but not least, we’ll click "},{"_key":"cf223924881d1","_type":"span","marks":["strong"],"text":"Edit ranges"},{"_key":"cf223924881d2","_type":"span","marks":[],"text":" at the top of the screen so we can determine which scores are not a fit, fair, good, or excellent."}],"markDefs":[],"style":"normal"},{"_key":"666be331054a","_type":"mainImage","asset":{"_ref":"image-e8c38da0fd6831a1cd0069404be94a72da81d4f7-2516x624-png","_type":"reference"},"caption":"Select Edit ranges"},{"_key":"0bad8e6073d0","_type":"block","children":[{"_key":"a6ee768bafa80","_type":"span","marks":[],"text":"Voilà—we now have a new lead scoring system in place that can be applied to every person tracked in our digital ecosystem 💯"}],"markDefs":[],"style":"normal"},{"_key":"a484f182d298","_type":"block","children":[{"_key":"5ed0e09c30830","_type":"span","marks":[],"text":"Let’s put it to good use."}],"markDefs":[],"style":"normal"},{"_key":"dbfae35f6b0f","_type":"anchor","label":"Step 2: View scores"},{"_key":"263dc0330f6c","_type":"block","children":[{"_key":"1f4c15b51cd60","_type":"span","marks":[],"text":"Step 2: View scores"}],"markDefs":[],"style":"h3"},{"_key":"fd47c4a6857d","_type":"block","children":[{"_key":"810cac9088b40","_type":"span","marks":[],"text":"Click "},{"_key":"810cac9088b41","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"810cac9088b42","_type":"span","marks":[],"text":" to leave the "},{"_key":"810cac9088b43","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"810cac9088b44","_type":"span","marks":[],"text":" menu and head to "},{"_key":"810cac9088b45","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"810cac9088b46","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"e5cf5e6d173b","_type":"block","children":[{"_key":"3f96bd38fc850","_type":"span","marks":[],"text":"After we add our score as a column in our contacts view (just hit "},{"_key":"3f96bd38fc851","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"3f96bd38fc852","_type":"span","marks":[],"text":" to add a new one and customize its placement), we can see the lead score for each person marked as a contact in Common Room (keep in mind we can also do this for organizations)."}],"markDefs":[],"style":"normal"},{"_key":"619c7f3e2ebf","_type":"mainImage","asset":{"_ref":"image-d4bc0979907081d060f9e4b6855ccf8b906cab64-2620x508-png","_type":"reference"},"caption":"View scores"},{"_key":"f2d247deb9cf","_type":"block","children":[{"_key":"dc0baef46acb0","_type":"span","marks":[],"text":"Even better, we can simply hover over a person’s score to see why they received that designation."}],"markDefs":[],"style":"normal"},{"_key":"7e39a8df9911","_type":"mainImage","asset":{"_ref":"image-8a9c9820338a66c959f3b7c23061899d2d53d963-1058x674-png","_type":"reference"},"caption":"View score factors"},{"_key":"88438b6512bb","_type":"block","children":[{"_key":"e6e8b57d435d0","_type":"span","marks":[],"text":"Once we find a likely candidate for outreach, we can click into their Person360™ profile to learn more about them."}],"markDefs":[],"style":"normal"},{"_key":"ccfee15e587e","_type":"mainImage","asset":{"_ref":"image-55d3d0eda34f939874d5aae3e482cbf6af6b64fd-2688x1088-png","_type":"reference"},"caption":"View profile"},{"_key":"209871bfa390","_type":"block","children":[{"_key":"f9f91bbfeaac0","_type":"span","marks":[],"text":"🔦 "},{"_key":"f9f91bbfeaac1","_type":"span","marks":["strong"],"text":"Product spotlight: Person360\n"},{"_key":"56c2996207120","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"56c2996207121","_type":"span","marks":["89c9119c3ce7"],"text":"Person360"},{"_key":"56c2996207122","_type":"span","marks":[],"text":" feature allows you to deanonymize, merge, and enrich signals from every channel connected to Common Room. 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And if you haven’t already, "},{"_key":"1d3912c926434","_type":"span","marks":["e5172abc7901","em"],"text":"try Common Room for free"},{"_key":"1d3912c926435","_type":"span","marks":["em"],"text":"."}],"markDefs":[{"_key":"ea25df86ca81","_type":"link","href":"https://www.commonroom.io/contact/"},{"_key":"e5172abc7901","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"normal"}],"categories":[{"_key":"80e4ff7a799f","_ref":"df0bb227-e656-4be1-af6a-5b8410d9a26e","_type":"reference"},{"_key":"480e284bf607","_ref":"067d08c2-833d-447f-8bed-e63211d3c644","_type":"reference"},{"_key":"3027aa7e1fa9","_ref":"0ca9a6b3-3e40-42ed-8e2b-3f798a365fb4","_type":"reference"},{"_key":"92dfcbaea5f7","_ref":"1c3315d0-fdec-49dd-8590-76ca7a7367a2","_type":"reference"},{"_key":"2e0b33834546","_ref":"b0283bcf-1949-4988-ba0e-b43175d42846","_type":"reference"},{"_key":"abebe545cbfd","_ref":"7662f4d2-9875-4dc5-be5e-91dd093375ae","_type":"reference"}],"excerpt":[{"_key":"f976be0ddc6f","_type":"block","children":[{"_key":"9923bdece77f0","_type":"span","marks":[],"text":"Engage the right accounts at the right time using every signal."}],"markDefs":[],"style":"normal"}],"integrations":[{"_key":"540422e7246c","_ref":"94ff18e3-422c-4145-b03b-3dc30efb39b4","_type":"reference"},{"_key":"46942959ffa0","_ref":"479658eb-a957-4567-8076-8589a923d732","_type":"reference"},{"_key":"2e954d230c95","_ref":"82a26102-47d3-49e9-8f13-0c5a11744312","_type":"reference"}],"mainImage":{"_type":"mainImage","alt":"Title card with title: \"Follow up on the best leads fast with signal-based scoring\"","asset":{"_ref":"image-eae6a2ad4501f74176bac2ec463f228061acb5c6-2400x1260-png","_type":"reference"}},"slug":{"_type":"slug","current":"signal-based-lead-and-account-scoring"},"status":"published","suggestions":[{"_key":"367ab3d305af","_ref":"3d60bd1d-25c4-4eb6-94cf-cf23291e5dda","_type":"reference"},{"_key":"1c65d6b69e3e","_ref":"4613aad7-94e2-44a2-a509-8f95dd7a7137","_type":"reference"},{"_key":"5bfcf553c3a1","_ref":"81093de6-76c5-4a4e-9bd3-028fad117ba5","_type":"reference"}],"teams":["Sales","Marketing"],"title":"Follow up on the best leads fast with signal-based scoring","useCases":[{"_key":"427602d83d89","_ref":"49ec3c36-aeca-4921-a021-5a88cf0d66c0","_type":"reference"}],"id":"-39c0599c-173e-5f07-b954-4a095b28a9f4","children":[],"parent":null,"__gatsby_resolved":{"slug":{"current":"signal-based-lead-and-account-scoring"},"status":"published","_createdAt":"2024-05-10T18:48:10Z","categories":[{"_id":"df0bb227-e656-4be1-af6a-5b8410d9a26e"},{"_id":"067d08c2-833d-447f-8bed-e63211d3c644"},{"_id":"0ca9a6b3-3e40-42ed-8e2b-3f798a365fb4"},{"_id":"1c3315d0-fdec-49dd-8590-76ca7a7367a2"},{"_id":"b0283bcf-1949-4988-ba0e-b43175d42846"},{"_id":"7662f4d2-9875-4dc5-be5e-91dd093375ae"}],"_rawExcerpt":[{"_key":"f976be0ddc6f","_type":"block","children":[{"_key":"9923bdece77f0","_type":"span","marks":[],"text":"Engage the right accounts at the right time using every signal."}],"markDefs":[],"style":"normal"}],"isPublished":true,"integrations":[{"_id":"94ff18e3-422c-4145-b03b-3dc30efb39b4"},{"_id":"479658eb-a957-4567-8076-8589a923d732"},{"_id":"82a26102-47d3-49e9-8f13-0c5a11744312"}],"_id":"d14860a3-c2df-4eef-962c-5d58c6155f98"}},{"_id":"dc42e419-d60d-42d9-b31e-bb67cf25e931","_type":"playbook","_rev":"Vuz5aUcn4aMvzzjKxFtvVg","_createdAt":"2024-08-07T13:10:16Z","_updatedAt":"2024-09-13T16:04:30Z","body":[{"_key":"eb9256e249f8","_type":"anchor","label":"Getting started"},{"_key":"a4a7fbbfa295","_type":"block","children":[{"_key":"7b218f6c0a9f0","_type":"span","marks":[],"text":"Getting started"}],"markDefs":[],"style":"h3"},{"_key":"fe4d91e59888","_type":"block","children":[{"_key":"86f31c76c6370","_type":"span","marks":[],"text":"Signal depth is just as valuable as signal breadth."}],"markDefs":[],"style":"normal"},{"_key":"9bcd7a536b9a","_type":"block","children":[{"_key":"ec361ba24c480","_type":"span","marks":[],"text":"But knowing which accounts generate a high volume of key buying signals used to require manual research or hacky workarounds. That’s no longer the case 🙌"}],"markDefs":[],"style":"normal"},{"_key":"632a03ee6b04","_type":"block","children":[{"_key":"4c2a64b271be0","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to quickly stack rank accounts based on the volume of signals you care about and action on them just as fast."}],"markDefs":[],"style":"normal"},{"_key":"829e2f32636d","_type":"block","children":[{"_key":"956fc73d27b30","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"6c34b0e95c87","_type":"infoBox","body":[{"_key":"3e6455e7f433","_type":"block","children":[{"_key":"bf2898c67273","_type":"span","marks":[],"text":"This is how we’ll identify and calculate account-level signals. "},{"_key":"4335d189c511","_type":"span","marks":["04d41cb5b41b"],"text":"Sign up for free"},{"_key":"53a538c55239","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"04d41cb5b41b","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"normal"}],"header":"Common Room","style":"success"},{"_key":"cb73b8cdf35e","_type":"infoBox","body":[{"_key":"433fc955fd6d","_type":"block","children":[{"_key":"ccce2fc453fa","_type":"span","marks":[],"text":"We’ll use Snowflake in this example. Check out our "},{"_key":"43ce65564f40","_type":"span","marks":["295199622034"],"text":"integration docs"},{"_key":"4dcb31435349","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Snowflake to Common Room and explore other business data source options."}],"markDefs":[{"_key":"295199622034","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/snowflake"}],"style":"normal"}],"header":"Data warehouse","style":"success"},{"_key":"42e6e2255241","_type":"anchor","label":"Step 1: Create calculated field"},{"_key":"525000611f6e","_type":"block","children":[{"_key":"c33e548abc060","_type":"span","marks":[],"text":"Step 1: Create calculated field"}],"markDefs":[],"style":"h3"},{"_key":"d7c70e67bae9","_type":"block","children":[{"_key":"79ce3b673dab0","_type":"span","marks":[],"text":"Let’s say there’s a particular buying signal we’re interested in. We want to prioritize account outreach based on the volume of that signal."}],"markDefs":[],"style":"normal"},{"_key":"6e29e416b2ec","_type":"block","children":[{"_key":"276e081c88c90","_type":"span","marks":[],"text":"We’d log in to Common Room and create a calculated field to track it. We can do this from "},{"_key":"276e081c88c91","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"276e081c88c92","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar) or from any org-level view within Common Room, including segments."}],"markDefs":[],"style":"normal"},{"_key":"e3efd8b698ba","_type":"infoBox","body":[{"_key":"1e5f2ab8d35a","_type":"block","children":[{"_key":"0d5da3d23f18","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"168d5c6ecf95","_type":"span","marks":["f0485d8aff7a"],"text":"segments"},{"_key":"1635bdc4612b","_type":"span","marks":[],"text":" feature allows you to automatically add individuals or organizations to auto-replenishing lists based on customizable criteria. This makes it easy to quickly surface, monitor, and engage specific people and companies at scale."}],"markDefs":[{"_key":"f0485d8aff7a","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"normal"}],"header":"Segments","style":"info"},{"_key":"ca09528e1c83","_type":"block","children":[{"_key":"de6df6f402a60","_type":"span","marks":[],"text":"In this case, we’ll navigate to "},{"_key":"de6df6f402a61","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"de6df6f402a62","_type":"span","marks":[],"text":" in the left sidebar and create our field there."}],"markDefs":[],"style":"normal"},{"_key":"bc1de396a1fd","_type":"mainImage","asset":{"_ref":"image-58645d117f3e2b54b644a6d496fdfe4425930b3a-3840x2160-png","_type":"reference"},"caption":"Select Organizations"},{"_key":"b1ffa45d959a","_type":"block","children":[{"_key":"f1b4baa730350","_type":"span","marks":[],"text":"We’d click "},{"_key":"f1b4baa730351","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"f1b4baa730352","_type":"span","marks":[],"text":" in the top right of the screen. This shows us all the columns displaying information about accounts captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"2443339abcfd","_type":"mainImage","asset":{"_ref":"image-910aa9b983d599403c3fc255b53bc56e38c347bc-1316x1468-png","_type":"reference"},"caption":"View columns"},{"_key":"88ecb2b02205","_type":"block","children":[{"_key":"f8aef99f2e5d0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"f8aef99f2e5d1","_type":"span","marks":["strong"],"text":"Create new custom field"},{"_key":"f8aef99f2e5d2","_type":"span","marks":[],"text":", give it a brief name and description, and select "},{"_key":"f8aef99f2e5d3","_type":"span","marks":["strong"],"text":"Calculated"},{"_key":"f8aef99f2e5d4","_type":"span","marks":[],"text":" as the type."}],"markDefs":[],"style":"normal"},{"_key":"a6328a9bf15b","_type":"mainImage","asset":{"_ref":"image-d422206bea4636465f6e783abf707d7d8e596066-1314x946-png","_type":"reference"},"caption":"Select Calculated"},{"_key":"9ea3a66a9e7a","_type":"block","children":[{"_key":"df0785269baf0","_type":"span","marks":[],"text":"We can create a field based on any number of different types of account-level signals, including contact-level activities (such as product usage, job changes, and more), job listings, and news events."}],"markDefs":[],"style":"normal"},{"_key":"9e6d127a0176","_type":"mainImage","asset":{"_ref":"image-46de57b369a630d3ca01fa68fd84af445e34a088-1316x782-png","_type":"reference"},"caption":"View field options"},{"_key":"00b8f0c01f07","_type":"block","children":[{"_key":"42f2185784e60","_type":"span","marks":[],"text":"We can even use Common Room’s Prospector tool to count the number of high-fit prospects who work at an organization based on our custom criteria, like job title, role, seniority level, location, job-change history, and even LinkedIn follower count."}],"markDefs":[],"style":"normal"},{"_key":"cce590fd58f0","_type":"infoBox","body":[{"_key":"fa71d74b1bf4","_type":"block","children":[{"_key":"0066491dd2be","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"f619de28403b","_type":"span","marks":["c3fccc97056c"],"text":"Prospector"},{"_key":"82f8daf805ca","_type":"span","marks":[],"text":" feature allows you to search through a proprietary, constantly refreshed database of more than 200 million B2B contacts, surface employees at specific organizations based on custom criteria, and automatically add them as contacts—even if they’re not currently engaging with your organization on any connected channels or tracked in your CRM."}],"markDefs":[{"_key":"c3fccc97056c","_type":"link","href":"https://docs.commonroom.io/get-started/signals/common-room-native-signals/prospector"}],"style":"normal"}],"header":"Prospector","style":"info"},{"_key":"eabbca911d10","_type":"block","children":[{"_key":"4f327eced2cf0","_type":"span","marks":[],"text":"For this example, let’s say we want to see how many people within an account have been active in our product over the past 30 days. We’d configure the field to make sure we’re counting that record."}],"markDefs":[],"style":"normal"},{"_key":"3c00a93d4623","_type":"mainImage","asset":{"_ref":"image-3407cb495fd82d6baa5848b42b23cb29fc2116e9-1322x1222-png","_type":"reference"},"caption":"Configure calculated field"},{"_key":"c1d75286634b","_type":"block","children":[{"_key":"44a1e83f11150","_type":"span","marks":[],"text":"Once we’ve created our field and hit "},{"_key":"44a1e83f11151","_type":"span","marks":["strong"],"text":"Save"},{"_key":"44a1e83f11152","_type":"span","marks":[],"text":", it will automatically be added as a column to our table view. 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This makes it easy to take action on buying signals fast."}],"markDefs":[{"_key":"670a3d63becd","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"dd605d93c39a","_type":"block","children":[{"_key":"65087ee1c0780","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"65087ee1c0781","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"65087ee1c0782","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and navigate to "},{"_key":"65087ee1c0783","_type":"span","marks":["strong"],"text":"Scores"},{"_key":"65087ee1c0784","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"4eb75ac80eeb","_type":"mainImage","asset":{"_ref":"image-647bf5df0c8f1dd14f5cfec62f9efc2db6642702-3840x2160-png","_type":"reference"},"caption":"Select Scores"},{"_key":"5ac9ddcad2bf","_type":"block","children":[{"_key":"45b7b371d0f00","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"45b7b371d0f01","_type":"span","marks":["strong"],"text":"Create new score"},{"_key":"45b7b371d0f02","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"ece4bda989ff","_type":"mainImage","asset":{"_ref":"image-cc563df6cc3d517648f6bcd558da2546db512a1d-408x164-png","_type":"reference"},"caption":"Select Create new score"},{"_key":"07629eeb3992","_type":"block","children":[{"_key":"2601b209705e0","_type":"span","marks":[],"text":"After we give our score a title and short description, we can drill down into buyer fit and behavior."}],"markDefs":[],"style":"normal"},{"_key":"ab04b2e279d3","_type":"mainImage","asset":{"_ref":"image-5ff532024f271815208c693fea7f3f235d2d7fd3-3840x2160-png","_type":"reference"},"caption":"View score configuration options"},{"_key":"fc50e2371099","_type":"block","children":[{"_key":"6ec8c86b8a360","_type":"span","marks":[],"text":"We’ll start with fit."}],"markDefs":[],"style":"normal"},{"_key":"d8f7e55543fc","_type":"block","children":[{"_key":"c01db3f8673e0","_type":"span","marks":[],"text":"We have no shortage of attributes we can add, but for this example we want to score fit based on the industry the person works in, how much revenue their organization brings in each year, and whether or not they’re an economic buyer."}],"markDefs":[],"style":"normal"},{"_key":"b6217a3cd79b","_type":"block","children":[{"_key":"7b842e70f4dc0","_type":"span","marks":[],"text":"We can easily add those criteria by clicking "},{"_key":"7b842e70f4dc1","_type":"span","marks":["strong"],"text":"Add rule"},{"_key":"7b842e70f4dc2","_type":"span","marks":[],"text":" and choosing from our filters."}],"markDefs":[],"style":"normal"},{"_key":"4ad7731e34ce","_type":"mainImage","asset":{"_ref":"image-b2bba636bae2cba9021467bd92bd93d6a4669632-2522x1322-png","_type":"reference"},"caption":"View filters"},{"_key":"837c861e1928","_type":"block","children":[{"_key":"411da69d240e0","_type":"span","marks":[],"text":"Each time we add a new criteria, we have the option of customizing its importance to the score (as well as specifying additional parameters). Maybe industry is more important to us than annual revenue, so we’d mark it as very important."}],"markDefs":[],"style":"normal"},{"_key":"e72cfcd19ded","_type":"mainImage","asset":{"_ref":"image-e65b10b1a7174f7656e2d512d0f04b7f82c07410-3840x2160-png","_type":"reference"},"caption":"Configure importance"},{"_key":"02e7696e8bfd","_type":"block","children":[{"_key":"f713dc0320260","_type":"span","marks":[],"text":"Okay, now let’s focus on behavior."}],"markDefs":[],"style":"normal"},{"_key":"d25c228e3f2d","_type":"block","children":[{"_key":"e55bbcc5aaf90","_type":"span","marks":[],"text":"Again, we can pull in signals related to actions across numerous digital channels: product, website, social, community, open-source—you name it. 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Now they’re finding high-intent leads they never would have seen otherwise.”"}],"markDefs":[],"style":"normal"}],"status":"published","orderRank":"0|10012g:","companies":[{"mainImage":{"asset":{"_id":"image-2d4d0df1acfd79d30599eb5c30b56a89d3307d36-400x200-png"}}}],"isPublished":true,"headline":"Semgrep case study"}}},{"_key":"87b43a641b6d","_type":"anchor","label":"Background"},{"_key":"b37cc714b969","_type":"block","children":[{"_key":"f2cf21f5173f0","_type":"span","marks":[],"text":"Background"}],"markDefs":[],"style":"h2"},{"_key":"109be7aa04dd","_type":"block","children":[{"_key":"c358925086200","_type":"span","marks":[],"text":"Buying intent comes in many forms—not just demo requests. But if you’re blind to the signals, separating in-market accounts from the rest is a manual, time-consuming process. It’s the reason so many sales teams fall back on cold outbound."}],"markDefs":[],"style":"normal"},{"_key":"8d9c7e9dacab","_type":"block","children":[{"_key":"94a5435ae96a0","_type":"span","marks":[],"text":"That’s why data-driven organizations like "},{"_key":"94a5435ae96a1","_type":"span","marks":["fbde11a078cf"],"text":"Semgrep"},{"_key":"94a5435ae96a2","_type":"span","marks":[],"text":" make sure their sales reps have full visibility into high-fit prospects and companies showing intent across channels—and the tools to take action fast."}],"markDefs":[{"_key":"fbde11a078cf","_type":"link","href":"https://semgrep.dev/"}],"style":"normal"},{"_key":"a273561519ec","_type":"block","children":[{"_key":"755ccf4431db0","_type":"span","marks":[],"text":"Here’s how Semgrep used Common Room to:"}],"markDefs":[],"style":"normal"},{"_key":"fbcfa618ed3c","_type":"block","children":[{"_key":"24616bf2284e0","_type":"span","marks":[],"text":"Swap cold outreach for warm outbound"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"d1b945913e01","_type":"block","children":[{"_key":"a090f538be110","_type":"span","marks":[],"text":"Automatically surface ready-to-buy prospects and accounts"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"5916efd34046","_type":"block","children":[{"_key":"90ccb21ed0990","_type":"span","marks":[],"text":"Increase qualified pipeline by 74% within three months"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"4d02326df37e","_type":"callToAction","action":"getStarted"},{"_key":"923aea51a9e1","_type":"anchor","label":"Turn cold outbound warm"},{"_key":"40ac67da33eb","_type":"block","children":[{"_key":"8ddff23871a50","_type":"span","marks":[],"text":"Turn cold outbound warm"}],"markDefs":[],"style":"h2"},{"_key":"3a4f982ad12a","_type":"block","children":[{"_key":"9f299ea934c80","_type":"span","marks":[],"text":"Semgrep’s sales organization was seeing success on the inbound front, thanks in part to the company’s popular open-source product, Semgrep OSS."}],"markDefs":[],"style":"normal"},{"_key":"c2fea85d5f50","_type":"block","children":[{"_key":"97e03c6e157e0","_type":"span","marks":[],"text":"But its outbound motion wasn’t driving the same results."}],"markDefs":[],"style":"normal"},{"_key":"9d2e88f4bcd1","_type":"block","children":[{"_key":"e16a9f4e8c600","_type":"span","marks":[],"text":"The company decided to switch up its go-to-market approach. Instead of outbounding any account that matches its ideal customer profile, the SDR team would start focusing on the warmest accounts in its ICP."}],"markDefs":[],"style":"normal"},{"_key":"8f8f61f19d4e","_type":"block","children":[{"_key":"0af877c796410","_type":"span","marks":[],"text":"“I wanted to fundamentally change our targeting,” said Director of Sales Development Jason Klumpp. “There’s a ton of stuff that happens before a prospect opts in with a form fill. We should be using those signals to see which accounts are interested in us, our offering, or our space.”"}],"markDefs":[],"style":"blockquote"},{"_key":"8783c3cc2b53","_type":"block","children":[{"_key":"2287271b92720","_type":"span","marks":[],"text":"The only thing stopping Semgrep from building its warm outbound rhythm? 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As we look to adopt more intelligent AI-based sales tooling, this is a critical criteria and differentiator.\""}],"markDefs":[],"style":"blockquote"},{"_key":"7fcaa6b02ac9","_type":"playbookReference","playbook":{"_id":"dc42e419-d60d-42d9-b31e-bb67cf25e931","_type":"playbook","_rev":"Vuz5aUcn4aMvzzjKxFtvVg","_createdAt":"2024-08-07T13:10:16Z","_updatedAt":"2024-09-13T16:04:30Z","body":[{"_key":"eb9256e249f8","_type":"anchor","label":"Getting started"},{"_key":"a4a7fbbfa295","_type":"block","children":[{"_key":"7b218f6c0a9f0","_type":"span","marks":[],"text":"Getting started"}],"markDefs":[],"style":"h3"},{"_key":"fe4d91e59888","_type":"block","children":[{"_key":"86f31c76c6370","_type":"span","marks":[],"text":"Signal depth is just as valuable as signal breadth."}],"markDefs":[],"style":"normal"},{"_key":"9bcd7a536b9a","_type":"block","children":[{"_key":"ec361ba24c480","_type":"span","marks":[],"text":"But knowing which accounts generate a high volume of key buying signals used to require manual research or hacky workarounds. That’s no longer the case 🙌"}],"markDefs":[],"style":"normal"},{"_key":"632a03ee6b04","_type":"block","children":[{"_key":"4c2a64b271be0","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to quickly stack rank accounts based on the volume of signals you care about and action on them just as fast."}],"markDefs":[],"style":"normal"},{"_key":"829e2f32636d","_type":"block","children":[{"_key":"956fc73d27b30","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"6c34b0e95c87","_type":"infoBox","body":[{"_key":"3e6455e7f433","_type":"block","children":[{"_key":"bf2898c67273","_type":"span","marks":[],"text":"This is how we’ll identify and calculate account-level signals. 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Check out our "},{"_key":"43ce65564f40","_type":"span","marks":["295199622034"],"text":"integration docs"},{"_key":"4dcb31435349","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Snowflake to Common Room and explore other business data source options."}],"markDefs":[{"_key":"295199622034","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/snowflake"}],"style":"normal"}],"header":"Data warehouse","style":"success"},{"_key":"42e6e2255241","_type":"anchor","label":"Step 1: Create calculated field"},{"_key":"525000611f6e","_type":"block","children":[{"_key":"c33e548abc060","_type":"span","marks":[],"text":"Step 1: Create calculated field"}],"markDefs":[],"style":"h3"},{"_key":"d7c70e67bae9","_type":"block","children":[{"_key":"79ce3b673dab0","_type":"span","marks":[],"text":"Let’s say there’s a particular buying signal we’re interested in. We want to prioritize account outreach based on the volume of that signal."}],"markDefs":[],"style":"normal"},{"_key":"6e29e416b2ec","_type":"block","children":[{"_key":"276e081c88c90","_type":"span","marks":[],"text":"We’d log in to Common Room and create a calculated field to track it. We can do this from "},{"_key":"276e081c88c91","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"276e081c88c92","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar) or from any org-level view within Common Room, including segments."}],"markDefs":[],"style":"normal"},{"_key":"e3efd8b698ba","_type":"infoBox","body":[{"_key":"1e5f2ab8d35a","_type":"block","children":[{"_key":"0d5da3d23f18","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"168d5c6ecf95","_type":"span","marks":["f0485d8aff7a"],"text":"segments"},{"_key":"1635bdc4612b","_type":"span","marks":[],"text":" feature allows you to automatically add individuals or organizations to auto-replenishing lists based on customizable criteria. This makes it easy to quickly surface, monitor, and engage specific people and companies at scale."}],"markDefs":[{"_key":"f0485d8aff7a","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"normal"}],"header":"Segments","style":"info"},{"_key":"ca09528e1c83","_type":"block","children":[{"_key":"de6df6f402a60","_type":"span","marks":[],"text":"In this case, we’ll navigate to "},{"_key":"de6df6f402a61","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"de6df6f402a62","_type":"span","marks":[],"text":" in the left sidebar and create our field there."}],"markDefs":[],"style":"normal"},{"_key":"bc1de396a1fd","_type":"mainImage","asset":{"_ref":"image-58645d117f3e2b54b644a6d496fdfe4425930b3a-3840x2160-png","_type":"reference"},"caption":"Select Organizations"},{"_key":"b1ffa45d959a","_type":"block","children":[{"_key":"f1b4baa730350","_type":"span","marks":[],"text":"We’d click "},{"_key":"f1b4baa730351","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"f1b4baa730352","_type":"span","marks":[],"text":" in the top right of the screen. This shows us all the columns displaying information about accounts captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"2443339abcfd","_type":"mainImage","asset":{"_ref":"image-910aa9b983d599403c3fc255b53bc56e38c347bc-1316x1468-png","_type":"reference"},"caption":"View columns"},{"_key":"88ecb2b02205","_type":"block","children":[{"_key":"f8aef99f2e5d0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"f8aef99f2e5d1","_type":"span","marks":["strong"],"text":"Create new custom field"},{"_key":"f8aef99f2e5d2","_type":"span","marks":[],"text":", give it a brief name and description, and select "},{"_key":"f8aef99f2e5d3","_type":"span","marks":["strong"],"text":"Calculated"},{"_key":"f8aef99f2e5d4","_type":"span","marks":[],"text":" as the type."}],"markDefs":[],"style":"normal"},{"_key":"a6328a9bf15b","_type":"mainImage","asset":{"_ref":"image-d422206bea4636465f6e783abf707d7d8e596066-1314x946-png","_type":"reference"},"caption":"Select Calculated"},{"_key":"9ea3a66a9e7a","_type":"block","children":[{"_key":"df0785269baf0","_type":"span","marks":[],"text":"We can create a field based on any number of different types of account-level signals, including contact-level activities (such as product usage, job changes, and more), job listings, and news events."}],"markDefs":[],"style":"normal"},{"_key":"9e6d127a0176","_type":"mainImage","asset":{"_ref":"image-46de57b369a630d3ca01fa68fd84af445e34a088-1316x782-png","_type":"reference"},"caption":"View field options"},{"_key":"00b8f0c01f07","_type":"block","children":[{"_key":"42f2185784e60","_type":"span","marks":[],"text":"We can even use Common Room’s Prospector tool to count the number of high-fit prospects who work at an organization based on our custom criteria, like job title, role, seniority level, location, job-change history, and even LinkedIn follower count."}],"markDefs":[],"style":"normal"},{"_key":"cce590fd58f0","_type":"infoBox","body":[{"_key":"fa71d74b1bf4","_type":"block","children":[{"_key":"0066491dd2be","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"f619de28403b","_type":"span","marks":["c3fccc97056c"],"text":"Prospector"},{"_key":"82f8daf805ca","_type":"span","marks":[],"text":" feature allows you to search through a proprietary, constantly refreshed database of more than 200 million B2B contacts, surface employees at specific organizations based on custom criteria, and automatically add them as contacts—even if they’re not currently engaging with your organization on any connected channels or tracked in your CRM."}],"markDefs":[{"_key":"c3fccc97056c","_type":"link","href":"https://docs.commonroom.io/get-started/signals/common-room-native-signals/prospector"}],"style":"normal"}],"header":"Prospector","style":"info"},{"_key":"eabbca911d10","_type":"block","children":[{"_key":"4f327eced2cf0","_type":"span","marks":[],"text":"For this example, let’s say we want to see how many people within an account have been active in our product over the past 30 days. 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This makes it easy to take action on buying signals fast."}],"markDefs":[{"_key":"670a3d63becd","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"dd605d93c39a","_type":"block","children":[{"_key":"65087ee1c0780","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"65087ee1c0781","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"65087ee1c0782","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and navigate to "},{"_key":"65087ee1c0783","_type":"span","marks":["strong"],"text":"Scores"},{"_key":"65087ee1c0784","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"4eb75ac80eeb","_type":"mainImage","asset":{"_ref":"image-647bf5df0c8f1dd14f5cfec62f9efc2db6642702-3840x2160-png","_type":"reference"},"caption":"Select Scores"},{"_key":"5ac9ddcad2bf","_type":"block","children":[{"_key":"45b7b371d0f00","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"45b7b371d0f01","_type":"span","marks":["strong"],"text":"Create new score"},{"_key":"45b7b371d0f02","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"ece4bda989ff","_type":"mainImage","asset":{"_ref":"image-cc563df6cc3d517648f6bcd558da2546db512a1d-408x164-png","_type":"reference"},"caption":"Select Create new score"},{"_key":"07629eeb3992","_type":"block","children":[{"_key":"2601b209705e0","_type":"span","marks":[],"text":"After we give our score a title and short description, we can drill down into buyer fit and behavior."}],"markDefs":[],"style":"normal"},{"_key":"ab04b2e279d3","_type":"mainImage","asset":{"_ref":"image-5ff532024f271815208c693fea7f3f235d2d7fd3-3840x2160-png","_type":"reference"},"caption":"View score configuration options"},{"_key":"fc50e2371099","_type":"block","children":[{"_key":"6ec8c86b8a360","_type":"span","marks":[],"text":"We’ll start with fit."}],"markDefs":[],"style":"normal"},{"_key":"d8f7e55543fc","_type":"block","children":[{"_key":"c01db3f8673e0","_type":"span","marks":[],"text":"We have no shortage of attributes we can add, but for this example we want to score fit based on the industry the person works in, how much revenue their organization brings in each year, and whether or not they’re an economic buyer."}],"markDefs":[],"style":"normal"},{"_key":"b6217a3cd79b","_type":"block","children":[{"_key":"7b842e70f4dc0","_type":"span","marks":[],"text":"We can easily add those criteria by clicking "},{"_key":"7b842e70f4dc1","_type":"span","marks":["strong"],"text":"Add rule"},{"_key":"7b842e70f4dc2","_type":"span","marks":[],"text":" and choosing from our filters."}],"markDefs":[],"style":"normal"},{"_key":"4ad7731e34ce","_type":"mainImage","asset":{"_ref":"image-b2bba636bae2cba9021467bd92bd93d6a4669632-2522x1322-png","_type":"reference"},"caption":"View filters"},{"_key":"837c861e1928","_type":"block","children":[{"_key":"411da69d240e0","_type":"span","marks":[],"text":"Each time we add a new criteria, we have the option of customizing its importance to the score (as well as specifying additional parameters). Maybe industry is more important to us than annual revenue, so we’d mark it as very important."}],"markDefs":[],"style":"normal"},{"_key":"e72cfcd19ded","_type":"mainImage","asset":{"_ref":"image-e65b10b1a7174f7656e2d512d0f04b7f82c07410-3840x2160-png","_type":"reference"},"caption":"Configure importance"},{"_key":"02e7696e8bfd","_type":"block","children":[{"_key":"f713dc0320260","_type":"span","marks":[],"text":"Okay, now let’s focus on behavior."}],"markDefs":[],"style":"normal"},{"_key":"d25c228e3f2d","_type":"block","children":[{"_key":"e55bbcc5aaf90","_type":"span","marks":[],"text":"Again, we can pull in signals related to actions across numerous digital channels: product, website, social, community, open-source—you name it. 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We’d just hit "},{"_key":"e495367b737f1","_type":"span","marks":["strong"],"text":"Edit weights"},{"_key":"e495367b737f2","_type":"span","marks":[],"text":" and determine how much weight each category carries."}],"markDefs":[],"style":"normal"},{"_key":"20340322da87","_type":"mainImage","asset":{"_ref":"image-7fe9220f457c6161c4c7a8427a564a735fd444e6-2488x636-png","_type":"reference"},"caption":"Select Edit weights"},{"_key":"94bb83ebc1da","_type":"block","children":[{"_key":"cf223924881d0","_type":"span","marks":[],"text":"Last but not least, we’ll click "},{"_key":"cf223924881d1","_type":"span","marks":["strong"],"text":"Edit ranges"},{"_key":"cf223924881d2","_type":"span","marks":[],"text":" at the top of the screen so we can determine which scores are not a fit, fair, good, or excellent."}],"markDefs":[],"style":"normal"},{"_key":"666be331054a","_type":"mainImage","asset":{"_ref":"image-e8c38da0fd6831a1cd0069404be94a72da81d4f7-2516x624-png","_type":"reference"},"caption":"Select Edit ranges"},{"_key":"0bad8e6073d0","_type":"block","children":[{"_key":"a6ee768bafa80","_type":"span","marks":[],"text":"Voilà—we now have a new lead scoring system in place that can be applied to every person tracked in our digital ecosystem 💯"}],"markDefs":[],"style":"normal"},{"_key":"a484f182d298","_type":"block","children":[{"_key":"5ed0e09c30830","_type":"span","marks":[],"text":"Let’s put it to good use."}],"markDefs":[],"style":"normal"},{"_key":"dbfae35f6b0f","_type":"anchor","label":"Step 2: View scores"},{"_key":"263dc0330f6c","_type":"block","children":[{"_key":"1f4c15b51cd60","_type":"span","marks":[],"text":"Step 2: View scores"}],"markDefs":[],"style":"h3"},{"_key":"fd47c4a6857d","_type":"block","children":[{"_key":"810cac9088b40","_type":"span","marks":[],"text":"Click "},{"_key":"810cac9088b41","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"810cac9088b42","_type":"span","marks":[],"text":" to leave the "},{"_key":"810cac9088b43","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"810cac9088b44","_type":"span","marks":[],"text":" menu and head to "},{"_key":"810cac9088b45","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"810cac9088b46","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"e5cf5e6d173b","_type":"block","children":[{"_key":"3f96bd38fc850","_type":"span","marks":[],"text":"After we add our score as a column in our contacts view (just hit "},{"_key":"3f96bd38fc851","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"3f96bd38fc852","_type":"span","marks":[],"text":" to add a new one and customize its placement), we can see the lead score for each person marked as a contact in Common Room (keep in mind we can also do this for organizations)."}],"markDefs":[],"style":"normal"},{"_key":"619c7f3e2ebf","_type":"mainImage","asset":{"_ref":"image-d4bc0979907081d060f9e4b6855ccf8b906cab64-2620x508-png","_type":"reference"},"caption":"View scores"},{"_key":"f2d247deb9cf","_type":"block","children":[{"_key":"dc0baef46acb0","_type":"span","marks":[],"text":"Even better, we can simply hover over a person’s score to see why they received that designation."}],"markDefs":[],"style":"normal"},{"_key":"7e39a8df9911","_type":"mainImage","asset":{"_ref":"image-8a9c9820338a66c959f3b7c23061899d2d53d963-1058x674-png","_type":"reference"},"caption":"View score factors"},{"_key":"88438b6512bb","_type":"block","children":[{"_key":"e6e8b57d435d0","_type":"span","marks":[],"text":"Once we find a likely candidate for outreach, we can click into their Person360™ profile to learn more about them."}],"markDefs":[],"style":"normal"},{"_key":"ccfee15e587e","_type":"mainImage","asset":{"_ref":"image-55d3d0eda34f939874d5aae3e482cbf6af6b64fd-2688x1088-png","_type":"reference"},"caption":"View profile"},{"_key":"209871bfa390","_type":"block","children":[{"_key":"f9f91bbfeaac0","_type":"span","marks":[],"text":"🔦 "},{"_key":"f9f91bbfeaac1","_type":"span","marks":["strong"],"text":"Product spotlight: Person360\n"},{"_key":"56c2996207120","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"56c2996207121","_type":"span","marks":["89c9119c3ce7"],"text":"Person360"},{"_key":"56c2996207122","_type":"span","marks":[],"text":" feature allows you to deanonymize, merge, and enrich signals from every channel connected to Common Room. 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Check out our "},{"_key":"3ed0674028a11","_type":"span","marks":["1543a01bbadf"],"text":"integration docs"},{"_key":"3ed0674028a12","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Outreach to Common Room and explore other integration options."}],"markDefs":[{"_key":"1543a01bbadf","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/outreach"}],"style":"callout"},{"_key":"e13bd9a4cc52","_type":"anchor","label":"Step 1: Create workflow"},{"_key":"29ebfb3c0782","_type":"block","children":[{"_key":"0b5ac617b3670","_type":"span","marks":[],"text":"Step 1: Create workflow"}],"markDefs":[],"style":"h3"},{"_key":"98afd8408b29","_type":"block","children":[{"_key":"8693ca795e9a0","_type":"span","marks":[],"text":"Let’s say some of our reps have recently seen success with expanding the number of product seats at certain accounts."}],"markDefs":[],"style":"normal"},{"_key":"8207de523905","_type":"block","children":[{"_key":"39e6f02d8cfd0","_type":"span","marks":[],"text":"We want to make it easy for the entire team to add economic buyers who are admins in our product—and who are showing signs of needing more seats—to a personalized email sequence."}],"markDefs":[],"style":"normal"},{"_key":"4a2a5e47131e","_type":"block","children":[{"_key":"bf91a3fdea690","_type":"span","marks":[],"text":"We’d log in to Common Room and go to "},{"_key":"bf91a3fdea691","_type":"span","marks":["strong"],"text":"Workflows"},{"_key":"bf91a3fdea692","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"171aeb58f7b2","_type":"mainImage","asset":{"_ref":"image-22ad7d77fb015d85d8cfd2c5f13d6917853f70b2-3840x2160-png","_type":"reference"},"caption":"Select Workflows"},{"_key":"a7a5c8187cb1","_type":"block","children":[{"_key":"ddf58c754eca0","_type":"span","marks":[],"text":"🔦 "},{"_key":"ddf58c754eca1","_type":"span","marks":["strong"],"text":"Product spotlight: Workflows\n"},{"_key":"15dab01a2ae90","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"15dab01a2ae91","_type":"span","marks":["3ae6c90214cc"],"text":"workflows"},{"_key":"15dab01a2ae92","_type":"span","marks":[],"text":" feature allows you to create and customize automations based on specific demographic, firmographic, and activity details. 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This makes it easy to engage buyers without switching tools."}],"markDefs":[{"_key":"602e777c0971","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/apollo"}],"style":"callout"},{"_key":"4d09d1281aa1","_type":"block","children":[{"_key":"01b1182824d20","_type":"span","marks":[],"text":"Okay, now let’s decide how people get added to our automated workflow 🤖"}],"markDefs":[],"style":"normal"},{"_key":"5b48ef7e853a","_type":"anchor","label":"Step 2: Add filters"},{"_key":"f2130da11918","_type":"block","children":[{"_key":"b83bc1f4a7ae0","_type":"span","marks":[],"text":"Step 2: Add filters"}],"markDefs":[],"style":"h3"},{"_key":"b8db716bc891","_type":"block","children":[{"_key":"ba55232b79ac0","_type":"span","marks":[],"text":"Common Room automatically pulls in and combines data from all our connected sources so we can slice and dice it as we please using filters."}],"markDefs":[],"style":"normal"},{"_key":"73104ef1cdf9","_type":"block","children":[{"_key":"4cc526e5fea40","_type":"span","marks":[],"text":"🔦 "},{"_key":"4cc526e5fea41","_type":"span","marks":["strong"],"text":"Product spotlight: Filters\n"},{"_key":"cd1b4b90c9a40","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"cd1b4b90c9a41","_type":"span","marks":["7a23d40419a0"],"text":"filters"},{"_key":"cd1b4b90c9a42","_type":"span","marks":[],"text":" feature allows you to highlight individuals and organizations based on any combination of factors. This makes it easy to surface specific people and companies based on firmographic details, cross-channel activities, product usage, and more."}],"markDefs":[{"_key":"7a23d40419a0","_type":"link","href":"https://docs.commonroom.io/get-started/core-concepts-home/filters"}],"style":"callout"},{"_key":"c9d197feaf94","_type":"block","children":[{"_key":"bc0161ac42640","_type":"span","marks":[],"text":"First we want to add a filter for people who are tagged as economic buyers. We’d find that under "},{"_key":"bc0161ac42641","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"bc0161ac42642","_type":"span","marks":[],"text":" in the "},{"_key":"bc0161ac42643","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"bc0161ac42644","_type":"span","marks":[],"text":" section."}],"markDefs":[],"style":"normal"},{"_key":"b84a70766ab9","_type":"mainImage","asset":{"_ref":"image-2cc2ff0778dd0a41e7aabb2a16430395c0bf2cf4-896x908-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"f15174c45003","_type":"block","children":[{"_key":"710528980e7b0","_type":"span","marks":[],"text":"🔦 "},{"_key":"710528980e7b1","_type":"span","marks":["strong"],"text":"Product spotlight: Tags\n"},{"_key":"8d44811e773a0","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"8d44811e773a1","_type":"span","marks":["0f0801f943dc"],"text":"tags"},{"_key":"8d44811e773a2","_type":"span","marks":[],"text":" feature allows you to automatically label individuals and organizations with specific tags based on customizable criteria. This makes it easy to quickly filter for economic buyers, ideal personas, product-qualified leads, and more."}],"markDefs":[{"_key":"0f0801f943dc","_type":"link","href":"https://docs.commonroom.io/set-preferences/tags"}],"style":"callout"},{"_key":"8a949cddd48f","_type":"block","children":[{"_key":"add44d382d280","_type":"span","marks":[],"text":"Next we’d apply filters to our Snowflake data to zero in on individuals who are admins of at least one workspace."}],"markDefs":[],"style":"normal"},{"_key":"627a68a07969","_type":"mainImage","asset":{"_ref":"image-689e1096394cbd7af1d28be3206c7d32d7fc9051-1342x866-png","_type":"reference"},"caption":"Select Admin of at least 1 workspace"},{"_key":"d604910cb716","_type":"block","children":[{"_key":"b41582958cd40","_type":"span","marks":[],"text":"Then we’d add a filter for "},{"_key":"b41582958cd41","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"b41582958cd42","_type":"span","marks":[],"text":" and pull from our product data to hone in on companies where the number of employees is higher than the number of paid seats."}],"markDefs":[],"style":"normal"},{"_key":"5a21a5880ada","_type":"mainImage","asset":{"_ref":"image-bf88f50b5db5719cc5b3a1a692df253a703dfaf8-1790x1002-png","_type":"reference"},"caption":"Select Employee count is greater than paid seats"},{"_key":"b44353a9bf5b","_type":"block","children":[{"_key":"c3199b2d21ff0","_type":"span","marks":[],"text":"Finally, we’d add another organization filter for companies where license utilization over the past 28 days is 100%."}],"markDefs":[],"style":"normal"},{"_key":"cfa07e061f7e","_type":"mainImage","asset":{"_ref":"image-b9364fc8f2663c097a5adc95d402b2a886097d1b-1072x568-png","_type":"reference"},"caption":"Select License utilization"},{"_key":"667993fc2c56","_type":"block","children":[{"_key":"33b0f6cdc5d50","_type":"span","marks":[],"text":"Voilà—now anyone who is an economic buyer and admin in our product—and who works at a company with more employees than paid seats that is using all of its licenses—will be added to this workflow 🧙"}],"markDefs":[],"style":"normal"},{"_key":"8e6371e6e8a9","_type":"block","children":[{"_key":"02713a42b0be0","_type":"span","marks":[],"text":"Now let’s decide what the workflow looks like."}],"markDefs":[],"style":"normal"},{"_key":"8e102b9effc1","_type":"anchor","label":"Step 3: Select sequence"},{"_key":"cabd65da0204","_type":"block","children":[{"_key":"b5e2190879580","_type":"span","marks":[],"text":"Step 3: Select sequence"}],"markDefs":[],"style":"h3"},{"_key":"583877e5e6f3","_type":"block","children":[{"_key":"304938494b620","_type":"span","marks":[],"text":"Let’s say we have an email sequence set up for just this kind of play."}],"markDefs":[],"style":"normal"},{"_key":"a2364967f879","_type":"block","children":[{"_key":"0e700337c8ee0","_type":"span","marks":[],"text":"It might look something like this:"}],"markDefs":[],"style":"normal"},{"_key":"94a84750f1be","_type":"block","children":[{"_key":"2a1ddd3355370","_type":"span","marks":[],"text":"✍️ "},{"_key":"2a1ddd3355371","_type":"span","marks":["strong"],"text":"Outbound template based on employee-to-paid seat ratio\n"},{"_key":"9d2e8044c44f0","_type":"span","marks":["em"],"text":"\nHi "},{"_key":"9d2e8044c44f1","_type":"span","marks":["strong","em"],"text":"[first name]"},{"_key":"9d2e8044c44f2","_type":"span","marks":["em"],"text":",\n\nChecking how your experience with "},{"_key":"9742cf0fb8651","_type":"span","marks":["strong","em"],"text":"[product name] "},{"_key":"9742cf0fb8652","_type":"span","marks":["em"],"text":"is going?\n\nLooks like all of your available licenses are being used. 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Check out our "},{"_key":"2d8d8ecffdde","_type":"span","marks":["fe2847342591"],"text":"integration docs"},{"_key":"b3bf6c13ff25","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Outreach to Common Room and explore other integration options."}],"markDefs":[{"_key":"fe2847342591","_type":"link","href":"https://www.commonroom.io/docs/signals/business-integrations/"}],"style":"normal"}],"header":"Sales execution platform","style":"success"},{"_key":"eeab854f45bc","_type":"anchor","label":"Step 1: Create message snippet template"},{"_key":"1bf95681c881","_type":"block","children":[{"_key":"ae19e07c2b860","_type":"span","marks":[],"text":"Step 1: Create message snippet template"}],"markDefs":[],"style":"h3"},{"_key":"fe3939b1fef8","_type":"block","children":[{"_key":"7ed39eda1cf10","_type":"span","marks":[],"text":"Let’s say we want to create unique, AI-generated message snippets we can insert into outbound sequences for different sales plays."}],"markDefs":[],"style":"normal"},{"_key":"32d3616256e7","_type":"block","children":[{"_key":"aa36d3642ccd0","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"aa36d3642ccd1","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"aa36d3642ccd2","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and click "},{"_key":"aa36d3642ccd3","_type":"span","marks":["strong"],"text":"RoomieAI™"},{"_key":"aa36d3642ccd4","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"462ffafadc1a","_type":"mainImage","asset":{"_ref":"image-207ee1e1e28568c9fdbcd34f4d656704d2bbdad9-3840x2160-png","_type":"reference"},"caption":"Select RoomieAI"},{"_key":"9820d50d888c","_type":"infoBox","body":[{"_key":"d224f5893df5","_type":"block","children":[{"_key":"94e7351652840","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"a09e7c8e271d","_type":"span","marks":["c0a83e80c7b7"],"text":"messaging agent"},{"_key":"c5a7584bd7ed","_type":"span","marks":[],"text":" automatically pushes signal data to a self-learning large language model to craft personalized, relevant messaging at scale. 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We can even tell RoomieAI to assume a certain persona or give it examples of messaging to emulate."}],"markDefs":[],"style":"normal"},{"_key":"072f8886b297","_type":"block","children":[{"_key":"74d37483dc1b0","_type":"span","marks":[],"text":"The goal is to provide RoomieAI with all the details it needs—including any explicit dos and don’ts."}],"markDefs":[],"style":"normal"},{"_key":"d429fa751c1c","_type":"block","children":[{"_key":"f592363d8d320","_type":"span","marks":[],"text":"Beyond instructions for message structure and tone and style, we want to tell RoomieAI which signals and fit criteria to pull from when generating a message."}],"markDefs":[],"style":"normal"},{"_key":"4eeef8ad859b","_type":"block","children":[{"_key":"347ebce89a350","_type":"span","marks":[],"text":"We’d simply click on "},{"_key":"347ebce89a351","_type":"span","marks":["strong"],"text":"Variables"},{"_key":"347ebce89a352","_type":"span","marks":[],"text":" near the top of the "},{"_key":"347ebce89a353","_type":"span","marks":["strong"],"text":"Prompt"},{"_key":"347ebce89a354","_type":"span","marks":[],"text":" text box to select which ones to include."}],"markDefs":[],"style":"normal"},{"_key":"d96fdae927b3","_type":"mainImage","asset":{"_ref":"image-ba68ad7bdbb6149be606d6cd0f77517b920ea59e-1646x1020-png","_type":"reference"},"caption":"Select Variables"},{"_key":"3170d25a6dbf","_type":"block","children":[{"_key":"b185c9886d2a0","_type":"span","marks":[],"text":"We can choose from contact-, account-, and activity-specific variables based on the data sources connected to Common Room, like website activity, product usage, and social interactions."}],"markDefs":[],"style":"normal"},{"_key":"2e938a2f31a2","_type":"block","children":[{"_key":"e593fca36bc90","_type":"span","marks":[],"text":"This also includes variables for "},{"_key":"e593fca36bc91","_type":"span","marks":["707602fc019e"],"text":"custom"},{"_key":"e593fca36bc92","_type":"span","marks":[],"text":" and "},{"_key":"e593fca36bc93","_type":"span","marks":["cba8990730e1"],"text":"calculated fields"},{"_key":"e593fca36bc94","_type":"span","marks":[],"text":" we’ve previously created in Common Room, such as location, role, industry, company size, and more."}],"markDefs":[{"_key":"707602fc019e","_type":"link","href":"https://www.commonroom.io/docs/set-preferences/fields/"},{"_key":"cba8990730e1","_type":"link","href":"https://www.commonroom.io/playbooks/identify-and-action-on-signal-heavy-accounts/"}],"style":"normal"},{"_key":"64195cf3330f","_type":"block","children":[{"_key":"888c84376f2b0","_type":"span","marks":[],"text":"And since these variables are dynamic, they’ll automatically be customized for every prospect we outbound using the signal data captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"98b1f325ce8e","_type":"block","children":[{"_key":"f06b97da3f0a0","_type":"span","marks":[],"text":"RoomieAI will use Common Room’s AI-powered identity resolution and waterfall enrichment engine—Person360™—to inform its output."}],"markDefs":[],"style":"normal"},{"_key":"661abf1a8440","_type":"infoBox","body":[{"_key":"c5a7898ce5d6","_type":"block","children":[{"_key":"ffa939150956","_type":"span","marks":[],"text":"Common Room’s out-of-the-box "},{"_key":"5439bb3de872","_type":"span","marks":["d51e54901860"],"text":"identity and enrichment engine"},{"_key":"6648fb7b0d0e","_type":"span","marks":[],"text":" uses machine learning models to automatically deanonymize contact and account activity, merge cross-channel signals into unified profiles, and fill in the blanks with rich contextual data."}],"markDefs":[{"_key":"d51e54901860","_type":"link","href":"https://www.commonroom.io/product/person-360/"}],"style":"normal"}],"header":"AI-powered identity resolution and waterfall enrichment","style":"info"},{"_key":"db50793eff6f","_type":"block","children":[{"_key":"a626a53bb28f0","_type":"span","marks":[],"text":"In this case, we want RoomieAI to base its messaging on job-change signals, as well as prospects’ previous and current organizations."}],"markDefs":[],"style":"normal"},{"_key":"2d0fe6022b55","_type":"mainImage","asset":{"_ref":"image-eba5653fbb6cef5d09696ca3f5abc43a4f6f9811-1628x650-png","_type":"reference"},"caption":"Configure variables"},{"_key":"f3746361fb3f","_type":"block","children":[{"_key":"4e8c7d1adfa80","_type":"span","marks":[],"text":"Finally we’d fill out the "},{"_key":"4e8c7d1adfa81","_type":"span","marks":["strong"],"text":"About your business"},{"_key":"4e8c7d1adfa82","_type":"span","marks":[],"text":" text box. This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. Integrations include popular CRMs and sales execution platforms like Salesforce, HubSpot, Outreach, Apollo, Salesloft, Gong Engage, and more."}],"markDefs":[{"_key":"9b25088fa1cb","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"}],"header":"Native integrations","style":"info"},{"_key":"84bbfa156b79","_type":"block","children":[{"_key":"4e614dff25ae0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"4e614dff25ae1","_type":"span","marks":["strong"],"text":"Add mapping"},{"_key":"4e614dff25ae2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"1c5edffc52b9","_type":"mainImage","asset":{"_ref":"image-5362dfb8ecfb05da745e36506df337b4ab544c72-314x119-png","_type":"reference"},"caption":"Select Add mapping"},{"_key":"3958276bcf34","_type":"block","children":[{"_key":"3df618d2362f0","_type":"span","marks":[],"text":"This will add a row of blank boxes to the mapping section below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message snippet"},{"_key":"b8430b29823d","_type":"block","children":[{"_key":"46e33d3cd44b0","_type":"span","marks":[],"text":"Step 3: Generate message snippet"}],"markDefs":[],"style":"h3"},{"_key":"6ac55a6acf4b","_type":"block","children":[{"_key":"8dc09ed22b900","_type":"span","marks":[],"text":"Time to put RoomieAI to the test."}],"markDefs":[],"style":"normal"},{"_key":"7c200874be96","_type":"block","children":[{"_key":"6379b1dff85f0","_type":"span","marks":[],"text":"We’d click "},{"_key":"6379b1dff85f1","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"6379b1dff85f2","_type":"span","marks":[],"text":" and go to any contact-level view in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"e9fcd025aec9","_type":"block","children":[{"_key":"0c9cfbaa22550","_type":"span","marks":[],"text":"We can generate message snippets directly from a contact’s Person360 profile."}],"markDefs":[],"style":"normal"},{"_key":"49d97c6d2723","_type":"mainImage","asset":{"_ref":"image-89963a49a28f6de1ddce4211e18be097de9bf05a-2750x1501-png","_type":"reference"},"caption":"View message snippet options"},{"_key":"22c2b56ed01d","_type":"block","children":[{"_key":"571b66087b1d0","_type":"span","marks":[],"text":"But let’s say we’ve already created a contact segment for economic buyers who match our criteria for ideal persona and changed jobs in the past six months."}],"markDefs":[],"style":"normal"},{"_key":"1b5a1c16e7bf","_type":"infoBox","body":[{"_key":"08be22703ebc","_type":"block","children":[{"_key":"525003b9795a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"3050097b2cb0","_type":"span","marks":["7fd5f4301cb5"],"text":"intelligent automations"},{"_key":"54b79903e046","_type":"span","marks":[],"text":" build auto-replenishing segments using your custom filtering criteria, automating play creation based on any combination of contact, account, and activity signals."}],"markDefs":[{"_key":"7fd5f4301cb5","_type":"link","href":"https://www.commonroom.io/product/automation/"}],"style":"normal"}],"header":"Playbook automation","style":"info"},{"_key":"2a14ac1eca1e","_type":"block","children":[{"_key":"9fbcee2479650","_type":"span","marks":[],"text":"We’d navigate to our segment, click the dropdown arrow next to a prospect’s name, and choose "},{"_key":"0266d90427f8","_type":"span","marks":["strong"],"text":"Add to Outreach sequence"},{"_key":"a38f9f231fb1","_type":"span","marks":[],"text":" from the task list options."}],"markDefs":[],"style":"normal"},{"_key":"de1898d7f946","_type":"mainImage","asset":{"_ref":"image-ef7c92ccfe5bc12c06627c5161ec57c74d46255e-1332x247-png","_type":"reference"},"caption":"Select Add to Outreach sequence"},{"_key":"f4ab4c739d6c","_type":"block","children":[{"_key":"9f0c7fb599fb0","_type":"span","marks":[],"text":"We’d select the sequence our template is mapped to and RoomieAI will instantly spin up a 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Now they can."}],"markDefs":[],"style":"normal"},{"_key":"9f8410ab81a0","_type":"block","children":[{"_key":"59bb40a069b90","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to automatically track economic buyers who are engaging with your company, make sure they fit your ideal customer profile, and take action at the right time."}],"markDefs":[],"style":"normal"},{"_key":"4865a4ca4f66","_type":"block","children":[{"_key":"eabe2109e1230","_type":"span","marks":[],"text":"Let’s get to it 😎"}],"markDefs":[],"style":"normal"},{"_key":"2f831970f7ca","_type":"block","children":[{"_key":"3113c87b59170","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"9fcdddaf232f","_type":"block","children":[{"_key":"792a22f24ef60","_type":"span","marks":[],"text":"Common Room (this is how we’ll find and filter digital activity—"},{"_key":"792a22f24ef61","_type":"span","marks":["ceacc07c048e"],"text":"sign up for free"},{"_key":"792a22f24ef62","_type":"span","marks":[],"text":" to follow along)"}],"markDefs":[{"_key":"ceacc07c048e","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"601cba8cf45e","_type":"block","children":[{"_key":"48a96bafa6250","_type":"span","marks":[],"text":"Access to digital channels (in this example we’ll use LinkedIn, Discourse, and Meetup)"}],"markDefs":[],"style":"callout"},{"_key":"eaa3c1f4cdba","_type":"anchor","label":"Step 1: Connect data sources"},{"_key":"386328937567","_type":"block","children":[{"_key":"5866f185f514","_type":"span","marks":[],"text":"Step 1: Connect data sources"}],"markDefs":[],"style":"h3"},{"_key":"e843f11c0867","_type":"block","children":[{"_key":"c307f78c09100","_type":"span","marks":[],"text":"First we need to see everywhere our buyers are congregating."}],"markDefs":[],"style":"normal"},{"_key":"c6c63d445f7f","_type":"block","children":[{"_key":"c8e8e64c05de0","_type":"span","marks":[],"text":"Let’s say we see a lot of activity across "},{"_key":"c8e8e64c05de1","_type":"span","marks":["c00670196e0a"],"text":"LinkedIn"},{"_key":"c8e8e64c05de2","_type":"span","marks":[],"text":", our "},{"_key":"c8e8e64c05de3","_type":"span","marks":["b770a0a9860d"],"text":"Discourse"},{"_key":"c8e8e64c05de4","_type":"span","marks":[],"text":" forum, and the events we host on "},{"_key":"c8e8e64c05de5","_type":"span","marks":["d6fb5dc48b82"],"text":"Meetup"},{"_key":"c8e8e64c05de6","_type":"span","marks":[],"text":". The first thing we’ll do is connect these data sources to Common Room."}],"markDefs":[{"_key":"c00670196e0a","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/linkedin"},{"_key":"b770a0a9860d","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/discourse"},{"_key":"d6fb5dc48b82","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/meetup"}],"style":"normal"},{"_key":"efede367311a","_type":"block","children":[{"_key":"41dce4b6849f0","_type":"span","marks":[],"text":"💡 Common Room provides dozens of natively built and fully managed "},{"_key":"41dce4b6849f1","_type":"span","marks":["44e1c26d305d"],"text":"integrations"},{"_key":"41dce4b6849f2","_type":"span","marks":[],"text":", as well as various data importing options. The more data sources you connect to Common Room, the more visibility you’ll get into digital activity and user identity."}],"markDefs":[{"_key":"44e1c26d305d","_type":"link","href":"https://docs.commonroom.io/get-started/integrations"}],"style":"callout"},{"_key":"a8c78c903963","_type":"block","children":[{"_key":"85e3908fd4570","_type":"span","marks":[],"text":"Log into Common Room and go to "},{"_key":"85e3908fd4571","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"85e3908fd4572","_type":"span","marks":[],"text":" in the left sidebar (the little ⚙️ icon at the bottom) to pull up "},{"_key":"85e3908fd4573","_type":"span","marks":["strong"],"text":"Sources"},{"_key":"85e3908fd4574","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"af9e0c98b32b","_type":"mainImage","asset":{"_ref":"image-b0c0007ba623cbe03a0a2077a4625c0165cd84c4-3840x2160-png","_type":"reference"},"caption":"Select Sources from Settings menu"},{"_key":"507b3dd66287","_type":"block","children":[{"_key":"73eaddd885bc0","_type":"span","marks":[],"text":"Next, select LinkedIn from the list of sources."}],"markDefs":[],"style":"normal"},{"_key":"9c5db2fb3fb8","_type":"mainImage","asset":{"_ref":"image-0d68927728149ce2160009ec1257bf232a8792ab-1322x904-png","_type":"reference"},"caption":"Select LinkedIn"},{"_key":"02552a0e8d75","_type":"block","children":[{"_key":"552d9359cdf70","_type":"span","marks":[],"text":"We’ll need to authenticate our LinkedIn account (and do the same for every data source we connect). Once this is complete, posts, comments, reactions, and more will start flowing into Common Room 🌊"}],"markDefs":[],"style":"normal"},{"_key":"b73eabdc8a20","_type":"block","children":[{"_key":"84a455ad1e100","_type":"span","marks":[],"text":"We’d follow the same general process for Discourse and Meetup."}],"markDefs":[],"style":"normal"},{"_key":"6dac05b9374c","_type":"block","children":[{"_key":"b8da98f6e5c60","_type":"span","marks":[],"text":"All right, now let’s use that data to zero in on purchase decision-makers."}],"markDefs":[],"style":"normal"},{"_key":"c776e1c2fbed","_type":"anchor","label":"Step 2: Filter for Economic buyer"},{"_key":"b7f8c95022d4","_type":"block","children":[{"_key":"6c1f41475a1a0","_type":"span","marks":[],"text":"Step 2: Filter for Economic buyer"}],"markDefs":[],"style":"h3"},{"_key":"4c236f2d2205","_type":"block","children":[{"_key":"8b44c43431a70","_type":"span","marks":[],"text":"Click "},{"_key":"8b44c43431a71","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"8b44c43431a72","_type":"span","marks":[],"text":" to exit the "},{"_key":"8b44c43431a73","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"8b44c43431a74","_type":"span","marks":[],"text":" menu and then click on "},{"_key":"8b44c43431a75","_type":"span","marks":["strong"],"text":"Members"},{"_key":"8b44c43431a76","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"6504f7283eaa","_type":"mainImage"},{"_key":"3ef8b66804f2","_type":"block","children":[{"_key":"c6b3443f0e120","_type":"span","marks":[],"text":"This screen shows us every individual who interacts with us across our connected channels. We’ll narrow it down using filters."}],"markDefs":[],"style":"normal"},{"_key":"dfc3f308808b","_type":"block","children":[{"_key":"8074ef77c5af0","_type":"span","marks":[],"text":"💡 You can choose from a wide variety of "},{"_key":"8074ef77c5af1","_type":"span","marks":["c1ec38cb1bba"],"text":"filters"},{"_key":"8074ef77c5af2","_type":"span","marks":[],"text":" to drill down into individuals, organizations, and activities based on the criteria that matter most to you."}],"markDefs":[{"_key":"c1ec38cb1bba","_type":"link","href":"https://docs.commonroom.io/using-common-room/organizations-page/filters-and-sorting"}],"style":"callout"},{"_key":"26b509564e4c","_type":"block","children":[{"_key":"7f353ffb52990","_type":"span","marks":[],"text":"Click "},{"_key":"7f353ffb52991","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"7f353ffb52992","_type":"span","marks":[],"text":" and choose "},{"_key":"7f353ffb52993","_type":"span","marks":["strong"],"text":"Member tags"},{"_key":"7f353ffb52994","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"b620ced8ad71","_type":"mainImage","asset":{"_ref":"image-c0f3c5fa38f6e4ee1ea63fbb5001c1b90fa2e753-2732x1386-png","_type":"reference"},"caption":"Select Member tags"},{"_key":"e9fde16f61e8","_type":"block","children":[{"_key":"026ede4611500","_type":"span","marks":[],"text":"This will open up a dropdown menu of options. Select "},{"_key":"026ede4611501","_type":"span","marks":["strong"],"text":"Economic buyers"},{"_key":"026ede4611502","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"a749435da092","_type":"mainImage","asset":{"_ref":"image-4d178dcf2d5a2f9894d5afa0d25dcfa0c9fe2ac3-684x914-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"a49932544296","_type":"block","children":[{"_key":"9d046c0dc0da0","_type":"span","marks":[],"text":"This is a default tag available to all Common Room users. It’s configured to help you spotlight the individuals most likely to have budget authority based on their job title 💵"}],"markDefs":[],"style":"normal"},{"_key":"d75457e51d0a","_type":"block","children":[{"_key":"eabcf1662d410","_type":"span","marks":[],"text":"Any individual with the following words in their title will automatically be tagged as an economic buyer: head of, director, VP, president, chief, CFO, CTO, CPO, CMO, COO, CEO."}],"markDefs":[],"style":"normal"},{"_key":"d74d4af032e0","_type":"block","children":[{"_key":"c3206dceb89e0","_type":"span","marks":[],"text":"We can also edit the tag to narrow its scope, such as by customizing it for a specific type of buyer based on their role."}],"markDefs":[],"style":"normal"},{"_key":"a0be86422733","_type":"block","children":[{"_key":"2ff8815bb5000","_type":"span","marks":[],"text":"Click out of the dropdown menu and voilà—you now have a view of all economic buyers active across your digital channels."}],"markDefs":[],"style":"normal"},{"_key":"8de1f31dd184","_type":"mainImage","asset":{"_ref":"image-7f33eccc04913762e515bd33e84c800c7910b557-2252x930-png","_type":"reference"},"caption":"View economic buyers"},{"_key":"bd2dd2423d67","_type":"block","children":[{"_key":"b718fd44e0200","_type":"span","marks":[],"text":"Next time someone reacts to our content on LinkedIn, we’ll know whether they’re a junior employee or a potential decision-maker."}],"markDefs":[],"style":"normal"},{"_key":"0d5b3ae42e05","_type":"block","children":[{"_key":"3f213d49d9850","_type":"span","marks":[],"text":"Hover over an individual and click "},{"_key":"3f213d49d9851","_type":"span","marks":["strong"],"text":"Preview"},{"_key":"3f213d49d9852","_type":"span","marks":[],"text":" to pull up their profile."}],"markDefs":[],"style":"normal"},{"_key":"a73b90e89670","_type":"mainImage","asset":{"_ref":"image-3e19cb170fccfece062540793aba70512f3357be-2260x418-png","_type":"reference"},"caption":"Select Preview"},{"_key":"9dfb25174822","_type":"block","children":[{"_key":"f57908da0ed40","_type":"span","marks":[],"text":"From here you can learn more about economic buyers and their most recent activity. If you wish, you can also "},{"_key":"f57908da0ed41","_type":"span","marks":["e702fb65dadd"],"text":"add them to an Outreach sequence"},{"_key":"f57908da0ed42","_type":"span","marks":[],"text":", send them a message, add them to a "},{"_key":"f57908da0ed43","_type":"span","marks":["36942957b0b6"],"text":"segment"},{"_key":"f57908da0ed44","_type":"span","marks":[],"text":", and more."}],"markDefs":[{"_key":"e702fb65dadd","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/add-members-to-an-outreach-sequence"},{"_key":"36942957b0b6","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments-page/segments-page-home"}],"style":"normal"},{"_key":"8bde240e7cf4","_type":"mainImage","asset":{"_ref":"image-50b6d65fd882e228dca8c47a43cdc08a2753b04a-3840x2160-png","_type":"reference"},"caption":"View preview"},{"_key":"0c055493304d","_type":"block","children":[{"_key":"a0d87644a3310","_type":"span","marks":[],"text":"We can add more filters to drill down further. But in this case, we want to edit our "},{"_key":"a0d87644a3311","_type":"span","marks":["strong"],"text":"Economic buyer"},{"_key":"a0d87644a3312","_type":"span","marks":[],"text":" tag."}],"markDefs":[],"style":"normal"},{"_key":"ee192ca842bf","_type":"block","children":[{"_key":"cf68de5a00250","_type":"span","marks":[],"text":"Let’s update our tag to focus on decision-makers from high-fit companies."}],"markDefs":[],"style":"normal"},{"_key":"1944b9230ae9","_type":"anchor","label":"Step 3: Edit Economic buyer tag"},{"_key":"c3b27129f8ba","_type":"block","children":[{"_key":"009de3237c110","_type":"span","marks":[],"text":"Step 3: Edit Economic buyer tag"}],"markDefs":[],"style":"h3"},{"_key":"6995f402402a","_type":"block","children":[{"_key":"c619043237960","_type":"span","marks":[],"text":"Head back to the "},{"_key":"c619043237961","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"c619043237962","_type":"span","marks":[],"text":" menu and click on "},{"_key":"c619043237963","_type":"span","marks":["strong"],"text":"Tags"},{"_key":"c619043237964","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"3f631f633fb7","_type":"mainImage","asset":{"_ref":"image-443226971dca5eaecdd549a96fea8a307ad8e3c0-3840x2160-png","_type":"reference"},"caption":"Select Tags"},{"_key":"f26403e2c897","_type":"block","children":[{"_key":"a5cc252f8dba0","_type":"span","marks":[],"text":"💡 Common Room makes it easy to identify and track specific individuals and organizations with fully customizable "},{"_key":"a5cc252f8dba1","_type":"span","marks":["c40deba02cd0"],"text":"tags"},{"_key":"a5cc252f8dba2","_type":"span","marks":[],"text":". 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We want to focus on director-level and above buyers at companies with 1,000 employees or more."}],"markDefs":[],"style":"normal"},{"_key":"1668a22f1a5a","_type":"block","children":[{"_key":"8a46d1e2a3850","_type":"span","marks":[],"text":"We’d select "},{"_key":"8a46d1e2a3851","_type":"span","marks":["strong"],"text":"Organization size"},{"_key":"8a46d1e2a3852","_type":"span","marks":[],"text":" from the list of filters."}],"markDefs":[],"style":"normal"},{"_key":"a59bb50ab633","_type":"mainImage","asset":{"_ref":"image-fda401a6ce627f780789c42e5596de2e90b77a60-2476x1302-png","_type":"reference"},"caption":"Select Organization size"},{"_key":"633bb258be9b","_type":"block","children":[{"_key":"c7c96430767d0","_type":"span","marks":[],"text":"We could choose from the list of options in the dropdown menu, but we’ll just put 1,000 in the "},{"_key":"c7c96430767d1","_type":"span","marks":["strong"],"text":"At least"},{"_key":"c7c96430767d2","_type":"span","marks":[],"text":" box. 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This whole process should take just a few minutes."}],"markDefs":[],"style":"normal"},{"_key":"d63bace71a76","_type":"block","children":[{"_key":"0e2b8ee6459a0","_type":"span","marks":[],"text":"Next, we’ll want to connect to more sources and keep repeating the process above until we’ve connected the major channels where our ideal customers reside."}],"markDefs":[],"style":"normal"},{"_key":"3a3d70f85b00","_type":"block","children":[{"_key":"e59cb3f6a4480","_type":"span","marks":[],"text":"Let’s walk through connecting to GitHub."}],"markDefs":[],"style":"normal"},{"_key":"3f519cebe178","_type":"block","children":[{"_key":"540b2841bc6e0","_type":"span","marks":[],"text":"After selecting "},{"_key":"2391c8b5ac87","_type":"span","marks":["strong"],"text":"+ Connect"},{"_key":"a0c05ec91700","_type":"span","marks":[],"text":" to GitHub, you’ll see an authentication and repo selection step."}],"markDefs":[],"style":"normal"},{"_key":"8b3d91082479","_type":"mainImage","alt":"Authenticate your community GitHub and select repos","asset":{"_ref":"image-d161b448abb1d182c3fc7a461bc9108253750848-2006x1038-png","_type":"reference"},"caption":"Authenticate your community GitHub and select repos"},{"_key":"309713e5e8d8","_type":"block","children":[{"_key":"545479483cd4","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"8410272766b1","_type":"span","marks":[],"text":" Authentication with GitHub requires approval from one of your org admins. If you are not an admin and proceed through setup, GitHub will email your org admins requesting their permission."}],"markDefs":[],"style":"callout"},{"_key":"6da9c85c1fc5","_type":"block","children":[{"_key":"24e711e9c5790","_type":"span","marks":[],"text":"And here’s what it looks like after you’ve authenticated repos:"}],"markDefs":[],"style":"normal"},{"_key":"1f8032fe8ae3","_type":"mainImage","alt":"GitHub repos connected to Common Room","asset":{"_ref":"image-e8496dd88c2a2e40a2299e8a8d5d8f7bc467e59f-2026x814-png","_type":"reference"},"caption":"GitHub repos connected to Common Room"},{"_key":"4474810083e8","_type":"block","children":[{"_key":"40897bdd860f0","_type":"span","marks":[],"text":"Once authentication is verified, you’ll see activity data from GitHub in your Common Room instance after a few minutes."}],"markDefs":[],"style":"normal"},{"_key":"86cbfa1a9282","_type":"block","children":[{"_key":"5671b1fd0c54","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"745851c9ba51","_type":"span","marks":[],"text":" For now, we’ll just cover walking through connecting to these two sources. But it’s important to note that the more sources you add, the more matches ideal customer profile matches you can identify in Common Room. And even better if you connect business data sources like your "},{"_key":"a01ad6e1db3f","_type":"span","marks":["5b7b5ad38d39"],"text":"data warehouse"},{"_key":"d3f8e732498f","_type":"span","marks":[],"text":" or "},{"_key":"2ebfdf96608c","_type":"span","marks":["963a49fa9b1e"],"text":"CRM"},{"_key":"6ae03d8eedac","_type":"span","marks":[],"text":" to tie together the entire customer journey in one place."}],"markDefs":[{"_key":"5b7b5ad38d39","_type":"link","href":"https://www.commonroom.io/integrations/snowflake/"},{"_key":"963a49fa9b1e","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/salesforce-crm"}],"style":"callout"},{"_key":"cab3729f2387","_type":"block","children":[{"_key":"eedd7f9a917b0","_type":"span","marks":[],"text":"Let’s move to the next step."}],"markDefs":[],"style":"normal"},{"_key":"e07b16bce0d5","_type":"anchor","label":"Step 2: Define your ICP"},{"_key":"59fb8c263840","_type":"block","children":[{"_key":"07008d3698240","_type":"span","marks":[],"text":"Step 2: Define your ideal customer criteria"}],"markDefs":[],"style":"h3"},{"_key":"cb4a00060822","_type":"block","children":[{"_key":"6cfd2a8a540d0","_type":"span","marks":[],"text":"After hooking up your community and product sources in Common Room, you’ll see all the matched members along with firmographics, like where they work and their roles."}],"markDefs":[],"style":"normal"},{"_key":"42695ab8e53c","_type":"mainImage","alt":"View of all members in Common Room","asset":{"_ref":"image-90da26eb3bb0c55fa7257dd39b96528949d1d7b0-2932x1832-png","_type":"reference"},"caption":"View of all members in Common Room"},{"_key":"5c391faf745f","_type":"block","children":[{"_key":"545d6f7d4bd50","_type":"span","marks":[],"text":"With these details on matched members and the organizations where they work, we can start to apply tags for those who meet our ICP criteria. For that, we can return to Settings and locate the Tags item in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"b4b8cb313bbb","_type":"mainImage","alt":"Common Room tag set up","asset":{"_ref":"image-368da87f7f5d5d4cfe07a49537da11a95a7adeae-2932x1832-png","_type":"reference"},"caption":"Common Room tag set up"},{"_key":"24566d7829e0","_type":"block","children":[{"_key":"87091d3f13c00","_type":"span","marks":[],"text":"Here we see a handful of default tags like “Influencer” or “Product qualified.” In our case, we want to set rules for the “Ideal persona” tag."}],"markDefs":[],"style":"normal"},{"_key":"b50ba3221a86","_type":"block","children":[{"_key":"42e2de53943c0","_type":"span","marks":[],"text":"To do that, we’ll click the corresponding "},{"_key":"42e2de53943c1","_type":"span","marks":["strong"],"text":"Set up"},{"_key":"42e2de53943c2","_type":"span","marks":[],"text":" button. This takes us to a place to set filters for our ICP. 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button."}],"markDefs":[],"style":"normal"},{"_key":"6b80ea145228","_type":"block","children":[{"_key":"23ac524567f10","_type":"span","marks":[],"text":"We’ll start with role and select Marketing and Sales options (and any others that apply)."}],"markDefs":[],"style":"normal"},{"_key":"fa8104edb50b","_type":"mainImage","alt":"Filter members by role","asset":{"_ref":"image-7a3a94f097f530cb81cffc8488309e620da7546f-522x644-png","_type":"reference"},"caption":"Filter members by role"},{"_key":"d0bd17a0c0a5","_type":"block","children":[{"_key":"881d906606a90","_type":"span","marks":[],"text":"For the next filter, we’ll click the 🔽 arrow and choose a filter group."}],"markDefs":[],"style":"normal"},{"_key":"1d1ee0467e16","_type":"mainImage","alt":"Use advanced filters like a filter group","asset":{"_ref":"image-629d8dd3fa7c5f720ddd3a5b4e03e6c64e9af79d-842x312-png","_type":"reference"},"caption":"Use advanced filters like a filter 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We can click the "},{"_key":"46d18458d56d1","_type":"span","marks":["strong"],"text":"+ Add filter"},{"_key":"46d18458d56d2","_type":"span","marks":[],"text":" and locate the "},{"_key":"46d18458d56d3","_type":"span","marks":["strong"],"text":"Member tag"},{"_key":"46d18458d56d4","_type":"span","marks":[],"text":" option to do that. From there, we can select the option next to "},{"_key":"46d18458d56d5","_type":"span","marks":["strong"],"text":"Ideal persona"},{"_key":"46d18458d56d6","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"8a165b684f3c","_type":"mainImage","alt":"Filter by member Ideal persona tag","asset":{"_ref":"image-b58598ec2f5ce4d8964d168eaf816d00f3df268c-602x704-png","_type":"reference"},"caption":"Filter by member Ideal persona tag"},{"_key":"c6bca8810d18","_type":"block","children":[{"_key":"1dec88e51a300","_type":"span","marks":[],"text":"Applying this filter will narrow the number of members we see to just those with the Ideal persona tag."}],"markDefs":[],"style":"normal"},{"_key":"41cbe9a22d8f","_type":"block","children":[{"_key":"1c3242532a810","_type":"span","marks":[],"text":"To take action, we probably want to filter a bit more. So, let’s imagine we want to invite all active, non-paying customers in our community to an upcoming event. For that, we can apply more filters like "},{"_key":"1c3242532a811","_type":"span","marks":["strong"],"text":"Last active"},{"_key":"1c3242532a812","_type":"span","marks":[],"text":" is within "},{"_key":"1c3242532a813","_type":"span","marks":["strong"],"text":"28 days"},{"_key":"1c3242532a814","_type":"span","marks":[],"text":", and "},{"_key":"1c3242532a815","_type":"span","marks":["strong"],"text":"Deal stage"},{"_key":"1c3242532a816","_type":"span","marks":[],"text":" is none of "},{"_key":"1c3242532a817","_type":"span","marks":["strong"],"text":"Closed won"},{"_key":"1c3242532a818","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"31a984fb1a32","_type":"mainImage","alt":"Apply multiple filters to members","asset":{"_ref":"image-0e1c4e4b6230d59b3aec30acc93f7377aeeae8cd-2032x202-png","_type":"reference"},"caption":"Apply multiple filters to members"},{"_key":"9133f5276c00","_type":"block","children":[{"_key":"a3cb9ad7ca99","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"5a73b20d7e69","_type":"span","marks":[],"text":" To apply filters using customer data, you’ll likely need to connect your CRM or data warehouse to Common Room. "},{"_key":"dfe53324eeb2","_type":"span","marks":["9898851b9f21"],"text":"Check out our native integrations"},{"_key":"d57eebb81540","_type":"span","marks":[],"text":" for HubSpot, Salesforce, HighTouch, Census, and Snowflake."}],"markDefs":[{"_key":"9898851b9f21","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"callout"},{"_key":"9825d2f87ce0","_type":"block","children":[{"_key":"d45ff295445d0","_type":"span","marks":[],"text":"With our view now narrowed, we can take all sorts of actions like sending members a "},{"_key":"d45ff295445d1","_type":"span","marks":["81ff5fd8f828"],"text":"bulk Slack message"},{"_key":"d45ff295445d2","_type":"span","marks":[],"text":", "},{"_key":"d45ff295445d3","_type":"span","marks":["494a30e65e06"],"text":"syncing with our marketing tool"},{"_key":"d45ff295445d4","_type":"span","marks":[],"text":" to send them an email, or adding them to a Segment for our team to triage outreach."}],"markDefs":[{"_key":"81ff5fd8f828","_type":"link","href":"https://docs.commonroom.io/using-common-room/contacts/bulk-messaging"},{"_key":"494a30e65e06","_type":"link","href":"https://www.commonroom.io/playbooks/cqls-community-qualified-leads/"}],"style":"normal"},{"_key":"38f09df153ab","_type":"block","children":[{"_key":"13286dac0dd40","_type":"span","marks":[],"text":"Finally, we could apply similar logic to our organization view. The only difference is this view will show active organizations rather than the members at them. 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And from here, we’ll click "},{"_key":"336e42718bf21","_type":"span","marks":["strong"],"text":"+ Create team alert"},{"_key":"336e42718bf22","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"30d635448b4b","_type":"block","children":[{"_key":"dd8d333738ff0","_type":"span","marks":[],"text":"Let’s start by setting up a Slack alert when new ICP members are identified in our community. 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qualification is the difference between spending time on high-fit opportunities and wasting time on deals that fall flat."}],"markDefs":[],"style":"normal"},{"_key":"f53116627862","_type":"block","children":[{"_key":"5c68cc8673870","_type":"span","marks":[],"text":"Lots of factors go into building an ideal customer profile: industry, company size, annual revenue, capital raised. But for companies selling technology solutions—from B2B SaaS to commercial open-source software—understanding the tech stack an organization uses day to day will tell you a lot about their pain points and priorities."}],"markDefs":[],"style":"normal"},{"_key":"9438cf2017a5","_type":"block","children":[{"_key":"2930c635f2730","_type":"span","marks":[],"text":"Not only can you determine if a company is the right fit for your product based on their tooling, you can use this information to personalize your outreach, highlight your product as a complement, and potentially run a rip-and-replace sales motion."}],"markDefs":[],"style":"normal"},{"_key":"ef41327c787a","_type":"block","children":[{"_key":"a44440701fc30","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to do a deep dive into your prospects’ tech stacks, apply this information to lead qualification, and use it to zero in on ideal customers."}],"markDefs":[],"style":"normal"},{"_key":"1f24406ac8be","_type":"block","children":[{"_key":"d00955319cf20","_type":"span","marks":[],"text":"Let’s get this show on the road 🚘"}],"markDefs":[],"style":"normal"},{"_key":"650890ad092e","_type":"block","children":[{"_key":"2d47687deade0","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"0862e04f0b62","_type":"block","children":[{"_key":"4645240bc8d90","_type":"span","marks":[],"text":"Common Room (this is how we’ll find and filter opportunities—"},{"_key":"4645240bc8d91","_type":"span","marks":["d94bb6b98912"],"text":"sign up for free"},{"_key":"4645240bc8d92","_type":"span","marks":[],"text":" to follow along)"}],"markDefs":[{"_key":"d94bb6b98912","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"f848e5893f09","_type":"block","children":[{"_key":"b8c16e220dd20","_type":"span","marks":[],"text":"Access to digital channels (in this example we’ll use GitHub, Twitter, and Discord)"}],"markDefs":[],"style":"callout"},{"_key":"e37d48a0dcb2","_type":"anchor","label":"Step 1: Connect data sources"},{"_key":"40bb4b0f5dc8","_type":"block","children":[{"_key":"2f412e0aecb3","_type":"span","marks":[],"text":"Step 1: Connect data sources"}],"markDefs":[],"style":"h3"},{"_key":"3f9219a453b8","_type":"block","children":[{"_key":"18e4a3c999d30","_type":"span","marks":[],"text":"The first thing we want to do is centralize our view of digital activity in Common Room so we can surface potential customers."}],"markDefs":[],"style":"normal"},{"_key":"e8e6465bffb4","_type":"block","children":[{"_key":"0812bd8358ea0","_type":"span","marks":[],"text":"In this case we’ll focus on "},{"_key":"0812bd8358ea1","_type":"span","marks":["ded4b4f74da6"],"text":"GitHub"},{"_key":"0812bd8358ea2","_type":"span","marks":[],"text":", "},{"_key":"0812bd8358ea3","_type":"span","marks":["4136efebb2e7"],"text":"Twitter"},{"_key":"0812bd8358ea4","_type":"span","marks":[],"text":", and "},{"_key":"0812bd8358ea5","_type":"span","marks":["f63e4cbdfeba"],"text":"Discord"},{"_key":"0812bd8358ea6","_type":"span","marks":[],"text":". Keep in mind that the more data sources you connect to Common Room, the more opportunities you’ll uncover."}],"markDefs":[{"_key":"ded4b4f74da6","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/github"},{"_key":"4136efebb2e7","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/twitter"},{"_key":"f63e4cbdfeba","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/discord"}],"style":"normal"},{"_key":"80ab57503a6b","_type":"block","children":[{"_key":"f227b5e25da50","_type":"span","marks":[],"text":"💡 Common Room has dozens of natively built and fully managed "},{"_key":"f227b5e25da51","_type":"span","marks":["96aa61346d4f"],"text":"integrations"},{"_key":"f227b5e25da52","_type":"span","marks":[],"text":". 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This will take you to the "},{"_key":"968d566048833","_type":"span","marks":["strong"],"text":"Sources"},{"_key":"968d566048834","_type":"span","marks":[],"text":" screen."}],"markDefs":[],"style":"normal"},{"_key":"f8cdd818bc73","_type":"mainImage","asset":{"_ref":"image-c9e1c61bf6a5370ad376a91acdb490e4a7a0dc96-3841x2160-png","_type":"reference"},"caption":"Select Sources from Settings menu"},{"_key":"f55e7dead4d8","_type":"block","children":[{"_key":"1763a921c9c20","_type":"span","marks":[],"text":"Select GitHub from the list of data sources."}],"markDefs":[],"style":"normal"},{"_key":"d2acfd66601f","_type":"mainImage","asset":{"_ref":"image-b421f8e89dd036be3a25fbf9b620148043be1b63-1322x904-png","_type":"reference"},"caption":"Select GitHub"},{"_key":"5e82e9d387d3","_type":"block","children":[{"_key":"3e10f23d385e0","_type":"span","marks":[],"text":"After you authenticate your account, data from GitHub will flow into Common Room. 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You can choose from a list of the most popular technology solutions across a wide variety of use cases, such as cloud computing services, ecommerce platforms, project management softwares, tag management systems, website optimization tools, and much more."}],"markDefs":[],"style":"normal"},{"_key":"811492d65919","_type":"block","children":[{"_key":"fafbf10432170","_type":"span","marks":[],"text":"What matters most to you will depend on your company and sales strategy. For this example, let’s say we’re selling an open-source relational database management system called Pied Piper."}],"markDefs":[],"style":"normal"},{"_key":"f9761c47b2de","_type":"block","children":[{"_key":"49c107f16c2c0","_type":"span","marks":[],"text":"We know organizations that are currently using one of our competitors are a great source of high-quality leads. So we’ll select "},{"_key":"49c107f16c2c1","_type":"span","marks":["strong"],"text":"Microsoft SQL Server"},{"_key":"49c107f16c2c2","_type":"span","marks":[],"text":", "},{"_key":"49c107f16c2c3","_type":"span","marks":["strong"],"text":"MySQL"},{"_key":"49c107f16c2c4","_type":"span","marks":[],"text":", and "},{"_key":"49c107f16c2c5","_type":"span","marks":["strong"],"text":"PostgreSQL"},{"_key":"49c107f16c2c6","_type":"span","marks":[],"text":" from the list."}],"markDefs":[],"style":"normal"},{"_key":"00de0db7edef","_type":"mainImage","asset":{"_ref":"image-5706e9c5107d88ea16317a843321e142a000a49a-971x588-png","_type":"reference"},"caption":"Select technologies"},{"_key":"c89884c06109","_type":"block","children":[{"_key":"af783cb04aa10","_type":"span","marks":[],"text":"Boom—we now have a view of all organizations across our connected channels who have these technologies in their stacks 🔍"}],"markDefs":[],"style":"normal"},{"_key":"f92e1ec18d13","_type":"block","children":[{"_key":"95425809acb10","_type":"span","marks":[],"text":"Hover over any organization and click "},{"_key":"95425809acb11","_type":"span","marks":["strong"],"text":"Preview"},{"_key":"95425809acb12","_type":"span","marks":[],"text":". This will pull up an overview of all recent activity from individuals associated with that organization."}],"markDefs":[],"style":"normal"},{"_key":"4f8321e409f9","_type":"mainImage"},{"_key":"3b98e3f5194b","_type":"block","children":[{"_key":"53e575875ec60","_type":"span","marks":[],"text":"We can click into individuals to learn more about them, such as their job title and history across our connected channels. 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Let's start by connecting the sources where we'd most expect people to ask or discuss the price of our commercial offering or a proof of concept."}],"markDefs":[],"style":"normal"},{"_key":"3834d90f0387","_type":"block","children":[{"_key":"86a32acc00b40","_type":"span","marks":[],"text":"We can start by connecting our community Slack."}],"markDefs":[],"style":"normal"},{"_key":"4dab036a3121","_type":"mainImage","asset":{"_ref":"image-2a7a95476bcc45bbef34a538302a7f32a9cd4aa6-1322x904-png","_type":"reference"}},{"_key":"b16be6dfb2ce","_type":"block","children":[{"_key":"dd4b2c03df510","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"dd4b2c03df511","_type":"span","marks":[],"text":" To connect to Slack, you'll need to be a Slack admin, or you'll need to get permission from your internal admin."}],"markDefs":[],"style":"callout"},{"_key":"dca042a125b7","_type":"block","children":[{"_key":"8bf5dba1efab0","_type":"span","marks":[],"text":"We’ll click "},{"_key":"15314b37a5d3","_type":"span","marks":["strong"],"text":"Connect Slack"},{"_key":"0b7f91635288","_type":"span","marks":[],"text":" and be presented with two check boxes confirming that we’ve got permission and understand the limits associated with Slack applications."}],"markDefs":[],"style":"normal"},{"_key":"976b8ca48656","_type":"mainImage","asset":{"_ref":"image-0b27a61d5a68b080320a30a53684c0722996d789-2932x1832-png","_type":"reference"},"caption":"Connect and authenticate with Slack"},{"_key":"bc3125ab90fa","_type":"block","children":[{"_key":"146a51e326330","_type":"span","marks":[],"text":"We’ll check the boxes and "},{"_key":"39a3e944bc85","_type":"span","marks":["strong"],"text":"Authenticate Slack"},{"_key":"0d593536f33e","_type":"span","marks":[],"text":". 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Once we've clicked into the module, we'll want to find keywords that return a balance of volume and signal."}],"markDefs":[],"style":"normal"},{"_key":"33c67d593ed6","_type":"block","children":[{"_key":"fcbeba9209e70","_type":"span","marks":[],"text":"To do this, we’ll use Common Room’s feature functionality by clicking the "},{"_key":"75f16d79219c","_type":"span","marks":["strong"],"text":"+ Add filter"},{"_key":"f2c1dbb9b1e0","_type":"span","marks":[],"text":" button on the within the "},{"_key":"b821b080a4dc","_type":"span","marks":["strong"],"text":"Activty"},{"_key":"3043a43c5c37","_type":"span","marks":[],"text":" module."}],"markDefs":[],"style":"normal"},{"_key":"5386af333fdd","_type":"mainImage","asset":{"_ref":"image-bc9429be9aef4539ae466887e8af3f7da2569ab3-2214x1366-png","_type":"reference"},"caption":"Add an activity filter for keywords"},{"_key":"69a806025a8c","_type":"block","children":[{"_key":"42e00fad0c7f0","_type":"span","marks":[],"text":"A modal will show that includes a table with several columns. Conveniently, we can use the search bar within the table to search for "},{"_key":"30062c01d9b3","_type":"span","marks":["strong"],"text":"Keyword search"},{"_key":"52d5846c1d33","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"587502e56732","_type":"mainImage","asset":{"_ref":"image-c809d4e975688c858914157a68b366b8a43e04b0-2040x380-png","_type":"reference"},"caption":"Use the search function to filter for keyword search activity"},{"_key":"bc6d1b85db19","_type":"block","children":[{"_key":"c420a51c5f5f0","_type":"span","marks":[],"text":"We'll click "},{"_key":"737aac654e6a","_type":"span","marks":["strong"],"text":"Keyword search"},{"_key":"657f15d148f2","_type":"span","marks":[],"text":", returning us to the main list of all activities in our community. We can now use keyword search like we would any other search operator to help us identify which high-intent keywords will produce both the volume and signal needed for us to feel confident triggering a sales alert."}],"markDefs":[],"style":"normal"},{"_key":"9e97cc3d447d","_type":"block","children":[{"_key":"c952c2b068cf0","_type":"span","marks":[],"text":"Your experience with your business and talking with customers are our friends. We know that one of the standard terms used by prospects who want to consider the commercial offering is “proof of concept”, so let's type that into the keyword search bar to see what it returns."}],"markDefs":[],"style":"normal"},{"_key":"5e70ce20723d","_type":"mainImage","asset":{"_ref":"image-d58592396dd0ce0371a9d6bb5e5a0180f01f8c79-730x420-png","_type":"reference"},"caption":"Filter community activity by keywords"},{"_key":"3ce2112507b6","_type":"block","children":[{"_key":"9a3280c30e500","_type":"span","marks":[],"text":"That narrows the scope from an initial 600,000+ activities to a manageable 300. As we scan through the specific activities, we see a good signal for the most part. 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So, we search for that term, and what we find is encouraging — volume jumps up significantly to about 2,500 activities and we see strong-signal activity like this gem from our community Slack:"}],"markDefs":[],"style":"normal"},{"_key":"031a049ab049","_type":"mainImage","asset":{"_ref":"image-ce2dca9b1475d2c6b898b14513670bee41021c9b-1796x314-png","_type":"reference"},"caption":"Activity with “pricing” as a keyword"},{"_key":"76cfd8fb609c","_type":"block","children":[{"_key":"8dd6a5b3b5130","_type":"span","marks":[],"text":"Having identified what we believe is a pair of solid buyer intent keywords and knowing that we can always add to this list of keywords in the future, we decide it's time to move on and start building out our buyer intent alert system."}],"markDefs":[],"style":"normal"},{"_key":"81ae4f78ece8","_type":"anchor","label":"Step 4: Tag intent activities"},{"_key":"157493e8905e","_type":"block","children":[{"_key":"e7eec391167f0","_type":"span","marks":[],"text":"Step 4: Tag net-new buyer intent activities"}],"markDefs":[],"style":"h3"},{"_key":"3ba9ae8dda5f","_type":"block","children":[{"_key":"5cbbfdf950200","_type":"span","marks":[],"text":"At the outset, one of our goals was to highlight prospects for sales and sales development to target and shine a light on the activities and context surrounding those prospects. To do that, we'll need to do some tagging pre-work that will pay off. Doing this will enable our sellers and SDRs to quickly sift through to the specific buyer intent activity on any member record."}],"markDefs":[],"style":"normal"},{"_key":"9b6d4140b183","_type":"block","children":[{"_key":"00ae3e4a8d3e0","_type":"span","marks":[],"text":"Next, we will set up a "},{"_key":"d28d022e5ba3","_type":"span","marks":["strong"],"text":"Tag new activities"},{"_key":"9ed048fdcf26","_type":"span","marks":[],"text":" workflow that will tag all net-new activities that pop up in our community that contain the buyer intent keywords we've already identified in Step 3."}],"markDefs":[],"style":"normal"},{"_key":"60a824c40b0a","_type":"block","children":[{"_key":"d49d489added0","_type":"span","marks":[],"text":"To do this, we'll head to the "},{"_key":"bf505324a56b","_type":"span","marks":["strong"],"text":"Workflows"},{"_key":"a1b277a7af58","_type":"span","marks":[],"text":" view on the left-hand navigation and select the ready-to-use "},{"_key":"ab944b8e596a","_type":"span","marks":["strong"],"text":"Tag new activities template"},{"_key":"c5aef5fcb119","_type":"span","marks":[],"text":". After choosing the template, you'll be dropped into the Workflow builder. 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Now we're ready to add the tagging step to complete the workflow. Click "},{"_key":"3f8e3aadc888","_type":"span","marks":["strong"],"text":"Select tag"},{"_key":"3b56536f0cbe","_type":"span","marks":[],"text":" to the right of the green tag icon and begin typing ”Purchase search intent” into the field. We haven't created the tag, so we'll select "},{"_key":"2afcd2ae617a","_type":"span","marks":["strong"],"text":"+ New tag"},{"_key":"bf4fddba8b3a","_type":"span","marks":[],"text":": and label it “Purchase search Intent.”"}],"markDefs":[],"style":"normal"},{"_key":"8626aaf3a1c4","_type":"mainImage","asset":{"_ref":"image-f2e48bdf1755547f7f5405114f59a8ae2ae939cf-1338x448-png","_type":"reference"},"caption":"Add an activity tag"},{"_key":"0c505da0b22b","_type":"block","children":[{"_key":"4f7ca4d888910","_type":"span","marks":[],"text":"Hit "},{"_key":"3ef511bea5e7","_type":"span","marks":["strong"],"text":"Save"},{"_key":"7aec870cadff","_type":"span","marks":[],"text":" in the upper right corner of the workflow module and toggle the workflow to "},{"_key":"e98fd393d868","_type":"span","marks":["strong"],"text":"On"},{"_key":"3cce005c6739","_type":"span","marks":[],"text":". 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Our work here is done."}],"markDefs":[],"style":"normal"},{"_key":"72cf4408af2d","_type":"block","children":[{"_key":"69c81a9a84ac0","_type":"span","marks":[],"text":"All that remains is for us to follow up with our sellers and SDRs to confirm that they’ve subscribed to the alert and then watch the intent-based prospecting bonanza begin."}],"markDefs":[],"style":"normal"},{"_key":"a00abd7d5d08","_type":"anchor","label":"Wrapping up"},{"_key":"a9d306833cd6","_type":"block","children":[{"_key":"2f534657106a0","_type":"span","marks":[],"text":"Wrapping up"}],"markDefs":[],"style":"h3"},{"_key":"12de248a7489","_type":"block","children":[{"_key":"44e5914c1c5a0","_type":"span","marks":[],"text":"🥳 Congratulations, you've made it to the end!"}],"markDefs":[],"style":"normal"},{"_key":"05db660e7e43","_type":"block","children":[{"_key":"cfbd2122ee910","_type":"span","marks":[],"text":"To recap, we used this playbook as a concrete starting point for alerting reps of high-intent accounts, prospects within those accounts, and their specific buying-intent behavior."}],"markDefs":[],"style":"normal"},{"_key":"d42404f55660","_type":"block","children":[{"_key":"554bef80ad610","_type":"span","marks":[],"text":"We want to hear about your use case and help you find the perfect playbook. 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That way you can always stay up to date on the key people and activities you want to know about whether they’re part of a segment or not."}],"markDefs":[{"_key":"148bfb37f8a4","_type":"link","href":"https://docs.commonroom.io/using-common-room/team-alerts-page"}],"style":"callout"},{"_key":"40547e38ac99","_type":"block","children":[{"_key":"b22db1531c940","_type":"span","marks":[],"text":"Any segments we create will automatically be added to the "},{"_key":"b22db1531c941","_type":"span","marks":["strong"],"text":"My segments"},{"_key":"b22db1531c942","_type":"span","marks":[],"text":" section of the page, but let’s make sure they’re the first thing we see when we log into Common Room."}],"markDefs":[],"style":"normal"},{"_key":"2f82c171403f","_type":"anchor","label":"Step 5: Add segments to Home"},{"_key":"eaea80cb22ed","_type":"block","children":[{"_key":"a0dc6e82f39c0","_type":"span","marks":[],"text":"Step 5: Add segments to Home"}],"markDefs":[],"style":"h3"},{"_key":"2606c1cc320d","_type":"block","children":[{"_key":"53a69cba4dc20","_type":"span","marks":[],"text":"Every segment can be added to our "},{"_key":"53a69cba4dc21","_type":"span","marks":["strong"],"text":"Home"},{"_key":"53a69cba4dc22","_type":"span","marks":[],"text":" screen in Common Room. 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It takes a lot of manual effort to sift through each post, click to see who reacted, and filter out your team, customers, job seekers, etc. And that’s all before even sending a single message."}],"markDefs":[],"style":"normal"},{"_key":"d42f6db7e52e","_type":"block","children":[{"_key":"e34241af0a250","_type":"span","marks":[],"text":"There’s a better, more automated way. 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This allows us to add filters like “is not a customer.”"}],"markDefs":[],"style":"normal"},{"_key":"e6f5f2203fba","_type":"mainImage","alt":"Auto-magic 🪄 profile merge","asset":{"_ref":"image-262ddf4269d59a53716de4a98cef77872c0e7f33-1346x1170-png","_type":"reference"},"caption":"Auto-magic 🪄 profile merge"},{"_key":"be9da47fdc72","_type":"block","children":[{"_key":"f69045a85c230","_type":"span","marks":[],"text":"We can head over to the "},{"_key":"f69045a85c231","_type":"span","marks":["strong"],"text":"Segments"},{"_key":"f69045a85c232","_type":"span","marks":[],"text":" menu, where we’ll create a view for our team that filters signal from the noise on LinkedIn. And we’ll click "},{"_key":"f69045a85c233","_type":"span","marks":["strong"],"text":"+ New segment"},{"_key":"f69045a85c234","_type":"span","marks":[],"text":" and select a new “members” segment to create our view."}],"markDefs":[],"style":"normal"},{"_key":"13dc2baa61ba","_type":"mainImage","alt":"Create a new segment for members engaging on LinkedIn","asset":{"_ref":"image-df89c9ce052b33b6d2ffe3c9b24466a395946da9-784x366-png","_type":"reference"},"caption":"Create a new segment for members engaging on LinkedIn"},{"_key":"8475d8558632","_type":"block","children":[{"_key":"ca41b6ed78010","_type":"span","marks":[],"text":"We’ll name our new segment accordingly and add statuses that mirror our workflow (e.g., "},{"_key":"ca41b6ed78011","_type":"span","marks":["strong"],"text":"ICP no outreach"},{"_key":"ca41b6ed78012","_type":"span","marks":[],"text":" or "},{"_key":"ca41b6ed78013","_type":"span","marks":["strong"],"text":"Not in ICP"},{"_key":"ca41b6ed78014","_type":"span","marks":[],"text":")."}],"markDefs":[],"style":"normal"},{"_key":"17527b113a4f","_type":"mainImage","alt":"Create a new segment and add statuses","asset":{"_ref":"image-9d7b1e87052b9d880880f867379062f0cc291a58-2932x1832-png","_type":"reference"},"caption":"Create a new segment and add statuses"},{"_key":"b307a3f8e132","_type":"block","children":[{"_key":"777a9730d6540","_type":"span","marks":[],"text":"Our new segment is live, but we’ll need to add members. 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By setting "},{"_key":"6e0a40cc4fb01","_type":"span","marks":["strong"],"text":"Has organization"},{"_key":"6e0a40cc4fb02","_type":"span","marks":[],"text":" to "},{"_key":"6e0a40cc4fb03","_type":"span","marks":["strong"],"text":"Yes"},{"_key":"6e0a40cc4fb04","_type":"span","marks":[],"text":", we’ll get a good proxy to identify that firmographic information on the member has been identified (i.e., they work at a known company)."}],"markDefs":[],"style":"normal"},{"_key":"ef51cbf58838","_type":"mainImage","alt":"Set criteria to auto-add members","asset":{"_ref":"image-464f9a3becf5b8878231e52645f5d0592a7dd8d9-1822x538-png","_type":"reference"},"caption":"Set criteria to auto-add members"},{"_key":"ca2a2efdc64e","_type":"block","children":[{"_key":"f5e855c956010","_type":"span","marks":[],"text":"We’ll save this segment, and members will auto-magically begin to import."}],"markDefs":[],"style":"normal"},{"_key":"3bbf251f2bed","_type":"mainImage","alt":"Members importing to a segment","asset":{"_ref":"image-46b77166a2e2cb691462adafd78cc4b3d1802d90-1824x868-png","_type":"reference"},"caption":"Members importing to a segment"},{"_key":"8937c9aa17e1","_type":"anchor","label":"Step 3: Automate member status"},{"_key":"dacba8c46190","_type":"block","children":[{"_key":"f95635b0a207","_type":"span","marks":[],"text":"Step 3: Set member status to track outreach efforts"}],"markDefs":[],"style":"h3"},{"_key":"604afc081153","_type":"block","children":[{"_key":"92724a3e1f690","_type":"span","marks":[],"text":"For our next step, we’ll want to auto-add members to the different statuses we previously created."}],"markDefs":[],"style":"normal"},{"_key":"fc5863a0011a","_type":"block","children":[{"_key":"23f8cfa3065b0","_type":"span","marks":[],"text":"Let’s return to "},{"_key":"23f8cfa3065b1","_type":"span","marks":["strong"],"text":"Member management"},{"_key":"23f8cfa3065b2","_type":"span","marks":[],"text":" and set criteria for members who fit our ICP and have not yet been contacted. Click "},{"_key":"23f8cfa3065b3","_type":"span","marks":["strong"],"text":"Set criteria"},{"_key":"23f8cfa3065b4","_type":"span","marks":[],"text":" for our no outreach status."}],"markDefs":[],"style":"normal"},{"_key":"94819ef1f49a","_type":"block","children":[{"_key":"64dbd1dfbc870","_type":"span","marks":[],"text":"We’ll click to add a filter for organization size that’s 50+ and a role in marketing or sales, as this fits our ICP in this hypothetical."}],"markDefs":[],"style":"normal"},{"_key":"f774b478a948","_type":"mainImage","alt":"Set criteria to automate member enrollment by status","asset":{"_ref":"image-4beb0913edf5f95cc471a61ba290d225fcbaf3f8-1734x472-png","_type":"reference"},"caption":"Set criteria to automate member enrollment by status"},{"_key":"47ba4d68f624","_type":"block","children":[{"_key":"200778b18d150","_type":"span","marks":[],"text":"Once we click "},{"_key":"200778b18d151","_type":"span","marks":["strong"],"text":"Save"},{"_key":"200778b18d152","_type":"span","marks":[],"text":", these members will move into our prioritized outreach status."}],"markDefs":[],"style":"normal"},{"_key":"ada0beca74e7","_type":"mainImage","alt":"Members view by status cohort","asset":{"_ref":"image-dc26927e63ddf6d3396b05d31a9a118cc40f1098-2932x1832-png","_type":"reference"},"caption":"Members view by status cohort"},{"_key":"cbd851c6943a","_type":"block","children":[{"_key":"e8f959f6cc8f0","_type":"span","marks":[],"text":"With that, we now have a list of high-fit prospects for our team to look into and reach out to with context. 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Check out our "},{"_key":"7e9eb8e680c15","_type":"span","marks":["af1ea672fd6a"],"text":"integrations docs"},{"_key":"7e9eb8e680c16","_type":"span","marks":[],"text":" for step-by-step directions on how to connect any channel to Common Room."}],"markDefs":[{"_key":"740db20aa078","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/linkedin"},{"_key":"b424518324ab","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/twitter"},{"_key":"af1ea672fd6a","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"9db08c3a526a","_type":"anchor","label":"Step 1: Create segment"},{"_key":"f5ef8cc6ebfa","_type":"block","children":[{"_key":"98b32f0b05950","_type":"span","marks":[],"text":"Step 1: Create segment"}],"markDefs":[],"style":"h3"},{"_key":"e10dad74613f","_type":"block","children":[{"_key":"e5765ff175150","_type":"span","marks":[],"text":"Let’s say we’re looking for a way to get a conversation started with an economic buyer at one of our owned accounts."}],"markDefs":[],"style":"normal"},{"_key":"7dc86090afad","_type":"block","children":[{"_key":"084225a6c5b10","_type":"span","marks":[],"text":"We’d log in to Common Room and go to "},{"_key":"084225a6c5b11","_type":"span","marks":["strong"],"text":"Segments"},{"_key":"084225a6c5b12","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"833dcd06f8e6","_type":"mainImage","asset":{"_ref":"image-6f4a2fe9b89d049d95761da71d2ebd0f310c72c5-3840x2160-png","_type":"reference"},"caption":"Select Segments"},{"_key":"42b095d47b44","_type":"block","children":[{"_key":"01cf3839070f0","_type":"span","marks":[],"text":"🔦 "},{"_key":"01cf3839070f1","_type":"span","marks":["strong"],"text":"Product spotlight: Segments\n"},{"_key":"cf262073a5880","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"cf262073a5881","_type":"span","marks":["603047ab579e"],"text":"segments"},{"_key":"cf262073a5882","_type":"span","marks":[],"text":" feature allows you to automatically add individuals or organizations to dedicated lists based on customizable criteria. This makes it easy to quickly surface, monitor, and engage specific people and companies at scale."}],"markDefs":[{"_key":"603047ab579e","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"callout"},{"_key":"69ec0f3a4645","_type":"block","children":[{"_key":"17b5c602e5fa0","_type":"span","marks":[],"text":"If the segment doesn’t already exist, we’d click "},{"_key":"17b5c602e5fa1","_type":"span","marks":["strong"],"text":"New segment"},{"_key":"17b5c602e5fa2","_type":"span","marks":[],"text":" and create one for accounts that are owned by us in Salesforce."}],"markDefs":[],"style":"normal"},{"_key":"77af2b967962","_type":"mainImage","asset":{"_ref":"image-8f7153610ad9a448a206cd4cc5e3d1c6edbd3259-964x392-png","_type":"reference"},"caption":"Select Create new segment for organizations"},{"_key":"fcb96c791b12","_type":"block","children":[{"_key":"cdad4e5efbd90","_type":"span","marks":[],"text":"All we have to do is set the criteria for who gets added to this segment by filtering for the appropriate Salesforce field."}],"markDefs":[],"style":"normal"},{"_key":"eebf91d13ea8","_type":"mainImage","asset":{"_ref":"image-d9ea196bb4e4e319d746e6f78a612803f615d0c9-2576x1400-png","_type":"reference"},"caption":"Select Salesforce field"},{"_key":"48e3c005ea8d","_type":"block","children":[{"_key":"d06503a7a31e0","_type":"span","marks":[],"text":"🔦 "},{"_key":"d06503a7a31e1","_type":"span","marks":["strong"],"text":"Product spotlight: Filters\n"},{"_key":"d1a9f3de5d2e0","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"d1a9f3de5d2e1","_type":"span","marks":["a924b3aea9ed"],"text":"filters"},{"_key":"d1a9f3de5d2e2","_type":"span","marks":[],"text":" feature allows you to highlight individuals and organizations based on any combination of factors. 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This makes it easy to engage buyers without switching tools."}],"markDefs":[{"_key":"e27079999bcc","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/outreach"},{"_key":"46f1c7cceaf5","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/apollo"}],"style":"callout"},{"_key":"2e771d6b9512","_type":"block","children":[{"_key":"80505b5229970","_type":"span","marks":[],"text":"If we spot any information in Common Room that’s not currently included in Salesforce, we can also sync buyer records with our CRM with the click of a button 🧹"}],"markDefs":[],"style":"normal"},{"_key":"5b85379b1a88","_type":"anchor","label":"Wrapping up"},{"_key":"2c08e51941fc","_type":"block","children":[{"_key":"254dcf413a4c0","_type":"span","marks":[],"text":"Wrapping up"}],"markDefs":[],"style":"h3"},{"_key":"1405243dac4b","_type":"block","children":[{"_key":"814837c0b83a0","_type":"span","marks":[],"text":"Turning LinkedIn likes into meetings booked just got a whole lot easier 🎉"}],"markDefs":[],"style":"normal"},{"_key":"a5a7d0597ea9","_type":"block","children":[{"_key":"ad97767080920","_type":"span","marks":[],"text":"Now you can surface social content engagement from key accounts, get a bird’s eye view of them and their organizations across channels, and deliver tailored messaging—all from the same place.\n\n"},{"_key":"e930cf7b1f941","_type":"span","marks":["em"],"text":"Want to see a playbook on a different topic? 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"},{"_key":"b69555780b0e","_type":"span","marks":["2a39b1bf521c"],"text":"Sign up for free"},{"_key":"95bbe9f58bd8","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"2a39b1bf521c","_type":"link","href":"https://www.commonroom.io/signup?website_attribution=playbooks%252Fturn-former-product-users-into-new-deals-won"}],"style":"normal"}],"header":"Common Room","style":"success"},{"_key":"099f0d60d8a3","_type":"infoBox","body":[{"_key":"2e94b1c5a305","_type":"block","children":[{"_key":"450d04b94155","_type":"span","marks":[],"text":"We’ll use Salesforce in this example. 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This makes it easy to quickly surface, monitor, and engage specific people and companies at scale."}],"markDefs":[{"_key":"592972c96cec","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"callout"},{"_key":"7cbe2fb22eef","_type":"block","children":[{"_key":"d74a23d6cb8a0","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"d74a23d6cb8a1","_type":"span","marks":["strong"],"text":"New segment"},{"_key":"d74a23d6cb8a2","_type":"span","marks":[],"text":", create one for contacts, and decide who gets added to it."}],"markDefs":[],"style":"normal"},{"_key":"b236693e1865","_type":"mainImage","asset":{"_ref":"image-977e9fe41a4dafffa40212bd3408032d82452458-855x390-png","_type":"reference"},"caption":"Select Create new segment for contacts"},{"_key":"baa7caa02d8c","_type":"block","children":[{"_key":"397cab2a75670","_type":"span","marks":[],"text":"First we’d filter our segment to only display the leads we own."}],"markDefs":[],"style":"normal"},{"_key":"5897dc298a94","_type":"mainImage","asset":{"_ref":"image-9d46d09bd943028dc853cab692298d3c70b93938-2499x1408-png","_type":"reference"},"caption":"Select Lead Owner Name"},{"_key":"e992c4939277","_type":"block","children":[{"_key":"79affab9d8ad0","_type":"span","marks":[],"text":"Next we’d add our "},{"_key":"79affab9d8ad1","_type":"span","marks":["strong"],"text":"Job listings"},{"_key":"79affab9d8ad2","_type":"span","marks":[],"text":" filter. 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We want to see who in our book of business works at a company that recently published a job listing mentioning these technologies."}],"markDefs":[],"style":"normal"},{"_key":"4ab25fc29bda","_type":"block","children":[{"_key":"150be29206dc0","_type":"span","marks":[],"text":"We’ll click into "},{"_key":"150be29206dc1","_type":"span","marks":["strong"],"text":"Job listing keyword search"},{"_key":"150be29206dc2","_type":"span","marks":[],"text":" and select them from the list (we can always add our own keywords if they’re not listed)."}],"markDefs":[],"style":"normal"},{"_key":"807539286e01","_type":"mainImage","asset":{"_ref":"image-0544e02ad708ad0ecba88bd55bf779a3d926c631-1805x562-png","_type":"reference"},"caption":"Configure Job listings filter"},{"_key":"6b60338075d9","_type":"block","children":[{"_key":"825f786eef860","_type":"span","marks":[],"text":"Common Room will search a database of more than 40 million companies globally that’s refreshed daily to find a match (if we have a specific company in mind, we can always upload accounts ourselves and use Common Room to enrich our list using this database)."}],"markDefs":[],"style":"normal"},{"_key":"600071f5c70f","_type":"block","children":[{"_key":"b94f1b5d46ae0","_type":"span","marks":[],"text":"Boom—now any person who works at a company that fits our criteria will automatically be added to our segment 💥"}],"markDefs":[],"style":"normal"},{"_key":"938b5af4b993","_type":"anchor","label":"Step 2: Filter segment"},{"_key":"d53d51642168","_type":"block","children":[{"_key":"19616d9f64d40","_type":"span","marks":[],"text":"Step 2: Filter segment"}],"markDefs":[],"style":"h3"},{"_key":"c3854eb03221","_type":"block","children":[{"_key":"66cf678ef4df0","_type":"span","marks":[],"text":"Let’s drill down into our list of prospects and see who might be worth getting in touch with."}],"markDefs":[],"style":"normal"},{"_key":"c5424f38616a","_type":"block","children":[{"_key":"5b506b6ec1690","_type":"span","marks":[],"text":"We want to focus on people with budget authority, so we’ll customize our segment to only list economic buyers at these organizations (keep in mind, we can quickly create and apply tags in Common Room based on any combination of attributes and actions, such as job title, industry, and activity across digital channels)."}],"markDefs":[],"style":"normal"},{"_key":"bd512ae85a18","_type":"block","children":[{"_key":"f88ea92df8720","_type":"span","marks":[],"text":"🔦 "},{"_key":"f88ea92df8721","_type":"span","marks":["strong"],"text":"Product spotlight: Tags\n"},{"_key":"1295d53c88790","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"1295d53c88791","_type":"span","marks":["96397974ac20"],"text":"tags"},{"_key":"1295d53c88792","_type":"span","marks":[],"text":" feature allows you to automatically label individuals and organizations with specific tags based on customizable criteria. This makes it easy to quickly filter for ideal personas, ideal customer profiles, and more."}],"markDefs":[{"_key":"96397974ac20","_type":"link","href":"https://docs.commonroom.io/set-preferences/tags"}],"style":"callout"},{"_key":"df69ff9d68a0","_type":"mainImage","asset":{"_ref":"image-12591cbb13559d8215c1d55b0b5c5c0ca1ed4506-1559x608-png","_type":"reference"},"caption":"Select Economic buyers tag"},{"_key":"4c47a5715254","_type":"block","children":[{"_key":"9887d30047e20","_type":"span","marks":[],"text":"We can then click the "},{"_key":"9887d30047e21","_type":"span","marks":["strong"],"text":"Preview"},{"_key":"9887d30047e22","_type":"span","marks":[],"text":" button over their organization, get a bird’s eye view of the company at large, and quickly find the job listing in the preview tray."}],"markDefs":[],"style":"normal"},{"_key":"0ced423bbdb6","_type":"mainImage","asset":{"_ref":"image-962f65db6414508a0c89501ba58ecc2fe5688f5a-3841x2160-png","_type":"reference"},"caption":"View job listing"},{"_key":"d73f5ccd667b","_type":"block","children":[{"_key":"ae3987cca1010","_type":"span","marks":[],"text":"We can do the same for the individual. Simply click the "},{"_key":"ae3987cca1011","_type":"span","marks":["strong"],"text":"Preview"},{"_key":"ae3987cca1012","_type":"span","marks":[],"text":" button over their name and it will pull up a preview of their Person360™ profile, where we can see contact details, work history, recent cross-channel activities, and more 🔬"}],"markDefs":[],"style":"normal"},{"_key":"6fb1f9427511","_type":"mainImage","asset":{"_ref":"image-b472531eea21fcaffd89cd392f7a11405151befe-3841x2160-png","_type":"reference"},"caption":"View Person360 preview"},{"_key":"1e039b5772df","_type":"block","children":[{"_key":"6af33a587c830","_type":"span","marks":[],"text":"🔦 "},{"_key":"6779b41b71b3","_type":"span","marks":["strong"],"text":"Product spotlight: Person360\n"},{"_key":"a0e7406d495a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"a02a99842dde","_type":"span","marks":["8cc012c51a61"],"text":"Person360"},{"_key":"404a0286b36e2","_type":"span","marks":[],"text":" feature allows you to deanonymize, merge, and enrich signals from every channel connected to Common Room. 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This makes it easy to engage buyers without switching tools."}],"markDefs":[{"_key":"9c55a9797be3","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/outreach"},{"_key":"2fbdf1c64ca2","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/apollo"},{"_key":"7333627a8880","_type":"link","href":"https://docs.commonroom.io/get-started/signals/business-integrations/salesloft"}],"style":"callout"},{"_key":"e050941aa3c7","_type":"block","children":[{"_key":"4bed7e6f67b90","_type":"span","marks":[],"text":"Our message might look something like this:"}],"markDefs":[],"style":"normal"},{"_key":"8c31e8ff1255","_type":"infoBox","body":[{"_key":"23e2ea89c17d","_type":"block","children":[{"_key":"f301fe471c9c","_type":"span","marks":[],"text":"Hi "},{"_key":"78b7808c187e","_type":"span","marks":["strong"],"text":"[first name]"},{"_key":"e9e6b9351683","_type":"span","marks":[],"text":","}],"markDefs":[],"style":"normal"},{"_key":"2718776e4f67","_type":"block","children":[{"_key":"bb5a9a5df521","_type":"span","marks":[],"text":"Hope the dust has settled after the "},{"_key":"117253f21af6","_type":"span","marks":["strong"],"text":"[name of breach]"},{"_key":"5b3a4198e188","_type":"span","marks":[],"text":" we spotted on "},{"_key":"0092fc1d1176","_type":"span","marks":["strong"],"text":"[news outlet]"},{"_key":"e0fc62f1c4e6","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"dc3e0104923f","_type":"block","children":[{"_key":"0443b4fc7e07","_type":"span","marks":[],"text":"We help companies like "},{"_key":"4b7fae674c03","_type":"span","marks":["strong"],"text":"[names of current customers in the same industry]"},{"_key":"fbf78324b588","_type":"span","marks":[],"text":" prevent this from happening by using "},{"_key":"2d545f2a887d","_type":"span","marks":["strong"],"text":"[unique features or functionalities associated with product]"},{"_key":"a0aad74ac499","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"16fee93ba33f","_type":"block","children":[{"_key":"bfaf19618470","_type":"span","marks":[],"text":"Here’s a "},{"_key":"1f93b16dc25f","_type":"span","marks":["strong"],"text":"[asset that shows differentiator]"},{"_key":"422715a4a4c9","_type":"span","marks":[],"text":". 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Once that’s done, data from Slack will start flowing into Common Room."}],"markDefs":[],"style":"normal"},{"_key":"d7906b127121","_type":"block","children":[{"_key":"e2a95a17d0a60","_type":"span","marks":[],"text":"We’ll then repeat this process with LinkedIn."}],"markDefs":[],"style":"normal"},{"_key":"0dde6cf8bd8d","_type":"block","children":[{"_key":"bcda2cddc12c0","_type":"span","marks":[],"text":"Okay, now that our digital channels are connected, let’s make sure we can surface our PQLs in our CRM."}],"markDefs":[],"style":"normal"},{"_key":"b8c0d1aba769","_type":"anchor","label":"Step 3: Connect Salesforce"},{"_key":"2051a58c4e25","_type":"block","children":[{"_key":"0311229dcb430","_type":"span","marks":[],"text":"Step 3: Connect Salesforce"}],"markDefs":[],"style":"h3"},{"_key":"21f961e3f70d","_type":"block","children":[{"_key":"7237aec246f10","_type":"span","marks":["adf447075a67"],"text":"Salesforce"},{"_key":"7237aec246f11","_type":"span","marks":[],"text":" is our source of truth, so we’ll choose it from the list of data sources."}],"markDefs":[{"_key":"adf447075a67","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/salesforce-crm"}],"style":"normal"},{"_key":"0c77b13562f6","_type":"mainImage","asset":{"_ref":"image-a5ab89ad102394e7ed1a186eb84269aa20748690-1422x792-png","_type":"reference"},"caption":"Select Salesforce"},{"_key":"cfdcfed499ca","_type":"block","children":[{"_key":"fd9ea48e77b90","_type":"span","marks":[],"text":"We’ll need to confirm that we’re an admin (otherwise, we can invite an admin to finish the integration setup). 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Once we turn it on, any individual who matches our criteria will automatically be tagged with this label."}],"markDefs":[],"style":"normal"},{"_key":"88a94a031b59","_type":"mainImage","asset":{"_ref":"image-597154ba7180defb81fd653137cbb1bf53e0114c-2137x763-png","_type":"reference"},"caption":"View tags"},{"_key":"c0c083b79349","_type":"block","children":[{"_key":"947ad0a6ddef0","_type":"span","marks":[],"text":"💡 You can create and assign both "},{"_key":"947ad0a6ddef1","_type":"span","marks":["39171dff20a9"],"text":"member tags"},{"_key":"947ad0a6ddef2","_type":"span","marks":[],"text":" and "},{"_key":"947ad0a6ddef3","_type":"span","marks":["9e586891c3b3"],"text":"organization tags"},{"_key":"947ad0a6ddef4","_type":"span","marks":[],"text":" to quickly find and track ideal personas, economic buyers, current customers, and more."}],"markDefs":[{"_key":"39171dff20a9","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/member-tags"},{"_key":"9e586891c3b3","_type":"link","href":"https://docs.commonroom.io/using-common-room/organizations-page/organization-tags"}],"style":"callout"},{"_key":"d1bec6bc18ac","_type":"block","children":[{"_key":"3d3c6cb8b9930","_type":"span","marks":[],"text":"Let’s decide what constitutes a product-qualified lead. 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This time we’ll choose "},{"_key":"2924ee37ff511","_type":"span","marks":["strong"],"text":"# Design Files Created"},{"_key":"2924ee37ff512","_type":"span","marks":[],"text":" and put 5 in the "},{"_key":"2924ee37ff513","_type":"span","marks":["strong"],"text":"At least"},{"_key":"2924ee37ff514","_type":"span","marks":[],"text":" box."}],"markDefs":[],"style":"normal"},{"_key":"c6a23e17131e","_type":"mainImage","asset":{"_ref":"image-dd32d5b29061b71a8543221ec1bfa5c0109018e8-507x465-png","_type":"reference"},"caption":"Add criteria"},{"_key":"5be342300537","_type":"block","children":[{"_key":"7c85b8dd7b190","_type":"span","marks":[],"text":"Finally, we’ll add a field filter for "},{"_key":"7c85b8dd7b191","_type":"span","marks":["strong"],"text":"# Invites Sent"},{"_key":"7c85b8dd7b192","_type":"span","marks":[],"text":" and put 2 in the "},{"_key":"7c85b8dd7b193","_type":"span","marks":["strong"],"text":"At least"},{"_key":"7c85b8dd7b194","_type":"span","marks":[],"text":" box."}],"markDefs":[],"style":"normal"},{"_key":"23548375a062","_type":"mainImage","asset":{"_ref":"image-27bca8d201fc69d8a80bc3160468eff7c56cdc3d-501x461-png","_type":"reference"},"caption":"Add criteria"},{"_key":"a97936927eb5","_type":"block","children":[{"_key":"8654dbd28e710","_type":"span","marks":[],"text":"Hit "},{"_key":"8654dbd28e711","_type":"span","marks":["strong"],"text":"Save"},{"_key":"8654dbd28e712","_type":"span","marks":[],"text":" and you’re all set. 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Choose "},{"_key":"c6acf2c290dd1","_type":"span","marks":["strong"],"text":"Product qualified"},{"_key":"c6acf2c290dd2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"3e0b3a8f8513","_type":"mainImage","asset":{"_ref":"image-9e0ab735fef7706002ecfdbd20e0a7b8550b2734-517x915-png","_type":"reference"},"caption":"Select Product qualified"},{"_key":"05f02b655a00","_type":"block","children":[{"_key":"853a88a481190","_type":"span","marks":[],"text":"This will give us a view of every product user who matches our tag 👀"}],"markDefs":[],"style":"normal"},{"_key":"c230a65d7095","_type":"block","children":[{"_key":"afedaa1cab580","_type":"span","marks":[],"text":"We can drill down further from here if we want to. 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"},{"_key":"9dff445d04141","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"9dff445d04142","_type":"span","marks":[],"text":" again and head over to "},{"_key":"9dff445d04143","_type":"span","marks":["strong"],"text":"Organization size"},{"_key":"9dff445d04144","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"594f94008170","_type":"mainImage","asset":{"_ref":"image-3c2ba2e03ff8f6135daabcad31d6ddea30003988-2491x1319-png","_type":"reference"},"caption":"Select Organization size"},{"_key":"29d16f2524f4","_type":"block","children":[{"_key":"e0352eeef1e80","_type":"span","marks":[],"text":"After we select this filter, we’ll add 1,000 to the "},{"_key":"e0352eeef1e81","_type":"span","marks":["strong"],"text":"At least"},{"_key":"e0352eeef1e82","_type":"span","marks":[],"text":" box."}],"markDefs":[],"style":"normal"},{"_key":"b24d6177d9eb","_type":"mainImage","asset":{"_ref":"image-e6df7dcc456009ec9b9cc4c8344f9f61a0803ad4-481x1037-png","_type":"reference"},"caption":"Add criteria"},{"_key":"ffaa31b1b804","_type":"block","children":[{"_key":"202f3964c7790","_type":"span","marks":[],"text":"Next we’ll add a filter for "},{"_key":"202f3964c7791","_type":"span","marks":["strong"],"text":"Annual revenue"},{"_key":"202f3964c7792","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"82250151cc86","_type":"mainImage","asset":{"_ref":"image-c200c230ff8bd24a9a21ded43ee96e7dfa827194-2499x1309-png","_type":"reference"},"caption":"Select Annual revenue"},{"_key":"a9a74934f9a3","_type":"block","children":[{"_key":"3e68f38ac45f0","_type":"span","marks":[],"text":"Then we’ll add $10M to the "},{"_key":"3e68f38ac45f1","_type":"span","marks":["strong"],"text":"At least"},{"_key":"3e68f38ac45f2","_type":"span","marks":[],"text":" 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"},{"_key":"946885c689285","_type":"span","marks":["strong"],"text":"Workflows"},{"_key":"946885c689286","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"39fd6e164482","_type":"mainImage","asset":{"_ref":"image-cbeab4ee0232382a0bdad43535f430d59b5aa03e-3840x2161-png","_type":"reference"},"caption":"Select Workflows"},{"_key":"e57378a08d85","_type":"block","children":[{"_key":"2bf9304e42650","_type":"span","marks":[],"text":"This is where we’ll automate how our tag is assigned so we can easily track power accounts."}],"markDefs":[],"style":"normal"},{"_key":"c097cfb6b43a","_type":"block","children":[{"_key":"90f2e8aea3f50","_type":"span","marks":[],"text":"💡 "},{"_key":"90f2e8aea3f51","_type":"span","marks":["752f0da0c8fe"],"text":"Workflows"},{"_key":"90f2e8aea3f52","_type":"span","marks":[],"text":" in Common Room allow you to automate actions—such as assigning tags, sending messages, and more—based on customizable inputs so you can 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After all, they can’t stay glued to TechCrunch and The Wall Street Journal all day 📰"}],"markDefs":[],"style":"normal"},{"_key":"fde0a0b2b1e2","_type":"block","children":[{"_key":"5d1511f4ffb80","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to automatically highlight business-relevant reports and announcements, hone in on high-fit opportunities, and take action fast."}],"markDefs":[],"style":"normal"},{"_key":"3b77262f32a4","_type":"block","children":[{"_key":"811720105b180","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"bdb453847704","_type":"infoBox","body":[{"_key":"68a8233087ef","_type":"block","children":[{"_key":"f7f18e9b6145","_type":"span","marks":[],"text":"This is how we’ll identify relevant news articles and current events. "},{"_key":"5f63ec49f73f","_type":"span","marks":["cad378b9d513"],"text":"Sign up for free"},{"_key":"89e096497bfc","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"cad378b9d513","_type":"link","href":"https://www.commonroom.io/signup?website_attribution=playbooks%252Fturn-former-product-users-into-new-deals-won"}],"style":"normal"}],"header":"Common Room","style":"success"},{"_key":"a11aaf58ad7d","_type":"infoBox","body":[{"_key":"d9d2a98c7a13","_type":"block","children":[{"_key":"11c48bd07d32","_type":"span","marks":[],"text":"We’ll use Salesforce in this example. 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This makes it easy to quickly surface, monitor, and engage specific people and companies at scale."}],"markDefs":[{"_key":"13097763c55b","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"callout"},{"_key":"4efdbecb3a16","_type":"block","children":[{"_key":"9c0c96e550020","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"9c0c96e550021","_type":"span","marks":["strong"],"text":"New segment"},{"_key":"9c0c96e550022","_type":"span","marks":[],"text":", create one for contacts, and customize how people are added to it."}],"markDefs":[],"style":"normal"},{"_key":"4cc2178345c8","_type":"mainImage","asset":{"_ref":"image-977e9fe41a4dafffa40212bd3408032d82452458-855x390-png","_type":"reference"},"caption":"Select Create new segment for contacts"},{"_key":"f0315f3750b7","_type":"block","children":[{"_key":"38b4c9371bf40","_type":"span","marks":[],"text":"Let’s start by filtering our segment to only display the leads we own within Salesforce."}],"markDefs":[],"style":"normal"},{"_key":"3587fd319aea","_type":"mainImage","asset":{"_ref":"image-9d46d09bd943028dc853cab692298d3c70b93938-2499x1408-png","_type":"reference"},"caption":"Select Lead Owner Name"},{"_key":"f9f6f57c5b04","_type":"block","children":[{"_key":"df899604ca090","_type":"span","marks":[],"text":"Next we’ll add a "},{"_key":"df899604ca091","_type":"span","marks":["strong"],"text":"News & events"},{"_key":"df899604ca092","_type":"span","marks":[],"text":" filter. 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This makes it easy to engage buyers without switching tools."}],"markDefs":[{"_key":"9c55a9797be3","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/outreach"},{"_key":"2fbdf1c64ca2","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/apollo"},{"_key":"7333627a8880","_type":"link","href":"https://docs.commonroom.io/get-started/signals/business-integrations/salesloft"}],"style":"callout"},{"_key":"e050941aa3c7","_type":"block","children":[{"_key":"4bed7e6f67b90","_type":"span","marks":[],"text":"Our message might look something like this:"}],"markDefs":[],"style":"normal"},{"_key":"8c31e8ff1255","_type":"infoBox","body":[{"_key":"23e2ea89c17d","_type":"block","children":[{"_key":"f301fe471c9c","_type":"span","marks":[],"text":"Hi "},{"_key":"78b7808c187e","_type":"span","marks":["strong"],"text":"[first name]"},{"_key":"e9e6b9351683","_type":"span","marks":[],"text":","}],"markDefs":[],"style":"normal"},{"_key":"2718776e4f67","_type":"block","children":[{"_key":"bb5a9a5df521","_type":"span","marks":[],"text":"Hope the dust has settled after the "},{"_key":"117253f21af6","_type":"span","marks":["strong"],"text":"[name of breach]"},{"_key":"5b3a4198e188","_type":"span","marks":[],"text":" we spotted on "},{"_key":"0092fc1d1176","_type":"span","marks":["strong"],"text":"[news outlet]"},{"_key":"e0fc62f1c4e6","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"dc3e0104923f","_type":"block","children":[{"_key":"0443b4fc7e07","_type":"span","marks":[],"text":"We help companies like "},{"_key":"4b7fae674c03","_type":"span","marks":["strong"],"text":"[names of current customers in the same industry]"},{"_key":"fbf78324b588","_type":"span","marks":[],"text":" prevent this from happening by using "},{"_key":"2d545f2a887d","_type":"span","marks":["strong"],"text":"[unique features or functionalities associated with product]"},{"_key":"a0aad74ac499","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"16fee93ba33f","_type":"block","children":[{"_key":"bfaf19618470","_type":"span","marks":[],"text":"Here’s a "},{"_key":"1f93b16dc25f","_type":"span","marks":["strong"],"text":"[asset that shows differentiator]"},{"_key":"422715a4a4c9","_type":"span","marks":[],"text":". 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Check out our "},{"_key":"8210fe90f2bd","_type":"span","marks":["408b7e145fc7"],"text":"integrations docs"},{"_key":"f55a80b6a147","_type":"span","marks":[],"text":" for step-by-step directions on how to connect any channel to Common Room."}],"markDefs":[{"_key":"408b7e145fc7","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"normal"}],"header":"Digital channels","style":"success"},{"_key":"8a9a2407a533","_type":"infoBox","body":[{"_key":"20d969f9d58a","_type":"block","children":[{"_key":"f4804d0f400a","_type":"span","marks":[],"text":"We’ll use Snowflake in this example. 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"},{"_key":"91fec67aba823","_type":"span","marks":["0e025a543888"],"text":"Sign up for free"},{"_key":"91fec67aba824","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"0e025a543888","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"callout"},{"_key":"2c87ed2cc836","_type":"block","children":[{"_key":"70d2164614ab0","_type":"span","marks":[],"text":"🧰 "},{"_key":"70d2164614ab1","_type":"span","marks":["strong"],"text":"CRM\n"},{"_key":"95b346beeaf50","_type":"span","marks":[],"text":"We’ll use Salesforce in this example. "},{"_key":"95b346beeaf51","_type":"span","marks":["8ad0b7275e0d"],"text":"Check out our full interactive guide"},{"_key":"95b346beeaf52","_type":"span","marks":[],"text":" for step-by-step directions on how to map your Salesforce data to Common Room and see our "},{"_key":"95b346beeaf53","_type":"span","marks":["72e39f951af6"],"text":"integration docs"},{"_key":"95b346beeaf54","_type":"span","marks":[],"text":" for other CRM options."}],"markDefs":[{"_key":"8ad0b7275e0d","_type":"link","href":"https://app.arcade.software/share/lY7OWgwVNn5oLydRjICI"},{"_key":"72e39f951af6","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/hubspot"}],"style":"callout"},{"_key":"a3342b00a36c","_type":"block","children":[{"_key":"e06460c6fee10","_type":"span","marks":[],"text":"🧰 "},{"_key":"e06460c6fee11","_type":"span","marks":["strong"],"text":"Digital channels\n"},{"_key":"7e9eb8e680c10","_type":"span","marks":[],"text":"We’ll use "},{"_key":"7e9eb8e680c11","_type":"span","marks":["740db20aa078"],"text":"LinkedIn"},{"_key":"7e9eb8e680c12","_type":"span","marks":[],"text":" and "},{"_key":"7e9eb8e680c13","_type":"span","marks":["b424518324ab"],"text":"X (formerly Twitter)"},{"_key":"7e9eb8e680c14","_type":"span","marks":[],"text":" in this example. Check out our "},{"_key":"7e9eb8e680c15","_type":"span","marks":["af1ea672fd6a"],"text":"integrations docs"},{"_key":"7e9eb8e680c16","_type":"span","marks":[],"text":" for step-by-step directions on how to connect any channel to Common Room."}],"markDefs":[{"_key":"740db20aa078","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/linkedin"},{"_key":"b424518324ab","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/twitter"},{"_key":"af1ea672fd6a","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"9db08c3a526a","_type":"anchor","label":"Step 1: Create segment"},{"_key":"f5ef8cc6ebfa","_type":"block","children":[{"_key":"98b32f0b05950","_type":"span","marks":[],"text":"Step 1: Create segment"}],"markDefs":[],"style":"h3"},{"_key":"e10dad74613f","_type":"block","children":[{"_key":"e5765ff175150","_type":"span","marks":[],"text":"Let’s say we’re looking for a way to get a conversation started with an economic buyer at one of our owned accounts."}],"markDefs":[],"style":"normal"},{"_key":"7dc86090afad","_type":"block","children":[{"_key":"084225a6c5b10","_type":"span","marks":[],"text":"We’d log in to Common Room and go to "},{"_key":"084225a6c5b11","_type":"span","marks":["strong"],"text":"Segments"},{"_key":"084225a6c5b12","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"833dcd06f8e6","_type":"mainImage","asset":{"_ref":"image-6f4a2fe9b89d049d95761da71d2ebd0f310c72c5-3840x2160-png","_type":"reference"},"caption":"Select Segments"},{"_key":"42b095d47b44","_type":"block","children":[{"_key":"01cf3839070f0","_type":"span","marks":[],"text":"🔦 "},{"_key":"01cf3839070f1","_type":"span","marks":["strong"],"text":"Product spotlight: Segments\n"},{"_key":"cf262073a5880","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"cf262073a5881","_type":"span","marks":["603047ab579e"],"text":"segments"},{"_key":"cf262073a5882","_type":"span","marks":[],"text":" feature allows you to automatically add individuals or organizations to dedicated lists based on customizable criteria. This makes it easy to quickly surface, monitor, and engage specific people and companies at scale."}],"markDefs":[{"_key":"603047ab579e","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"callout"},{"_key":"69ec0f3a4645","_type":"block","children":[{"_key":"17b5c602e5fa0","_type":"span","marks":[],"text":"If the segment doesn’t already exist, we’d click "},{"_key":"17b5c602e5fa1","_type":"span","marks":["strong"],"text":"New segment"},{"_key":"17b5c602e5fa2","_type":"span","marks":[],"text":" and create one for accounts that are owned by us in Salesforce."}],"markDefs":[],"style":"normal"},{"_key":"77af2b967962","_type":"mainImage","asset":{"_ref":"image-8f7153610ad9a448a206cd4cc5e3d1c6edbd3259-964x392-png","_type":"reference"},"caption":"Select Create new segment for organizations"},{"_key":"fcb96c791b12","_type":"block","children":[{"_key":"cdad4e5efbd90","_type":"span","marks":[],"text":"All we have to do is set the criteria for who gets added to this segment by filtering for the appropriate Salesforce field."}],"markDefs":[],"style":"normal"},{"_key":"eebf91d13ea8","_type":"mainImage","asset":{"_ref":"image-d9ea196bb4e4e319d746e6f78a612803f615d0c9-2576x1400-png","_type":"reference"},"caption":"Select Salesforce field"},{"_key":"48e3c005ea8d","_type":"block","children":[{"_key":"d06503a7a31e0","_type":"span","marks":[],"text":"🔦 "},{"_key":"d06503a7a31e1","_type":"span","marks":["strong"],"text":"Product spotlight: Filters\n"},{"_key":"d1a9f3de5d2e0","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"d1a9f3de5d2e1","_type":"span","marks":["a924b3aea9ed"],"text":"filters"},{"_key":"d1a9f3de5d2e2","_type":"span","marks":[],"text":" feature allows you to highlight individuals and organizations based on any combination of factors. This makes it easy to surface specific people and companies based on firmographic details, cross-channel activities, product usage, and more."}],"markDefs":[{"_key":"a924b3aea9ed","_type":"link","href":"https://docs.commonroom.io/get-started/core-concepts-home/filters"}],"style":"callout"},{"_key":"2927ca11d8a9","_type":"block","children":[{"_key":"7e61d5fcc4230","_type":"span","marks":[],"text":"Once that’s done, any organization that is active across our digital channels and related to an account owned by us in Salesforce will automatically be added to this segment 🙌"}],"markDefs":[],"style":"normal"},{"_key":"d4468a8eeb85","_type":"anchor","label":"Step 2: Filter segment activity"},{"_key":"f87016bda6ee","_type":"block","children":[{"_key":"9ea195d303c80","_type":"span","marks":[],"text":"Step 2: Filter segment activity"}],"markDefs":[],"style":"h3"},{"_key":"e737f9367740","_type":"block","children":[{"_key":"480ed947528a0","_type":"span","marks":[],"text":"Now that our segment is up and running, we’d click on "},{"_key":"480ed947528a1","_type":"span","marks":["strong"],"text":"Activity"},{"_key":"480ed947528a2","_type":"span","marks":[],"text":" at the top of the screen."}],"markDefs":[],"style":"normal"},{"_key":"c48b2d0d32db","_type":"mainImage","asset":{"_ref":"image-15a5e5dad6407c3bdfa64f1e7bdc15fdfe1ec67e-2682x344-png","_type":"reference"},"caption":"Select Activity"},{"_key":"363d6a9131ef","_type":"block","children":[{"_key":"dccf45098bbe0","_type":"span","marks":[],"text":"This will reveal all the activity of people associated with our owned accounts across every channel connected to Common Room."}],"markDefs":[],"style":"normal"},{"_key":"ec21ccb82ce6","_type":"block","children":[{"_key":"12327bb6867a0","_type":"span","marks":[],"text":"We share a lot of content on LinkedIn and X, so let’s focus on those sources."}],"markDefs":[],"style":"normal"},{"_key":"aec52630e0dd","_type":"mainImage","asset":{"_ref":"image-d3072c3b1fb8ed191dbcf015ed5a4c43c89b9d20-560x1118-png","_type":"reference"},"caption":"Select sources"},{"_key":"b6470588ec8f","_type":"block","children":[{"_key":"a048c6ec945f0","_type":"span","marks":[],"text":"We can see which content people reacted to, commented on, shared, and more. We can also click into individuals to learn more about them and their recent cross-channel activities."}],"markDefs":[],"style":"normal"},{"_key":"c1c838b9fdbe","_type":"mainImage","asset":{"_ref":"image-193304d50876defd564c8b507336785392129d27-1216x926-png","_type":"reference"},"caption":"View Person360 profile"},{"_key":"7eae9ab9d862","_type":"block","children":[{"_key":"81411758490c0","_type":"span","marks":[],"text":"But we want to hone in on economic buyers at certain accounts."}],"markDefs":[],"style":"normal"},{"_key":"6ccd51ddee5b","_type":"block","children":[{"_key":"91f2cdf882170","_type":"span","marks":[],"text":"First we’ll filter for them using our "},{"_key":"91f2cdf882171","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"91f2cdf882172","_type":"span","marks":[],"text":" filter."}],"markDefs":[],"style":"normal"},{"_key":"1e5deabcaaf7","_type":"mainImage","asset":{"_ref":"image-d8b0ef2066644987d30ccbcc11c1665130538edf-704x1264-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"19717313be8b","_type":"block","children":[{"_key":"92664cea338a0","_type":"span","marks":[],"text":"🔦 "},{"_key":"92664cea338a1","_type":"span","marks":["strong"],"text":"Product spotlight: Tags\n"},{"_key":"ca4ed79afaa50","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"ca4ed79afaa51","_type":"span","marks":["dccb1c9594b0"],"text":"tags"},{"_key":"ca4ed79afaa52","_type":"span","marks":[],"text":" feature allows you to automatically label individuals and organizations with specific tags based on customizable criteria. This makes it easy to quickly filter for economic buyers, ideal personas, product-qualified leads, and more."}],"markDefs":[{"_key":"dccb1c9594b0","_type":"link","href":"https://docs.commonroom.io/set-preferences/tags"}],"style":"callout"},{"_key":"b821b40da5b8","_type":"block","children":[{"_key":"2b0627682e190","_type":"span","marks":[],"text":"Then we’ll apply our "},{"_key":"2b0627682e191","_type":"span","marks":["strong"],"text":"Name"},{"_key":"2b0627682e192","_type":"span","marks":[],"text":" filter to focus on a specific organization."}],"markDefs":[],"style":"normal"},{"_key":"942d7960283a","_type":"mainImage","asset":{"_ref":"image-9c43e942d7d988bf1fa5e0ff7c49849e85800377-2472x1320-png","_type":"reference"},"caption":"Select Name"},{"_key":"4c4fdcfdd30b","_type":"block","children":[{"_key":"271114bfaa300","_type":"span","marks":[],"text":"Voilà—we now have a view of the economic buyers at our target account who recently interacted with our content 🪄"}],"markDefs":[],"style":"normal"},{"_key":"e5b78186dabf","_type":"anchor","label":"Step 3: Personalize outreach"},{"_key":"a850daaac618","_type":"block","children":[{"_key":"c6f1ca3a637f0","_type":"span","marks":[],"text":"Step 3: Personalize outreach"}],"markDefs":[],"style":"h3"},{"_key":"90beb245b7f8","_type":"block","children":[{"_key":"aba343618fd40","_type":"span","marks":[],"text":"Now that we know how to surface economic buyers at our owned accounts, let’s personalize our pitch."}],"markDefs":[],"style":"normal"},{"_key":"aaf894efd91c","_type":"block","children":[{"_key":"5f802b3797e20","_type":"span","marks":[],"text":"We can craft messages based on the content people engaged with and pull in other relevant details related to their roles, organizations, and recent activities."}],"markDefs":[],"style":"normal"},{"_key":"0c3fcbd23a0e","_type":"block","children":[{"_key":"3ff9df0686300","_type":"span","marks":[],"text":"It might look something like this:"}],"markDefs":[],"style":"normal"},{"_key":"329b284276da","_type":"block","children":[{"_key":"a20253d319a80","_type":"span","marks":[],"text":"✍️ "},{"_key":"a20253d319a81","_type":"span","marks":["strong"],"text":"Outbound template based on recent content engagement\n\n"},{"_key":"157437b461400","_type":"span","marks":["em"],"text":"Hi "},{"_key":"6a5727bebc2d","_type":"span","marks":["em","strong"],"text":"[first name]"},{"_key":"269d4087cde0","_type":"span","marks":["em"],"text":",\n\nI saw that you liked our recent product announcement on LinkedIn. We designed this update to help organizations like "},{"_key":"6299328fa3ab","_type":"span","marks":["em","strong"],"text":"[company name]"},{"_key":"ebe1d4a08332","_type":"span","marks":["em"],"text":" "},{"_key":"69a3af098b21","_type":"span","marks":["em","strong"],"text":"[benefit that product unlocks]"},{"_key":"50434b1b0ded","_type":"span","marks":["em"],"text":".\n\nIf you’re thinking about updating your stack, or just want to learn more about our new functionalities, I’d be happy to chat.\n\nBest,\n"},{"_key":"cc7717bf93c2","_type":"span","marks":["em","strong"],"text":"[Your name]"}],"markDefs":[],"style":"callout"},{"_key":"df82a9bb7d6f","_type":"block","children":[{"_key":"911b042154a50","_type":"span","marks":[],"text":"Based on where our buyers are most active, we can determine the best place to reach out, be it LinkedIn, Slack, or email—and do it directly from Common Room."}],"markDefs":[],"style":"normal"},{"_key":"f37363c75271","_type":"mainImage","asset":{"_ref":"image-1a041830e5d4f388f301b854e18194e82e07a74a-2690x222-png","_type":"reference"},"caption":"Select Add to sequence"},{"_key":"c7e3b8c7a53b","_type":"block","children":[{"_key":"58cd3c9173c70","_type":"span","marks":[],"text":"🔦 "},{"_key":"58cd3c9173c71","_type":"span","marks":["strong"],"text":"Product spotlight: Sales engagement platform integrations\n"},{"_key":"4d6af3a1438b0","_type":"span","marks":[],"text":"Common Room’s integrations with sales engagement platforms—including "},{"_key":"4d6af3a1438b1","_type":"span","marks":["e27079999bcc"],"text":"Outreach"},{"_key":"4d6af3a1438b2","_type":"span","marks":[],"text":" and "},{"_key":"4d6af3a1438b3","_type":"span","marks":["46f1c7cceaf5"],"text":"Apollo"},{"_key":"4d6af3a1438b4","_type":"span","marks":[],"text":"—allow you to add individuals to personalized email sequences from within Common Room. 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This makes it easy to surface specific people and companies based on firmographic details, cross-channel activities, product usage, and more."}],"markDefs":[{"_key":"1243155c87bc","_type":"link","href":"https://docs.commonroom.io/get-started/core-concepts-home/filters"}],"style":"callout"},{"_key":"d327e9057f4f","_type":"block","children":[{"_key":"b13e60def92e0","_type":"span","marks":[],"text":"We’d start by adding the "},{"_key":"b13e60def92e1","_type":"span","marks":["strong"],"text":"Org change"},{"_key":"b13e60def92e2","_type":"span","marks":[],"text":" filter and customizing the time frame."}],"markDefs":[],"style":"normal"},{"_key":"7c8291a142ac","_type":"mainImage","asset":{"_ref":"image-7ec9e432cc571b65c583058ecbf398e6b867c946-2501x1302-png","_type":"reference"},"caption":"Select Org change"},{"_key":"b5b53bee9054","_type":"block","children":[{"_key":"50be8e6c9d190","_type":"span","marks":[],"text":"Common Room will automatically pull in data from digital channels—in this case, LinkedIn—to uncover recent job changes."}],"markDefs":[],"style":"normal"},{"_key":"28918f2a4b85","_type":"block","children":[{"_key":"de1e75e38c6b0","_type":"span","marks":[],"text":"Next we’d add an "},{"_key":"de1e75e38c6b1","_type":"span","marks":["strong"],"text":"Organization tags"},{"_key":"de1e75e38c6b2","_type":"span","marks":[],"text":" filter for previous customers. 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Check out our "},{"_key":"7e9eb8e680c15","_type":"span","marks":["af1ea672fd6a"],"text":"integrations docs"},{"_key":"7e9eb8e680c16","_type":"span","marks":[],"text":" for step-by-step directions on how to connect any channel to Common Room."}],"markDefs":[{"_key":"740db20aa078","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/linkedin"},{"_key":"b424518324ab","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/twitter"},{"_key":"af1ea672fd6a","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"9db08c3a526a","_type":"anchor","label":"Step 1: Create segment"},{"_key":"f5ef8cc6ebfa","_type":"block","children":[{"_key":"98b32f0b05950","_type":"span","marks":[],"text":"Step 1: Create segment"}],"markDefs":[],"style":"h3"},{"_key":"e10dad74613f","_type":"block","children":[{"_key":"e5765ff175150","_type":"span","marks":[],"text":"Let’s say we’re looking for a way to get a conversation started with an economic buyer at one of our owned accounts."}],"markDefs":[],"style":"normal"},{"_key":"7dc86090afad","_type":"block","children":[{"_key":"084225a6c5b10","_type":"span","marks":[],"text":"We’d log in to Common Room and go to "},{"_key":"084225a6c5b11","_type":"span","marks":["strong"],"text":"Segments"},{"_key":"084225a6c5b12","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"833dcd06f8e6","_type":"mainImage","asset":{"_ref":"image-6f4a2fe9b89d049d95761da71d2ebd0f310c72c5-3840x2160-png","_type":"reference"},"caption":"Select Segments"},{"_key":"42b095d47b44","_type":"block","children":[{"_key":"01cf3839070f0","_type":"span","marks":[],"text":"🔦 "},{"_key":"01cf3839070f1","_type":"span","marks":["strong"],"text":"Product spotlight: Segments\n"},{"_key":"cf262073a5880","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"cf262073a5881","_type":"span","marks":["603047ab579e"],"text":"segments"},{"_key":"cf262073a5882","_type":"span","marks":[],"text":" feature allows you to automatically add individuals or organizations to dedicated lists based on customizable criteria. This makes it easy to quickly surface, monitor, and engage specific people and companies at scale."}],"markDefs":[{"_key":"603047ab579e","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"callout"},{"_key":"69ec0f3a4645","_type":"block","children":[{"_key":"17b5c602e5fa0","_type":"span","marks":[],"text":"If the segment doesn’t already exist, we’d click "},{"_key":"17b5c602e5fa1","_type":"span","marks":["strong"],"text":"New segment"},{"_key":"17b5c602e5fa2","_type":"span","marks":[],"text":" and create one for accounts that are owned by us in Salesforce."}],"markDefs":[],"style":"normal"},{"_key":"77af2b967962","_type":"mainImage","asset":{"_ref":"image-8f7153610ad9a448a206cd4cc5e3d1c6edbd3259-964x392-png","_type":"reference"},"caption":"Select Create new segment for organizations"},{"_key":"fcb96c791b12","_type":"block","children":[{"_key":"cdad4e5efbd90","_type":"span","marks":[],"text":"All we have to do is set the criteria for who gets added to this segment by filtering for the appropriate Salesforce field."}],"markDefs":[],"style":"normal"},{"_key":"eebf91d13ea8","_type":"mainImage","asset":{"_ref":"image-d9ea196bb4e4e319d746e6f78a612803f615d0c9-2576x1400-png","_type":"reference"},"caption":"Select Salesforce field"},{"_key":"48e3c005ea8d","_type":"block","children":[{"_key":"d06503a7a31e0","_type":"span","marks":[],"text":"🔦 "},{"_key":"d06503a7a31e1","_type":"span","marks":["strong"],"text":"Product spotlight: Filters\n"},{"_key":"d1a9f3de5d2e0","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"d1a9f3de5d2e1","_type":"span","marks":["a924b3aea9ed"],"text":"filters"},{"_key":"d1a9f3de5d2e2","_type":"span","marks":[],"text":" feature allows you to highlight individuals and organizations based on any combination of factors. 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This makes it easy to engage buyers without switching tools."}],"markDefs":[{"_key":"e27079999bcc","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/outreach"},{"_key":"46f1c7cceaf5","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/apollo"}],"style":"callout"},{"_key":"2e771d6b9512","_type":"block","children":[{"_key":"80505b5229970","_type":"span","marks":[],"text":"If we spot any information in Common Room that’s not currently included in Salesforce, we can also sync buyer records with our CRM with the click of a button 🧹"}],"markDefs":[],"style":"normal"},{"_key":"5b85379b1a88","_type":"anchor","label":"Wrapping up"},{"_key":"2c08e51941fc","_type":"block","children":[{"_key":"254dcf413a4c0","_type":"span","marks":[],"text":"Wrapping up"}],"markDefs":[],"style":"h3"},{"_key":"1405243dac4b","_type":"block","children":[{"_key":"814837c0b83a0","_type":"span","marks":[],"text":"Turning LinkedIn likes into meetings booked just got a whole lot easier 🎉"}],"markDefs":[],"style":"normal"},{"_key":"a5a7d0597ea9","_type":"block","children":[{"_key":"ad97767080920","_type":"span","marks":[],"text":"Now you can surface social content engagement from key accounts, get a bird’s eye view of them and their organizations across channels, and deliver tailored messaging—all from the same place.\n\n"},{"_key":"e930cf7b1f941","_type":"span","marks":["em"],"text":"Want to see a playbook on a different topic? 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And if you haven’t already, "},{"_key":"e930cf7b1f944","_type":"span","marks":["09eef4a46ff6","em"],"text":"try Common Room for 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Well, now they do."}],"markDefs":[],"style":"normal"},{"_key":"c2705f4c47e2","_type":"block","children":[{"_key":"78c0587667b30","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to create an SDR command center that will help reps discover, research, and action on leads all from one place."}],"markDefs":[],"style":"normal"},{"_key":"39aa94fe48e7","_type":"block","children":[{"_key":"b230b649d2f40","_type":"span","marks":[],"text":"Let’s get this party started 🥳"}],"markDefs":[],"style":"normal"},{"_key":"aee00b13d433","_type":"block","children":[{"_key":"787b9a5a83a40","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"9b0b18b40295","_type":"block","children":[{"_key":"74663882b4ac0","_type":"span","marks":[],"text":"Common Room (this is how we’ll create customized workspaces for sales reps—"},{"_key":"74663882b4ac1","_type":"span","marks":["3e753f884690"],"text":"sign up for free"},{"_key":"74663882b4ac2","_type":"span","marks":[],"text":" to follow along)"}],"markDefs":[{"_key":"3e753f884690","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"f4f8ef959d8b","_type":"block","children":[{"_key":"be4498ebde570","_type":"span","marks":[],"text":"Access to digital channels (in this example we’ll use LinkedIn, Twitter, and Slack)"}],"markDefs":[],"style":"callout"},{"_key":"417c07136967","_type":"anchor","label":"Step 1: Connect data sources"},{"_key":"d6dbac5aa3c3","_type":"block","children":[{"_key":"e41a47ea44700","_type":"span","marks":[],"text":"Step 1: Connect data sources"}],"markDefs":[],"style":"h3"},{"_key":"ddc0bc7ffa1a","_type":"block","children":[{"_key":"8b2946b68dba0","_type":"span","marks":[],"text":"Common Room helps reps uncover opportunities they would otherwise miss by providing full visibility into hard-to-see buyer signals across digital channels."}],"markDefs":[],"style":"normal"},{"_key":"5dc1f0dec717","_type":"block","children":[{"_key":"f1884154d8a10","_type":"span","marks":[],"text":"In this example we’ll connect "},{"_key":"f1884154d8a11","_type":"span","marks":["2a1894546f7a"],"text":"LinkedIn"},{"_key":"f1884154d8a12","_type":"span","marks":[],"text":", "},{"_key":"f1884154d8a13","_type":"span","marks":["fd0ae326041b"],"text":"Twitter"},{"_key":"f1884154d8a14","_type":"span","marks":[],"text":", and "},{"_key":"f1884154d8a15","_type":"span","marks":["8855c02d2ea4"],"text":"Slack"},{"_key":"f1884154d8a16","_type":"span","marks":[],"text":" to Common Room, but keep in mind that the more data sources you connect, the more buyer identity, intent, and context you’ll uncover."}],"markDefs":[{"_key":"2a1894546f7a","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/linkedin"},{"_key":"fd0ae326041b","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/twitter"},{"_key":"8855c02d2ea4","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/slack"}],"style":"normal"},{"_key":"8c43a0f9c200","_type":"block","children":[{"_key":"63aa49f1f2b10","_type":"span","marks":[],"text":"💡 Common Room provides dozens of natively built and fully managed "},{"_key":"63aa49f1f2b11","_type":"span","marks":["4dd42c779ca2"],"text":"integrations"},{"_key":"63aa49f1f2b12","_type":"span","marks":[],"text":" with popular digital channels so you can get full visibility into your buyer ecosystem."}],"markDefs":[{"_key":"4dd42c779ca2","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"f56c8b9cf56f","_type":"block","children":[{"_key":"852042f2e1870","_type":"span","marks":[],"text":"Log in to Common Room, click on "},{"_key":"852042f2e1871","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"852042f2e1872","_type":"span","marks":[],"text":" in the left sidebar (the little ⚙️ icon at the bottom), and navigate to "},{"_key":"852042f2e1873","_type":"span","marks":["strong"],"text":"Sources"},{"_key":"852042f2e1874","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"98066b9f13cd","_type":"mainImage","asset":{"_ref":"image-241cebab6d7b130c60a6b861fb19851aae37801e-3840x2160-png","_type":"reference"},"caption":"Select Sources from Settings menu"},{"_key":"78a5cc32f933","_type":"block","children":[{"_key":"75db1299a67b0","_type":"span","marks":[],"text":"Select LinkedIn."}],"markDefs":[],"style":"normal"},{"_key":"72cf4360ec4c","_type":"mainImage","asset":{"_ref":"image-0d68927728149ce2160009ec1257bf232a8792ab-1322x904-png","_type":"reference"},"caption":"Select LinkedIn"},{"_key":"229a8ee8ec1e","_type":"block","children":[{"_key":"fbae9a611e460","_type":"span","marks":[],"text":"Once you hit "},{"_key":"fbae9a611e461","_type":"span","marks":["strong"],"text":"Connect LinkedIn"},{"_key":"fbae9a611e462","_type":"span","marks":[],"text":" and authenticate your account, you’re all set. Data will start flowing into Common Room 😎"}],"markDefs":[],"style":"normal"},{"_key":"292b87edecc5","_type":"block","children":[{"_key":"ea3ebdad8a990","_type":"span","marks":[],"text":"We’d follow the same general process for Twitter and Slack."}],"markDefs":[],"style":"normal"},{"_key":"3b5c9e82edc9","_type":"block","children":[{"_key":"1d8d81f2df050","_type":"span","marks":[],"text":"Okay, now let’s put this data to work."}],"markDefs":[],"style":"normal"},{"_key":"c10f7aff33e4","_type":"anchor","label":"Step 2: Create segments for plays"},{"_key":"614187e8edb8","_type":"block","children":[{"_key":"e7c97c5fd1ab0","_type":"span","marks":[],"text":"Step 2: Create segments for different sales plays"}],"markDefs":[],"style":"h3"},{"_key":"7c0f2399eaf2","_type":"block","children":[{"_key":"e1ab67a5c8f00","_type":"span","marks":[],"text":"Click "},{"_key":"e1ab67a5c8f01","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"e1ab67a5c8f02","_type":"span","marks":[],"text":" to leave the "},{"_key":"e1ab67a5c8f03","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"e1ab67a5c8f04","_type":"span","marks":[],"text":" menu, then click on "},{"_key":"e1ab67a5c8f05","_type":"span","marks":["strong"],"text":"Segments"},{"_key":"e1ab67a5c8f06","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"23d4dfa3c65e","_type":"mainImage","asset":{"_ref":"image-687e1d622737e5843338bb0016e2ce59fb62be48-3840x2160-png","_type":"reference"},"caption":"Select Segments"},{"_key":"9dc38b666681","_type":"block","children":[{"_key":"6ed5dbbb3c480","_type":"span","marks":[],"text":"We can create automated segments for both leads and accounts, making them as broad or as granular as we want. This allows us to automatically surface and sort people and organizations for different sales plays."}],"markDefs":[],"style":"normal"},{"_key":"96e8f4c93a93","_type":"block","children":[{"_key":"538464f20eb80","_type":"span","marks":[],"text":"💡 "},{"_key":"538464f20eb81","_type":"span","marks":["ecdcd3066ab6"],"text":"Segments"},{"_key":"538464f20eb82","_type":"span","marks":[],"text":" in Common Room are fully customizable, allowing you to build tailored prospect lists you can track, report on, and engage at scale."}],"markDefs":[{"_key":"ecdcd3066ab6","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"callout"},{"_key":"46c523a1cfb0","_type":"block","children":[{"_key":"b31a7ec515be0","_type":"span","marks":[],"text":"For instance, we could quickly create segments for product-qualified leads from enterprise organizations."}],"markDefs":[],"style":"normal"},{"_key":"f40ad20b2c9f","_type":"block","children":[{"_key":"39bfe680c2e40","_type":"span","marks":[],"text":"Or we could build segments for people with certain job titles who work in particular industries."}],"markDefs":[],"style":"normal"},{"_key":"f28549a96b4f","_type":"block","children":[{"_key":"b02c0996d1f60","_type":"span","marks":[],"text":"We could even create a segment for companies that meet a predetermined annual revenue threshold and have specific tools in their tech stacks."}],"markDefs":[],"style":"normal"},{"_key":"7caf553a0f90","_type":"block","children":[{"_key":"41ff48d23df90","_type":"span","marks":[],"text":"The possibilities are endless."}],"markDefs":[],"style":"normal"},{"_key":"b59290ba1be9","_type":"block","children":[{"_key":"460cc5bdcfae0","_type":"span","marks":[],"text":"💡 Common Room’s "},{"_key":"460cc5bdcfae1","_type":"span","marks":["af140a0fbd60"],"text":"filters"},{"_key":"460cc5bdcfae2","_type":"span","marks":[],"text":" and "},{"_key":"460cc5bdcfae3","_type":"span","marks":["821030a8ff65"],"text":"tags"},{"_key":"460cc5bdcfae4","_type":"span","marks":[],"text":" make it easy to slice and dice your data with the click of a button so you can quickly find individuals and organizations that share certain attributes, take particular actions, or match specific criteria."}],"markDefs":[{"_key":"af140a0fbd60","_type":"link","href":"https://docs.commonroom.io/get-started/core-concepts-home/filters"},{"_key":"821030a8ff65","_type":"link","href":"https://docs.commonroom.io/set-preferences/tags"}],"style":"callout"},{"_key":"8f8373b33b81","_type":"block","children":[{"_key":"da28ac0ef4500","_type":"span","marks":[],"text":"In this case, we’ll start with a segment for economic buyers who match our ideal persona and recently changed jobs."}],"markDefs":[],"style":"normal"},{"_key":"0351e97115e0","_type":"block","children":[{"_key":"9d247b93a2ac0","_type":"span","marks":[],"text":"Hit "},{"_key":"9d247b93a2ac1","_type":"span","marks":["strong"],"text":"New segment"},{"_key":"9d247b93a2ac2","_type":"span","marks":[],"text":" and select "},{"_key":"9d247b93a2ac3","_type":"span","marks":["strong"],"text":"Create new segment for contacts"},{"_key":"9d247b93a2ac4","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"009f16e2bc75","_type":"mainImage","asset":{"_ref":"image-f2c87a2a08196e89eb4c06bf017eaf4e8c17896f-858x350-png","_type":"reference"},"caption":"Select Create new segment for contacts"},{"_key":"6267511bf2bc","_type":"block","children":[{"_key":"f54f78f3cf380","_type":"span","marks":[],"text":"We’ll give our segment a name and short description, then click "},{"_key":"f54f78f3cf381","_type":"span","marks":["strong"],"text":"Set up management rules"},{"_key":"f54f78f3cf382","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"7358cadf857d","_type":"mainImage","asset":{"_ref":"image-4d6e7480ac627a295bd1fb9b95af4b5e4fc567de-2200x670-png","_type":"reference"},"caption":"Select Set up management rules"},{"_key":"5858b3ecc6bd","_type":"block","children":[{"_key":"0470fb192ab50","_type":"span","marks":[],"text":"Now we’ll hit "},{"_key":"0470fb192ab51","_type":"span","marks":["strong"],"text":"Set criteria"},{"_key":"0470fb192ab52","_type":"span","marks":[],"text":" and configure our segment. Click "},{"_key":"0470fb192ab53","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"0470fb192ab54","_type":"span","marks":[],"text":" and choose "},{"_key":"0470fb192ab55","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"0470fb192ab56","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"7da65b50fadc","_type":"mainImage","asset":{"_ref":"image-210fc9a0d89090e6faa7f3fc25a05bb8864d49b9-2550x1318-png","_type":"reference"},"caption":"Select Contact tags"},{"_key":"19d6c031e7f6","_type":"block","children":[{"_key":"f24270f42cb00","_type":"span","marks":[],"text":"Select "},{"_key":"f24270f42cb01","_type":"span","marks":["strong"],"text":"Economic buyers"},{"_key":"f24270f42cb02","_type":"span","marks":[],"text":" from the dropdown list."}],"markDefs":[],"style":"normal"},{"_key":"043788b1b582","_type":"mainImage","asset":{"_ref":"image-385d5e115ca47c1a8a16b7b297fb59f8226fa961-552x526-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"ef7ad681aad6","_type":"block","children":[{"_key":"3ca971d101df0","_type":"span","marks":[],"text":"Boom, now anyone with head of, director, VP, president, chief, CFO, CTO, CPO, CMO, COO, or CEO in their job title will automatically be added to this segment 🙌"}],"markDefs":[],"style":"normal"},{"_key":"440e2a5bee72","_type":"block","children":[{"_key":"db4d875bce510","_type":"span","marks":[],"text":"But we don’t just want decision-makers—we want people who match our criteria for ideal buyers."}],"markDefs":[],"style":"normal"},{"_key":"da1df4b0a886","_type":"block","children":[{"_key":"bbc34f627ab70","_type":"span","marks":[],"text":"Let’s say we’ve already configured our ideal persona tag (you can learn more about creating and customizing tags "},{"_key":"709243d97022","_type":"span","marks":["1858fbdb054d"],"text":"here"},{"_key":"fb747443d405","_type":"span","marks":[],"text":"). We’ll hit "},{"_key":"bbc34f627ab71","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"bbc34f627ab72","_type":"span","marks":[],"text":" and choose "},{"_key":"bbc34f627ab73","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"bbc34f627ab74","_type":"span","marks":[],"text":" once again. 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"},{"_key":"a4098e8416231","_type":"span","marks":["e364c15386c8"],"text":"Salesforce"},{"_key":"a4098e8416232","_type":"span","marks":[],"text":" is our source of truth for who owns which opportunities."}],"markDefs":[{"_key":"e364c15386c8","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/salesforce-crm"}],"style":"normal"},{"_key":"5bd30c61dce1","_type":"block","children":[{"_key":"7436a841447d0","_type":"span","marks":[],"text":"By connecting it to Common Room, we can use Salesforce fields to filter for the opportunities owned by us."}],"markDefs":[],"style":"normal"},{"_key":"51c57df1aaf9","_type":"block","children":[{"_key":"3564358bd4e20","_type":"span","marks":[],"text":"💡 You can set up a bidirectional integration with either Salesforce or "},{"_key":"3564358bd4e21","_type":"span","marks":["048dd828ecf4"],"text":"HubSpot"},{"_key":"3564358bd4e22","_type":"span","marks":[],"text":" so you can see your CRM data alongside the insights you uncover in 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For instance, forking a GitHub repo (high investment) is scored 10, whereas starring a GitHub repo (low investment) is only scored as 2 impact points."}],"markDefs":[{"_key":"bce9fa19956f","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/impact-points#impact-point-default-weights"}],"style":"normal"},{"_key":"a4c9a78e867c","_type":"block","children":[{"_key":"6ca20bcf08000","_type":"span","marks":[],"text":"To get CQLs tagged quickly, we can use impact points and set either a threshold for the top percentage of members (e.g., top 90% of members = CQL), add a minimum point value, and set a time period."}],"markDefs":[],"style":"normal"},{"_key":"abfe3f6ab0f1","_type":"mainImage","alt":"Tag members by applying an Impact points filter","asset":{"_ref":"image-270210751ebb2f3788f77ed8d04fb50da21925f6-920x810-png","_type":"reference"},"caption":"Tag members by applying an Impact points filter"},{"_key":"d3b1c82ab325","_type":"block","children":[{"_key":"4ab80496216d0","_type":"span","marks":[],"text":"After setting our criteria and clicking Save, members who match our CQL definition will automatically be tagged with a CQ pill. And from here, we can start taking action, which brings us to the next step."}],"markDefs":[],"style":"normal"},{"_key":"996f99fb1312","_type":"block","children":[{"_key":"0fbbb5ce7903","_type":"span","marks":["strong"],"text":"⚠️ Note:"},{"_key":"ac9612e2b9d1","_type":"span","marks":[],"text":" After completing this step, your team can track, filter, report on, and engage with community-qualified members—all within Common Room! 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And we’ll label this field something like "},{"_key":"81732fb060993","_type":"span","marks":["strong"],"text":"Community qualification date"},{"_key":"81732fb060994","_type":"span","marks":[],"text":" and give it an internal name of "},{"_key":"81732fb060995","_type":"span","marks":["strong"],"text":"cr_cq_date"},{"_key":"81732fb060996","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"2c21dc70c0ac","_type":"block","children":[{"_key":"16dfd78ca7460","_type":"span","marks":[],"text":"With these two fields, we’ll be able to track and report on CQLs as we’ll have both a filterable attribute for contacts and the timestamp when that field was updated."}],"markDefs":[],"style":"normal"},{"_key":"7c27cb2d0d6c","_type":"anchor","label":"Step 4: Sync CRM data"},{"_key":"e87561ff0f70","_type":"block","children":[{"_key":"f4848539875d0","_type":"span","marks":[],"text":"Step 4: Sync data from your CRM or Marketing Automation Platform"}],"markDefs":[],"style":"h3"},{"_key":"5bc6b2cc315e","_type":"block","children":[{"_key":"2c61babe67150","_type":"span","marks":[],"text":"To sync our members to HubSpot or Salesforce, we can add them as a new source."}],"markDefs":[],"style":"normal"},{"_key":"d9e57ecff123","_type":"block","children":[{"_key":"e957cc83a2790","_type":"span","marks":[],"text":"Head over to the sources menu (same place we set up Slack and GitHub above), and this time select "},{"_key":"e957cc83a2791","_type":"span","marks":["strong"],"text":"Get set up"},{"_key":"e957cc83a2792","_type":"span","marks":[],"text":" for either HubSpot or Salesforce."}],"markDefs":[],"style":"normal"},{"_key":"62f14c820a4d","_type":"mainImage","alt":"Connect to HubSpot or Salesforce","asset":{"_ref":"image-467153c7c1da96a798d00fdbf7d72c0255e71c58-1018x526-png","_type":"reference"},"caption":"Connect to HubSpot or Salesforce"},{"_key":"a4377318f588","_type":"block","children":[{"_key":"e8821dd8c84e0","_type":"span","marks":[],"text":"This will trigger a modal to request access to HubSpot or Salesforce."}],"markDefs":[],"style":"normal"},{"_key":"5e371d17b6c0","_type":"mainImage","alt":"HubSpot connection request prompt","asset":{"_ref":"image-8e3718de2ced564c3b2f2f5dc7337c029fa953c8-1136x752-png","_type":"reference"},"caption":"HubSpot connection request prompt"},{"_key":"758b9c5bd1c3","_type":"block","children":[{"_key":"63a8e4809a41","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"c2bf604e0a09","_type":"span","marks":[],"text":" "},{"_key":"b8e1141fbf30","_type":"span","marks":["b716cfc686b9"],"text":"HubSpot"},{"_key":"5610dce5a89a","_type":"span","marks":[],"text":" and "},{"_key":"6a6c5c7e2358","_type":"span","marks":["54db1b92aeba"],"text":"Salesforce"},{"_key":"20af952f00ef","_type":"span","marks":[],"text":" integrations require a bit more setup than other sources due to the field mapping and authentication requirements."}],"markDefs":[{"_key":"b716cfc686b9","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/hubspot"},{"_key":"54db1b92aeba","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/salesforce-crm"}],"style":"callout"},{"_key":"1d59e276e832","_type":"block","children":[{"_key":"e02613fcf53e0","_type":"span","marks":[],"text":"When you click "},{"_key":"c241a809efa7","_type":"span","marks":["strong"],"text":"Request"},{"_key":"5fd195b01769","_type":"span","marks":[],"text":", a Common Room team member will be prompted and assist with the setup. 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Here are a few ideas…"}],"markDefs":[],"style":"normal"},{"_key":"b401b7305457","_type":"block","children":[{"_key":"0f7ef59ad1bc0","_type":"span","marks":["strong"],"text":"Change lead score:"},{"_key":"0f7ef59ad1bc1","_type":"span","marks":[],"text":" Apply more points to the lead score when Community Qualified field changes to True."}],"markDefs":[],"style":"normal"},{"_key":"209d70e6adb5","_type":"block","children":[{"_key":"89a5ac93e4ec0","_type":"span","marks":["strong"],"text":"Build a report:"},{"_key":"89a5ac93e4ec1","_type":"span","marks":[],"text":" Use our new Community Qualified fields to create a new report or a dashboard."}],"markDefs":[],"style":"normal"},{"_key":"6967bdaee2ec","_type":"mainImage","alt":"CQLs by community qualification date","asset":{"_ref":"image-fb04dcd647601069ae1bc99cd972b1e5ddbb8c0d-1540x712-png","_type":"reference"},"caption":"CQLs by community qualification 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steps should we define? What are the criteria for each stage? How do we stitch together activity across different channels? How do we measure the success of our efforts?"}],"markDefs":[],"style":"normal"},{"_key":"7579861f123d","_type":"block","children":[{"_key":"5fa0f2d8a27e0","_type":"span","marks":[],"text":"In this playbook, we’ll answer these questions and give you a starting point for defining and tracking the dark funnel."}],"markDefs":[],"style":"normal"},{"_key":"889657f6fe36","_type":"block","children":[{"_key":"0c5f7737c80b0","_type":"span","marks":[],"text":"As a result, you’ll be able to 1) measure and track the success of (previously uncrackable) parts of the dark funnel and 2) identify areas of focus to progress your core audience further down the path."}],"markDefs":[],"style":"normal"},{"_key":"3aaaf24d0fd4","_type":"block","children":[{"_key":"b0aed4544b1d0","_type":"span","marks":[],"text":"Let’s get to it!"}],"markDefs":[],"style":"normal"},{"_key":"f32eba3602d9","_type":"block","children":[{"_key":"232d8edda5640","_type":"span","marks":["strong"],"text":"What you’ll need"}],"markDefs":[],"style":"normal"},{"_key":"5499562fff4f","_type":"block","children":[{"_key":"67321e7aa672","_type":"span","marks":[],"text":"Common Room — we’ll use Common Room to define and track our dark funnel ("},{"_key":"232d8edda5641","_type":"span","marks":["d8889c29e944"],"text":"Sign-up for free"},{"_key":"232d8edda5642","_type":"span","marks":[],"text":" to follow along)."}],"markDefs":[{"_key":"d8889c29e944","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"4f2997dea8b7","_type":"block","children":[{"_key":"f2f6783cbc8d","_type":"span","marks":[],"text":"Identify sources of your dark funnel. 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This often includes very top-of-funnel watering holes for our core audience — think Twitter, Reddit, YouTube, Medium, Stack Overflow, etc. For many interactions across many of these dark social channels, our product or brand is unknown."}],"markDefs":[],"style":"normal"},{"_key":"c5d6c73e21a3","_type":"block","children":[{"_key":"8ac79a0ff76d0","_type":"span","marks":[],"text":"To start, let’s connect to Twitter, as all that’s required is a Twitter account. 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To see supported integrations, "},{"_key":"ddb4b47105f31","_type":"span","marks":["c2c542d4d702"],"text":"head over to our integrations page"},{"_key":"ddb4b47105f32","_type":"span","marks":[],"text":". (We’re adding more and more all the time!)"}],"markDefs":[{"_key":"c2c542d4d702","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"},{"_key":"95914ebaebde","_type":"block","children":[{"_key":"e9b99d5316730","_type":"span","marks":[],"text":"In addition to public sources, we’ll want to connect some of our first-party sources like LinkedIn, Slack, GitHub, and HubSpot."}],"markDefs":[],"style":"normal"},{"_key":"1a1df89cb722","_type":"block","children":[{"_key":"5e223823be2e0","_type":"span","marks":[],"text":"We can follow a similar flow, but this time we’ll want to connect to LinkedIn and confirm we have the "},{"_key":"5e223823be2e1","_type":"span","marks":["dbcad4a0f689"],"text":"required permissions"},{"_key":"5e223823be2e2","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"dbcad4a0f689","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/linkedin#required-permissions"}],"style":"normal"},{"_key":"db5235823829","_type":"mainImage","asset":{"_ref":"image-830c3acdab1574b1cc4624ad8ce6887c0d0d7817-2932x1832-png","_type":"reference"},"caption":"Authenticate LinkedIn to pull member activity into Common Room"},{"_key":"34356891485a","_type":"block","children":[{"_key":"dcc5444aa89d0","_type":"span","marks":[],"text":"That’s pretty much it. We’ll rinse and repeat to start ingesting data from other sources. Once that’s done, we can move on to the next step."}],"markDefs":[],"style":"normal"},{"_key":"b44ed0a1255d","_type":"anchor","label":"Step 2: Set criteria"},{"_key":"a1632d379819","_type":"block","children":[{"_key":"f2f128d696490","_type":"span","marks":[],"text":"Step 2: Set criteria for the stages of your dark funnel"}],"markDefs":[],"style":"h3"},{"_key":"5cfcd94e5a8f","_type":"block","children":[{"_key":"bfb2f4156ec40","_type":"span","marks":[],"text":"With data flowing into Common Room, you can head over to the "},{"_key":"c4148333dd02","_type":"span","marks":["strong"],"text":"Organization"},{"_key":"663a325a36da","_type":"span","marks":[],"text":" or "},{"_key":"60a12c0fcb2f","_type":"span","marks":["strong"],"text":"Member"},{"_key":"2e540e037193","_type":"span","marks":[],"text":" view to see a firehose of identified individuals and the companies they work for. Here’s what that looks like from the "},{"_key":"055f7b492b0e","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"b2b3040053da","_type":"span","marks":[],"text":" view:"}],"markDefs":[],"style":"normal"},{"_key":"d1e979afdf09","_type":"mainImage","asset":{"_ref":"image-f91ee50ce28c9cc0dc5febb7093125958fd05949-2932x1832-png","_type":"reference"},"caption":"Organizations view in Common Room"},{"_key":"5596abe43015","_type":"block","children":[{"_key":"a11ab1188a090","_type":"span","marks":[],"text":"From here, we can start tinkering with filters to get a sense of how we want to define the stages of our funnel."}],"markDefs":[],"style":"normal"},{"_key":"7f01300115d2","_type":"block","children":[{"_key":"1ae6ce1b2cbf0","_type":"span","marks":[],"text":"Jumping into the "},{"_key":"f0fdcd0a1fc3","_type":"span","marks":["strong"],"text":"Members"},{"_key":"b3c362739a0b","_type":"span","marks":[],"text":" tab, we can see that our starting point is just under 17k members. And we can define funnel stages to group these members by stage."}],"markDefs":[],"style":"normal"},{"_key":"05e2742d214e","_type":"mainImage","asset":{"_ref":"image-8ce5dc9ba3ad9eea08aa5493f90c263564a47659-2932x1832-png","_type":"reference"},"caption":"Member view in Common Room"},{"_key":"a1cc20ab5e44","_type":"block","children":[{"_key":"f95e798698160","_type":"span","marks":[],"text":"Let’s start by defining our most active part of the dark funnel by adding a filter for at least ten impact points and activity within the last 28 days."}],"markDefs":[],"style":"normal"},{"_key":"a292c322b8b3","_type":"mainImage","asset":{"_ref":"image-f88fdb640f4e94c953d32bf60c86a4f426b3fff6-588x528-png","_type":"reference"},"caption":"Filter views by impact points"},{"_key":"ab7630267a47","_type":"block","children":[{"_key":"0ac22844aaa80","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"91550794f948","_type":"span","marks":[],"text":" Impact points are auto-generated based on a weighted scoring system defined by Common Room. "},{"_key":"0ac22844aaa81","_type":"span","marks":["ece718a561f0"],"text":"See how scores are calculated here →"}],"markDefs":[{"_key":"ece718a561f0","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/impact-points#impact-point-default-weights"}],"style":"callout"},{"_key":"98b4fde0aeb7","_type":"block","children":[{"_key":"1e5ea7f7bcf20","_type":"span","marks":[],"text":"This gets us down to about 500 members and feels like a good starting point for the bottom of the dark funnel. We’re satisfied, and we’ll define this cohort as "},{"_key":"6bb393c56ff9","_type":"span","marks":["strong"],"text":"Active"},{"_key":"6fabe00ddc3e","_type":"span","marks":[],"text":" members."}],"markDefs":[],"style":"normal"},{"_key":"96bc4e663bdb","_type":"block","children":[{"_key":"4fad2bdd124a0","_type":"span","marks":["strong"],"text":"Active"},{"_key":"797b66efdfaf","_type":"span","marks":[],"text":" = 10 or more impact points and active in the last 28 days"}],"markDefs":[],"style":"callout"},{"_key":"087b41ee5faa","_type":"block","children":[{"_key":"ed7b262a7a5f0","_type":"span","marks":[],"text":"Next, we’ll move further up the dark funnel and define a cohort of members who are not quite as active or have recently waned interest. We’ll call this group Aware members. After some tinkering, it looks like activity identified in the last 90 days with less than ten impact points gets us to a good place of about 2k members."}],"markDefs":[],"style":"normal"},{"_key":"4573acca9f6c","_type":"block","children":[{"_key":"fbb669cf5dac0","_type":"span","marks":["strong"],"text":"Aware"},{"_key":"fcf4a7fcc41b","_type":"span","marks":[],"text":" = active in the 90 days with 10 or less impact points"}],"markDefs":[],"style":"callout"},{"_key":"3c689c345f69","_type":"mainImage","asset":{"_ref":"image-f5d058910825f6758fe687617a0ccf2ccd16ef24-1088x562-png","_type":"reference"},"caption":"Add filters for the \"Aware\" stage"},{"_key":"00c58027d504","_type":"block","children":[{"_key":"7014877c0b6c0","_type":"span","marks":[],"text":"And finally, we’ll want to define a dormant cohort. Where we’ll include the rest of our members."}],"markDefs":[],"style":"normal"},{"_key":"eddf6bc41522","_type":"block","children":[{"_key":"dc8f76d28bf50","_type":"span","marks":["strong"],"text":"Dormant"},{"_key":"dc8f76d28bf51","_type":"span","marks":[],"text":" = last seen > 90 days ago"}],"markDefs":[],"style":"callout"},{"_key":"80bfd2dbdf08","_type":"mainImage","asset":{"_ref":"image-65f6091439c45e6492492662d171422bd9a8fbde-990x804-png","_type":"reference"},"caption":"Add filters for the Dormant stage"},{"_key":"2b7de90e877a","_type":"block","children":[{"_key":"3e286574a1f40","_type":"span","marks":[],"text":"Now that we’ve defined the stages of our dark funnel, we’ll start tagging members as they move in and out of stages. Let’s go!"}],"markDefs":[],"style":"normal"},{"_key":"65a8b6e1f700","_type":"anchor","label":"Step 3: Auto-tag members"},{"_key":"1a0f0c374677","_type":"block","children":[{"_key":"8273dbdf4bb7","_type":"span","marks":[],"text":"Step 3: Tag members of your community as they move in and out of stages"}],"markDefs":[],"style":"h3"},{"_key":"140ea30179bd","_type":"block","children":[{"_key":"508babd308fd0","_type":"span","marks":[],"text":"Now that we’ve defined the stages of our dark funnel, we’ll start tagging members as they move in and out of stages. Let’s go!"}],"markDefs":[],"style":"normal"},{"_key":"0aa0057e3e75","_type":"mainImage","asset":{"_ref":"image-a730e24b6e2cfe4c070d4d1ce487320b072713b9-2932x1832-png","_type":"reference"},"caption":"Dark-funnel stages by member status"},{"_key":"1bca44ff55fd","_type":"block","children":[{"_key":"c978795e47670","_type":"span","marks":[],"text":"We can also add statuses for each of our stages so we can track the progress of members."}],"markDefs":[],"style":"normal"},{"_key":"b0311abd74d9","_type":"block","children":[{"_key":"3a8a709105e40","_type":"span","marks":[],"text":"After creating our segment, we can locate the "},{"_key":"9ec7b0b23633","_type":"span","marks":["strong"],"text":"Member management"},{"_key":"5492002423e4","_type":"span","marks":[],"text":" section and click the "},{"_key":"74b72d7b916a","_type":"span","marks":["strong"],"text":"Configure"},{"_key":"4f2beac84406","_type":"span","marks":[],"text":" button to auto-add/remove members throughout our funnel."}],"markDefs":[],"style":"normal"},{"_key":"358f952c5de8","_type":"mainImage","asset":{"_ref":"image-6c28a2a9e851ac9a1f77ea7df3250116295658c7-1932x720-png","_type":"reference"},"caption":"Filter to update a member status"},{"_key":"f88aa2d9baf4","_type":"block","children":[{"_key":"959ba9c594fa0","_type":"span","marks":[],"text":"Select to auto-update a new status we just created. Let’s start with defining the "},{"_key":"9d7a2562825e","_type":"span","marks":["strong"],"text":"Active"},{"_key":"5caed8726e53","_type":"span","marks":[],"text":" status."}],"markDefs":[],"style":"normal"},{"_key":"b5e00cdc0885","_type":"block","children":[{"_key":"090965ed7ee60","_type":"span","marks":[],"text":"We’ll adjust the criteria to what was previously described (10 or more impact points "},{"_key":"090965ed7ee61","_type":"span","marks":["em"],"text":"and"},{"_key":"090965ed7ee62","_type":"span","marks":[],"text":" active in the last 28 days), click "},{"_key":"affd2b7ace09","_type":"span","marks":["strong"],"text":"Save"},{"_key":"bda85d1679c0","_type":"span","marks":[],"text":", and our first dark funnel cohort will start to propagate."}],"markDefs":[],"style":"normal"},{"_key":"94e3116c17df","_type":"block","children":[{"_key":"dee3abe62f170","_type":"span","marks":[],"text":"We’ll do the same for our other stages by clicking "},{"_key":"15d3455066f8","_type":"span","marks":["strong"],"text":"Set criteria"},{"_key":"f84204fb3fbc","_type":"span","marks":[],"text":" and activating auto status updates."}],"markDefs":[],"style":"normal"},{"_key":"c98efcf01b14","_type":"mainImage","asset":{"_ref":"image-af5a9c6b5608d5a6e12316d00d603e5d7cfb4c84-1932x994-png","_type":"reference"},"caption":"Set criteria to auto-update all stages of the funnel"},{"_key":"041782cc6fae","_type":"anchor","label":"Wrapping Up"},{"_key":"2bfba49c6a02","_type":"block","children":[{"_key":"aa8f9287ccbb","_type":"span","marks":[],"text":"Wrapping up"}],"markDefs":[],"style":"h3"},{"_key":"6f03c9a73df2","_type":"block","children":[{"_key":"7412daf25cf40","_type":"span","marks":[],"text":"And that’s pretty much all there is to it. 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Not to mention, it’s "},{"_key":"991a89fbf2f21","_type":"span","marks":["5743802719db"],"text":"a lot more likely"},{"_key":"991a89fbf2f22","_type":"span","marks":[],"text":" that a customer at a previous company will become a repeat customer at their new company.\n\nThis playbook will show you how to keep tabs on meaningful job changes using Common Room. It’s just a few steps and should only take about 20 minutes (not a bad time-to-value tradeoff)!"}],"markDefs":[{"_key":"5743802719db","_type":"link","href":"https://www.constantcontact.com/blog/repeat-customers/"}],"style":"normal"},{"_key":"56a8d796e9a9","_type":"block","children":[{"_key":"1dfcf6c731850","_type":"span","marks":[],"text":"Here’s a preview of the job change activity you’ll be able to see "},{"_key":"46bc33fe5dc8","_type":"span","marks":["em"],"text":"across every tracked contact"},{"_key":"e8051a67e7a4","_type":"span","marks":[],"text":" when we’re done:"}],"markDefs":[],"style":"normal"},{"_key":"bdd34f4ef2b2","_type":"mainImage","alt":"Track org change history","asset":{"_ref":"image-bb1e62dbbb21cb79c5150135143739f04adbb8b1-1890x962-png","_type":"reference"},"caption":"Track org change history"},{"_key":"0b548463ee1a","_type":"block","children":[{"_key":"f7adbb399edd","_type":"span","marks":["strong"],"text":"What you’ll need"}],"markDefs":[],"style":"normal"},{"_key":"e3461d15dbbe","_type":"block","children":[{"_key":"ebc4b6c23ff3","_type":"span","marks":["strong"],"text":"Common Room:"},{"_key":"e47a565d5c4d","_type":"span","marks":[],"text":" What we’ll use to track job changes—"},{"_key":"45fea1a19544","_type":"span","marks":["9a589a455335"],"text":"sign-up for free"},{"_key":"3f9bb15d362e","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"9a589a455335","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"b21e6f0c2e42","_type":"block","children":[{"_key":"9fb9e4ea8518","_type":"span","marks":["strong"],"text":"Google Sheets or CSV:"},{"_key":"de316159c311","_type":"span","marks":[],"text":" We’ll import a CSV to track contacts."}],"markDefs":[],"style":"callout"},{"_key":"0b12a410ea85","_type":"block","children":[{"_key":"aa19f23e4b0f","_type":"span","marks":["strong"],"text":"CRM or marketing automation access (bonus):"},{"_key":"da13ba8f7b97","_type":"span","marks":[],"text":" If you have admin access to your CRM or marketing automation platform, we can sync contacts to track job changes."}],"markDefs":[],"style":"callout"},{"_key":"c8550eecc848","_type":"anchor","label":"Step 1: Import a CSV or connect a data source"},{"_key":"5ac36040de8a","_type":"block","children":[{"_key":"aed7f9255dec0","_type":"span","marks":[],"text":"Step 1: Import a CSV of contacts (or connect a data source)"}],"markDefs":[],"style":"h3"},{"_key":"1eb61864c4e7","_type":"block","children":[{"_key":"87043cf135da","_type":"span","marks":[],"text":"We’ll first want to connect to sources where your customer data resides (e.g., Salesforce, LinkedIn, Slack) to identify cohorts of contacts we want to track."}],"markDefs":[],"style":"normal"},{"_key":"3ca9bcae7642","_type":"block","children":[{"_key":"c2b871d439790","_type":"span","marks":[],"text":"One super easy way to get customer data into Common Room is through CSV import."}],"markDefs":[],"style":"normal"},{"_key":"a59922fa37cf","_type":"block","children":[{"_key":"a550d326a35f0","_type":"span","marks":[],"text":"After "},{"_key":"a550d326a35f1","_type":"span","marks":["db7596fb35a4"],"text":"creating a free account"},{"_key":"a550d326a35f2","_type":"span","marks":[],"text":", you can click to jump into the "},{"_key":"877eef47e824","_type":"span","marks":["strong"],"text":"Contact"},{"_key":"95cb70f42dbe","_type":"span","marks":[],"text":" view."}],"markDefs":[{"_key":"db7596fb35a4","_type":"link","href":"https://commonroom.io/signup"}],"style":"normal"},{"_key":"73b9afeeccc1","_type":"mainImage","alt":"Members overview with connected sources","asset":{"_ref":"image-235efe6075191927915fccb13f12065a314d30eb-2932x1832-png","_type":"reference"},"caption":"Contact overview with connected sources"},{"_key":"64b804d7e086","_type":"block","children":[{"_key":"96ae410c0b5d0","_type":"span","marks":[],"text":"The screenshot above shows what that looks like when many sources are connected. If you’re starting from a blank slate, this will be empty. But we can quickly fix that with a quick CSV import."}],"markDefs":[],"style":"normal"},{"_key":"56caec33f1cb","_type":"block","children":[{"_key":"004eadd35f220","_type":"span","marks":[],"text":"Click on the "},{"_key":"004eadd35f221","_type":"span","marks":["strong"],"text":"+ Add new contact"},{"_key":"004eadd35f222","_type":"span","marks":[],"text":" button in the top right. Clicking triggers a menu to import new contacts. This feature allows us to import contacts of our community and customers by email, Twitter handle, LinkedIn URL, or GitHub username individually or in bulk."}],"markDefs":[],"style":"normal"},{"_key":"2ad466cf1766","_type":"mainImage","alt":"Add a new member individually or in bulk","asset":{"_ref":"image-8f57f87bd26bb115ea6d6138009ee817228e4c5d-1146x1128-png","_type":"reference"},"caption":"Add a new contact individually or in bulk"},{"_key":"02798f3c1995","_type":"block","children":[{"_key":"1596418eef960","_type":"span","marks":[],"text":"We want to import many contacts, so we’ll select the "},{"_key":"1596418eef961","_type":"span","marks":["strong"],"text":"Bulk add or update contacts"},{"_key":"1596418eef962","_type":"span","marks":[],"text":" link."}],"markDefs":[],"style":"normal"},{"_key":"9595642ecc05","_type":"block","children":[{"_key":"4d4506f8fcf60","_type":"span","marks":[],"text":"We’ll then see a menu that gives us options to add contacts to a segment and add activity. Let’s add these contacts to a new segment and name it something with context."}],"markDefs":[],"style":"normal"},{"_key":"15b683847bc8","_type":"mainImage","alt":"Bulk add contacts to a new segment","asset":{"_ref":"image-88e6fcc394b4b0a0856f7b5d5357fae2c206cbe1-1110x1114-png","_type":"reference"},"caption":"Bulk add contacts to a new segment"},{"_key":"c4b57b473c42","_type":"block","children":[{"_key":"deb9dc71907b","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"4a92780d8523","_type":"span","marks":[],"text":" When importing via CSV, you’ll need to format it using "},{"_key":"3092c4836d19","_type":"span","marks":["2bce14de5239"],"text":"this contact import template"},{"_key":"5e8e5477ccb7","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"2bce14de5239","_type":"link","href":"https://docs.google.com/spreadsheets/d/1ccy9z1RxxglUw-7V0GWKTu5-ZqffeGesMUHFkFztOMw/edit#gid=0"}],"style":"callout"},{"_key":"3382578a7f5d","_type":"block","children":[{"_key":"162a485bd1770","_type":"span","marks":[],"text":"We can click "},{"_key":"9c3014054c15","_type":"span","marks":["strong"],"text":"Continue"},{"_key":"cf28ee79f8bf","_type":"span","marks":[],"text":" to import our CSV with our new segment created."}],"markDefs":[],"style":"normal"},{"_key":"30aba27b0d3b","_type":"mainImage","alt":"Import new contacts by uploading spreadsheet","asset":{"_ref":"image-5e4e6915678c186bb9310cb32327aff01c38dd91-2480x832-png","_type":"reference"},"caption":"Import new contacts by uploading spreadsheet"},{"_key":"f1a1d85f5d35","_type":"block","children":[{"_key":"030641342a730","_type":"span","marks":[],"text":"After uploading the file, you’ll be asked to confirm field mappings, review, and complete the import."}],"markDefs":[],"style":"normal"},{"_key":"e34855012601","_type":"mainImage","alt":"Confirm mappings and import your list of customers","asset":{"_ref":"image-7797161f511926b6d2054fbf37fdff4414024c20-2932x1832-png","_type":"reference"},"caption":"Confirm mappings and import your list of customers"},{"_key":"ce43494da10f","_type":"block","children":[{"_key":"2361e4681167","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"ffd78cc11d3a","_type":"span","marks":[],"text":" While email is the only field required, the more detail you can fill in from the "},{"_key":"881282ec0846","_type":"span","marks":["9f6ad97c1b73"],"text":"import template"},{"_key":"0ff6d791292c","_type":"span","marks":[],"text":", the higher your match rate will be (i.e., you’ll be able to track more job changes)."}],"markDefs":[{"_key":"9f6ad97c1b73","_type":"link","href":"https://docs.google.com/spreadsheets/d/1ccy9z1RxxglUw-7V0GWKTu5-ZqffeGesMUHFkFztOMw/edit#gid=0"}],"style":"callout"},{"_key":"2b1864cd3bb9","_type":"block","children":[{"_key":"a8a089558e480","_type":"span","marks":[],"text":"After confirming your field mapping, your list will begin to import. This might take a few minutes, depending on the size of your list."}],"markDefs":[],"style":"normal"},{"_key":"3f826c11332e","_type":"mainImage","alt":"Segment populating from CSV import","asset":{"_ref":"image-cffc37006e475e623c6511691c577e2a579504f7-2932x1832-png","_type":"reference"},"caption":"Segment populating from CSV import"},{"_key":"0f106b5fa4c6","_type":"anchor","label":"Step 2: Add more sources (optional)"},{"_key":"b1b041fca360","_type":"block","children":[{"_key":"e03c49833f530","_type":"span","marks":[],"text":"Step 2: Connect more sources to improve match rate"}],"markDefs":[],"style":"h3"},{"_key":"383540ab01a7","_type":"block","children":[{"_key":"ab7dce250bad","_type":"span","marks":[],"text":"In addition to CSV import, we suggest connecting to additional customer data sources as it helps with match rates and future use cases. (Feel free to skip this step if you are satisfied with only importing a CSV.)"}],"markDefs":[],"style":"normal"},{"_key":"439f54bd14ec","_type":"block","children":[{"_key":"fb1d2d1f8c310","_type":"span","marks":[],"text":"Out of the box, Common Room connects with dozens of customer data sources like LinkedIn, Slack, HubSpot, Salesforce, Snowflake, Zapier, and "},{"_key":"fb1d2d1f8c311","_type":"span","marks":["ce612b9b281e"],"text":"many more"},{"_key":"fb1d2d1f8c312","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"ce612b9b281e","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"},{"_key":"019afec6770d","_type":"block","children":[{"_key":"5925b151af240","_type":"span","marks":[],"text":"Connecting to a new source takes just a few clicks. 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Specifically, you must have the “Super admin” or “Content admin” role; the “Curator” or “Analyst” roles do not have sufficient permissions."}],"markDefs":[],"style":"callout"},{"_key":"5cca8fe0cdc3","_type":"block","children":[{"_key":"6d0d062d79c60","_type":"span","marks":[],"text":"Once LinkedIn is authenticated, data import will begin, and contacts will import into Common Room along with contact activity related to your handle."}],"markDefs":[],"style":"normal"},{"_key":"2db00579f2ab","_type":"block","children":[{"_key":"33346818298b0","_type":"span","marks":[],"text":"We can repeat a similar process to add more sources like "},{"_key":"e9a3c32f48e6","_type":"span","marks":["bc24f80face7"],"text":"Slack"},{"_key":"37406e138fa4","_type":"span","marks":[],"text":" or "},{"_key":"12351e2a7011","_type":"span","marks":["c8d745120e96"],"text":"Twitter"},{"_key":"254a3837bebc","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"bc24f80face7","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/slack"},{"_key":"c8d745120e96","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/twitter"}],"style":"normal"},{"_key":"2d8507f6d86e","_type":"block","children":[{"_key":"7db491035d300","_type":"span","marks":[],"text":"Before jumping onto the next step, let’s review how to connect to customer data since that’s likely where your customer attributes are updated and fresh."}],"markDefs":[],"style":"normal"},{"_key":"929baf095c7a","_type":"block","children":[{"_key":"537a08e8ca590","_type":"span","marks":[],"text":"You can do this through native CRM integrations (Salesforce or HubSpot), data warehouse / ETL (Snowflake, Census, Hightouch), Zapier, or API."}],"markDefs":[],"style":"normal"},{"_key":"e0169ada8559","_type":"mainImage","alt":"Connect to business data sources","asset":{"_ref":"image-bbe6c1a0f2aaa69e693d9f503a560041d9fcc10b-2932x1832-png","_type":"reference"},"caption":"Connect to business data sources"},{"_key":"4cf452a3097b","_type":"block","children":[{"_key":"0665d8e9fcc30","_type":"span","marks":[],"text":"Our business data integrations take a touch more customization than the others. 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Can you identify customers? How about influencers?"}],"markDefs":[],"style":"normal"},{"_key":"595090d656cc","_type":"block","children":[{"_key":"dc67e2926d530","_type":"span","marks":[],"text":"Whether you’re just spinning up your Slack community or already have a thriving one, it’s helpful to understand "},{"_key":"dc67e2926d531","_type":"span","marks":["em"],"text":"who"},{"_key":"dc67e2926d532","_type":"span","marks":[],"text":" is in it."}],"markDefs":[],"style":"normal"},{"_key":"6f6564940cd1","_type":"block","children":[{"_key":"a7294f8ad9ec0","_type":"span","marks":[],"text":"With knowledge of member traits—where they work, where they’re located, if they’re a customer or not, their Twitter follower count, etc.—you can unlock all sorts of use cases to activate and grow your Slack community. For example, you could "},{"_key":"a7294f8ad9ec1","_type":"span","marks":["51f9f92929eb"],"text":"send customized messages to new members"},{"_key":"a7294f8ad9ec2","_type":"span","marks":[],"text":" based on their role or "},{"_key":"a7294f8ad9ec3","_type":"span","marks":["e1ea14fc7d95"],"text":"incentivize members"},{"_key":"a7294f8ad9ec4","_type":"span","marks":[],"text":" with a large follower count to amplify your next event."}],"markDefs":[{"_key":"51f9f92929eb","_type":"link","href":"https://www.commonroom.io/playbooks/automate-welcome-messages/"},{"_key":"e1ea14fc7d95","_type":"link","href":"https://www.commonroom.io/playbooks/find-champions-get-more/"}],"style":"normal"},{"_key":"f36bb102e37e","_type":"block","children":[{"_key":"2af7cd3bbe280","_type":"span","marks":[],"text":"The problem is that Slack doesn’t provide much helpful contextual member information by default. 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We’ll also tag and cohort members—"},{"_key":"27ed3a548fb7","_type":"span","marks":["b8fecb678a02"],"text":"sign-up for free"},{"_key":"3b7798266edb","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"b8fecb678a02","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"e8eaee514fa9","_type":"block","children":[{"_key":"ea7896ddd4e5","_type":"span","marks":["strong"],"text":"Slack"},{"_key":"fecb32117eaf","_type":"span","marks":[],"text":": You’ll need admin or editor permissions on Slack if you want to send messages to your community members via Slack."}],"markDefs":[],"style":"callout"},{"_key":"31804f5eec1e","_type":"anchor","label":"Step 1: Connect to Slack"},{"_key":"6f9b2f7e8ba3","_type":"block","children":[{"_key":"8b9b50f0ad77","_type":"span","marks":[],"text":"Step 1: Connect to Slack"}],"markDefs":[],"style":"h3"},{"_key":"84a50e30b4cb","_type":"block","children":[{"_key":"b9d8e45e0c7b0","_type":"span","marks":[],"text":"This is a Slack-specific playbook, so we’ll first connect Slack to Common Room."}],"markDefs":[],"style":"normal"},{"_key":"d2cd1ae69086","_type":"block","children":[{"_key":"b169b183686c0","_type":"span","marks":[],"text":"With Slack connected, we’ll be able to see our members, their activity, info about where they work, and a whole lot more."}],"markDefs":[],"style":"normal"},{"_key":"43fa9fe84c8b","_type":"block","children":[{"_key":"69b63205fcbb0","_type":"span","marks":[],"text":"To connect to Slack, we can head over to "},{"_key":"69b63205fcbb1","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"69b63205fcbb2","_type":"span","marks":[],"text":" in Common Room and choose to connect to Slack."}],"markDefs":[],"style":"normal"},{"_key":"5c3001390fbe","_type":"mainImage","alt":"Choose to + Connect to Slack in the Sources overview","asset":{"_ref":"image-d99e73f9003636168b18d999fa7d94b0a2e59654-800x640-png","_type":"reference"},"caption":"Choose to + Connect to Slack in the Sources overview"},{"_key":"5d279b844c0d","_type":"block","children":[{"_key":"b8512a2e14090","_type":"span","marks":[],"text":"After moving through a few integration prompts, you’ll be asked to confirm that you’re an admin to authenticate."}],"markDefs":[],"style":"normal"},{"_key":"5b05386a4361","_type":"mainImage","alt":"Authenticate Slack before data import","asset":{"_ref":"image-74776e968f95bd0119d0214fcb22b14becf355ee-2006x1290-png","_type":"reference"},"caption":"Authenticate Slack before data import"},{"_key":"2f50d6e925c1","_type":"block","children":[{"_key":"e2576bede577","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"04fc7c1e814a","_type":"span","marks":[],"text":" To import data from Slack, you’ll need "},{"_key":"dcab966c1cae","_type":"span","marks":["47a6a992f79f"],"text":"permission to add applications"},{"_key":"8e02b33a1798","_type":"span","marks":[],"text":" to your Slack workspace."}],"markDefs":[{"_key":"47a6a992f79f","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/slack#required-permissions"}],"style":"callout"},{"_key":"3245c480ad09","_type":"block","children":[{"_key":"c8098ef752370","_type":"span","marks":[],"text":"Once authenticated, data will start importing into Common Room. 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We can type “eng” into the search box and select engineering roles that apply."}],"markDefs":[],"style":"normal"},{"_key":"9eadf4258db7","_type":"mainImage","alt":"Filter members by role","asset":{"_ref":"image-415236c5df1507f11a6dfde3754384297561bcc7-530x1002-png","_type":"reference"},"caption":"Filter members by role"},{"_key":"5860f45c3b64","_type":"block","children":[{"_key":"3b729a0327f70","_type":"span","marks":[],"text":"Adding these filters gets us down to a smaller, more manageable list. With this view alone, we can share with our go-to-market teams or export to a CSV. But we have bigger ambitions than that, like automating workflows, sending messages, and tracking the growth of this group over time."}],"markDefs":[],"style":"normal"},{"_key":"aa23cd27ab75","_type":"block","children":[{"_key":"f2e98329df4e0","_type":"span","marks":[],"text":"We’ll want to tag this group with something like "},{"_key":"f2e98329df4e1","_type":"span","marks":["strong"],"text":"ICP"},{"_key":"f2e98329df4e2","_type":"span","marks":[],"text":" to do all of the above and more. And we can simply do that by clicking the select all checkbox and then the "},{"_key":"f2e98329df4e3","_type":"span","marks":["strong"],"text":"Tag"},{"_key":"f2e98329df4e4","_type":"span","marks":[],"text":" button."}],"markDefs":[],"style":"normal"},{"_key":"468ea585d044","_type":"mainImage","alt":"Add a tag to filtered members","asset":{"_ref":"image-410d910c59b5f0c421da94a5966d5250764c1cfd-874x350-png","_type":"reference"},"caption":"Add a tag to filtered members"},{"_key":"2c87f4412acf","_type":"block","children":[{"_key":"a841acf517030","_type":"span","marks":[],"text":"And just like that, we can now see and keep track of all members in our Slack community who match our ideal customer profile."}],"markDefs":[],"style":"normal"},{"_key":"5004b869eb60","_type":"anchor","label":"Step 3: Automatically tag members"},{"_key":"3fc65c1ea9c3","_type":"block","children":[{"_key":"6d1cde443b710","_type":"span","marks":[],"text":"Step 3: Automatically tag members"}],"markDefs":[],"style":"h3"},{"_key":"8e39eed2ffe7","_type":"block","children":[{"_key":"de886cbc86460","_type":"span","marks":[],"text":"In the step above, we added an “Ideal customer” tag to members. 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"},{"_key":"a4098e8416231","_type":"span","marks":["e364c15386c8"],"text":"Salesforce"},{"_key":"a4098e8416232","_type":"span","marks":[],"text":" is our source of truth for who owns which opportunities."}],"markDefs":[{"_key":"e364c15386c8","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/salesforce-crm"}],"style":"normal"},{"_key":"5bd30c61dce1","_type":"block","children":[{"_key":"7436a841447d0","_type":"span","marks":[],"text":"By connecting it to Common Room, we can use Salesforce fields to filter for the opportunities owned by us."}],"markDefs":[],"style":"normal"},{"_key":"51c57df1aaf9","_type":"block","children":[{"_key":"3564358bd4e20","_type":"span","marks":[],"text":"💡 You can set up a bidirectional integration with either Salesforce or "},{"_key":"3564358bd4e21","_type":"span","marks":["048dd828ecf4"],"text":"HubSpot"},{"_key":"3564358bd4e22","_type":"span","marks":[],"text":" so you can see your CRM data alongside the insights you uncover in 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We can send them emails and Slack DMs, jump to their social profiles, sync their records with Salesforce, and more—all from the same place."}],"markDefs":[],"style":"normal"},{"_key":"b4f372c2044a","_type":"mainImage","asset":{"_ref":"image-2696f659cc6194f340c69fdba21ae355b0aabb24-437x404-png","_type":"reference"},"caption":"View task options"},{"_key":"2af910e95fe2","_type":"block","children":[{"_key":"1c3d8b3962b80","_type":"span","marks":[],"text":"Let the multithreading begin."}],"markDefs":[],"style":"normal"},{"_key":"61d8eb1b7463","_type":"anchor","label":"Step 5: Multithread accounts"},{"_key":"d8575135baa2","_type":"block","children":[{"_key":"4d1f1733d9080","_type":"span","marks":[],"text":"Step 5: Multithread accounts"}],"markDefs":[],"style":"h3"},{"_key":"9c226ad8c30c","_type":"block","children":[{"_key":"d07a6192a38e0","_type":"span","marks":[],"text":"We can preview or click into every person in our segment and work down our list organization by organization."}],"markDefs":[],"style":"normal"},{"_key":"fe794ef4bbfc","_type":"block","children":[{"_key":"44b77cf3738e0","_type":"span","marks":[],"text":"First let’s make sure we’re concentrating on opportunities that are ready for multithreading."}],"markDefs":[],"style":"normal"},{"_key":"bc5f198e67f6","_type":"block","children":[{"_key":"dbada28801c30","_type":"span","marks":[],"text":"Click "},{"_key":"dbada28801c31","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"dbada28801c32","_type":"span","marks":[],"text":", choose "},{"_key":"dbada28801c33","_type":"span","marks":["strong"],"text":"Salesforce"},{"_key":"dbada28801c34","_type":"span","marks":[],"text":", and select "},{"_key":"dbada28801c35","_type":"span","marks":["strong"],"text":"Opportunity Stage"},{"_key":"dbada28801c36","_type":"span","marks":[],"text":". Now click "},{"_key":"dbada28801c37","_type":"span","marks":["strong"],"text":"Value Proposition"},{"_key":"dbada28801c38","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"fba9be496f01","_type":"block","children":[{"_key":"84eac60447ee0","_type":"span","marks":[],"text":"Okay, now let’s make it easy to focus on one organization at a time."}],"markDefs":[],"style":"normal"},{"_key":"8041950aca61","_type":"block","children":[{"_key":"f793e135f0330","_type":"span","marks":[],"text":"Click "},{"_key":"f793e135f0331","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"f793e135f0332","_type":"span","marks":[],"text":" and choose "},{"_key":"f793e135f0333","_type":"span","marks":["strong"],"text":"Name"},{"_key":"f793e135f0334","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"fe90d7ba3ba5","_type":"mainImage","asset":{"_ref":"image-2a34c185980f1c850fcf6dbdeaee2a650f9b0f2b-2470x1308-png","_type":"reference"},"caption":"Select Name"},{"_key":"50c3fe39c2bb","_type":"block","children":[{"_key":"d8be00753c500","_type":"span","marks":[],"text":"Input the name of an organization we own and boom—we now have visibility into every person in our segment associated with that particular company."}],"markDefs":[],"style":"normal"},{"_key":"37233f58bdca","_type":"mainImage","asset":{"_ref":"image-0949213458d1e73e035690ffb49eadaf9a981287-2166x1174-png","_type":"reference"},"caption":"View segment"},{"_key":"19f4bb113503","_type":"block","children":[{"_key":"6ab225e03ce10","_type":"span","marks":[],"text":"Let’s dig deeper. 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Well, now they do."}],"markDefs":[],"style":"normal"},{"_key":"c2705f4c47e2","_type":"block","children":[{"_key":"78c0587667b30","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to create an SDR command center that will help reps discover, research, and action on leads all from one place."}],"markDefs":[],"style":"normal"},{"_key":"39aa94fe48e7","_type":"block","children":[{"_key":"b230b649d2f40","_type":"span","marks":[],"text":"Let’s get this party started 🥳"}],"markDefs":[],"style":"normal"},{"_key":"aee00b13d433","_type":"block","children":[{"_key":"787b9a5a83a40","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"9b0b18b40295","_type":"block","children":[{"_key":"74663882b4ac0","_type":"span","marks":[],"text":"Common Room (this is how we’ll create customized workspaces for sales reps—"},{"_key":"74663882b4ac1","_type":"span","marks":["3e753f884690"],"text":"sign up for free"},{"_key":"74663882b4ac2","_type":"span","marks":[],"text":" to follow along)"}],"markDefs":[{"_key":"3e753f884690","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"f4f8ef959d8b","_type":"block","children":[{"_key":"be4498ebde570","_type":"span","marks":[],"text":"Access to digital channels (in this example we’ll use LinkedIn, Twitter, and Slack)"}],"markDefs":[],"style":"callout"},{"_key":"417c07136967","_type":"anchor","label":"Step 1: Connect data sources"},{"_key":"d6dbac5aa3c3","_type":"block","children":[{"_key":"e41a47ea44700","_type":"span","marks":[],"text":"Step 1: Connect data sources"}],"markDefs":[],"style":"h3"},{"_key":"ddc0bc7ffa1a","_type":"block","children":[{"_key":"8b2946b68dba0","_type":"span","marks":[],"text":"Common Room helps reps uncover opportunities they would otherwise miss by providing full visibility into hard-to-see buyer signals across digital channels."}],"markDefs":[],"style":"normal"},{"_key":"5dc1f0dec717","_type":"block","children":[{"_key":"f1884154d8a10","_type":"span","marks":[],"text":"In this example we’ll connect "},{"_key":"f1884154d8a11","_type":"span","marks":["2a1894546f7a"],"text":"LinkedIn"},{"_key":"f1884154d8a12","_type":"span","marks":[],"text":", "},{"_key":"f1884154d8a13","_type":"span","marks":["fd0ae326041b"],"text":"Twitter"},{"_key":"f1884154d8a14","_type":"span","marks":[],"text":", and "},{"_key":"f1884154d8a15","_type":"span","marks":["8855c02d2ea4"],"text":"Slack"},{"_key":"f1884154d8a16","_type":"span","marks":[],"text":" to Common Room, but keep in mind that the more data sources you connect, the more buyer identity, intent, and context you’ll uncover."}],"markDefs":[{"_key":"2a1894546f7a","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/linkedin"},{"_key":"fd0ae326041b","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/twitter"},{"_key":"8855c02d2ea4","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/slack"}],"style":"normal"},{"_key":"8c43a0f9c200","_type":"block","children":[{"_key":"63aa49f1f2b10","_type":"span","marks":[],"text":"💡 Common Room provides dozens of natively built and fully managed "},{"_key":"63aa49f1f2b11","_type":"span","marks":["4dd42c779ca2"],"text":"integrations"},{"_key":"63aa49f1f2b12","_type":"span","marks":[],"text":" with popular digital channels so you can get full visibility into your buyer ecosystem."}],"markDefs":[{"_key":"4dd42c779ca2","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"f56c8b9cf56f","_type":"block","children":[{"_key":"852042f2e1870","_type":"span","marks":[],"text":"Log in to Common Room, click on "},{"_key":"852042f2e1871","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"852042f2e1872","_type":"span","marks":[],"text":" in the left sidebar (the little ⚙️ icon at the bottom), and navigate to "},{"_key":"852042f2e1873","_type":"span","marks":["strong"],"text":"Sources"},{"_key":"852042f2e1874","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"98066b9f13cd","_type":"mainImage","asset":{"_ref":"image-241cebab6d7b130c60a6b861fb19851aae37801e-3840x2160-png","_type":"reference"},"caption":"Select Sources from Settings menu"},{"_key":"78a5cc32f933","_type":"block","children":[{"_key":"75db1299a67b0","_type":"span","marks":[],"text":"Select LinkedIn."}],"markDefs":[],"style":"normal"},{"_key":"72cf4360ec4c","_type":"mainImage","asset":{"_ref":"image-0d68927728149ce2160009ec1257bf232a8792ab-1322x904-png","_type":"reference"},"caption":"Select LinkedIn"},{"_key":"229a8ee8ec1e","_type":"block","children":[{"_key":"fbae9a611e460","_type":"span","marks":[],"text":"Once you hit "},{"_key":"fbae9a611e461","_type":"span","marks":["strong"],"text":"Connect LinkedIn"},{"_key":"fbae9a611e462","_type":"span","marks":[],"text":" and authenticate your account, you’re all set. Data will start flowing into Common Room 😎"}],"markDefs":[],"style":"normal"},{"_key":"292b87edecc5","_type":"block","children":[{"_key":"ea3ebdad8a990","_type":"span","marks":[],"text":"We’d follow the same general process for Twitter and Slack."}],"markDefs":[],"style":"normal"},{"_key":"3b5c9e82edc9","_type":"block","children":[{"_key":"1d8d81f2df050","_type":"span","marks":[],"text":"Okay, now let’s put this data to work."}],"markDefs":[],"style":"normal"},{"_key":"c10f7aff33e4","_type":"anchor","label":"Step 2: Create segments for plays"},{"_key":"614187e8edb8","_type":"block","children":[{"_key":"e7c97c5fd1ab0","_type":"span","marks":[],"text":"Step 2: Create segments for different sales plays"}],"markDefs":[],"style":"h3"},{"_key":"7c0f2399eaf2","_type":"block","children":[{"_key":"e1ab67a5c8f00","_type":"span","marks":[],"text":"Click "},{"_key":"e1ab67a5c8f01","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"e1ab67a5c8f02","_type":"span","marks":[],"text":" to leave the "},{"_key":"e1ab67a5c8f03","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"e1ab67a5c8f04","_type":"span","marks":[],"text":" menu, then click on "},{"_key":"e1ab67a5c8f05","_type":"span","marks":["strong"],"text":"Segments"},{"_key":"e1ab67a5c8f06","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"23d4dfa3c65e","_type":"mainImage","asset":{"_ref":"image-687e1d622737e5843338bb0016e2ce59fb62be48-3840x2160-png","_type":"reference"},"caption":"Select Segments"},{"_key":"9dc38b666681","_type":"block","children":[{"_key":"6ed5dbbb3c480","_type":"span","marks":[],"text":"We can create automated segments for both leads and accounts, making them as broad or as granular as we want. 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Click "},{"_key":"0470fb192ab53","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"0470fb192ab54","_type":"span","marks":[],"text":" and choose "},{"_key":"0470fb192ab55","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"0470fb192ab56","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"7da65b50fadc","_type":"mainImage","asset":{"_ref":"image-210fc9a0d89090e6faa7f3fc25a05bb8864d49b9-2550x1318-png","_type":"reference"},"caption":"Select Contact tags"},{"_key":"19d6c031e7f6","_type":"block","children":[{"_key":"f24270f42cb00","_type":"span","marks":[],"text":"Select "},{"_key":"f24270f42cb01","_type":"span","marks":["strong"],"text":"Economic buyers"},{"_key":"f24270f42cb02","_type":"span","marks":[],"text":" from the dropdown list."}],"markDefs":[],"style":"normal"},{"_key":"043788b1b582","_type":"mainImage","asset":{"_ref":"image-385d5e115ca47c1a8a16b7b297fb59f8226fa961-552x526-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"ef7ad681aad6","_type":"block","children":[{"_key":"3ca971d101df0","_type":"span","marks":[],"text":"Boom, now anyone with head of, director, VP, president, chief, CFO, CTO, CPO, CMO, COO, or CEO in their job title will automatically be added to this segment 🙌"}],"markDefs":[],"style":"normal"},{"_key":"440e2a5bee72","_type":"block","children":[{"_key":"db4d875bce510","_type":"span","marks":[],"text":"But we don’t just want decision-makers—we want people who match our criteria for ideal buyers."}],"markDefs":[],"style":"normal"},{"_key":"da1df4b0a886","_type":"block","children":[{"_key":"bbc34f627ab70","_type":"span","marks":[],"text":"Let’s say we’ve already configured our ideal persona tag (you can learn more about creating and customizing tags "},{"_key":"709243d97022","_type":"span","marks":["1858fbdb054d"],"text":"here"},{"_key":"fb747443d405","_type":"span","marks":[],"text":"). 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Well, now they do."}],"markDefs":[],"style":"normal"},{"_key":"c2705f4c47e2","_type":"block","children":[{"_key":"78c0587667b30","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to create an SDR command center that will help reps discover, research, and action on leads all from one place."}],"markDefs":[],"style":"normal"},{"_key":"39aa94fe48e7","_type":"block","children":[{"_key":"b230b649d2f40","_type":"span","marks":[],"text":"Let’s get this party started 🥳"}],"markDefs":[],"style":"normal"},{"_key":"aee00b13d433","_type":"block","children":[{"_key":"787b9a5a83a40","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"9b0b18b40295","_type":"block","children":[{"_key":"74663882b4ac0","_type":"span","marks":[],"text":"Common Room (this is how we’ll create customized workspaces for sales reps—"},{"_key":"74663882b4ac1","_type":"span","marks":["3e753f884690"],"text":"sign up for free"},{"_key":"74663882b4ac2","_type":"span","marks":[],"text":" to follow along)"}],"markDefs":[{"_key":"3e753f884690","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"f4f8ef959d8b","_type":"block","children":[{"_key":"be4498ebde570","_type":"span","marks":[],"text":"Access to digital channels (in this example we’ll use LinkedIn, Twitter, and Slack)"}],"markDefs":[],"style":"callout"},{"_key":"417c07136967","_type":"anchor","label":"Step 1: Connect data sources"},{"_key":"d6dbac5aa3c3","_type":"block","children":[{"_key":"e41a47ea44700","_type":"span","marks":[],"text":"Step 1: Connect data sources"}],"markDefs":[],"style":"h3"},{"_key":"ddc0bc7ffa1a","_type":"block","children":[{"_key":"8b2946b68dba0","_type":"span","marks":[],"text":"Common Room helps reps uncover opportunities they would otherwise miss by providing full visibility into hard-to-see buyer signals across digital channels."}],"markDefs":[],"style":"normal"},{"_key":"5dc1f0dec717","_type":"block","children":[{"_key":"f1884154d8a10","_type":"span","marks":[],"text":"In this example we’ll connect "},{"_key":"f1884154d8a11","_type":"span","marks":["2a1894546f7a"],"text":"LinkedIn"},{"_key":"f1884154d8a12","_type":"span","marks":[],"text":", "},{"_key":"f1884154d8a13","_type":"span","marks":["fd0ae326041b"],"text":"Twitter"},{"_key":"f1884154d8a14","_type":"span","marks":[],"text":", and "},{"_key":"f1884154d8a15","_type":"span","marks":["8855c02d2ea4"],"text":"Slack"},{"_key":"f1884154d8a16","_type":"span","marks":[],"text":" to Common Room, but keep in mind that the more data sources you connect, the more buyer identity, intent, and context you’ll uncover."}],"markDefs":[{"_key":"2a1894546f7a","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/linkedin"},{"_key":"fd0ae326041b","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/twitter"},{"_key":"8855c02d2ea4","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/slack"}],"style":"normal"},{"_key":"8c43a0f9c200","_type":"block","children":[{"_key":"63aa49f1f2b10","_type":"span","marks":[],"text":"💡 Common Room provides dozens of natively built and fully managed "},{"_key":"63aa49f1f2b11","_type":"span","marks":["4dd42c779ca2"],"text":"integrations"},{"_key":"63aa49f1f2b12","_type":"span","marks":[],"text":" with popular digital channels so you can get full visibility into your buyer ecosystem."}],"markDefs":[{"_key":"4dd42c779ca2","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"f56c8b9cf56f","_type":"block","children":[{"_key":"852042f2e1870","_type":"span","marks":[],"text":"Log in to Common Room, click on "},{"_key":"852042f2e1871","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"852042f2e1872","_type":"span","marks":[],"text":" in the left sidebar (the little ⚙️ icon at the bottom), and navigate to "},{"_key":"852042f2e1873","_type":"span","marks":["strong"],"text":"Sources"},{"_key":"852042f2e1874","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"98066b9f13cd","_type":"mainImage","asset":{"_ref":"image-241cebab6d7b130c60a6b861fb19851aae37801e-3840x2160-png","_type":"reference"},"caption":"Select Sources from Settings menu"},{"_key":"78a5cc32f933","_type":"block","children":[{"_key":"75db1299a67b0","_type":"span","marks":[],"text":"Select LinkedIn."}],"markDefs":[],"style":"normal"},{"_key":"72cf4360ec4c","_type":"mainImage","asset":{"_ref":"image-0d68927728149ce2160009ec1257bf232a8792ab-1322x904-png","_type":"reference"},"caption":"Select LinkedIn"},{"_key":"229a8ee8ec1e","_type":"block","children":[{"_key":"fbae9a611e460","_type":"span","marks":[],"text":"Once you hit "},{"_key":"fbae9a611e461","_type":"span","marks":["strong"],"text":"Connect LinkedIn"},{"_key":"fbae9a611e462","_type":"span","marks":[],"text":" and authenticate your account, you’re all set. Data will start flowing into Common Room 😎"}],"markDefs":[],"style":"normal"},{"_key":"292b87edecc5","_type":"block","children":[{"_key":"ea3ebdad8a990","_type":"span","marks":[],"text":"We’d follow the same general process for Twitter and Slack."}],"markDefs":[],"style":"normal"},{"_key":"3b5c9e82edc9","_type":"block","children":[{"_key":"1d8d81f2df050","_type":"span","marks":[],"text":"Okay, now let’s put this data to work."}],"markDefs":[],"style":"normal"},{"_key":"c10f7aff33e4","_type":"anchor","label":"Step 2: Create segments for plays"},{"_key":"614187e8edb8","_type":"block","children":[{"_key":"e7c97c5fd1ab0","_type":"span","marks":[],"text":"Step 2: Create segments for different sales plays"}],"markDefs":[],"style":"h3"},{"_key":"7c0f2399eaf2","_type":"block","children":[{"_key":"e1ab67a5c8f00","_type":"span","marks":[],"text":"Click "},{"_key":"e1ab67a5c8f01","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"e1ab67a5c8f02","_type":"span","marks":[],"text":" to leave the "},{"_key":"e1ab67a5c8f03","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"e1ab67a5c8f04","_type":"span","marks":[],"text":" menu, then click on "},{"_key":"e1ab67a5c8f05","_type":"span","marks":["strong"],"text":"Segments"},{"_key":"e1ab67a5c8f06","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"23d4dfa3c65e","_type":"mainImage","asset":{"_ref":"image-687e1d622737e5843338bb0016e2ce59fb62be48-3840x2160-png","_type":"reference"},"caption":"Select Segments"},{"_key":"9dc38b666681","_type":"block","children":[{"_key":"6ed5dbbb3c480","_type":"span","marks":[],"text":"We can create automated segments for both leads and accounts, making them as broad or as granular as we want. This allows us to automatically surface and sort people and organizations for different sales plays."}],"markDefs":[],"style":"normal"},{"_key":"96e8f4c93a93","_type":"block","children":[{"_key":"538464f20eb80","_type":"span","marks":[],"text":"💡 "},{"_key":"538464f20eb81","_type":"span","marks":["ecdcd3066ab6"],"text":"Segments"},{"_key":"538464f20eb82","_type":"span","marks":[],"text":" in Common Room are fully customizable, allowing you to build tailored prospect lists you can track, report on, and engage at scale."}],"markDefs":[{"_key":"ecdcd3066ab6","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"callout"},{"_key":"46c523a1cfb0","_type":"block","children":[{"_key":"b31a7ec515be0","_type":"span","marks":[],"text":"For instance, we could quickly create segments for product-qualified leads from enterprise organizations."}],"markDefs":[],"style":"normal"},{"_key":"f40ad20b2c9f","_type":"block","children":[{"_key":"39bfe680c2e40","_type":"span","marks":[],"text":"Or we could build segments for people with certain job titles who work in particular industries."}],"markDefs":[],"style":"normal"},{"_key":"f28549a96b4f","_type":"block","children":[{"_key":"b02c0996d1f60","_type":"span","marks":[],"text":"We could even create a segment for companies that meet a predetermined annual revenue threshold and have specific tools in their tech stacks."}],"markDefs":[],"style":"normal"},{"_key":"7caf553a0f90","_type":"block","children":[{"_key":"41ff48d23df90","_type":"span","marks":[],"text":"The possibilities are endless."}],"markDefs":[],"style":"normal"},{"_key":"b59290ba1be9","_type":"block","children":[{"_key":"460cc5bdcfae0","_type":"span","marks":[],"text":"💡 Common Room’s "},{"_key":"460cc5bdcfae1","_type":"span","marks":["af140a0fbd60"],"text":"filters"},{"_key":"460cc5bdcfae2","_type":"span","marks":[],"text":" and "},{"_key":"460cc5bdcfae3","_type":"span","marks":["821030a8ff65"],"text":"tags"},{"_key":"460cc5bdcfae4","_type":"span","marks":[],"text":" make it easy to slice and dice your data with the click of a button so you can quickly find individuals and organizations that share certain attributes, take particular actions, or match specific criteria."}],"markDefs":[{"_key":"af140a0fbd60","_type":"link","href":"https://docs.commonroom.io/get-started/core-concepts-home/filters"},{"_key":"821030a8ff65","_type":"link","href":"https://docs.commonroom.io/set-preferences/tags"}],"style":"callout"},{"_key":"8f8373b33b81","_type":"block","children":[{"_key":"da28ac0ef4500","_type":"span","marks":[],"text":"In this case, we’ll start with a segment for economic buyers who match our ideal persona and recently changed jobs."}],"markDefs":[],"style":"normal"},{"_key":"0351e97115e0","_type":"block","children":[{"_key":"9d247b93a2ac0","_type":"span","marks":[],"text":"Hit "},{"_key":"9d247b93a2ac1","_type":"span","marks":["strong"],"text":"New segment"},{"_key":"9d247b93a2ac2","_type":"span","marks":[],"text":" and select "},{"_key":"9d247b93a2ac3","_type":"span","marks":["strong"],"text":"Create new segment for contacts"},{"_key":"9d247b93a2ac4","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"009f16e2bc75","_type":"mainImage","asset":{"_ref":"image-f2c87a2a08196e89eb4c06bf017eaf4e8c17896f-858x350-png","_type":"reference"},"caption":"Select Create new segment for contacts"},{"_key":"6267511bf2bc","_type":"block","children":[{"_key":"f54f78f3cf380","_type":"span","marks":[],"text":"We’ll give our segment a name and short description, then click "},{"_key":"f54f78f3cf381","_type":"span","marks":["strong"],"text":"Set up management rules"},{"_key":"f54f78f3cf382","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"7358cadf857d","_type":"mainImage","asset":{"_ref":"image-4d6e7480ac627a295bd1fb9b95af4b5e4fc567de-2200x670-png","_type":"reference"},"caption":"Select Set up management rules"},{"_key":"5858b3ecc6bd","_type":"block","children":[{"_key":"0470fb192ab50","_type":"span","marks":[],"text":"Now we’ll hit "},{"_key":"0470fb192ab51","_type":"span","marks":["strong"],"text":"Set criteria"},{"_key":"0470fb192ab52","_type":"span","marks":[],"text":" and configure our segment. Click "},{"_key":"0470fb192ab53","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"0470fb192ab54","_type":"span","marks":[],"text":" and choose "},{"_key":"0470fb192ab55","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"0470fb192ab56","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"7da65b50fadc","_type":"mainImage","asset":{"_ref":"image-210fc9a0d89090e6faa7f3fc25a05bb8864d49b9-2550x1318-png","_type":"reference"},"caption":"Select Contact tags"},{"_key":"19d6c031e7f6","_type":"block","children":[{"_key":"f24270f42cb00","_type":"span","marks":[],"text":"Select "},{"_key":"f24270f42cb01","_type":"span","marks":["strong"],"text":"Economic buyers"},{"_key":"f24270f42cb02","_type":"span","marks":[],"text":" from the dropdown list."}],"markDefs":[],"style":"normal"},{"_key":"043788b1b582","_type":"mainImage","asset":{"_ref":"image-385d5e115ca47c1a8a16b7b297fb59f8226fa961-552x526-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"ef7ad681aad6","_type":"block","children":[{"_key":"3ca971d101df0","_type":"span","marks":[],"text":"Boom, now anyone with head of, director, VP, president, chief, CFO, CTO, CPO, CMO, COO, or CEO in their job title will automatically be added to this segment 🙌"}],"markDefs":[],"style":"normal"},{"_key":"440e2a5bee72","_type":"block","children":[{"_key":"db4d875bce510","_type":"span","marks":[],"text":"But we don’t just want decision-makers—we want people who match our criteria for ideal buyers."}],"markDefs":[],"style":"normal"},{"_key":"da1df4b0a886","_type":"block","children":[{"_key":"bbc34f627ab70","_type":"span","marks":[],"text":"Let’s say we’ve already configured our ideal persona tag (you can learn more about creating and customizing tags "},{"_key":"709243d97022","_type":"span","marks":["1858fbdb054d"],"text":"here"},{"_key":"fb747443d405","_type":"span","marks":[],"text":"). We’ll hit "},{"_key":"bbc34f627ab71","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"bbc34f627ab72","_type":"span","marks":[],"text":" and choose "},{"_key":"bbc34f627ab73","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"bbc34f627ab74","_type":"span","marks":[],"text":" once again. Then we’ll select "},{"_key":"bbc34f627ab75","_type":"span","marks":["strong"],"text":"Ideal persona"},{"_key":"bbc34f627ab76","_type":"span","marks":[],"text":" from the dropdown list."}],"markDefs":[{"_key":"1858fbdb054d","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/member-tags","openTab":true}],"style":"normal"},{"_key":"409810753891","_type":"mainImage","asset":{"_ref":"image-558d32af15369575439b68a97cd069669c8d64e5-552x456-png","_type":"reference"},"caption":"Select Ideal persona"},{"_key":"1d0ea96e9858","_type":"block","children":[{"_key":"c57d13cf2b5e0","_type":"span","marks":[],"text":"Finally, let’s make sure we zero in on individuals who recently changed roles. Click "},{"_key":"c57d13cf2b5e1","_type":"span","marks":["strong"],"text":"Add filter "},{"_key":"c57d13cf2b5e2","_type":"span","marks":[],"text":"one more time and choose "},{"_key":"c57d13cf2b5e3","_type":"span","marks":["strong"],"text":"Org change"},{"_key":"c57d13cf2b5e4","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"c2132b74c0af","_type":"mainImage","asset":{"_ref":"image-25ecfe554b4f455c8a155a79db757a0337e6255f-2504x1308-png","_type":"reference"},"caption":"Select Org change"},{"_key":"381808301849","_type":"block","children":[{"_key":"d13922d0b7330","_type":"span","marks":[],"text":"We can click on the filter itself to customize the date range to our liking."}],"markDefs":[],"style":"normal"},{"_key":"bc840bac4ed2","_type":"mainImage","asset":{"_ref":"image-9e80a8b1729cb9998af87b52e290bb19a8834fe6-790x662-png","_type":"reference"},"caption":"Configure Org change filter"},{"_key":"73ff7b4a1c05","_type":"block","children":[{"_key":"0207c352f12e0","_type":"span","marks":[],"text":"Once we’re done, we’ll click "},{"_key":"0207c352f12e1","_type":"span","marks":["strong"],"text":"Save"},{"_key":"0207c352f12e2","_type":"span","marks":[],"text":". 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We’ll narrow it down using filters."}],"markDefs":[],"style":"normal"},{"_key":"dfc3f308808b","_type":"block","children":[{"_key":"8074ef77c5af0","_type":"span","marks":[],"text":"💡 You can choose from a wide variety of "},{"_key":"8074ef77c5af1","_type":"span","marks":["c1ec38cb1bba"],"text":"filters"},{"_key":"8074ef77c5af2","_type":"span","marks":[],"text":" to drill down into individuals, organizations, and activities based on the criteria that matter most to you."}],"markDefs":[{"_key":"c1ec38cb1bba","_type":"link","href":"https://docs.commonroom.io/using-common-room/organizations-page/filters-and-sorting"}],"style":"callout"},{"_key":"26b509564e4c","_type":"block","children":[{"_key":"7f353ffb52990","_type":"span","marks":[],"text":"Click "},{"_key":"7f353ffb52991","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"7f353ffb52992","_type":"span","marks":[],"text":" and choose "},{"_key":"7f353ffb52993","_type":"span","marks":["strong"],"text":"Member tags"},{"_key":"7f353ffb52994","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"b620ced8ad71","_type":"mainImage","asset":{"_ref":"image-c0f3c5fa38f6e4ee1ea63fbb5001c1b90fa2e753-2732x1386-png","_type":"reference"},"caption":"Select Member tags"},{"_key":"e9fde16f61e8","_type":"block","children":[{"_key":"026ede4611500","_type":"span","marks":[],"text":"This will open up a dropdown menu of options. Select "},{"_key":"026ede4611501","_type":"span","marks":["strong"],"text":"Economic buyers"},{"_key":"026ede4611502","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"a749435da092","_type":"mainImage","asset":{"_ref":"image-4d178dcf2d5a2f9894d5afa0d25dcfa0c9fe2ac3-684x914-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"a49932544296","_type":"block","children":[{"_key":"9d046c0dc0da0","_type":"span","marks":[],"text":"This is a default tag available to all Common Room users. 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If you wish, you can also "},{"_key":"f57908da0ed41","_type":"span","marks":["e702fb65dadd"],"text":"add them to an Outreach sequence"},{"_key":"f57908da0ed42","_type":"span","marks":[],"text":", send them a message, add them to a "},{"_key":"f57908da0ed43","_type":"span","marks":["36942957b0b6"],"text":"segment"},{"_key":"f57908da0ed44","_type":"span","marks":[],"text":", and more."}],"markDefs":[{"_key":"e702fb65dadd","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/add-members-to-an-outreach-sequence"},{"_key":"36942957b0b6","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments-page/segments-page-home"}],"style":"normal"},{"_key":"8bde240e7cf4","_type":"mainImage","asset":{"_ref":"image-50b6d65fd882e228dca8c47a43cdc08a2753b04a-3840x2160-png","_type":"reference"},"caption":"View preview"},{"_key":"0c055493304d","_type":"block","children":[{"_key":"a0d87644a3310","_type":"span","marks":[],"text":"We can add more filters to drill down further. 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Now they can."}],"markDefs":[],"style":"normal"},{"_key":"9f8410ab81a0","_type":"block","children":[{"_key":"59bb40a069b90","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to automatically track economic buyers who are engaging with your company, make sure they fit your ideal customer profile, and take action at the right time."}],"markDefs":[],"style":"normal"},{"_key":"4865a4ca4f66","_type":"block","children":[{"_key":"eabe2109e1230","_type":"span","marks":[],"text":"Let’s get to it 😎"}],"markDefs":[],"style":"normal"},{"_key":"2f831970f7ca","_type":"block","children":[{"_key":"3113c87b59170","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"9fcdddaf232f","_type":"block","children":[{"_key":"792a22f24ef60","_type":"span","marks":[],"text":"Common Room (this is how we’ll find and filter digital activity—"},{"_key":"792a22f24ef61","_type":"span","marks":["ceacc07c048e"],"text":"sign up for free"},{"_key":"792a22f24ef62","_type":"span","marks":[],"text":" to follow along)"}],"markDefs":[{"_key":"ceacc07c048e","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"601cba8cf45e","_type":"block","children":[{"_key":"48a96bafa6250","_type":"span","marks":[],"text":"Access to digital channels (in this example we’ll use LinkedIn, Discourse, and Meetup)"}],"markDefs":[],"style":"callout"},{"_key":"eaa3c1f4cdba","_type":"anchor","label":"Step 1: Connect data sources"},{"_key":"386328937567","_type":"block","children":[{"_key":"5866f185f514","_type":"span","marks":[],"text":"Step 1: Connect data sources"}],"markDefs":[],"style":"h3"},{"_key":"e843f11c0867","_type":"block","children":[{"_key":"c307f78c09100","_type":"span","marks":[],"text":"First we need to see everywhere our buyers are congregating."}],"markDefs":[],"style":"normal"},{"_key":"c6c63d445f7f","_type":"block","children":[{"_key":"c8e8e64c05de0","_type":"span","marks":[],"text":"Let’s say we see a lot of activity across "},{"_key":"c8e8e64c05de1","_type":"span","marks":["c00670196e0a"],"text":"LinkedIn"},{"_key":"c8e8e64c05de2","_type":"span","marks":[],"text":", our "},{"_key":"c8e8e64c05de3","_type":"span","marks":["b770a0a9860d"],"text":"Discourse"},{"_key":"c8e8e64c05de4","_type":"span","marks":[],"text":" forum, and the events we host on "},{"_key":"c8e8e64c05de5","_type":"span","marks":["d6fb5dc48b82"],"text":"Meetup"},{"_key":"c8e8e64c05de6","_type":"span","marks":[],"text":". The first thing we’ll do is connect these data sources to Common Room."}],"markDefs":[{"_key":"c00670196e0a","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/linkedin"},{"_key":"b770a0a9860d","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/discourse"},{"_key":"d6fb5dc48b82","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/meetup"}],"style":"normal"},{"_key":"efede367311a","_type":"block","children":[{"_key":"41dce4b6849f0","_type":"span","marks":[],"text":"💡 Common Room provides dozens of natively built and fully managed "},{"_key":"41dce4b6849f1","_type":"span","marks":["44e1c26d305d"],"text":"integrations"},{"_key":"41dce4b6849f2","_type":"span","marks":[],"text":", as well as various data importing options. The more data sources you connect to Common Room, the more visibility you’ll get into digital activity and user identity."}],"markDefs":[{"_key":"44e1c26d305d","_type":"link","href":"https://docs.commonroom.io/get-started/integrations"}],"style":"callout"},{"_key":"a8c78c903963","_type":"block","children":[{"_key":"85e3908fd4570","_type":"span","marks":[],"text":"Log into Common Room and go to "},{"_key":"85e3908fd4571","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"85e3908fd4572","_type":"span","marks":[],"text":" in the left sidebar (the little ⚙️ icon at the bottom) to pull up "},{"_key":"85e3908fd4573","_type":"span","marks":["strong"],"text":"Sources"},{"_key":"85e3908fd4574","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"af9e0c98b32b","_type":"mainImage","asset":{"_ref":"image-b0c0007ba623cbe03a0a2077a4625c0165cd84c4-3840x2160-png","_type":"reference"},"caption":"Select Sources from Settings menu"},{"_key":"507b3dd66287","_type":"block","children":[{"_key":"73eaddd885bc0","_type":"span","marks":[],"text":"Next, select LinkedIn from the list of sources."}],"markDefs":[],"style":"normal"},{"_key":"9c5db2fb3fb8","_type":"mainImage","asset":{"_ref":"image-0d68927728149ce2160009ec1257bf232a8792ab-1322x904-png","_type":"reference"},"caption":"Select LinkedIn"},{"_key":"02552a0e8d75","_type":"block","children":[{"_key":"552d9359cdf70","_type":"span","marks":[],"text":"We’ll need to authenticate our LinkedIn account (and do the same for every data source we connect). Once this is complete, posts, comments, reactions, and more will start flowing into Common Room 🌊"}],"markDefs":[],"style":"normal"},{"_key":"b73eabdc8a20","_type":"block","children":[{"_key":"84a455ad1e100","_type":"span","marks":[],"text":"We’d follow the same general process for Discourse and Meetup."}],"markDefs":[],"style":"normal"},{"_key":"6dac05b9374c","_type":"block","children":[{"_key":"b8da98f6e5c60","_type":"span","marks":[],"text":"All right, now let’s use that data to zero in on purchase decision-makers."}],"markDefs":[],"style":"normal"},{"_key":"c776e1c2fbed","_type":"anchor","label":"Step 2: Filter for Economic buyer"},{"_key":"b7f8c95022d4","_type":"block","children":[{"_key":"6c1f41475a1a0","_type":"span","marks":[],"text":"Step 2: Filter for Economic buyer"}],"markDefs":[],"style":"h3"},{"_key":"4c236f2d2205","_type":"block","children":[{"_key":"8b44c43431a70","_type":"span","marks":[],"text":"Click "},{"_key":"8b44c43431a71","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"8b44c43431a72","_type":"span","marks":[],"text":" to exit the "},{"_key":"8b44c43431a73","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"8b44c43431a74","_type":"span","marks":[],"text":" menu and then click on "},{"_key":"8b44c43431a75","_type":"span","marks":["strong"],"text":"Members"},{"_key":"8b44c43431a76","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"6504f7283eaa","_type":"mainImage"},{"_key":"3ef8b66804f2","_type":"block","children":[{"_key":"c6b3443f0e120","_type":"span","marks":[],"text":"This screen shows us every individual who interacts with us across our connected channels. We’ll narrow it down using filters."}],"markDefs":[],"style":"normal"},{"_key":"dfc3f308808b","_type":"block","children":[{"_key":"8074ef77c5af0","_type":"span","marks":[],"text":"💡 You can choose from a wide variety of "},{"_key":"8074ef77c5af1","_type":"span","marks":["c1ec38cb1bba"],"text":"filters"},{"_key":"8074ef77c5af2","_type":"span","marks":[],"text":" to drill down into individuals, organizations, and activities based on the criteria that matter most to you."}],"markDefs":[{"_key":"c1ec38cb1bba","_type":"link","href":"https://docs.commonroom.io/using-common-room/organizations-page/filters-and-sorting"}],"style":"callout"},{"_key":"26b509564e4c","_type":"block","children":[{"_key":"7f353ffb52990","_type":"span","marks":[],"text":"Click "},{"_key":"7f353ffb52991","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"7f353ffb52992","_type":"span","marks":[],"text":" and choose "},{"_key":"7f353ffb52993","_type":"span","marks":["strong"],"text":"Member tags"},{"_key":"7f353ffb52994","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"b620ced8ad71","_type":"mainImage","asset":{"_ref":"image-c0f3c5fa38f6e4ee1ea63fbb5001c1b90fa2e753-2732x1386-png","_type":"reference"},"caption":"Select Member tags"},{"_key":"e9fde16f61e8","_type":"block","children":[{"_key":"026ede4611500","_type":"span","marks":[],"text":"This will open up a dropdown menu of options. Select "},{"_key":"026ede4611501","_type":"span","marks":["strong"],"text":"Economic buyers"},{"_key":"026ede4611502","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"a749435da092","_type":"mainImage","asset":{"_ref":"image-4d178dcf2d5a2f9894d5afa0d25dcfa0c9fe2ac3-684x914-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"a49932544296","_type":"block","children":[{"_key":"9d046c0dc0da0","_type":"span","marks":[],"text":"This is a default tag available to all Common Room users. It’s configured to help you spotlight the individuals most likely to have budget authority based on their job title 💵"}],"markDefs":[],"style":"normal"},{"_key":"d75457e51d0a","_type":"block","children":[{"_key":"eabcf1662d410","_type":"span","marks":[],"text":"Any individual with the following words in their title will automatically be tagged as an economic buyer: head of, director, VP, president, chief, CFO, CTO, CPO, CMO, COO, CEO."}],"markDefs":[],"style":"normal"},{"_key":"d74d4af032e0","_type":"block","children":[{"_key":"c3206dceb89e0","_type":"span","marks":[],"text":"We can also edit the tag to narrow its scope, such as by customizing it for a specific type of buyer based on their role."}],"markDefs":[],"style":"normal"},{"_key":"a0be86422733","_type":"block","children":[{"_key":"2ff8815bb5000","_type":"span","marks":[],"text":"Click out of the dropdown menu and voilà—you now have a view of all economic buyers active across your digital channels."}],"markDefs":[],"style":"normal"},{"_key":"8de1f31dd184","_type":"mainImage","asset":{"_ref":"image-7f33eccc04913762e515bd33e84c800c7910b557-2252x930-png","_type":"reference"},"caption":"View economic buyers"},{"_key":"bd2dd2423d67","_type":"block","children":[{"_key":"b718fd44e0200","_type":"span","marks":[],"text":"Next time someone reacts to our content on LinkedIn, we’ll know whether they’re a junior employee or a potential decision-maker."}],"markDefs":[],"style":"normal"},{"_key":"0d5b3ae42e05","_type":"block","children":[{"_key":"3f213d49d9850","_type":"span","marks":[],"text":"Hover over an individual and click "},{"_key":"3f213d49d9851","_type":"span","marks":["strong"],"text":"Preview"},{"_key":"3f213d49d9852","_type":"span","marks":[],"text":" to pull up their profile."}],"markDefs":[],"style":"normal"},{"_key":"a73b90e89670","_type":"mainImage","asset":{"_ref":"image-3e19cb170fccfece062540793aba70512f3357be-2260x418-png","_type":"reference"},"caption":"Select Preview"},{"_key":"9dfb25174822","_type":"block","children":[{"_key":"f57908da0ed40","_type":"span","marks":[],"text":"From here you can learn more about economic buyers and their most recent activity. If you wish, you can also "},{"_key":"f57908da0ed41","_type":"span","marks":["e702fb65dadd"],"text":"add them to an Outreach sequence"},{"_key":"f57908da0ed42","_type":"span","marks":[],"text":", send them a message, add them to a "},{"_key":"f57908da0ed43","_type":"span","marks":["36942957b0b6"],"text":"segment"},{"_key":"f57908da0ed44","_type":"span","marks":[],"text":", and more."}],"markDefs":[{"_key":"e702fb65dadd","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/add-members-to-an-outreach-sequence"},{"_key":"36942957b0b6","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments-page/segments-page-home"}],"style":"normal"},{"_key":"8bde240e7cf4","_type":"mainImage","asset":{"_ref":"image-50b6d65fd882e228dca8c47a43cdc08a2753b04a-3840x2160-png","_type":"reference"},"caption":"View preview"},{"_key":"0c055493304d","_type":"block","children":[{"_key":"a0d87644a3310","_type":"span","marks":[],"text":"We can add more filters to drill down further. But in this case, we want to edit our "},{"_key":"a0d87644a3311","_type":"span","marks":["strong"],"text":"Economic buyer"},{"_key":"a0d87644a3312","_type":"span","marks":[],"text":" tag."}],"markDefs":[],"style":"normal"},{"_key":"ee192ca842bf","_type":"block","children":[{"_key":"cf68de5a00250","_type":"span","marks":[],"text":"Let’s update our tag to focus on decision-makers from high-fit companies."}],"markDefs":[],"style":"normal"},{"_key":"1944b9230ae9","_type":"anchor","label":"Step 3: Edit Economic buyer tag"},{"_key":"c3b27129f8ba","_type":"block","children":[{"_key":"009de3237c110","_type":"span","marks":[],"text":"Step 3: Edit Economic buyer tag"}],"markDefs":[],"style":"h3"},{"_key":"6995f402402a","_type":"block","children":[{"_key":"c619043237960","_type":"span","marks":[],"text":"Head back to the "},{"_key":"c619043237961","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"c619043237962","_type":"span","marks":[],"text":" menu and click on "},{"_key":"c619043237963","_type":"span","marks":["strong"],"text":"Tags"},{"_key":"c619043237964","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"3f631f633fb7","_type":"mainImage","asset":{"_ref":"image-443226971dca5eaecdd549a96fea8a307ad8e3c0-3840x2160-png","_type":"reference"},"caption":"Select Tags"},{"_key":"f26403e2c897","_type":"block","children":[{"_key":"a5cc252f8dba0","_type":"span","marks":[],"text":"💡 Common Room makes it easy to identify and track specific individuals and organizations with fully customizable "},{"_key":"a5cc252f8dba1","_type":"span","marks":["c40deba02cd0"],"text":"tags"},{"_key":"a5cc252f8dba2","_type":"span","marks":[],"text":". Create your own or choose from a wide variety of out-of-the-box options."}],"markDefs":[{"_key":"c40deba02cd0","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/member-tags"}],"style":"callout"},{"_key":"066c4580b790","_type":"block","children":[{"_key":"1edb8dd2b9b00","_type":"span","marks":[],"text":"Hit edit over the "},{"_key":"1edb8dd2b9b01","_type":"span","marks":["strong"],"text":"Economic buyer"},{"_key":"1edb8dd2b9b02","_type":"span","marks":[],"text":" tag."}],"markDefs":[],"style":"normal"},{"_key":"56446eb14fe9","_type":"mainImage","asset":{"_ref":"image-4324076f0009ad2624d8a61361ee5d52fa3d9d4c-2118x910-png","_type":"reference"},"caption":"Select Edit"},{"_key":"7db07bd111a5","_type":"block","children":[{"_key":"ca5e8cbcdfef0","_type":"span","marks":[],"text":"Next click "},{"_key":"ca5e8cbcdfef1","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"ca5e8cbcdfef2","_type":"span","marks":[],"text":". From here we can zero in on the attributes and actions most associated with our ideal customers, such as organization size, annual revenue, industries, tech stack, and more 🧑‍🔬"}],"markDefs":[],"style":"normal"},{"_key":"a27f6384b158","_type":"mainImage","asset":{"_ref":"image-4ec333dbf23b17c6dc27ed59d600f6876e1f9f59-2668x1338-png","_type":"reference"},"caption":"View filters"},{"_key":"7f41aefe5a6b","_type":"block","children":[{"_key":"ac12e75273300","_type":"span","marks":[],"text":"Let’s say we’re making a big push into the enterprise. We want to focus on director-level and above buyers at companies with 1,000 employees or more."}],"markDefs":[],"style":"normal"},{"_key":"1668a22f1a5a","_type":"block","children":[{"_key":"8a46d1e2a3850","_type":"span","marks":[],"text":"We’d select "},{"_key":"8a46d1e2a3851","_type":"span","marks":["strong"],"text":"Organization size"},{"_key":"8a46d1e2a3852","_type":"span","marks":[],"text":" from the list of filters."}],"markDefs":[],"style":"normal"},{"_key":"a59bb50ab633","_type":"mainImage","asset":{"_ref":"image-fda401a6ce627f780789c42e5596de2e90b77a60-2476x1302-png","_type":"reference"},"caption":"Select Organization size"},{"_key":"633bb258be9b","_type":"block","children":[{"_key":"c7c96430767d0","_type":"span","marks":[],"text":"We could choose from the list of options in the dropdown menu, but we’ll just put 1,000 in the "},{"_key":"c7c96430767d1","_type":"span","marks":["strong"],"text":"At least"},{"_key":"c7c96430767d2","_type":"span","marks":[],"text":" box. 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This whole process should take just a few minutes."}],"markDefs":[],"style":"normal"},{"_key":"d63bace71a76","_type":"block","children":[{"_key":"0e2b8ee6459a0","_type":"span","marks":[],"text":"Next, we’ll want to connect to more sources and keep repeating the process above until we’ve connected the major channels where our ideal customers reside."}],"markDefs":[],"style":"normal"},{"_key":"3a3d70f85b00","_type":"block","children":[{"_key":"e59cb3f6a4480","_type":"span","marks":[],"text":"Let’s walk through connecting to GitHub."}],"markDefs":[],"style":"normal"},{"_key":"3f519cebe178","_type":"block","children":[{"_key":"540b2841bc6e0","_type":"span","marks":[],"text":"After selecting "},{"_key":"2391c8b5ac87","_type":"span","marks":["strong"],"text":"+ Connect"},{"_key":"a0c05ec91700","_type":"span","marks":[],"text":" to GitHub, you’ll see an authentication and repo selection step."}],"markDefs":[],"style":"normal"},{"_key":"8b3d91082479","_type":"mainImage","alt":"Authenticate your community GitHub and select repos","asset":{"_ref":"image-d161b448abb1d182c3fc7a461bc9108253750848-2006x1038-png","_type":"reference"},"caption":"Authenticate your community GitHub and select repos"},{"_key":"309713e5e8d8","_type":"block","children":[{"_key":"545479483cd4","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"8410272766b1","_type":"span","marks":[],"text":" Authentication with GitHub requires approval from one of your org admins. If you are not an admin and proceed through setup, GitHub will email your org admins requesting their permission."}],"markDefs":[],"style":"callout"},{"_key":"6da9c85c1fc5","_type":"block","children":[{"_key":"24e711e9c5790","_type":"span","marks":[],"text":"And here’s what it looks like after you’ve authenticated repos:"}],"markDefs":[],"style":"normal"},{"_key":"1f8032fe8ae3","_type":"mainImage","alt":"GitHub repos connected to Common Room","asset":{"_ref":"image-e8496dd88c2a2e40a2299e8a8d5d8f7bc467e59f-2026x814-png","_type":"reference"},"caption":"GitHub repos connected to Common Room"},{"_key":"4474810083e8","_type":"block","children":[{"_key":"40897bdd860f0","_type":"span","marks":[],"text":"Once authentication is verified, you’ll see activity data from GitHub in your Common Room instance after a few minutes."}],"markDefs":[],"style":"normal"},{"_key":"86cbfa1a9282","_type":"block","children":[{"_key":"5671b1fd0c54","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"745851c9ba51","_type":"span","marks":[],"text":" For now, we’ll just cover walking through connecting to these two sources. But it’s important to note that the more sources you add, the more matches ideal customer profile matches you can identify in Common Room. And even better if you connect business data sources like your "},{"_key":"a01ad6e1db3f","_type":"span","marks":["5b7b5ad38d39"],"text":"data warehouse"},{"_key":"d3f8e732498f","_type":"span","marks":[],"text":" or "},{"_key":"2ebfdf96608c","_type":"span","marks":["963a49fa9b1e"],"text":"CRM"},{"_key":"6ae03d8eedac","_type":"span","marks":[],"text":" to tie together the entire customer journey in one place."}],"markDefs":[{"_key":"5b7b5ad38d39","_type":"link","href":"https://www.commonroom.io/integrations/snowflake/"},{"_key":"963a49fa9b1e","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/salesforce-crm"}],"style":"callout"},{"_key":"cab3729f2387","_type":"block","children":[{"_key":"eedd7f9a917b0","_type":"span","marks":[],"text":"Let’s move to the next step."}],"markDefs":[],"style":"normal"},{"_key":"e07b16bce0d5","_type":"anchor","label":"Step 2: Define your ICP"},{"_key":"59fb8c263840","_type":"block","children":[{"_key":"07008d3698240","_type":"span","marks":[],"text":"Step 2: Define your ideal customer criteria"}],"markDefs":[],"style":"h3"},{"_key":"cb4a00060822","_type":"block","children":[{"_key":"6cfd2a8a540d0","_type":"span","marks":[],"text":"After hooking up your community and product sources in Common Room, you’ll see all the matched members along with firmographics, like where they work and their roles."}],"markDefs":[],"style":"normal"},{"_key":"42695ab8e53c","_type":"mainImage","alt":"View of all members in Common Room","asset":{"_ref":"image-90da26eb3bb0c55fa7257dd39b96528949d1d7b0-2932x1832-png","_type":"reference"},"caption":"View of all members in Common Room"},{"_key":"5c391faf745f","_type":"block","children":[{"_key":"545d6f7d4bd50","_type":"span","marks":[],"text":"With these details on matched members and the organizations where they work, we can start to apply tags for those who meet our ICP criteria. For that, we can return to Settings and locate the Tags item in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"b4b8cb313bbb","_type":"mainImage","alt":"Common Room tag set up","asset":{"_ref":"image-368da87f7f5d5d4cfe07a49537da11a95a7adeae-2932x1832-png","_type":"reference"},"caption":"Common Room tag set up"},{"_key":"24566d7829e0","_type":"block","children":[{"_key":"87091d3f13c00","_type":"span","marks":[],"text":"Here we see a handful of default tags like “Influencer” or “Product qualified.” In our case, we want to set rules for the “Ideal persona” tag."}],"markDefs":[],"style":"normal"},{"_key":"b50ba3221a86","_type":"block","children":[{"_key":"42e2de53943c0","_type":"span","marks":[],"text":"To do that, we’ll click the corresponding "},{"_key":"42e2de53943c1","_type":"span","marks":["strong"],"text":"Set up"},{"_key":"42e2de53943c2","_type":"span","marks":[],"text":" button. This takes us to a place to set filters for our ICP. 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button."}],"markDefs":[],"style":"normal"},{"_key":"6b80ea145228","_type":"block","children":[{"_key":"23ac524567f10","_type":"span","marks":[],"text":"We’ll start with role and select Marketing and Sales options (and any others that apply)."}],"markDefs":[],"style":"normal"},{"_key":"fa8104edb50b","_type":"mainImage","alt":"Filter members by role","asset":{"_ref":"image-7a3a94f097f530cb81cffc8488309e620da7546f-522x644-png","_type":"reference"},"caption":"Filter members by role"},{"_key":"d0bd17a0c0a5","_type":"block","children":[{"_key":"881d906606a90","_type":"span","marks":[],"text":"For the next filter, we’ll click the 🔽 arrow and choose a filter group."}],"markDefs":[],"style":"normal"},{"_key":"1d1ee0467e16","_type":"mainImage","alt":"Use advanced filters like a filter group","asset":{"_ref":"image-629d8dd3fa7c5f720ddd3a5b4e03e6c64e9af79d-842x312-png","_type":"reference"},"caption":"Use advanced filters like a filter 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We can click the "},{"_key":"46d18458d56d1","_type":"span","marks":["strong"],"text":"+ Add filter"},{"_key":"46d18458d56d2","_type":"span","marks":[],"text":" and locate the "},{"_key":"46d18458d56d3","_type":"span","marks":["strong"],"text":"Member tag"},{"_key":"46d18458d56d4","_type":"span","marks":[],"text":" option to do that. From there, we can select the option next to "},{"_key":"46d18458d56d5","_type":"span","marks":["strong"],"text":"Ideal persona"},{"_key":"46d18458d56d6","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"8a165b684f3c","_type":"mainImage","alt":"Filter by member Ideal persona tag","asset":{"_ref":"image-b58598ec2f5ce4d8964d168eaf816d00f3df268c-602x704-png","_type":"reference"},"caption":"Filter by member Ideal persona tag"},{"_key":"c6bca8810d18","_type":"block","children":[{"_key":"1dec88e51a300","_type":"span","marks":[],"text":"Applying this filter will narrow the number of members we see to just those with the Ideal persona tag."}],"markDefs":[],"style":"normal"},{"_key":"41cbe9a22d8f","_type":"block","children":[{"_key":"1c3242532a810","_type":"span","marks":[],"text":"To take action, we probably want to filter a bit more. So, let’s imagine we want to invite all active, non-paying customers in our community to an upcoming event. For that, we can apply more filters like "},{"_key":"1c3242532a811","_type":"span","marks":["strong"],"text":"Last active"},{"_key":"1c3242532a812","_type":"span","marks":[],"text":" is within "},{"_key":"1c3242532a813","_type":"span","marks":["strong"],"text":"28 days"},{"_key":"1c3242532a814","_type":"span","marks":[],"text":", and "},{"_key":"1c3242532a815","_type":"span","marks":["strong"],"text":"Deal stage"},{"_key":"1c3242532a816","_type":"span","marks":[],"text":" is none of "},{"_key":"1c3242532a817","_type":"span","marks":["strong"],"text":"Closed won"},{"_key":"1c3242532a818","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"31a984fb1a32","_type":"mainImage","alt":"Apply multiple filters to members","asset":{"_ref":"image-0e1c4e4b6230d59b3aec30acc93f7377aeeae8cd-2032x202-png","_type":"reference"},"caption":"Apply multiple filters to members"},{"_key":"9133f5276c00","_type":"block","children":[{"_key":"a3cb9ad7ca99","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"5a73b20d7e69","_type":"span","marks":[],"text":" To apply filters using customer data, you’ll likely need to connect your CRM or data warehouse to Common Room. "},{"_key":"dfe53324eeb2","_type":"span","marks":["9898851b9f21"],"text":"Check out our native integrations"},{"_key":"d57eebb81540","_type":"span","marks":[],"text":" for HubSpot, Salesforce, HighTouch, Census, and Snowflake."}],"markDefs":[{"_key":"9898851b9f21","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"callout"},{"_key":"9825d2f87ce0","_type":"block","children":[{"_key":"d45ff295445d0","_type":"span","marks":[],"text":"With our view now narrowed, we can take all sorts of actions like sending members a "},{"_key":"d45ff295445d1","_type":"span","marks":["81ff5fd8f828"],"text":"bulk Slack message"},{"_key":"d45ff295445d2","_type":"span","marks":[],"text":", "},{"_key":"d45ff295445d3","_type":"span","marks":["494a30e65e06"],"text":"syncing with our marketing tool"},{"_key":"d45ff295445d4","_type":"span","marks":[],"text":" to send them an email, or adding them to a Segment for our team to triage outreach."}],"markDefs":[{"_key":"81ff5fd8f828","_type":"link","href":"https://docs.commonroom.io/using-common-room/contacts/bulk-messaging"},{"_key":"494a30e65e06","_type":"link","href":"https://www.commonroom.io/playbooks/cqls-community-qualified-leads/"}],"style":"normal"},{"_key":"38f09df153ab","_type":"block","children":[{"_key":"13286dac0dd40","_type":"span","marks":[],"text":"Finally, we could apply similar logic to our organization view. The only difference is this view will show active organizations rather than the members at them. 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And from here, we’ll click "},{"_key":"336e42718bf21","_type":"span","marks":["strong"],"text":"+ Create team alert"},{"_key":"336e42718bf22","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"30d635448b4b","_type":"block","children":[{"_key":"dd8d333738ff0","_type":"span","marks":[],"text":"Let’s start by setting up a Slack alert when new ICP members are identified in our community. 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qualification is the difference between spending time on high-fit opportunities and wasting time on deals that fall flat."}],"markDefs":[],"style":"normal"},{"_key":"f53116627862","_type":"block","children":[{"_key":"5c68cc8673870","_type":"span","marks":[],"text":"Lots of factors go into building an ideal customer profile: industry, company size, annual revenue, capital raised. But for companies selling technology solutions—from B2B SaaS to commercial open-source software—understanding the tech stack an organization uses day to day will tell you a lot about their pain points and priorities."}],"markDefs":[],"style":"normal"},{"_key":"9438cf2017a5","_type":"block","children":[{"_key":"2930c635f2730","_type":"span","marks":[],"text":"Not only can you determine if a company is the right fit for your product based on their tooling, you can use this information to personalize your outreach, highlight your product as a complement, and potentially run a rip-and-replace sales motion."}],"markDefs":[],"style":"normal"},{"_key":"ef41327c787a","_type":"block","children":[{"_key":"a44440701fc30","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to do a deep dive into your prospects’ tech stacks, apply this information to lead qualification, and use it to zero in on ideal customers."}],"markDefs":[],"style":"normal"},{"_key":"1f24406ac8be","_type":"block","children":[{"_key":"d00955319cf20","_type":"span","marks":[],"text":"Let’s get this show on the road 🚘"}],"markDefs":[],"style":"normal"},{"_key":"650890ad092e","_type":"block","children":[{"_key":"2d47687deade0","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"0862e04f0b62","_type":"block","children":[{"_key":"4645240bc8d90","_type":"span","marks":[],"text":"Common Room (this is how we’ll find and filter opportunities—"},{"_key":"4645240bc8d91","_type":"span","marks":["d94bb6b98912"],"text":"sign up for free"},{"_key":"4645240bc8d92","_type":"span","marks":[],"text":" to follow along)"}],"markDefs":[{"_key":"d94bb6b98912","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"f848e5893f09","_type":"block","children":[{"_key":"b8c16e220dd20","_type":"span","marks":[],"text":"Access to digital channels (in this example we’ll use GitHub, Twitter, and Discord)"}],"markDefs":[],"style":"callout"},{"_key":"e37d48a0dcb2","_type":"anchor","label":"Step 1: Connect data sources"},{"_key":"40bb4b0f5dc8","_type":"block","children":[{"_key":"2f412e0aecb3","_type":"span","marks":[],"text":"Step 1: Connect data sources"}],"markDefs":[],"style":"h3"},{"_key":"3f9219a453b8","_type":"block","children":[{"_key":"18e4a3c999d30","_type":"span","marks":[],"text":"The first thing we want to do is centralize our view of digital activity in Common Room so we can surface potential customers."}],"markDefs":[],"style":"normal"},{"_key":"e8e6465bffb4","_type":"block","children":[{"_key":"0812bd8358ea0","_type":"span","marks":[],"text":"In this case we’ll focus on "},{"_key":"0812bd8358ea1","_type":"span","marks":["ded4b4f74da6"],"text":"GitHub"},{"_key":"0812bd8358ea2","_type":"span","marks":[],"text":", "},{"_key":"0812bd8358ea3","_type":"span","marks":["4136efebb2e7"],"text":"Twitter"},{"_key":"0812bd8358ea4","_type":"span","marks":[],"text":", and "},{"_key":"0812bd8358ea5","_type":"span","marks":["f63e4cbdfeba"],"text":"Discord"},{"_key":"0812bd8358ea6","_type":"span","marks":[],"text":". Keep in mind that the more data sources you connect to Common Room, the more opportunities you’ll uncover."}],"markDefs":[{"_key":"ded4b4f74da6","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/github"},{"_key":"4136efebb2e7","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/twitter"},{"_key":"f63e4cbdfeba","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/discord"}],"style":"normal"},{"_key":"80ab57503a6b","_type":"block","children":[{"_key":"f227b5e25da50","_type":"span","marks":[],"text":"💡 Common Room has dozens of natively built and fully managed "},{"_key":"f227b5e25da51","_type":"span","marks":["96aa61346d4f"],"text":"integrations"},{"_key":"f227b5e25da52","_type":"span","marks":[],"text":". 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This will take you to the "},{"_key":"968d566048833","_type":"span","marks":["strong"],"text":"Sources"},{"_key":"968d566048834","_type":"span","marks":[],"text":" screen."}],"markDefs":[],"style":"normal"},{"_key":"f8cdd818bc73","_type":"mainImage","asset":{"_ref":"image-c9e1c61bf6a5370ad376a91acdb490e4a7a0dc96-3841x2160-png","_type":"reference"},"caption":"Select Sources from Settings menu"},{"_key":"f55e7dead4d8","_type":"block","children":[{"_key":"1763a921c9c20","_type":"span","marks":[],"text":"Select GitHub from the list of data sources."}],"markDefs":[],"style":"normal"},{"_key":"d2acfd66601f","_type":"mainImage","asset":{"_ref":"image-b421f8e89dd036be3a25fbf9b620148043be1b63-1322x904-png","_type":"reference"},"caption":"Select GitHub"},{"_key":"5e82e9d387d3","_type":"block","children":[{"_key":"3e10f23d385e0","_type":"span","marks":[],"text":"After you authenticate your account, data from GitHub will flow into Common Room. 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You can choose from a list of the most popular technology solutions across a wide variety of use cases, such as cloud computing services, ecommerce platforms, project management softwares, tag management systems, website optimization tools, and much more."}],"markDefs":[],"style":"normal"},{"_key":"811492d65919","_type":"block","children":[{"_key":"fafbf10432170","_type":"span","marks":[],"text":"What matters most to you will depend on your company and sales strategy. For this example, let’s say we’re selling an open-source relational database management system called Pied Piper."}],"markDefs":[],"style":"normal"},{"_key":"f9761c47b2de","_type":"block","children":[{"_key":"49c107f16c2c0","_type":"span","marks":[],"text":"We know organizations that are currently using one of our competitors are a great source of high-quality leads. So we’ll select "},{"_key":"49c107f16c2c1","_type":"span","marks":["strong"],"text":"Microsoft SQL Server"},{"_key":"49c107f16c2c2","_type":"span","marks":[],"text":", "},{"_key":"49c107f16c2c3","_type":"span","marks":["strong"],"text":"MySQL"},{"_key":"49c107f16c2c4","_type":"span","marks":[],"text":", and "},{"_key":"49c107f16c2c5","_type":"span","marks":["strong"],"text":"PostgreSQL"},{"_key":"49c107f16c2c6","_type":"span","marks":[],"text":" from the list."}],"markDefs":[],"style":"normal"},{"_key":"00de0db7edef","_type":"mainImage","asset":{"_ref":"image-5706e9c5107d88ea16317a843321e142a000a49a-971x588-png","_type":"reference"},"caption":"Select technologies"},{"_key":"c89884c06109","_type":"block","children":[{"_key":"af783cb04aa10","_type":"span","marks":[],"text":"Boom—we now have a view of all organizations across our connected channels who have these technologies in their stacks 🔍"}],"markDefs":[],"style":"normal"},{"_key":"f92e1ec18d13","_type":"block","children":[{"_key":"95425809acb10","_type":"span","marks":[],"text":"Hover over any organization and click "},{"_key":"95425809acb11","_type":"span","marks":["strong"],"text":"Preview"},{"_key":"95425809acb12","_type":"span","marks":[],"text":". This will pull up an overview of all recent activity from individuals associated with that organization."}],"markDefs":[],"style":"normal"},{"_key":"4f8321e409f9","_type":"mainImage"},{"_key":"3b98e3f5194b","_type":"block","children":[{"_key":"53e575875ec60","_type":"span","marks":[],"text":"We can click into individuals to learn more about them, such as their job title and history across our connected channels. 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Yes, it's interesting to know that “Fortune X” company “ABC Corp.” is showing buying intent. But how should your sales reps and SDRs take action based on that information alone? Who should they reach out to? On which platforms? 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Let's start by connecting the sources where we'd most expect people to ask or discuss the price of our commercial offering or a proof of concept."}],"markDefs":[],"style":"normal"},{"_key":"3834d90f0387","_type":"block","children":[{"_key":"86a32acc00b40","_type":"span","marks":[],"text":"We can start by connecting our community Slack."}],"markDefs":[],"style":"normal"},{"_key":"4dab036a3121","_type":"mainImage","asset":{"_ref":"image-2a7a95476bcc45bbef34a538302a7f32a9cd4aa6-1322x904-png","_type":"reference"}},{"_key":"b16be6dfb2ce","_type":"block","children":[{"_key":"dd4b2c03df510","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"dd4b2c03df511","_type":"span","marks":[],"text":" To connect to Slack, you'll need to be a Slack admin, or you'll need to get permission from your internal admin."}],"markDefs":[],"style":"callout"},{"_key":"dca042a125b7","_type":"block","children":[{"_key":"8bf5dba1efab0","_type":"span","marks":[],"text":"We’ll click "},{"_key":"15314b37a5d3","_type":"span","marks":["strong"],"text":"Connect Slack"},{"_key":"0b7f91635288","_type":"span","marks":[],"text":" and be presented with two check boxes confirming that we’ve got permission and understand the limits associated with Slack applications."}],"markDefs":[],"style":"normal"},{"_key":"976b8ca48656","_type":"mainImage","asset":{"_ref":"image-0b27a61d5a68b080320a30a53684c0722996d789-2932x1832-png","_type":"reference"},"caption":"Connect and authenticate with Slack"},{"_key":"bc3125ab90fa","_type":"block","children":[{"_key":"146a51e326330","_type":"span","marks":[],"text":"We’ll check the boxes and "},{"_key":"39a3e944bc85","_type":"span","marks":["strong"],"text":"Authenticate Slack"},{"_key":"0d593536f33e","_type":"span","marks":[],"text":". After a few minutes, activity from Slack will begin to populate in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"d05ad8819c11","_type":"block","children":[{"_key":"a1d5623cd1780","_type":"span","marks":[],"text":"Congrats! You’ve just connected your first source 🎉"}],"markDefs":[],"style":"normal"},{"_key":"ee681fb4132a","_type":"block","children":[{"_key":"23ae243e830b0","_type":"span","marks":[],"text":"Now, we’ll follow a similar pattern to connect our other sources. Let’s give GitHub a try."}],"markDefs":[],"style":"normal"},{"_key":"6dfe502042d7","_type":"block","children":[{"_key":"875e7610e0d90","_type":"span","marks":[],"text":"To connect to GitHub, we’ll follow the same process as before and select to connect GitHub."}],"markDefs":[],"style":"normal"},{"_key":"c35cd71438ec","_type":"block","children":[{"_key":"0588e031b1c40","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"0588e031b1c41","_type":"span","marks":[],"text":" some sources like GitHub and Twitter require additional permissions to authenticate and pull data into Common Room. For example, to connect to a public GitHub repo, you’ll need approval from one of the org admins. "},{"_key":"0588e031b1c42","_type":"span","marks":["4048979e1bfb"],"text":"See GitHub permissions here for more"},{"_key":"0588e031b1c43","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"4048979e1bfb","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/github#required-permissions"}],"style":"callout"},{"_key":"3df4a60d08f0","_type":"block","children":[{"_key":"c0686f6830bc0","_type":"span","marks":[],"text":"We’ll head over to the settings in your Common Room workspace and select to connect to GitHub. From here you can authenticate your GitHub identity and select any repos where admin approval is granted."}],"markDefs":[],"style":"normal"},{"_key":"ae202f6dec09","_type":"mainImage","asset":{"_ref":"image-d161b448abb1d182c3fc7a461bc9108253750848-2006x1038-png","_type":"reference"},"caption":"Authenticate your community GitHub and select repos"},{"_key":"6ceb95ed42d1","_type":"block","children":[{"_key":"75c7e9e1a75f0","_type":"span","marks":[],"text":"That’s pretty much it. Once the GitHub integration is configured, Common Room will begin importing activity history from the repositories you’ve chosen."}],"markDefs":[],"style":"normal"},{"_key":"21a8e949976b","_type":"anchor","label":"Step 2: Let the data flow"},{"_key":"e9df601da6c4","_type":"block","children":[{"_key":"bcbf4760b31d0","_type":"span","marks":[],"text":"Step 2: Let the data flow"}],"markDefs":[],"style":"h3"},{"_key":"55ca41183a5a","_type":"block","children":[{"_key":"075de60a62bb0","_type":"span","marks":[],"text":"After connecting our other relevant sources (Discourse, LinkedIn, Twitter, etc.), Common Room will import data into your workspace following the docs "},{"_key":"d0d9ccea05ec","_type":"span","marks":["538121eb0b6b"],"text":"outlined here"},{"_key":"9b85e171be95","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"538121eb0b6b","_type":"link","href":"https://docs.commonroom.io/get-started/integrations"}],"style":"normal"},{"_key":"3cc5d3541c91","_type":"block","children":[{"_key":"db7f4c579d0a0","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"db7f4c579d0a1","_type":"span","marks":[],"text":" Importing data may take some time, depending on the source and volume of activity you're bringing into Common Room)."}],"markDefs":[],"style":"callout"},{"_key":"b3d3cfec4645","_type":"block","children":[{"_key":"8598500b7e170","_type":"span","marks":[],"text":"We can now head over to the "},{"_key":"fe54afd6be34","_type":"span","marks":["strong"],"text":"Members"},{"_key":"af22e9643422","_type":"span","marks":[],"text":" menu item, and you’ll see members from across your various connected sources begin to roll in."}],"markDefs":[],"style":"normal"},{"_key":"def6897dcf8e","_type":"mainImage","asset":{"_ref":"image-3695229250dff5023fd8b70c7886901c60a3d24f-2932x1832-png","_type":"reference"},"caption":"View active members in Common Room"},{"_key":"13f670d309f8","_type":"block","children":[{"_key":"be0dbfc4ec770","_type":"span","marks":[],"text":"By default, you’ll notice that Common Room will surface rich data points like "},{"_key":"2196e7b078bc","_type":"span","marks":["strong"],"text":"Impact Points"},{"_key":"b4fe6c9f6cc1","_type":"span","marks":[],"text":", "},{"_key":"c8bc2e93c886","_type":"span","marks":["strong"],"text":"Activity Count"},{"_key":"02873c89b2e2","_type":"span","marks":[],"text":", "},{"_key":"2ef008eba22d","_type":"span","marks":["strong"],"text":"Profiles"},{"_key":"b1f7d253ab25","_type":"span","marks":[],"text":", and other useful tidbits. Having such visibility into the members behind the intent takes us one huge step toward creating actionable buyer intent alerts for our sales team."}],"markDefs":[],"style":"normal"},{"_key":"b8ce35d4823b","_type":"block","children":[{"_key":"5b3aaabeaeb90","_type":"span","marks":[],"text":"We can also jump over to the "},{"_key":"35a7281416ac","_type":"span","marks":["strong"],"text":"Activity"},{"_key":"630b8735439e","_type":"span","marks":[],"text":" menu item to view the specific behavioral context associated with our members."}],"markDefs":[],"style":"normal"},{"_key":"65458c52f61d","_type":"mainImage","asset":{"_ref":"image-64554b28cd6f8e0d7bf7d22b7ff5b080b90e5508-2932x1832-png","_type":"reference"},"caption":"See activity from your community like trending conversations"},{"_key":"90e943c81b95","_type":"block","children":[{"_key":"993a418f07010","_type":"span","marks":[],"text":"Every member who has taken action across any of our connected sources will have a set of activities tied to their record that we will use to expose the context behind the buyer intent."}],"markDefs":[],"style":"normal"},{"_key":"f23ea5f090ab","_type":"block","children":[{"_key":"71b8102d095d0","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"653f4d8692aa","_type":"span","marks":[],"text":" We recommend allowing sources to propagate for ~1-month for the best buying intent alerts results."}],"markDefs":[],"style":"callout"},{"_key":"68e4720964ed","_type":"block","children":[{"_key":"d5ef8ba905ac0","_type":"span","marks":[],"text":"In this example, we will identify specific buyer intent keywords and set up an automation to surface activities from members searching for those keywords."}],"markDefs":[],"style":"normal"},{"_key":"97ecf61689a3","_type":"block","children":[{"_key":"0e72ef2f5f7f0","_type":"span","marks":[],"text":"In the next step, we'll discover and validate the keywords we want to trigger our buyer intent alerts."}],"markDefs":[],"style":"normal"},{"_key":"185b0d18979a","_type":"anchor","label":"Step 3: Explore keywords"},{"_key":"96bd9fb0e5cc","_type":"block","children":[{"_key":"fb32c78a7f1c0","_type":"span","marks":[],"text":"Step 3: Explore and verify high-intent keywords"}],"markDefs":[],"style":"h3"},{"_key":"780d46135282","_type":"block","children":[{"_key":"0dcfb8085d390","_type":"span","marks":[],"text":"We'll head over to the "},{"_key":"6cb4ca83f24c","_type":"span","marks":["strong"],"text":"Activity"},{"_key":"e49166da1ca0","_type":"span","marks":[],"text":" module in the left sidebar to explore and validate buyer intent keywords. Once we've clicked into the module, we'll want to find keywords that return a balance of volume and signal."}],"markDefs":[],"style":"normal"},{"_key":"33c67d593ed6","_type":"block","children":[{"_key":"fcbeba9209e70","_type":"span","marks":[],"text":"To do this, we’ll use Common Room’s feature functionality by clicking the "},{"_key":"75f16d79219c","_type":"span","marks":["strong"],"text":"+ Add filter"},{"_key":"f2c1dbb9b1e0","_type":"span","marks":[],"text":" button on the within the "},{"_key":"b821b080a4dc","_type":"span","marks":["strong"],"text":"Activty"},{"_key":"3043a43c5c37","_type":"span","marks":[],"text":" module."}],"markDefs":[],"style":"normal"},{"_key":"5386af333fdd","_type":"mainImage","asset":{"_ref":"image-bc9429be9aef4539ae466887e8af3f7da2569ab3-2214x1366-png","_type":"reference"},"caption":"Add an activity filter for keywords"},{"_key":"69a806025a8c","_type":"block","children":[{"_key":"42e00fad0c7f0","_type":"span","marks":[],"text":"A modal will show that includes a table with several columns. Conveniently, we can use the search bar within the table to search for "},{"_key":"30062c01d9b3","_type":"span","marks":["strong"],"text":"Keyword search"},{"_key":"52d5846c1d33","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"587502e56732","_type":"mainImage","asset":{"_ref":"image-c809d4e975688c858914157a68b366b8a43e04b0-2040x380-png","_type":"reference"},"caption":"Use the search function to filter for keyword search activity"},{"_key":"bc6d1b85db19","_type":"block","children":[{"_key":"c420a51c5f5f0","_type":"span","marks":[],"text":"We'll click "},{"_key":"737aac654e6a","_type":"span","marks":["strong"],"text":"Keyword search"},{"_key":"657f15d148f2","_type":"span","marks":[],"text":", returning us to the main list of all activities in our community. We can now use keyword search like we would any other search operator to help us identify which high-intent keywords will produce both the volume and signal needed for us to feel confident triggering a sales alert."}],"markDefs":[],"style":"normal"},{"_key":"9e97cc3d447d","_type":"block","children":[{"_key":"c952c2b068cf0","_type":"span","marks":[],"text":"Your experience with your business and talking with customers are our friends. We know that one of the standard terms used by prospects who want to consider the commercial offering is “proof of concept”, so let's type that into the keyword search bar to see what it returns."}],"markDefs":[],"style":"normal"},{"_key":"5e70ce20723d","_type":"mainImage","asset":{"_ref":"image-d58592396dd0ce0371a9d6bb5e5a0180f01f8c79-730x420-png","_type":"reference"},"caption":"Filter community activity by keywords"},{"_key":"3ce2112507b6","_type":"block","children":[{"_key":"9a3280c30e500","_type":"span","marks":[],"text":"That narrows the scope from an initial 600,000+ activities to a manageable 300. As we scan through the specific activities, we see a good signal for the most part. Remember, we're not looking to be perfect but to improve the likelihood that our sales team can land and progress opportunities."}],"markDefs":[],"style":"normal"},{"_key":"5957be1bc5ba","_type":"block","children":[{"_key":"c827f43cd2390","_type":"span","marks":[],"text":"We also think \"pricing\" may be a strong keyword signal for us. So, we search for that term, and what we find is encouraging — volume jumps up significantly to about 2,500 activities and we see strong-signal activity like this gem from our community Slack:"}],"markDefs":[],"style":"normal"},{"_key":"031a049ab049","_type":"mainImage","asset":{"_ref":"image-ce2dca9b1475d2c6b898b14513670bee41021c9b-1796x314-png","_type":"reference"},"caption":"Activity with “pricing” as a keyword"},{"_key":"76cfd8fb609c","_type":"block","children":[{"_key":"8dd6a5b3b5130","_type":"span","marks":[],"text":"Having identified what we believe is a pair of solid buyer intent keywords and knowing that we can always add to this list of keywords in the future, we decide it's time to move on and start building out our buyer intent alert system."}],"markDefs":[],"style":"normal"},{"_key":"81ae4f78ece8","_type":"anchor","label":"Step 4: Tag intent activities"},{"_key":"157493e8905e","_type":"block","children":[{"_key":"e7eec391167f0","_type":"span","marks":[],"text":"Step 4: Tag net-new buyer intent activities"}],"markDefs":[],"style":"h3"},{"_key":"3ba9ae8dda5f","_type":"block","children":[{"_key":"5cbbfdf950200","_type":"span","marks":[],"text":"At the outset, one of our goals was to highlight prospects for sales and sales development to target and shine a light on the activities and context surrounding those prospects. To do that, we'll need to do some tagging pre-work that will pay off. Doing this will enable our sellers and SDRs to quickly sift through to the specific buyer intent activity on any member record."}],"markDefs":[],"style":"normal"},{"_key":"9b6d4140b183","_type":"block","children":[{"_key":"00ae3e4a8d3e0","_type":"span","marks":[],"text":"Next, we will set up a "},{"_key":"d28d022e5ba3","_type":"span","marks":["strong"],"text":"Tag new activities"},{"_key":"9ed048fdcf26","_type":"span","marks":[],"text":" workflow that will tag all net-new activities that pop up in our community that contain the buyer intent keywords we've already identified in Step 3."}],"markDefs":[],"style":"normal"},{"_key":"60a824c40b0a","_type":"block","children":[{"_key":"d49d489added0","_type":"span","marks":[],"text":"To do this, we'll head to the "},{"_key":"bf505324a56b","_type":"span","marks":["strong"],"text":"Workflows"},{"_key":"a1b277a7af58","_type":"span","marks":[],"text":" view on the left-hand navigation and select the ready-to-use "},{"_key":"ab944b8e596a","_type":"span","marks":["strong"],"text":"Tag new activities template"},{"_key":"c5aef5fcb119","_type":"span","marks":[],"text":". After choosing the template, you'll be dropped into the Workflow builder. Here we can give our workflow a name, define the parameters, and select the tag we want to add to the activities that fit within the parameters."}],"markDefs":[],"style":"normal"},{"_key":"16e2aec958b3","_type":"mainImage","asset":{"_ref":"image-2aa538ad3d1ffb2688bf40bf4743005a7e759a26-2932x1832-png","_type":"reference"},"caption":"Tag an activity workflow canvas"},{"_key":"ded20839d469","_type":"block","children":[{"_key":"2c31ce5ca87a0","_type":"span","marks":[],"text":"From here, we want to add a "},{"_key":"63836576dc44","_type":"span","marks":["strong"],"text":"Buyer Intent"},{"_key":"bb9bcd7c1daf","_type":"span","marks":[],"text":" tag to any new activity that contains the buyer intent keywords “proof of concept” or “pricing.” Let’s go ahead and add those criteria by clicking the "},{"_key":"9e3ef798b737","_type":"span","marks":["strong"],"text":"+ Add filter"},{"_key":"f23989341f62","_type":"span","marks":[],"text":" button and selecting "},{"_key":"c119f437b239","_type":"span","marks":["strong"],"text":"Keyword search"},{"_key":"1cd0fe571b77","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"34f44e5375c4","_type":"mainImage","asset":{"_ref":"image-d58592396dd0ce0371a9d6bb5e5a0180f01f8c79-730x420-png","_type":"reference"},"caption":"Filter workflow steps by keyword"},{"_key":"bde63278641e","_type":"block","children":[{"_key":"c94d4b004bbc0","_type":"span","marks":[],"text":"Add \"proof of concept\" and \"pricing\" to the filter. Now we're ready to add the tagging step to complete the workflow. Click "},{"_key":"3f8e3aadc888","_type":"span","marks":["strong"],"text":"Select tag"},{"_key":"3b56536f0cbe","_type":"span","marks":[],"text":" to the right of the green tag icon and begin typing ”Purchase search intent” into the field. We haven't created the tag, so we'll select "},{"_key":"2afcd2ae617a","_type":"span","marks":["strong"],"text":"+ New tag"},{"_key":"bf4fddba8b3a","_type":"span","marks":[],"text":": and label it “Purchase search Intent.”"}],"markDefs":[],"style":"normal"},{"_key":"8626aaf3a1c4","_type":"mainImage","asset":{"_ref":"image-f2e48bdf1755547f7f5405114f59a8ae2ae939cf-1338x448-png","_type":"reference"},"caption":"Add an activity tag"},{"_key":"0c505da0b22b","_type":"block","children":[{"_key":"4f7ca4d888910","_type":"span","marks":[],"text":"Hit "},{"_key":"3ef511bea5e7","_type":"span","marks":["strong"],"text":"Save"},{"_key":"7aec870cadff","_type":"span","marks":[],"text":" in the upper right corner of the workflow module and toggle the workflow to "},{"_key":"e98fd393d868","_type":"span","marks":["strong"],"text":"On"},{"_key":"3cce005c6739","_type":"span","marks":[],"text":". We can now view our newly created workflow on the Workflows page and rest easy, knowing that our efforts will help Sales reps take action with context around purchase intent signals."}],"markDefs":[],"style":"normal"},{"_key":"1ef233f97516","_type":"mainImage","asset":{"_ref":"image-aaf6296abdb8098851a80059123163145c5cde5a-2002x710-png","_type":"reference"},"caption":"Tag activities workflow saved and on"},{"_key":"fa3b18754e9a","_type":"block","children":[{"_key":"49da5d5e57a00","_type":"span","marks":[],"text":"Next, we’ll build out the segment of buyer intent prospects to alert our sales counterparts to take action."}],"markDefs":[],"style":"normal"},{"_key":"a940e6b4104c","_type":"anchor","label":"Step 5: Create a segment"},{"_key":"f28839a925a1","_type":"block","children":[{"_key":"19fc162c995a0","_type":"span","marks":[],"text":"Step 5: Create a segment of prospects with purchase intent"}],"markDefs":[],"style":"h3"},{"_key":"5740616c2cb2","_type":"block","children":[{"_key":"310cc71104400","_type":"span","marks":["965b8cbdfea5"],"text":"Segments"},{"_key":"310cc71104401","_type":"span","marks":[],"text":" in Common Room offer a powerful way to manage groups of members with similar attributes. In this case, we'll tightly control and trigger intent alerts for members with similar intent-keyword attributes."}],"markDefs":[{"_key":"965b8cbdfea5","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments-page"}],"style":"normal"},{"_key":"68d5dad7f05a","_type":"block","children":[{"_key":"43ec60e48b5b0","_type":"span","marks":[],"text":"Let's click on the "},{"_key":"0baa0dccc9a1","_type":"span","marks":["strong"],"text":"Segments"},{"_key":"6a7853d62112","_type":"span","marks":[],"text":" icon on the left-side menu and click "},{"_key":"b6080f81b9aa","_type":"span","marks":["strong"],"text":"+ New segment"},{"_key":"1a16bd956281","_type":"span","marks":[],"text":" on the upper right corner to create anew segment."}],"markDefs":[],"style":"normal"},{"_key":"9c21cc3f4259","_type":"block","children":[{"_key":"3507f563e6660","_type":"span","marks":[],"text":"We can give our segment a name and description (you'll need to locate this again in the next step). We won't be using the status functionality for this specific segment, so we can now click "},{"_key":"33a0832b7435","_type":"span","marks":["strong"],"text":"Create segment"},{"_key":"7e7ab7f90354","_type":"span","marks":[],"text":" at the bottom-right corner of the screen."}],"markDefs":[],"style":"normal"},{"_key":"e1b46d849a94","_type":"mainImage","asset":{"_ref":"image-55da9d405f88aa539406bf38b78023b2def63cc6-2004x784-png","_type":"reference"},"caption":"Create and name a new segment"},{"_key":"fe8faf99e54a","_type":"block","children":[{"_key":"9b75b3e9c3580","_type":"span","marks":[],"text":"Now that we've created our Segment, we can define parameters for adding / removing members. "}],"markDefs":[],"style":"normal"},{"_key":"f2c8fffeb7ff","_type":"block","children":[{"_key":"a72dbf58b0e6","_type":"span","marks":[],"text":"To get there, we’ll navigate to the "},{"_key":"4ec67ddac10e","_type":"span","marks":["strong"],"text":"Member management"},{"_key":"86233f7c9b44","_type":"span","marks":[],"text":" tab and then click "},{"_key":"516a96be7b88","_type":"span","marks":["strong"],"text":"Set criteria"},{"_key":"c814f8dd6f9e","_type":"span","marks":[],"text":" at the far right of the screen."}],"markDefs":[],"style":"normal"},{"_key":"25d15e72670c","_type":"block","children":[{"_key":"294aa078bbf60","_type":"span","marks":[],"text":"Our original goal was to alert sales when a member’s activity contains the buyer intent keywords we’ve defined. Let’s do that by clicking "},{"_key":"8c71491eb2c8","_type":"span","marks":["strong"],"text":"+ Add filter"},{"_key":"17ae3050c482","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"8dfd0ee87d85","_type":"mainImage","asset":{"_ref":"image-2ae522a287dc33272c26c60e32cb6df97c760658-2932x1832-png","_type":"reference"},"caption":"Set parameters to auto add members to our segment based on keyword searches"},{"_key":"5b31e5efa759","_type":"block","children":[{"_key":"f9ed7bef34f60","_type":"span","marks":[],"text":"We’ll then use "},{"_key":"9cdc6755f958","_type":"span","marks":["strong"],"text":"Keyword search"},{"_key":"a49ea5212ad2","_type":"span","marks":[],"text":" again to add the “proof of concept” and “pricing” keywords as the "},{"_key":"0d774aa7ae08","_type":"span","marks":["strong"],"text":"Auto-add criteria"},{"_key":"80b5909f54c0","_type":"span","marks":[],"text":". Be sure to uncheck the auto-remove checkbox that’s checked blue by default. In this case, we don’t suspect our core criteria to change over time, so there’s no use in using the auto-remove capabilities."}],"markDefs":[],"style":"normal"},{"_key":"7c3c1887e238","_type":"block","children":[{"_key":"2b1c92dfdd070","_type":"span","marks":[],"text":"We want be notified when new activity occurs, so let's click "},{"_key":"79aad941117c","_type":"span","marks":["strong"],"text":"Get notified"},{"_key":"95fdfb83ec51","_type":"span","marks":[],"text":" in the upper-right menu and then toggle "},{"_key":"3b943f0963c0","_type":"span","marks":["strong"],"text":"Members additions/removals"},{"_key":"ea59fcd03271","_type":"span","marks":[],"text":" to the "},{"_key":"2b1c92dfdd071","_type":"span","marks":["em","strong"],"text":"On"},{"_key":"2b1c92dfdd072","_type":"span","marks":[],"text":" position."}],"markDefs":[],"style":"normal"},{"_key":"7b1eb357b079","_type":"mainImage","asset":{"_ref":"image-109dd50e82686938c75c77e5a33f7dc7ab6d88fe-606x802-png","_type":"reference"},"caption":"Turn on notifications when members are added or removed"},{"_key":"622836f71a20","_type":"block","children":[{"_key":"9102ed77cad60","_type":"span","marks":[],"text":"We'll now be notified via email or Slack when a member meets the buyer intent criteria established."}],"markDefs":[],"style":"normal"},{"_key":"f87d11fc5480","_type":"block","children":[{"_key":"217604cc4cb20","_type":"span","marks":[],"text":"And we have one last step — loop in sales as the final piece to this alert."}],"markDefs":[],"style":"normal"},{"_key":"6110b5295900","_type":"anchor","label":"Step 6: Subscribe sales reps"},{"_key":"bda2a4fd547c","_type":"block","children":[{"_key":"a07e9b856f790","_type":"span","marks":[],"text":"Step 6: Subscribe your sales reps purchase intent alerts"}],"markDefs":[],"style":"h3"},{"_key":"7130ba6f6c9d","_type":"block","children":[{"_key":"e9f868c338d00","_type":"span","marks":[],"text":"Clicking into the segment we just created, click the "},{"_key":"f63eff6bb8e2","_type":"span","marks":["strong"],"text":"…"},{"_key":"9dad4681eb7d","_type":"span","marks":[],"text":" icon in the far right corner, and then click "},{"_key":"89eeed58c230","_type":"span","marks":["strong"],"text":"Send to others"},{"_key":"9d834c6e64d3","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"6f625c7303b9","_type":"block","children":[{"_key":"3bd08a4ff5ea0","_type":"span","marks":[],"text":"We want to share this alert with a pilot group of reps. And we can do that by typing in their names in the search bar and then hitting "},{"_key":"55c29ada0c27","_type":"span","marks":["strong"],"text":"Share"},{"_key":"c30c4a511083","_type":"span","marks":[],"text":" at the bottom right."}],"markDefs":[],"style":"normal"},{"_key":"4ecc0eee0d14","_type":"mainImage","asset":{"_ref":"image-442e5bbdceec08f1d66fe856ec7b5634566697ce-2932x1832-png","_type":"reference"}},{"_key":"d9840a09fce0","_type":"block","children":[{"_key":"d033f94163910","_type":"span","marks":[],"text":"Boom! That's it. 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Well, now they do."}],"markDefs":[],"style":"normal"},{"_key":"c2705f4c47e2","_type":"block","children":[{"_key":"78c0587667b30","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to create an SDR command center that will help reps discover, research, and action on leads all from one place."}],"markDefs":[],"style":"normal"},{"_key":"39aa94fe48e7","_type":"block","children":[{"_key":"b230b649d2f40","_type":"span","marks":[],"text":"Let’s get this party started 🥳"}],"markDefs":[],"style":"normal"},{"_key":"aee00b13d433","_type":"block","children":[{"_key":"787b9a5a83a40","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"9b0b18b40295","_type":"block","children":[{"_key":"74663882b4ac0","_type":"span","marks":[],"text":"Common Room (this is how we’ll create customized workspaces for sales reps—"},{"_key":"74663882b4ac1","_type":"span","marks":["3e753f884690"],"text":"sign up for free"},{"_key":"74663882b4ac2","_type":"span","marks":[],"text":" to follow along)"}],"markDefs":[{"_key":"3e753f884690","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"f4f8ef959d8b","_type":"block","children":[{"_key":"be4498ebde570","_type":"span","marks":[],"text":"Access to digital channels (in this example we’ll use LinkedIn, Twitter, and Slack)"}],"markDefs":[],"style":"callout"},{"_key":"417c07136967","_type":"anchor","label":"Step 1: Connect data sources"},{"_key":"d6dbac5aa3c3","_type":"block","children":[{"_key":"e41a47ea44700","_type":"span","marks":[],"text":"Step 1: Connect data sources"}],"markDefs":[],"style":"h3"},{"_key":"ddc0bc7ffa1a","_type":"block","children":[{"_key":"8b2946b68dba0","_type":"span","marks":[],"text":"Common Room helps reps uncover opportunities they would otherwise miss by providing full visibility into hard-to-see buyer signals across digital channels."}],"markDefs":[],"style":"normal"},{"_key":"5dc1f0dec717","_type":"block","children":[{"_key":"f1884154d8a10","_type":"span","marks":[],"text":"In this example we’ll connect "},{"_key":"f1884154d8a11","_type":"span","marks":["2a1894546f7a"],"text":"LinkedIn"},{"_key":"f1884154d8a12","_type":"span","marks":[],"text":", "},{"_key":"f1884154d8a13","_type":"span","marks":["fd0ae326041b"],"text":"Twitter"},{"_key":"f1884154d8a14","_type":"span","marks":[],"text":", and "},{"_key":"f1884154d8a15","_type":"span","marks":["8855c02d2ea4"],"text":"Slack"},{"_key":"f1884154d8a16","_type":"span","marks":[],"text":" to Common Room, but keep in mind that the more data sources you connect, the more buyer identity, intent, and context you’ll uncover."}],"markDefs":[{"_key":"2a1894546f7a","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/linkedin"},{"_key":"fd0ae326041b","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/twitter"},{"_key":"8855c02d2ea4","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/slack"}],"style":"normal"},{"_key":"8c43a0f9c200","_type":"block","children":[{"_key":"63aa49f1f2b10","_type":"span","marks":[],"text":"💡 Common Room provides dozens of natively built and fully managed "},{"_key":"63aa49f1f2b11","_type":"span","marks":["4dd42c779ca2"],"text":"integrations"},{"_key":"63aa49f1f2b12","_type":"span","marks":[],"text":" with popular digital channels so you can get full visibility into your buyer ecosystem."}],"markDefs":[{"_key":"4dd42c779ca2","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"f56c8b9cf56f","_type":"block","children":[{"_key":"852042f2e1870","_type":"span","marks":[],"text":"Log in to Common Room, click on "},{"_key":"852042f2e1871","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"852042f2e1872","_type":"span","marks":[],"text":" in the left sidebar (the little ⚙️ icon at the bottom), and navigate to "},{"_key":"852042f2e1873","_type":"span","marks":["strong"],"text":"Sources"},{"_key":"852042f2e1874","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"98066b9f13cd","_type":"mainImage","asset":{"_ref":"image-241cebab6d7b130c60a6b861fb19851aae37801e-3840x2160-png","_type":"reference"},"caption":"Select Sources from Settings menu"},{"_key":"78a5cc32f933","_type":"block","children":[{"_key":"75db1299a67b0","_type":"span","marks":[],"text":"Select LinkedIn."}],"markDefs":[],"style":"normal"},{"_key":"72cf4360ec4c","_type":"mainImage","asset":{"_ref":"image-0d68927728149ce2160009ec1257bf232a8792ab-1322x904-png","_type":"reference"},"caption":"Select LinkedIn"},{"_key":"229a8ee8ec1e","_type":"block","children":[{"_key":"fbae9a611e460","_type":"span","marks":[],"text":"Once you hit "},{"_key":"fbae9a611e461","_type":"span","marks":["strong"],"text":"Connect LinkedIn"},{"_key":"fbae9a611e462","_type":"span","marks":[],"text":" and authenticate your account, you’re all set. Data will start flowing into Common Room 😎"}],"markDefs":[],"style":"normal"},{"_key":"292b87edecc5","_type":"block","children":[{"_key":"ea3ebdad8a990","_type":"span","marks":[],"text":"We’d follow the same general process for Twitter and Slack."}],"markDefs":[],"style":"normal"},{"_key":"3b5c9e82edc9","_type":"block","children":[{"_key":"1d8d81f2df050","_type":"span","marks":[],"text":"Okay, now let’s put this data to work."}],"markDefs":[],"style":"normal"},{"_key":"c10f7aff33e4","_type":"anchor","label":"Step 2: Create segments for plays"},{"_key":"614187e8edb8","_type":"block","children":[{"_key":"e7c97c5fd1ab0","_type":"span","marks":[],"text":"Step 2: Create segments for different sales plays"}],"markDefs":[],"style":"h3"},{"_key":"7c0f2399eaf2","_type":"block","children":[{"_key":"e1ab67a5c8f00","_type":"span","marks":[],"text":"Click "},{"_key":"e1ab67a5c8f01","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"e1ab67a5c8f02","_type":"span","marks":[],"text":" to leave the "},{"_key":"e1ab67a5c8f03","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"e1ab67a5c8f04","_type":"span","marks":[],"text":" menu, then click on "},{"_key":"e1ab67a5c8f05","_type":"span","marks":["strong"],"text":"Segments"},{"_key":"e1ab67a5c8f06","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"23d4dfa3c65e","_type":"mainImage","asset":{"_ref":"image-687e1d622737e5843338bb0016e2ce59fb62be48-3840x2160-png","_type":"reference"},"caption":"Select Segments"},{"_key":"9dc38b666681","_type":"block","children":[{"_key":"6ed5dbbb3c480","_type":"span","marks":[],"text":"We can create automated segments for both leads and accounts, making them as broad or as granular as we want. This allows us to automatically surface and sort people and organizations for different sales plays."}],"markDefs":[],"style":"normal"},{"_key":"96e8f4c93a93","_type":"block","children":[{"_key":"538464f20eb80","_type":"span","marks":[],"text":"💡 "},{"_key":"538464f20eb81","_type":"span","marks":["ecdcd3066ab6"],"text":"Segments"},{"_key":"538464f20eb82","_type":"span","marks":[],"text":" in Common Room are fully customizable, allowing you to build tailored prospect lists you can track, report on, and engage at scale."}],"markDefs":[{"_key":"ecdcd3066ab6","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"callout"},{"_key":"46c523a1cfb0","_type":"block","children":[{"_key":"b31a7ec515be0","_type":"span","marks":[],"text":"For instance, we could quickly create segments for product-qualified leads from enterprise organizations."}],"markDefs":[],"style":"normal"},{"_key":"f40ad20b2c9f","_type":"block","children":[{"_key":"39bfe680c2e40","_type":"span","marks":[],"text":"Or we could build segments for people with certain job titles who work in particular industries."}],"markDefs":[],"style":"normal"},{"_key":"f28549a96b4f","_type":"block","children":[{"_key":"b02c0996d1f60","_type":"span","marks":[],"text":"We could even create a segment for companies that meet a predetermined annual revenue threshold and have specific tools in their tech stacks."}],"markDefs":[],"style":"normal"},{"_key":"7caf553a0f90","_type":"block","children":[{"_key":"41ff48d23df90","_type":"span","marks":[],"text":"The possibilities are endless."}],"markDefs":[],"style":"normal"},{"_key":"b59290ba1be9","_type":"block","children":[{"_key":"460cc5bdcfae0","_type":"span","marks":[],"text":"💡 Common Room’s "},{"_key":"460cc5bdcfae1","_type":"span","marks":["af140a0fbd60"],"text":"filters"},{"_key":"460cc5bdcfae2","_type":"span","marks":[],"text":" and "},{"_key":"460cc5bdcfae3","_type":"span","marks":["821030a8ff65"],"text":"tags"},{"_key":"460cc5bdcfae4","_type":"span","marks":[],"text":" make it easy to slice and dice your data with the click of a button so you can quickly find individuals and organizations that share certain attributes, take particular actions, or match specific criteria."}],"markDefs":[{"_key":"af140a0fbd60","_type":"link","href":"https://docs.commonroom.io/get-started/core-concepts-home/filters"},{"_key":"821030a8ff65","_type":"link","href":"https://docs.commonroom.io/set-preferences/tags"}],"style":"callout"},{"_key":"8f8373b33b81","_type":"block","children":[{"_key":"da28ac0ef4500","_type":"span","marks":[],"text":"In this case, we’ll start with a segment for economic buyers who match our ideal persona and recently changed jobs."}],"markDefs":[],"style":"normal"},{"_key":"0351e97115e0","_type":"block","children":[{"_key":"9d247b93a2ac0","_type":"span","marks":[],"text":"Hit "},{"_key":"9d247b93a2ac1","_type":"span","marks":["strong"],"text":"New segment"},{"_key":"9d247b93a2ac2","_type":"span","marks":[],"text":" and select "},{"_key":"9d247b93a2ac3","_type":"span","marks":["strong"],"text":"Create new segment for contacts"},{"_key":"9d247b93a2ac4","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"009f16e2bc75","_type":"mainImage","asset":{"_ref":"image-f2c87a2a08196e89eb4c06bf017eaf4e8c17896f-858x350-png","_type":"reference"},"caption":"Select Create new segment for contacts"},{"_key":"6267511bf2bc","_type":"block","children":[{"_key":"f54f78f3cf380","_type":"span","marks":[],"text":"We’ll give our segment a name and short description, then click "},{"_key":"f54f78f3cf381","_type":"span","marks":["strong"],"text":"Set up management rules"},{"_key":"f54f78f3cf382","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"7358cadf857d","_type":"mainImage","asset":{"_ref":"image-4d6e7480ac627a295bd1fb9b95af4b5e4fc567de-2200x670-png","_type":"reference"},"caption":"Select Set up management rules"},{"_key":"5858b3ecc6bd","_type":"block","children":[{"_key":"0470fb192ab50","_type":"span","marks":[],"text":"Now we’ll hit "},{"_key":"0470fb192ab51","_type":"span","marks":["strong"],"text":"Set criteria"},{"_key":"0470fb192ab52","_type":"span","marks":[],"text":" and configure our segment. Click "},{"_key":"0470fb192ab53","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"0470fb192ab54","_type":"span","marks":[],"text":" and choose "},{"_key":"0470fb192ab55","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"0470fb192ab56","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"7da65b50fadc","_type":"mainImage","asset":{"_ref":"image-210fc9a0d89090e6faa7f3fc25a05bb8864d49b9-2550x1318-png","_type":"reference"},"caption":"Select Contact tags"},{"_key":"19d6c031e7f6","_type":"block","children":[{"_key":"f24270f42cb00","_type":"span","marks":[],"text":"Select "},{"_key":"f24270f42cb01","_type":"span","marks":["strong"],"text":"Economic buyers"},{"_key":"f24270f42cb02","_type":"span","marks":[],"text":" from the dropdown list."}],"markDefs":[],"style":"normal"},{"_key":"043788b1b582","_type":"mainImage","asset":{"_ref":"image-385d5e115ca47c1a8a16b7b297fb59f8226fa961-552x526-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"ef7ad681aad6","_type":"block","children":[{"_key":"3ca971d101df0","_type":"span","marks":[],"text":"Boom, now anyone with head of, director, VP, president, chief, CFO, CTO, CPO, CMO, COO, or CEO in their job title will automatically be added to this segment 🙌"}],"markDefs":[],"style":"normal"},{"_key":"440e2a5bee72","_type":"block","children":[{"_key":"db4d875bce510","_type":"span","marks":[],"text":"But we don’t just want decision-makers—we want people who match our criteria for ideal buyers."}],"markDefs":[],"style":"normal"},{"_key":"da1df4b0a886","_type":"block","children":[{"_key":"bbc34f627ab70","_type":"span","marks":[],"text":"Let’s say we’ve already configured our ideal persona tag (you can learn more about creating and customizing tags "},{"_key":"709243d97022","_type":"span","marks":["1858fbdb054d"],"text":"here"},{"_key":"fb747443d405","_type":"span","marks":[],"text":"). We’ll hit "},{"_key":"bbc34f627ab71","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"bbc34f627ab72","_type":"span","marks":[],"text":" and choose "},{"_key":"bbc34f627ab73","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"bbc34f627ab74","_type":"span","marks":[],"text":" once again. Then we’ll select "},{"_key":"bbc34f627ab75","_type":"span","marks":["strong"],"text":"Ideal persona"},{"_key":"bbc34f627ab76","_type":"span","marks":[],"text":" from the dropdown list."}],"markDefs":[{"_key":"1858fbdb054d","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/member-tags","openTab":true}],"style":"normal"},{"_key":"409810753891","_type":"mainImage","asset":{"_ref":"image-558d32af15369575439b68a97cd069669c8d64e5-552x456-png","_type":"reference"},"caption":"Select Ideal persona"},{"_key":"1d0ea96e9858","_type":"block","children":[{"_key":"c57d13cf2b5e0","_type":"span","marks":[],"text":"Finally, let’s make sure we zero in on individuals who recently changed roles. Click "},{"_key":"c57d13cf2b5e1","_type":"span","marks":["strong"],"text":"Add filter "},{"_key":"c57d13cf2b5e2","_type":"span","marks":[],"text":"one more time and choose "},{"_key":"c57d13cf2b5e3","_type":"span","marks":["strong"],"text":"Org change"},{"_key":"c57d13cf2b5e4","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"c2132b74c0af","_type":"mainImage","asset":{"_ref":"image-25ecfe554b4f455c8a155a79db757a0337e6255f-2504x1308-png","_type":"reference"},"caption":"Select Org change"},{"_key":"381808301849","_type":"block","children":[{"_key":"d13922d0b7330","_type":"span","marks":[],"text":"We can click on the filter itself to customize the date range to our liking."}],"markDefs":[],"style":"normal"},{"_key":"bc840bac4ed2","_type":"mainImage","asset":{"_ref":"image-9e80a8b1729cb9998af87b52e290bb19a8834fe6-790x662-png","_type":"reference"},"caption":"Configure Org change filter"},{"_key":"73ff7b4a1c05","_type":"block","children":[{"_key":"0207c352f12e0","_type":"span","marks":[],"text":"Once we’re done, we’ll click "},{"_key":"0207c352f12e1","_type":"span","marks":["strong"],"text":"Save"},{"_key":"0207c352f12e2","_type":"span","marks":[],"text":". Now every person who matches these filters will be added to this segment automatically."}],"markDefs":[],"style":"normal"},{"_key":"5617672676e3","_type":"block","children":[{"_key":"5e47b7e9796a0","_type":"span","marks":[],"text":"This makes discovering and researching new leads for different sales plays a breeze."}],"markDefs":[],"style":"normal"},{"_key":"80b36a4fb577","_type":"block","children":[{"_key":"43f0804bdb750","_type":"span","marks":[],"text":"We can preview or click into any individual to learn more about them, see their recent activities across our connected channels, and monitor their next moves."}],"markDefs":[],"style":"normal"},{"_key":"14f57a3c6421","_type":"mainImage","asset":{"_ref":"image-de86ab3fcd32267d62a1dd3428f28da3c2dce9e8-1474x1150-png","_type":"reference"},"caption":"View profile"},{"_key":"fb654645c95a","_type":"block","children":[{"_key":"62e0b0bdfbd70","_type":"span","marks":[],"text":"If we have lead scoring set up, we can quickly hone in on the people who are most primed to buy and get a peek at the key factors that make them solid opportunities."}],"markDefs":[],"style":"normal"},{"_key":"c8cebcde9783","_type":"block","children":[{"_key":"411257c053550","_type":"span","marks":[],"text":"💡 "},{"_key":"411257c053551","_type":"span","marks":["e377b395a9b8"],"text":"Lead and account scoring"},{"_key":"411257c053552","_type":"span","marks":[],"text":" in Common Room is based on proprietary machine learning models that are trained using your historical data so you can highlight the best opportunities based on product usage, social activity, firmographic information, and more."}],"markDefs":[{"_key":"e377b395a9b8","_type":"link","href":"https://www.commonroom.io/playbooks/serve-actionable-lead-and-account-scores-to-sales-reps/"}],"style":"callout"},{"_key":"845f1caa5fa0","_type":"mainImage","asset":{"_ref":"image-e56499435ff329301dd35fd7a1e19968707a419c-3841x2160-png","_type":"reference"},"caption":"View lead scores"},{"_key":"cf77fe40b148","_type":"block","children":[{"_key":"69fef0b144b30","_type":"span","marks":[],"text":"But we want to convert prospects, not just research them."}],"markDefs":[],"style":"normal"},{"_key":"3d3bebaa2d44","_type":"block","children":[{"_key":"70cf4d85972e0","_type":"span","marks":[],"text":"Let’s make our segments truly actionable."}],"markDefs":[],"style":"normal"},{"_key":"d00e58fd6186","_type":"anchor","label":"Step 3: Custom views and notifications"},{"_key":"05a92ea2f3b5","_type":"block","children":[{"_key":"bc4d8022f62f0","_type":"span","marks":[],"text":"Step 3: Customize segment views and notifications"}],"markDefs":[],"style":"h3"},{"_key":"4baa9117a928","_type":"block","children":[{"_key":"d1bb7533de820","_type":"span","marks":[],"text":"First let’s add our segments to the "},{"_key":"d1bb7533de821","_type":"span","marks":["strong"],"text":"Home"},{"_key":"d1bb7533de822","_type":"span","marks":[],"text":" screen so they’re always the first thing we see when we log in."}],"markDefs":[],"style":"normal"},{"_key":"8c01c5f9f4c1","_type":"block","children":[{"_key":"c5be6fcdc2c00","_type":"span","marks":[],"text":"Click the three-dot ("},{"_key":"c5be6fcdc2c01","_type":"span","marks":["strong"],"text":"…"},{"_key":"c5be6fcdc2c02","_type":"span","marks":[],"text":") icon for any segment and choose "},{"_key":"c5be6fcdc2c03","_type":"span","marks":["strong"],"text":"Add to Home"},{"_key":"c5be6fcdc2c04","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"22cf5dba1cf5","_type":"mainImage","asset":{"_ref":"image-6547248c18f4d2d6280de42b35d0435b953c6dde-718x758-png","_type":"reference"},"caption":"Select Add to Home"},{"_key":"e5d24d5dbbf7","_type":"block","children":[{"_key":"00aed0d7618f0","_type":"span","marks":[],"text":"Once we’ve added all our segments, we’ll click "},{"_key":"00aed0d7618f1","_type":"span","marks":["strong"],"text":"Home"},{"_key":"00aed0d7618f2","_type":"span","marks":[],"text":" in the left sidebar. 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We’ll narrow it down using filters."}],"markDefs":[],"style":"normal"},{"_key":"dfc3f308808b","_type":"block","children":[{"_key":"8074ef77c5af0","_type":"span","marks":[],"text":"💡 You can choose from a wide variety of "},{"_key":"8074ef77c5af1","_type":"span","marks":["c1ec38cb1bba"],"text":"filters"},{"_key":"8074ef77c5af2","_type":"span","marks":[],"text":" to drill down into individuals, organizations, and activities based on the criteria that matter most to you."}],"markDefs":[{"_key":"c1ec38cb1bba","_type":"link","href":"https://docs.commonroom.io/using-common-room/organizations-page/filters-and-sorting"}],"style":"callout"},{"_key":"26b509564e4c","_type":"block","children":[{"_key":"7f353ffb52990","_type":"span","marks":[],"text":"Click "},{"_key":"7f353ffb52991","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"7f353ffb52992","_type":"span","marks":[],"text":" and choose "},{"_key":"7f353ffb52993","_type":"span","marks":["strong"],"text":"Member tags"},{"_key":"7f353ffb52994","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"b620ced8ad71","_type":"mainImage","asset":{"_ref":"image-c0f3c5fa38f6e4ee1ea63fbb5001c1b90fa2e753-2732x1386-png","_type":"reference"},"caption":"Select Member tags"},{"_key":"e9fde16f61e8","_type":"block","children":[{"_key":"026ede4611500","_type":"span","marks":[],"text":"This will open up a dropdown menu of options. Select "},{"_key":"026ede4611501","_type":"span","marks":["strong"],"text":"Economic buyers"},{"_key":"026ede4611502","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"a749435da092","_type":"mainImage","asset":{"_ref":"image-4d178dcf2d5a2f9894d5afa0d25dcfa0c9fe2ac3-684x914-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"a49932544296","_type":"block","children":[{"_key":"9d046c0dc0da0","_type":"span","marks":[],"text":"This is a default tag available to all Common Room users. 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If you wish, you can also "},{"_key":"f57908da0ed41","_type":"span","marks":["e702fb65dadd"],"text":"add them to an Outreach sequence"},{"_key":"f57908da0ed42","_type":"span","marks":[],"text":", send them a message, add them to a "},{"_key":"f57908da0ed43","_type":"span","marks":["36942957b0b6"],"text":"segment"},{"_key":"f57908da0ed44","_type":"span","marks":[],"text":", and more."}],"markDefs":[{"_key":"e702fb65dadd","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/add-members-to-an-outreach-sequence"},{"_key":"36942957b0b6","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments-page/segments-page-home"}],"style":"normal"},{"_key":"8bde240e7cf4","_type":"mainImage","asset":{"_ref":"image-50b6d65fd882e228dca8c47a43cdc08a2753b04a-3840x2160-png","_type":"reference"},"caption":"View preview"},{"_key":"0c055493304d","_type":"block","children":[{"_key":"a0d87644a3310","_type":"span","marks":[],"text":"We can add more filters to drill down further. 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Or we can combine job-change signals from non-customers with other signals—like website interactions, social engagement, and open-source activity—so reps can craft a personalized message with full context and break through the noise.\""}],"markDefs":[],"style":"blockquote"},{"_key":"ef4092fc7619","_type":"block","children":[{"_key":"a85d32ec2285","_type":"span","marks":[],"text":"Meanwhile, automated alerts ensure reps are instantly notified of new additions to—and activity within—their segments."}],"markDefs":[],"style":"normal"},{"_key":"989ee25ac555","_type":"block","children":[{"_key":"931c051637f1","_type":"span","marks":[],"text":"🔦 "},{"_key":"87c2d602326f","_type":"span","marks":["strong"],"text":"Product spotlight: Team alerts\n"},{"_key":"ed3cb5b24cd4","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"5c8ffdf68361","_type":"span","marks":["ba9986fee161"],"text":"team alerts"},{"_key":"f28a14fdf380","_type":"span","marks":[],"text":" feature allows you to automate alerts based on any combination of triggers and filters so you can see real-time activity from the people and accounts you care about. 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Not every new sign-up counts as a PQL."}],"markDefs":[],"style":"normal"},{"_key":"578e71325f80","_type":"block","children":[{"_key":"6d23eace65350","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to connect the dots between product usage and intent, spotlight PQLs, and follow up with them fast."}],"markDefs":[],"style":"normal"},{"_key":"b3d060203fdd","_type":"block","children":[{"_key":"7ac20f29fd030","_type":"span","marks":[],"text":"Let’s rock and roll 🤘"}],"markDefs":[],"style":"normal"},{"_key":"3e57f2b4fe68","_type":"block","children":[{"_key":"84c78ea49b840","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"729e358d20da","_type":"block","children":[{"_key":"8127046ae7180","_type":"span","marks":[],"text":"Common Room (this is how we’ll identify and monitor product usage—"},{"_key":"8127046ae7181","_type":"span","marks":["9a67707fdc2b"],"text":"sign up for free"},{"_key":"8127046ae7182","_type":"span","marks":[],"text":" to follow along)"}],"markDefs":[{"_key":"9a67707fdc2b","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"aa555cf77e63","_type":"block","children":[{"_key":"6d4a22ce568b0","_type":"span","marks":[],"text":"Access to product data (in this example we’ll use Snowflake)"}],"markDefs":[],"style":"callout"},{"_key":"44d98a3bed19","_type":"block","children":[{"_key":"5625f6f355890","_type":"span","marks":[],"text":"Access to digital channels (in this example we’ll use Slack and LinkedIn)"}],"markDefs":[],"style":"callout"},{"_key":"aead27e08dc6","_type":"block","children":[{"_key":"9625e0236e650","_type":"span","marks":[],"text":"Access to a CRM (in this example we’ll use Salesforce)"}],"markDefs":[],"style":"callout"},{"_key":"2ffd95794e3e","_type":"anchor","label":"Step 1: Connect Snowflake"},{"_key":"b080531087f9","_type":"block","children":[{"_key":"a191d0f292fe0","_type":"span","marks":[],"text":"Step 1: Connect Snowflake"}],"markDefs":[],"style":"h3"},{"_key":"c23c524df7b7","_type":"block","children":[{"_key":"7d20376417360","_type":"span","marks":[],"text":"First we need to get our hands on our product data. 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With dozens of natively built and fully managed integrations—as well as a powerful API for added extensibility—it’s easy to get your product data into Common Room."}],"markDefs":[{"_key":"534fad92f067","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"},{"_key":"2e85e6df610e","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/hightouch"},{"_key":"9a83b87c0115","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/census"}],"style":"callout"},{"_key":"0dc612fb5c16","_type":"block","children":[{"_key":"7ee5517be25f0","_type":"span","marks":[],"text":"Sign in to Common Room, click on "},{"_key":"7ee5517be25f1","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"7ee5517be25f2","_type":"span","marks":[],"text":" in the left sidebar (the little ⚙️ icon at the bottom), and navigate to "},{"_key":"7ee5517be25f3","_type":"span","marks":["strong"],"text":"Sources"},{"_key":"7ee5517be25f4","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"54e949ea4370","_type":"mainImage","asset":{"_ref":"image-35a0ed88259d13b4f09ea481f5e6266a4b96524f-3841x2161-png","_type":"reference"},"caption":"Select Sources from Settings menu"},{"_key":"c542b75cbf48","_type":"block","children":[{"_key":"2f12cb98d1e60","_type":"span","marks":[],"text":"Find Snowflake in the list of data sources and click "},{"_key":"2f12cb98d1e61","_type":"span","marks":["strong"],"text":"Get set up"},{"_key":"2f12cb98d1e62","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"625f9c066b05","_type":"mainImage","asset":{"_ref":"image-e251be422429d0f48114a8443f7084b4a21ccaff-1153x831-png","_type":"reference"},"caption":"Select Snowflake"},{"_key":"ed81a1a405c5","_type":"block","children":[{"_key":"2af93fb496dd0","_type":"span","marks":[],"text":"The team from Common Room will work with you to quickly set up your integration."}],"markDefs":[],"style":"normal"},{"_key":"86487258efbc","_type":"block","children":[{"_key":"408dbe312cf00","_type":"span","marks":[],"text":"You can customize how the data that’s pulled in from Snowflake is mapped to different fields in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"d7f95aed89de","_type":"block","children":[{"_key":"0cce8f347f530","_type":"span","marks":[],"text":"Let’s say we’re a software company that sells collaborative design software. We offer a free four-week trial of our starter plan."}],"markDefs":[],"style":"normal"},{"_key":"971c2cd8178e","_type":"block","children":[{"_key":"5c8ada5bfe760","_type":"span","marks":[],"text":"We want to ingest data from Snowflake that tells us when someone signed up for a free trial, how many design files they’ve created, and how many other people they’ve invited to join them."}],"markDefs":[],"style":"normal"},{"_key":"bdabe0e5035e","_type":"block","children":[{"_key":"07265977a0d70","_type":"span","marks":[],"text":"But product data is only one piece of the puzzle. To understand which leads are worth our time, we also want to get a look at user activity across digital channels."}],"markDefs":[],"style":"normal"},{"_key":"27a1f9b6f2c3","_type":"anchor","label":"Step 2: Connect digital channels"},{"_key":"e858738fcb9c","_type":"block","children":[{"_key":"ce668546a0230","_type":"span","marks":[],"text":"Step 2: Connect digital channels"}],"markDefs":[],"style":"h3"},{"_key":"231feb4fccab","_type":"block","children":[{"_key":"d7fa74f208c90","_type":"span","marks":[],"text":"We have a lively user base on "},{"_key":"d7fa74f208c91","_type":"span","marks":["7345c6d7c8ce"],"text":"Slack"},{"_key":"d7fa74f208c92","_type":"span","marks":[],"text":" and see lots of activity on "},{"_key":"d7fa74f208c93","_type":"span","marks":["28cb8e4d83d3"],"text":"LinkedIn"},{"_key":"d7fa74f208c94","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"7345c6d7c8ce","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/slack/slack-community-integration-guide"},{"_key":"28cb8e4d83d3","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/linkedin"}],"style":"normal"},{"_key":"9708c239b447","_type":"block","children":[{"_key":"c482e88114940","_type":"span","marks":[],"text":"Not only will connecting these channels to Common Room give us visibility into intent signals outside of our product, it will help us deanonymize users and connect product usage to specific individuals and organizations 🕵️"}],"markDefs":[],"style":"normal"},{"_key":"b4d5f6634321","_type":"block","children":[{"_key":"30ddf521c2b30","_type":"span","marks":[],"text":"💡 You can quickly and easily connect multiple digital channels to Common Room, from messaging platforms and social media channels to community forums and online repositories. The more data sources you connect, the easier it will be to resolve user identities and enrich their profiles based on digital activity."}],"markDefs":[],"style":"callout"},{"_key":"1b86fe76ab9f","_type":"block","children":[{"_key":"f4250d1089460","_type":"span","marks":[],"text":"We’ll start by choosing Slack from the list of sources."}],"markDefs":[],"style":"normal"},{"_key":"0afca2e60696","_type":"mainImage","asset":{"_ref":"image-314c79a0ac1ac264edfb4276a2a7bccdbc8f20b2-1456x932-png","_type":"reference"},"caption":"Select Slack"},{"_key":"eec78d2ec1c2","_type":"block","children":[{"_key":"c32ded5addf10","_type":"span","marks":[],"text":"We’ll be asked to connect and authenticate our account. Once that’s done, data from Slack will start flowing into Common Room."}],"markDefs":[],"style":"normal"},{"_key":"d7906b127121","_type":"block","children":[{"_key":"e2a95a17d0a60","_type":"span","marks":[],"text":"We’ll then repeat this process with LinkedIn."}],"markDefs":[],"style":"normal"},{"_key":"0dde6cf8bd8d","_type":"block","children":[{"_key":"bcda2cddc12c0","_type":"span","marks":[],"text":"Okay, now that our digital channels are connected, let’s make sure we can surface our PQLs in our CRM."}],"markDefs":[],"style":"normal"},{"_key":"b8c0d1aba769","_type":"anchor","label":"Step 3: Connect Salesforce"},{"_key":"2051a58c4e25","_type":"block","children":[{"_key":"0311229dcb430","_type":"span","marks":[],"text":"Step 3: Connect Salesforce"}],"markDefs":[],"style":"h3"},{"_key":"21f961e3f70d","_type":"block","children":[{"_key":"7237aec246f10","_type":"span","marks":["adf447075a67"],"text":"Salesforce"},{"_key":"7237aec246f11","_type":"span","marks":[],"text":" is our source of truth, so we’ll choose it from the list of data sources."}],"markDefs":[{"_key":"adf447075a67","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/salesforce-crm"}],"style":"normal"},{"_key":"0c77b13562f6","_type":"mainImage","asset":{"_ref":"image-a5ab89ad102394e7ed1a186eb84269aa20748690-1422x792-png","_type":"reference"},"caption":"Select Salesforce"},{"_key":"cfdcfed499ca","_type":"block","children":[{"_key":"fd9ea48e77b90","_type":"span","marks":[],"text":"We’ll need to confirm that we’re an admin (otherwise, we can invite an admin to finish the integration setup). Then we’ll authenticate our account and bam—we’re ready to configure how data from Salesforce flows into Common Room and vice versa."}],"markDefs":[],"style":"normal"},{"_key":"084c461f7912","_type":"block","children":[{"_key":"565b4cd060090","_type":"span","marks":[],"text":"💡 "},{"_key":"565b4cd060091","_type":"span","marks":["e470dd74b52b","gradient"],"text":"Check out our full interactive guides"},{"_key":"565b4cd060092","_type":"span","marks":[],"text":" for step-by-step directions on inbound and outbound data setup."}],"markDefs":[{"_key":"e470dd74b52b","_type":"link","href":"https://app.arcade.software/share/lY7OWgwVNn5oLydRjICI"}],"style":"callout"},{"_key":"374e3c75f5ec","_type":"block","children":[{"_key":"a70b29f2c9420","_type":"span","marks":[],"text":"Once we’ve completed our outbound data setup, we can send the names, email addresses, company names, and more of our PQLs directly to our CRM."}],"markDefs":[],"style":"normal"},{"_key":"3e4b8fdf2d5b","_type":"block","children":[{"_key":"a61ecf25d51c0","_type":"span","marks":[],"text":"💡 Common Room has bidirectional integrations with popular CRMs, such as Salesforce and "},{"_key":"a61ecf25d51c1","_type":"span","marks":["99276b170aff"],"text":"HubSpot"},{"_key":"a61ecf25d51c2","_type":"span","marks":[],"text":". This makes it easy to view data recorded in your CRM within Common Room, as well as pass data from Common Room to your CRM."}],"markDefs":[{"_key":"99276b170aff","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/hubspot"}],"style":"callout"},{"_key":"1d94a0a07ede","_type":"block","children":[{"_key":"ce28356c27690","_type":"span","marks":[],"text":"Now that we know we can sync Common Room data with Salesforce, let’s get to finding our PQLs 💸"}],"markDefs":[],"style":"normal"},{"_key":"884ecf350a0a","_type":"anchor","label":"Step 4: Create product-qualified tag"},{"_key":"c1cd7b32f320","_type":"block","children":[{"_key":"32c2cc467f8d0","_type":"span","marks":[],"text":"Step 4: Create product-qualified tag"}],"markDefs":[],"style":"h3"},{"_key":"767bd7762e00","_type":"block","children":[{"_key":"68c1ad5c400c0","_type":"span","marks":[],"text":"Click "},{"_key":"68c1ad5c400c1","_type":"span","marks":["strong"],"text":"Tags"},{"_key":"68c1ad5c400c2","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"68c1ad5c400c3","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"68c1ad5c400c4","_type":"span","marks":[],"text":" menu."}],"markDefs":[],"style":"normal"},{"_key":"d0acf3392866","_type":"mainImage","asset":{"_ref":"image-86637bf43477c512fd4b530f58408679d9400e64-3841x2161-png","_type":"reference"},"caption":"Select Tags"},{"_key":"a89160f481c7","_type":"block","children":[{"_key":"1fbed4b2a5040","_type":"span","marks":[],"text":"As you’ll see, the "},{"_key":"1fbed4b2a5041","_type":"span","marks":["strong"],"text":"Product qualified"},{"_key":"1fbed4b2a5042","_type":"span","marks":[],"text":" tag is one of many default tags in Common Room. Once we turn it on, any individual who matches our criteria will automatically be tagged with this label."}],"markDefs":[],"style":"normal"},{"_key":"88a94a031b59","_type":"mainImage","asset":{"_ref":"image-597154ba7180defb81fd653137cbb1bf53e0114c-2137x763-png","_type":"reference"},"caption":"View tags"},{"_key":"c0c083b79349","_type":"block","children":[{"_key":"947ad0a6ddef0","_type":"span","marks":[],"text":"💡 You can create and assign both "},{"_key":"947ad0a6ddef1","_type":"span","marks":["39171dff20a9"],"text":"member tags"},{"_key":"947ad0a6ddef2","_type":"span","marks":[],"text":" and "},{"_key":"947ad0a6ddef3","_type":"span","marks":["9e586891c3b3"],"text":"organization tags"},{"_key":"947ad0a6ddef4","_type":"span","marks":[],"text":" to quickly find and track ideal personas, economic buyers, current customers, and more."}],"markDefs":[{"_key":"39171dff20a9","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/member-tags"},{"_key":"9e586891c3b3","_type":"link","href":"https://docs.commonroom.io/using-common-room/organizations-page/organization-tags"}],"style":"callout"},{"_key":"d1bec6bc18ac","_type":"block","children":[{"_key":"3d3c6cb8b9930","_type":"span","marks":[],"text":"Let’s decide what constitutes a product-qualified lead. We can customize our tag to include fields from Common Room, our data warehouse, and our CRM."}],"markDefs":[],"style":"normal"},{"_key":"bd25c42820e4","_type":"block","children":[{"_key":"cabbf0e4c5b40","_type":"span","marks":[],"text":"In this case, we want to focus on people who signed up for our product in the last 28 days, have created five or more design files, and have invited two or more people to join them."}],"markDefs":[],"style":"normal"},{"_key":"cf781f210c4b","_type":"block","children":[{"_key":"0bc100f8a0910","_type":"span","marks":[],"text":"Click "},{"_key":"0bc100f8a0911","_type":"span","marks":["strong"],"text":"Edit"},{"_key":"0bc100f8a0912","_type":"span","marks":[],"text":" over the product qualified tag, then select "},{"_key":"0bc100f8a0913","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"0bc100f8a0914","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"bb18208ee703","_type":"mainImage","asset":{"_ref":"image-5ad6ee3a84f2387d39d1813c8da8c3836d4e5396-2197x297-png","_type":"reference"},"caption":"Select Add filter"},{"_key":"afa517322bbf","_type":"block","children":[{"_key":"4807b45023440","_type":"span","marks":[],"text":"Choose "},{"_key":"4807b45023441","_type":"span","marks":["strong"],"text":"Fields"},{"_key":"4807b45023442","_type":"span","marks":[],"text":" from the list of filters under Members."}],"markDefs":[],"style":"normal"},{"_key":"7511ce460dbc","_type":"mainImage","asset":{"_ref":"image-b602affbcafd614a598fa83477ba8dfa68ebbc1f-2469x1311-png","_type":"reference"},"caption":"Select Fields"},{"_key":"da347375d901","_type":"block","children":[{"_key":"dc649453b0d80","_type":"span","marks":[],"text":"This will open up a dropdown list of all the fields we’ve mapped into Common Room from Snowflake."}],"markDefs":[],"style":"normal"},{"_key":"0178bc05cfff","_type":"block","children":[{"_key":"ac3d37fc7d610","_type":"span","marks":[],"text":"First we’ll choose "},{"_key":"ac3d37fc7d611","_type":"span","marks":["strong"],"text":"Signup Date"},{"_key":"ac3d37fc7d612","_type":"span","marks":[],"text":". This will bring up a dropdown menu where we can choose from a list of options or customize our own date range."}],"markDefs":[],"style":"normal"},{"_key":"f3b5f03745b0","_type":"block","children":[{"_key":"a1d257f4ce940","_type":"span","marks":[],"text":"We’ll select "},{"_key":"a1d257f4ce941","_type":"span","marks":["strong"],"text":"Last 28 days"},{"_key":"a1d257f4ce942","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"e0afdc3793b0","_type":"mainImage","asset":{"_ref":"image-3140c870d0deafed88198e35515c53adefd8f825-487x721-png","_type":"reference"},"caption":"Select Last 28 days"},{"_key":"4bf68b0611e5","_type":"block","children":[{"_key":"2924ee37ff510","_type":"span","marks":[],"text":"Next we’ll add another field filter. This time we’ll choose "},{"_key":"2924ee37ff511","_type":"span","marks":["strong"],"text":"# Design Files Created"},{"_key":"2924ee37ff512","_type":"span","marks":[],"text":" and put 5 in the "},{"_key":"2924ee37ff513","_type":"span","marks":["strong"],"text":"At least"},{"_key":"2924ee37ff514","_type":"span","marks":[],"text":" box."}],"markDefs":[],"style":"normal"},{"_key":"c6a23e17131e","_type":"mainImage","asset":{"_ref":"image-dd32d5b29061b71a8543221ec1bfa5c0109018e8-507x465-png","_type":"reference"},"caption":"Add criteria"},{"_key":"5be342300537","_type":"block","children":[{"_key":"7c85b8dd7b190","_type":"span","marks":[],"text":"Finally, we’ll add a field filter for "},{"_key":"7c85b8dd7b191","_type":"span","marks":["strong"],"text":"# Invites Sent"},{"_key":"7c85b8dd7b192","_type":"span","marks":[],"text":" and put 2 in the "},{"_key":"7c85b8dd7b193","_type":"span","marks":["strong"],"text":"At least"},{"_key":"7c85b8dd7b194","_type":"span","marks":[],"text":" box."}],"markDefs":[],"style":"normal"},{"_key":"23548375a062","_type":"mainImage","asset":{"_ref":"image-27bca8d201fc69d8a80bc3160468eff7c56cdc3d-501x461-png","_type":"reference"},"caption":"Add criteria"},{"_key":"a97936927eb5","_type":"block","children":[{"_key":"8654dbd28e710","_type":"span","marks":[],"text":"Hit "},{"_key":"8654dbd28e711","_type":"span","marks":["strong"],"text":"Save"},{"_key":"8654dbd28e712","_type":"span","marks":[],"text":" and you’re all set. Any individual who matches our criteria will be tagged as a product-qualified lead 🥂"}],"markDefs":[],"style":"normal"},{"_key":"cadf9b75b2b8","_type":"block","children":[{"_key":"b4e01ecd2fc80","_type":"span","marks":[],"text":"Let’s take a look at what we’ve found."}],"markDefs":[],"style":"normal"},{"_key":"725764b52fb3","_type":"anchor","label":"Step 5: Identify PQLs"},{"_key":"f2f8d057774b","_type":"block","children":[{"_key":"622ddb3faaf20","_type":"span","marks":[],"text":"Step 5: Identify PQLs"}],"markDefs":[],"style":"h3"},{"_key":"3294b858bb4e","_type":"block","children":[{"_key":"2ebf13ea19e80","_type":"span","marks":[],"text":"Click "},{"_key":"2ebf13ea19e81","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"2ebf13ea19e82","_type":"span","marks":[],"text":" to exit the "},{"_key":"2ebf13ea19e83","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"2ebf13ea19e84","_type":"span","marks":[],"text":" menu, then click "},{"_key":"2ebf13ea19e85","_type":"span","marks":["strong"],"text":"Members"},{"_key":"2ebf13ea19e86","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"92d29813e806","_type":"mainImage","asset":{"_ref":"image-465c487129184466948f52d96dcf18fcc831187b-3841x2161-png","_type":"reference"},"caption":"Select Members"},{"_key":"cfd82ce5cb14","_type":"block","children":[{"_key":"02358fca73660","_type":"span","marks":[],"text":"Select "},{"_key":"02358fca73661","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"02358fca73662","_type":"span","marks":[],"text":", then navigate to "},{"_key":"02358fca73663","_type":"span","marks":["strong"],"text":"Member tags"},{"_key":"02358fca73664","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"bf89fb9575fd","_type":"mainImage","asset":{"_ref":"image-902e9e59f3931da2a4a154d308588a9872e58494-2071x1321-png","_type":"reference"},"caption":"Select Member tags"},{"_key":"2a201116db2e","_type":"block","children":[{"_key":"c6acf2c290dd0","_type":"span","marks":[],"text":"This will open up a dropdown menu. Choose "},{"_key":"c6acf2c290dd1","_type":"span","marks":["strong"],"text":"Product qualified"},{"_key":"c6acf2c290dd2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"3e0b3a8f8513","_type":"mainImage","asset":{"_ref":"image-9e0ab735fef7706002ecfdbd20e0a7b8550b2734-517x915-png","_type":"reference"},"caption":"Select Product qualified"},{"_key":"05f02b655a00","_type":"block","children":[{"_key":"853a88a481190","_type":"span","marks":[],"text":"This will give us a view of every product user who matches our tag 👀"}],"markDefs":[],"style":"normal"},{"_key":"c230a65d7095","_type":"block","children":[{"_key":"afedaa1cab580","_type":"span","marks":[],"text":"We can drill down further from here if we want to. Let’s say we'd like to prioritize the biggest and best opportunities—people who work at large organizations that bring in a certain amount of revenue each year."}],"markDefs":[],"style":"normal"},{"_key":"da56eeb57a08","_type":"block","children":[{"_key":"4547023f3d890","_type":"span","marks":[],"text":"💡 Common Room’s "},{"_key":"4547023f3d891","_type":"span","marks":["2bfbd7ce5a5a"],"text":"filters"},{"_key":"4547023f3d892","_type":"span","marks":[],"text":" make it easy to narrow your scope by sifting through individuals and organizations based on specific attributes and actions, such as job title, tech stack, keywords, sentiment, and more."}],"markDefs":[{"_key":"2bfbd7ce5a5a","_type":"link","href":"https://docs.commonroom.io/using-common-room/organizations-page/filters-and-sorting"}],"style":"callout"},{"_key":"c37c69d35240","_type":"block","children":[{"_key":"9dff445d04140","_type":"span","marks":[],"text":"We’ll click "},{"_key":"9dff445d04141","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"9dff445d04142","_type":"span","marks":[],"text":" again and head over to "},{"_key":"9dff445d04143","_type":"span","marks":["strong"],"text":"Organization size"},{"_key":"9dff445d04144","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"594f94008170","_type":"mainImage","asset":{"_ref":"image-3c2ba2e03ff8f6135daabcad31d6ddea30003988-2491x1319-png","_type":"reference"},"caption":"Select Organization size"},{"_key":"29d16f2524f4","_type":"block","children":[{"_key":"e0352eeef1e80","_type":"span","marks":[],"text":"After we select this filter, we’ll add 1,000 to the "},{"_key":"e0352eeef1e81","_type":"span","marks":["strong"],"text":"At least"},{"_key":"e0352eeef1e82","_type":"span","marks":[],"text":" box."}],"markDefs":[],"style":"normal"},{"_key":"b24d6177d9eb","_type":"mainImage","asset":{"_ref":"image-e6df7dcc456009ec9b9cc4c8344f9f61a0803ad4-481x1037-png","_type":"reference"},"caption":"Add criteria"},{"_key":"ffaa31b1b804","_type":"block","children":[{"_key":"202f3964c7790","_type":"span","marks":[],"text":"Next we’ll add a filter for "},{"_key":"202f3964c7791","_type":"span","marks":["strong"],"text":"Annual revenue"},{"_key":"202f3964c7792","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"82250151cc86","_type":"mainImage","asset":{"_ref":"image-c200c230ff8bd24a9a21ded43ee96e7dfa827194-2499x1309-png","_type":"reference"},"caption":"Select Annual revenue"},{"_key":"a9a74934f9a3","_type":"block","children":[{"_key":"3e68f38ac45f0","_type":"span","marks":[],"text":"Then we’ll add $10M to the "},{"_key":"3e68f38ac45f1","_type":"span","marks":["strong"],"text":"At least"},{"_key":"3e68f38ac45f2","_type":"span","marks":[],"text":" box."}],"markDefs":[],"style":"normal"},{"_key":"403111d45765","_type":"mainImage","asset":{"_ref":"image-f43a0853cffa9026b14bb307639155cc4551248c-475x967-png","_type":"reference"},"caption":"Add criteria"},{"_key":"158a2b3a7abb","_type":"block","children":[{"_key":"aef3685628150","_type":"span","marks":[],"text":"Now we have a view of all product-qualified leads that work at organizations with at least 1,000 employees and generate $10 million or more in annual revenue."}],"markDefs":[],"style":"normal"},{"_key":"b0d10000b621","_type":"block","children":[{"_key":"b717817ddfc00","_type":"span","marks":[],"text":"Let’s make sure we’re always kept up to date on our leads."}],"markDefs":[],"style":"normal"},{"_key":"dab0931e8b2a","_type":"anchor","label":"Step 6: Create real-time alerts"},{"_key":"f82ef43d0624","_type":"block","children":[{"_key":"52fcb476f7950","_type":"span","marks":[],"text":"Step 6: Create real-time alerts"}],"markDefs":[],"style":"h3"},{"_key":"e9c537e7a7c5","_type":"block","children":[{"_key":"68e281c5d6560","_type":"span","marks":[],"text":"Navigate to "},{"_key":"68e281c5d6561","_type":"span","marks":["strong"],"text":"Team alerts"},{"_key":"68e281c5d6562","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"1a39d6bfb756","_type":"mainImage","asset":{"_ref":"image-cf7c9bbb9515fd059e4752bdce900901cb933bc0-3841x2161-png","_type":"reference"},"caption":"Select Team alerts"},{"_key":"84391d46d684","_type":"block","children":[{"_key":"9f30cab2b9110","_type":"span","marks":[],"text":"We’ll click "},{"_key":"9f30cab2b9111","_type":"span","marks":["strong"],"text":"Create team alert"},{"_key":"9f30cab2b9112","_type":"span","marks":[],"text":" to set up what will trigger our alert and where it will be sent."}],"markDefs":[],"style":"normal"},{"_key":"aa0881c67549","_type":"mainImage","asset":{"_ref":"image-14f7c072ce466f674a621790fd1fadc6396e9d91-2303x881-png","_type":"reference"},"caption":"Select Create team alert"},{"_key":"612f467fcb5c","_type":"block","children":[{"_key":"8102dec00a7b0","_type":"span","marks":[],"text":"We want to get notified any time a user becomes a PQL 📟"}],"markDefs":[],"style":"normal"},{"_key":"39dec4f01f22","_type":"block","children":[{"_key":"6c738b3193580","_type":"span","marks":[],"text":"First we’ll select "},{"_key":"6c738b3193581","_type":"span","marks":["strong"],"text":"New member"},{"_key":"6c738b3193582","_type":"span","marks":[],"text":" under the trigger section."}],"markDefs":[],"style":"normal"},{"_key":"687f16ff88a6","_type":"mainImage","asset":{"_ref":"image-34385c5aef6459a69de0861b6e2a9edeb2f80865-733x935-png","_type":"reference"},"caption":"Select New member"},{"_key":"86d2497a1e94","_type":"block","children":[{"_key":"b66e9ee976ef0","_type":"span","marks":[],"text":"Then we’ll click "},{"_key":"b66e9ee976ef1","_type":"span","marks":["strong"],"text":"Add member filter"},{"_key":"b66e9ee976ef2","_type":"span","marks":[],"text":" under the filters section and choose "},{"_key":"b66e9ee976ef3","_type":"span","marks":["strong"],"text":"Member tags"},{"_key":"b66e9ee976ef4","_type":"span","marks":[],"text":". Select "},{"_key":"b66e9ee976ef5","_type":"span","marks":["strong"],"text":"Product qualified"},{"_key":"b66e9ee976ef6","_type":"span","marks":[],"text":" from the dropdown list."}],"markDefs":[],"style":"normal"},{"_key":"8327d5e0bde2","_type":"mainImage","asset":{"_ref":"image-9cdbfb69a55af6ca99a01324d4f33ad22b1bf244-477x255-png","_type":"reference"},"caption":"Select Product qualified"},{"_key":"47485ea4834e","_type":"block","children":[{"_key":"3b534aa460770","_type":"span","marks":[],"text":"Finally, let’s make sure we get alerted where we work. We’ll choose an internal Slack channel under the Action section."}],"markDefs":[],"style":"normal"},{"_key":"e5d1493771c8","_type":"mainImage","asset":{"_ref":"image-725e8c21fc2b3323b9fbdeb59890ad00ce51b494-715x623-png","_type":"reference"},"caption":"Select Slack channel"},{"_key":"50ab33b4259f","_type":"block","children":[{"_key":"6cbdb14f2b920","_type":"span","marks":[],"text":"Click "},{"_key":"6cbdb14f2b921","_type":"span","marks":["strong"],"text":"Create alert"},{"_key":"6cbdb14f2b922","_type":"span","marks":[],"text":" and now we’ll be the first to know about new PQLs."}],"markDefs":[],"style":"normal"},{"_key":"82f00ea0ca8e","_type":"block","children":[{"_key":"f07be49080450","_type":"span","marks":[],"text":"But we don’t just want to know about product-qualified leads—we want to follow up with them. 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Choose "},{"_key":"f6ad75cd007e5","_type":"span","marks":["strong"],"text":"Member tags"},{"_key":"f6ad75cd007e6","_type":"span","marks":[],"text":" and select "},{"_key":"f6ad75cd007e7","_type":"span","marks":["strong"],"text":"Product qualified "},{"_key":"f6ad75cd007e8","_type":"span","marks":[],"text":"from the dropdown list."}],"markDefs":[],"style":"normal"},{"_key":"6b18eaba2f56","_type":"mainImage","asset":{"_ref":"image-646eb84c8d3aea21282bc58cdf1ebb1e708f65c4-531x431-png","_type":"reference"},"caption":"Select Product qualified"},{"_key":"2e441d74075b","_type":"block","children":[{"_key":"3329f63d44a00","_type":"span","marks":[],"text":"Segments are reactive. Any time a person matches our criteria, they’ll automatically be added to our segment. Likewise, any time a person stops matching our criteria, they’ll be removed. 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That way you can always stay up to date on the key people and activities you want to know about whether they’re part of a segment or not."}],"markDefs":[{"_key":"148bfb37f8a4","_type":"link","href":"https://docs.commonroom.io/using-common-room/team-alerts-page"}],"style":"callout"},{"_key":"40547e38ac99","_type":"block","children":[{"_key":"b22db1531c940","_type":"span","marks":[],"text":"Any segments we create will automatically be added to the "},{"_key":"b22db1531c941","_type":"span","marks":["strong"],"text":"My segments"},{"_key":"b22db1531c942","_type":"span","marks":[],"text":" section of the page, but let’s make sure they’re the first thing we see when we log into Common Room."}],"markDefs":[],"style":"normal"},{"_key":"2f82c171403f","_type":"anchor","label":"Step 5: Add segments to Home"},{"_key":"eaea80cb22ed","_type":"block","children":[{"_key":"a0dc6e82f39c0","_type":"span","marks":[],"text":"Step 5: Add segments to Home"}],"markDefs":[],"style":"h3"},{"_key":"2606c1cc320d","_type":"block","children":[{"_key":"53a69cba4dc20","_type":"span","marks":[],"text":"Every segment can be added to our "},{"_key":"53a69cba4dc21","_type":"span","marks":["strong"],"text":"Home"},{"_key":"53a69cba4dc22","_type":"span","marks":[],"text":" screen in Common Room. 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We’ll narrow it down using filters."}],"markDefs":[],"style":"normal"},{"_key":"dfc3f308808b","_type":"block","children":[{"_key":"8074ef77c5af0","_type":"span","marks":[],"text":"💡 You can choose from a wide variety of "},{"_key":"8074ef77c5af1","_type":"span","marks":["c1ec38cb1bba"],"text":"filters"},{"_key":"8074ef77c5af2","_type":"span","marks":[],"text":" to drill down into individuals, organizations, and activities based on the criteria that matter most to you."}],"markDefs":[{"_key":"c1ec38cb1bba","_type":"link","href":"https://docs.commonroom.io/using-common-room/organizations-page/filters-and-sorting"}],"style":"callout"},{"_key":"26b509564e4c","_type":"block","children":[{"_key":"7f353ffb52990","_type":"span","marks":[],"text":"Click "},{"_key":"7f353ffb52991","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"7f353ffb52992","_type":"span","marks":[],"text":" and choose "},{"_key":"7f353ffb52993","_type":"span","marks":["strong"],"text":"Member tags"},{"_key":"7f353ffb52994","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"b620ced8ad71","_type":"mainImage","asset":{"_ref":"image-c0f3c5fa38f6e4ee1ea63fbb5001c1b90fa2e753-2732x1386-png","_type":"reference"},"caption":"Select Member tags"},{"_key":"e9fde16f61e8","_type":"block","children":[{"_key":"026ede4611500","_type":"span","marks":[],"text":"This will open up a dropdown menu of options. Select "},{"_key":"026ede4611501","_type":"span","marks":["strong"],"text":"Economic buyers"},{"_key":"026ede4611502","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"a749435da092","_type":"mainImage","asset":{"_ref":"image-4d178dcf2d5a2f9894d5afa0d25dcfa0c9fe2ac3-684x914-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"a49932544296","_type":"block","children":[{"_key":"9d046c0dc0da0","_type":"span","marks":[],"text":"This is a default tag available to all Common Room users. It’s configured to help you spotlight the individuals most likely to have budget authority based on their job title 💵"}],"markDefs":[],"style":"normal"},{"_key":"d75457e51d0a","_type":"block","children":[{"_key":"eabcf1662d410","_type":"span","marks":[],"text":"Any individual with the following words in their title will automatically be tagged as an economic buyer: head of, director, VP, president, chief, CFO, CTO, CPO, CMO, COO, CEO."}],"markDefs":[],"style":"normal"},{"_key":"d74d4af032e0","_type":"block","children":[{"_key":"c3206dceb89e0","_type":"span","marks":[],"text":"We can also edit the tag to narrow its scope, such as by customizing it for a specific type of buyer based on their role."}],"markDefs":[],"style":"normal"},{"_key":"a0be86422733","_type":"block","children":[{"_key":"2ff8815bb5000","_type":"span","marks":[],"text":"Click out of the dropdown menu and voilà—you now have a view of all economic buyers active across your digital channels."}],"markDefs":[],"style":"normal"},{"_key":"8de1f31dd184","_type":"mainImage","asset":{"_ref":"image-7f33eccc04913762e515bd33e84c800c7910b557-2252x930-png","_type":"reference"},"caption":"View economic buyers"},{"_key":"bd2dd2423d67","_type":"block","children":[{"_key":"b718fd44e0200","_type":"span","marks":[],"text":"Next time someone reacts to our content on LinkedIn, we’ll know whether they’re a junior employee or a potential decision-maker."}],"markDefs":[],"style":"normal"},{"_key":"0d5b3ae42e05","_type":"block","children":[{"_key":"3f213d49d9850","_type":"span","marks":[],"text":"Hover over an individual and click "},{"_key":"3f213d49d9851","_type":"span","marks":["strong"],"text":"Preview"},{"_key":"3f213d49d9852","_type":"span","marks":[],"text":" to pull up their profile."}],"markDefs":[],"style":"normal"},{"_key":"a73b90e89670","_type":"mainImage","asset":{"_ref":"image-3e19cb170fccfece062540793aba70512f3357be-2260x418-png","_type":"reference"},"caption":"Select Preview"},{"_key":"9dfb25174822","_type":"block","children":[{"_key":"f57908da0ed40","_type":"span","marks":[],"text":"From here you can learn more about economic buyers and their most recent activity. If you wish, you can also "},{"_key":"f57908da0ed41","_type":"span","marks":["e702fb65dadd"],"text":"add them to an Outreach sequence"},{"_key":"f57908da0ed42","_type":"span","marks":[],"text":", send them a message, add them to a "},{"_key":"f57908da0ed43","_type":"span","marks":["36942957b0b6"],"text":"segment"},{"_key":"f57908da0ed44","_type":"span","marks":[],"text":", and more."}],"markDefs":[{"_key":"e702fb65dadd","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/add-members-to-an-outreach-sequence"},{"_key":"36942957b0b6","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments-page/segments-page-home"}],"style":"normal"},{"_key":"8bde240e7cf4","_type":"mainImage","asset":{"_ref":"image-50b6d65fd882e228dca8c47a43cdc08a2753b04a-3840x2160-png","_type":"reference"},"caption":"View preview"},{"_key":"0c055493304d","_type":"block","children":[{"_key":"a0d87644a3310","_type":"span","marks":[],"text":"We can add more filters to drill down further. But in this case, we want to edit our "},{"_key":"a0d87644a3311","_type":"span","marks":["strong"],"text":"Economic buyer"},{"_key":"a0d87644a3312","_type":"span","marks":[],"text":" tag."}],"markDefs":[],"style":"normal"},{"_key":"ee192ca842bf","_type":"block","children":[{"_key":"cf68de5a00250","_type":"span","marks":[],"text":"Let’s update our tag to focus on decision-makers from high-fit companies."}],"markDefs":[],"style":"normal"},{"_key":"1944b9230ae9","_type":"anchor","label":"Step 3: Edit Economic buyer tag"},{"_key":"c3b27129f8ba","_type":"block","children":[{"_key":"009de3237c110","_type":"span","marks":[],"text":"Step 3: Edit Economic buyer tag"}],"markDefs":[],"style":"h3"},{"_key":"6995f402402a","_type":"block","children":[{"_key":"c619043237960","_type":"span","marks":[],"text":"Head back to the "},{"_key":"c619043237961","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"c619043237962","_type":"span","marks":[],"text":" menu and click on "},{"_key":"c619043237963","_type":"span","marks":["strong"],"text":"Tags"},{"_key":"c619043237964","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"3f631f633fb7","_type":"mainImage","asset":{"_ref":"image-443226971dca5eaecdd549a96fea8a307ad8e3c0-3840x2160-png","_type":"reference"},"caption":"Select Tags"},{"_key":"f26403e2c897","_type":"block","children":[{"_key":"a5cc252f8dba0","_type":"span","marks":[],"text":"💡 Common Room makes it easy to identify and track specific individuals and organizations with fully customizable "},{"_key":"a5cc252f8dba1","_type":"span","marks":["c40deba02cd0"],"text":"tags"},{"_key":"a5cc252f8dba2","_type":"span","marks":[],"text":". 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"},{"_key":"bd11b6c3ae0f","_type":"span","marks":["5d29982e37db"],"text":"See all of our source integrations here"},{"_key":"da8d67cb790e","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"5d29982e37db","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"callout"},{"_key":"235e7b1c12c3","_type":"anchor","label":"Step 1: Connect sources"},{"_key":"0320e682b604","_type":"block","children":[{"_key":"8c20d6dc00660","_type":"span","marks":[],"text":"Step 1: Connect to your community sources"}],"markDefs":[],"style":"h3"},{"_key":"45b2b90f7cf2","_type":"block","children":[{"_key":"c430d8817eb80","_type":"span","marks":[],"text":"The first thing we’ll want to do is connect to the sources where your community resides. 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Head over to "},{"_key":"a206434c2e6b1","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"a206434c2e6b2","_type":"span","marks":[],"text":" in Common Room and choose to add Slack."}],"markDefs":[],"style":"normal"},{"_key":"70ab48121c2d","_type":"mainImage","alt":"Choose to + Connect to Slack in the Sources overview","asset":{"_ref":"image-d99e73f9003636168b18d999fa7d94b0a2e59654-800x640-png","_type":"reference"},"caption":"Choose to + Connect to Slack in the Sources overview"},{"_key":"46e62fdddbda","_type":"block","children":[{"_key":"7475286134960","_type":"span","marks":[],"text":"You’ll be asked a few prompts to authenticate. All of this should take less than a minute."}],"markDefs":[],"style":"normal"},{"_key":"e06b053cd04e","_type":"mainImage","alt":"Authenticate Slack before data import","asset":{"_ref":"image-74776e968f95bd0119d0214fcb22b14becf355ee-2006x1290-png","_type":"reference"},"caption":"Authenticate Slack before data import"},{"_key":"87f807cf8213","_type":"block","children":[{"_key":"243c40f0a5c4","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"b06ee3ee34ea","_type":"span","marks":[],"text":" To import data from Slack, you’ll need "},{"_key":"5dbb1cde6bbc","_type":"span","marks":["bb845de31bf6"],"text":"permission to add applications"},{"_key":"9ae873deb484","_type":"span","marks":[],"text":" to your Slack workspace."}],"markDefs":[{"_key":"bb845de31bf6","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/slack#required-permissions"}],"style":"callout"},{"_key":"e148a67d1296","_type":"block","children":[{"_key":"69bac691bc270","_type":"span","marks":[],"text":"After authenticating, data from Slack will start importing into Common Room. 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And from here, we can start taking action, which brings us to the next step."}],"markDefs":[],"style":"normal"},{"_key":"996f99fb1312","_type":"block","children":[{"_key":"0fbbb5ce7903","_type":"span","marks":["strong"],"text":"⚠️ Note:"},{"_key":"ac9612e2b9d1","_type":"span","marks":[],"text":" After completing this step, your team can track, filter, report on, and engage with community-qualified members—all within Common Room! 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Are they customers of your SaaS offering?"}],"markDefs":[],"style":"normal"},{"_key":"ae5890940e79","_type":"block","children":[{"_key":"7e65c25327220","_type":"span","marks":[],"text":"While GitHub gives you a pulse on activity within your repo — top contributors, merge and pull requests activity, new and closed issues — it doesn’t provide specifics like company data from members or connect the dots on who is or isn’t a customer."}],"markDefs":[],"style":"normal"},{"_key":"6771a9c969d9","_type":"block","children":[{"_key":"5e07373796460","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to use Common Room to pull back the veil on your GitHub community beyond the basic info that GitHub provides. 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We can head over to the "},{"_key":"23cf506d7373","_type":"span","marks":["strong"],"text":"Members"},{"_key":"56ed1c7b710d","_type":"span","marks":[],"text":" view in Common Room to do that."}],"markDefs":[],"style":"normal"},{"_key":"f60c0d4573a1","_type":"block","children":[{"_key":"19d5f3a6a6860","_type":"span","marks":[],"text":"From here, we’ll add a filter to limit this view to just the GitHub source."}],"markDefs":[],"style":"normal"},{"_key":"4e9b7c8481e2","_type":"mainImage","asset":{"_ref":"image-65f6b64e0f3b6daa5ddca6fd033d1018195047d8-2932x1832-png","_type":"reference"},"caption":"Unfiltered Members view"},{"_key":"8e9811980795","_type":"block","children":[{"_key":"9b3658bbcf8b0","_type":"span","marks":[],"text":"And we can see that gets us to about 18k members. Which is far too much noise for the signal we’re looking for. So we can start narrowing that down by adding more filters."}],"markDefs":[],"style":"normal"},{"_key":"ac926295bb7a","_type":"block","children":[{"_key":"d2bc30d772320","_type":"span","marks":[],"text":"Let’s start by building our top contributor cohort."}],"markDefs":[],"style":"normal"},{"_key":"38236af8e37f","_type":"block","children":[{"_key":"d05166c0309d0","_type":"span","marks":[],"text":"We can click the "},{"_key":"d13b2881913a","_type":"span","marks":["strong"],"text":"+ Add filter"},{"_key":"7b3a29a724c4","_type":"span","marks":[],"text":" button and select GitHub-specific activity to filter on, like commits, pull requests, comments, issues, stars, etc."}],"markDefs":[],"style":"normal"},{"_key":"c7de68b8e94c","_type":"mainImage","asset":{"_ref":"image-bc9429be9aef4539ae466887e8af3f7da2569ab3-2214x1366-png","_type":"reference"},"caption":"Mega menu filter for members view"},{"_key":"a70a3b20050c","_type":"block","children":[{"_key":"ec074ff1de080","_type":"span","marks":[],"text":"Adding a filter for > 1 commit in the last 28 days narrows our list to a few dozen. This is what we were looking for — our top recently active contributors. We can select all members from here and add them to a new segment."}],"markDefs":[],"style":"normal"},{"_key":"eff8c1781c5d","_type":"mainImage","asset":{"_ref":"image-fc067fd748d27afe938ebe94bc9b20aab3171638-742x464-png","_type":"reference"},"caption":"Add selected members to a new segment"},{"_key":"babd402a2549","_type":"block","children":[{"_key":"527ffe3b2ba20","_type":"span","marks":[],"text":"Let’s follow a similar pattern to create a different segment for high-profile GitHub active members in our repo. 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Here are a few things to consider."}],"markDefs":[],"style":"normal"},{"_key":"423686b40566","_type":"block","children":[{"_key":"4ca34ed887920","_type":"span","marks":["strong"],"text":"Get internal buy-in"},{"_key":"4ca34ed887921","_type":"span","marks":[],"text":". Meet with key internal stakeholders and employees actively moderating and participating in your Discord server, such as Developer Advocates. Share with them your reasoning and plan for verification."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"76fea2944c4a","_type":"block","children":[{"_key":"ab54175885370","_type":"span","marks":["strong"],"text":"Brief key community members"},{"_key":"ab54175885371","_type":"span","marks":[],"text":". Align with key community members, such as moderators and champions, on your reasoning and plan for verification. Partner together with them in spreading the message, where possible."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"95f4557debe9","_type":"block","children":[{"_key":"df54e929dea00","_type":"span","marks":["strong"],"text":"Create messaging assets"},{"_key":"df54e929dea01","_type":"span","marks":[],"text":". Start building assets, including the pre-launch announcement for the whole community, the messaging for the verification prompt, and the copy for the bot. We have some examples available at the bottom of this playbook in the appendix."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"c0ed3e4a9a9b","_type":"block","children":[{"_key":"983943a79fdb0","_type":"span","marks":["strong"],"text":"Tell your community"},{"_key":"983943a79fdb1","_type":"span","marks":[],"text":". Communicate what community should expect to happen and when, what they’ll need to do to verify, and why. Address any questions or concerns from the community about the verification process."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"2c9c99926db5","_type":"block","children":[{"_key":"451825e29c230","_type":"span","marks":["strong"],"text":"Launch community verification"},{"_key":"451825e29c231","_type":"span","marks":[],"text":" by following this playbook."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"9b2af1779db2","_type":"block","children":[{"_key":"1f5da4aaed23","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"d6b969aebe37","_type":"anchor","label":"Step 1: Connect to Discord"},{"_key":"5d4aa5924206","_type":"block","children":[{"_key":"52c084e18445","_type":"span","marks":["strong"],"text":"Step 1: Connect Common Room to Discord"}],"markDefs":[],"style":"h3"},{"_key":"88272d46dea9","_type":"block","children":[{"_key":"07a36b39a4ea0","_type":"span","marks":[],"text":"Before setting up your Discord verification workflow, connect Common Room to your Discord server by following the interactive guide below ("},{"_key":"07a36b39a4ea1","_type":"span","marks":["d16976d01705"],"text":"see the full setup guide here"},{"_key":"07a36b39a4ea2","_type":"span","marks":[],"text":"). 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"}],"markDefs":[],"style":"normal"},{"_key":"ca70c10ff890","_type":"arcadeEmbed","url":"https://app.arcade.software/share/VW69wB6ej0uFoAsOJRCa"},{"_key":"face609f835a","_type":"block","children":[{"_key":"896c88d9c1f00","_type":"span","marks":["strong"],"text":"Click your server name"},{"_key":"896c88d9c1f01","_type":"span","marks":[],"text":" in the top-left corner, then select Server Settings."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"8827ac032897","_type":"block","children":[{"_key":"4553069c33210","_type":"span","marks":["strong"],"text":"Open the Roles page"},{"_key":"4553069c33211","_type":"span","marks":[],"text":" from within Server Settings. 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The Roomie role handles all messages in Discord that are created from Common Room."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"6b1fc4611158","_type":"block","children":[{"_key":"de29df25d6c60","_type":"span","marks":["strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong"],"text":"Select a channel"},{"_key":"de29df25d6c61","_type":"span","marks":[],"text":" you want to use to post the initial onboarding welcome message."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"73baae6d4ea7","_type":"block","children":[{"_key":"cfd3a75b4cf40","_type":"span","marks":["strong"],"text":"Open Discord → Server Settings → Roles,"},{"_key":"cfd3a75b4cf41","_type":"span","marks":[],"text":" and drag the newly created Roomie role above Community Verification and Verified. 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This should match the role you have already created in Discord."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"239ffaf95849","_type":"block","children":[{"_key":"7ef26a8554b30","_type":"span","marks":["strong"],"text":"Optionally, add a survey question"},{"_key":"7ef26a8554b31","_type":"span","marks":[],"text":" to send to verified members. 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In this step you’ll restrict access to most or all channels in your Discord server "},{"_key":"56f632b4f86e1","_type":"span","marks":["strong","strong"],"text":"except"},{"_key":"56f632b4f86e2","_type":"span","marks":[],"text":" for members who have verified their identity and have been assigned the Verified role."}],"markDefs":[],"style":"normal"},{"_key":"55505887ce18","_type":"block","children":[{"_key":"3223dada9fe10","_type":"span","marks":[],"text":"❗It’s vital that this isn’t a surprise to your community. Please refer to our "},{"_key":"8649ff567100","_type":"span","marks":["906a30bf54e5"],"text":"preparation guidance"},{"_key":"2c0ac3898c53","_type":"span","marks":[],"text":" for details on how to announce the verification process to your community prior to launch."}],"markDefs":[{"_key":"906a30bf54e5","_type":"link","href":"https://www.commonroom.io/playbooks/enrich-discord-member-profiles/#anchors--9084a8ac76a6"}],"style":"callout"},{"_key":"98ed240085ac","_type":"block","children":[{"_key":"5891891e21570","_type":"span","marks":["strong"],"text":"Click your server name"},{"_key":"5891891e21571","_type":"span","marks":[],"text":" in the top-left corner, then select Server Settings → Roles."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"a22bffc06b9a","_type":"block","children":[{"_key":"3900ba1358c00","_type":"span","marks":["strong","strong","strong","strong","strong","strong","strong","strong","strong"],"text":"Click Default Permissions"},{"_key":"3900ba1358c01","_type":"span","marks":[],"text":" at the top of the Roles page."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"126255e1e683","_type":"block","children":[{"_key":"8362cc1ae8810","_type":"span","marks":["strong"],"text":"Click “Clear permissions”"},{"_key":"8362cc1ae8811","_type":"span","marks":[],"text":" to remove all permissions and access to channels for the @everyone role, then click Save Changes."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"38730971b253","_type":"block","children":[{"_key":"9cb79104cba00","_type":"span","marks":["strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong"],"text":"Open the channel settings for"},{"_key":"9cb79104cba01","_type":"span","marks":[],"text":" #start-here and open the Permissions page."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"f3233e9da090","_type":"block","children":[{"_key":"237cf604e06a0","_type":"span","marks":["strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong"],"text":"Under Roles/Members, select"},{"_key":"237cf604e06a1","_type":"span","marks":[],"text":" @everyone and toggle on the option permission to View Channel. Click Save Changes when you’re done."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"1cdeef294d06","_type":"block","children":[{"_key":"7d95c1ea9c5b","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"c6628481d378","_type":"anchor","label":"Step 6: Monitor your community"},{"_key":"92419eb5fa49","_type":"block","children":[{"_key":"9a05c758cddf","_type":"span","marks":[],"text":"Step 6: Monitor the verification process in your community"}],"markDefs":[],"style":"h3"},{"_key":"479438960c31","_type":"block","children":[{"_key":"ecea440bf2eb","_type":"span","marks":[],"text":"We recommend paying close attention to your community after launching the verification process, and responding to any community member questions that arise during this time."}],"markDefs":[],"style":"normal"},{"_key":"d235f0d5ef51","_type":"block","children":[{"_key":"057373c0b3890","_type":"span","marks":[],"text":"By completing this playbook, you’ll know "},{"_key":"057373c0b3891","_type":"span","marks":["em"],"text":"exactly"},{"_key":"057373c0b3892","_type":"span","marks":[],"text":" who your community members are, enabling you to prioritize the activities and insights in your community."}],"markDefs":[],"style":"normal"},{"_key":"3ef394190711","_type":"block","children":[{"_key":"c121a29b7cb00","_type":"span","marks":[],"text":"Starting one week after launch, Common Room can share verification stats like verification rate, the number of profiles auto-merged with existing Common Room members, and growth in community membership."}],"markDefs":[],"style":"callout"},{"_key":"5aa79bf10c3f","_type":"block","children":[{"_key":"f82d6a2db868","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"276741ca0cde","_type":"block","children":[{"_key":"f3481aaac6d0","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"48518f26197c","_type":"anchor","label":"FAQs"},{"_key":"1af9259a3446","_type":"block","children":[{"_key":"88bf9a3442eb0","_type":"span","marks":[],"text":"FAQs"}],"markDefs":[],"style":"h3"},{"_key":"e3287543cce8","_type":"block","children":[{"_key":"e6e5822095ce0","_type":"span","marks":[],"text":"What’s the difference between the Roomie and Community Verification roles?"}],"markDefs":[],"style":"h4"},{"_key":"3bfa36f84053","_type":"block","children":[{"_key":"9889a25805e10","_type":"span","marks":[],"text":"The "},{"_key":"9889a25805e11","_type":"span","marks":["strong"],"text":"Community Verification"},{"_key":"9889a25805e12","_type":"span","marks":[],"text":" role can assign roles to members, and read posts from channels it has been authorized to access. This role is created automatically when you first connect Discord to Common Room."}],"markDefs":[],"style":"normal"},{"_key":"9b738fdc5e29","_type":"block","children":[{"_key":"f39088eedea70","_type":"span","marks":[],"text":"The "},{"_key":"f39088eedea71","_type":"span","marks":["strong","strong","strong","strong","strong","strong","strong"],"text":"Roomie"},{"_key":"f39088eedea72","_type":"span","marks":[],"text":" role handles all messages in Discord that are created from Common Room workflows. This role is automatically created when you create and save a Common Room workflow that sends messages to Discord."}],"markDefs":[],"style":"normal"},{"_key":"022be1b98e6e","_type":"block","children":[{"_key":"c7cdc1db8e460","_type":"span","marks":[],"text":"Can I edit my workflow after it’s saved?"}],"markDefs":[],"style":"h4"},{"_key":"f82bb202cdf6","_type":"block","children":[{"_key":"e25cf06210e70","_type":"span","marks":[],"text":"Yes, you can edit a workflow anytime. With the Discord onboarding and verification workflow, we’ll post your updated message after it’s edited and saved, so we suggest deleting any old Discord posts after that occurs."}],"markDefs":[],"style":"normal"},{"_key":"18078a670a09","_type":"block","children":[{"_key":"eb0c26146dd90","_type":"span","marks":[],"text":"I received an error message when creating a Common Room workflow."}],"markDefs":[],"style":"h4"},{"_key":"89292635e8fb","_type":"block","children":[{"_key":"23aa71e336690","_type":"span","marks":[],"text":"If you see the error message, “Roomie bot does not have permissions to the selected channels. Please make sure Roomie bot is invited to the channel if it is a private channel.”, the Roomie role may have not been given permission to access your #start-here channel. Go to the channel settings → Permissions → Roles/Members, click the "},{"_key":"23aa71e336691","_type":"span","marks":["strong","strong","strong","strong","strong","strong"],"text":"+ icon,"},{"_key":"23aa71e336692","_type":"span","marks":[],"text":" and add the Roomie"}],"markDefs":[],"style":"normal"},{"_key":"91d325c1a18c","_type":"block","children":[{"_key":"e9c9d4ed6d310","_type":"span","marks":[],"text":"Can I customize the verification success landing page?"}],"markDefs":[],"style":"h4"},{"_key":"1a5ca4d70d0b","_type":"block","children":[{"_key":"0923ebe3063e0","_type":"span","marks":[],"text":"Yes. The default option will only show the message, “Thank you for verifying your identity!”, but you can customize the lading page to include different text. Here’s an example."}],"markDefs":[],"style":"normal"},{"_key":"4e56d653ce06","_type":"mainImage","alt":"Customize your verification landing page","asset":{"_ref":"image-3fbb73bee4ee7a9f8dfaca01d51ea3a6c6c3114a-1738x1102-png","_type":"reference"},"caption":"Customize your verification landing page"},{"_key":"32e8b4b61e44","_type":"block","children":[{"_key":"1d5d3c8962f30","_type":"span","marks":["strong"],"text":"Should I expect 100% verification success?"}],"markDefs":[],"style":"h4"},{"_key":"342c907c0ebf","_type":"block","children":[{"_key":"993448573cf10","_type":"span","marks":[],"text":"It is unlikely that 100% of your current members will end up verifying. This is due to a couple of reasons:"}],"markDefs":[],"style":"normal"},{"_key":"949ca7da1bf4","_type":"block","children":[{"_key":"97f105df33db0","_type":"span","marks":[],"text":"If a member is no longer active, they may not be engaged enough to be aware of the verification process & complete the steps"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"27b99b5681be","_type":"block","children":[{"_key":"8e6df5c9a3060","_type":"span","marks":[],"text":"Some members may prefer to simply read and explore the server without going through this process"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"115cc748d399","_type":"block","children":[{"_key":"8f45686876360","_type":"span","marks":[],"text":"With those reasons in mind, the verification process "},{"_key":"8f45686876361","_type":"span","marks":["strong"],"text":"will"},{"_key":"8f45686876362","_type":"span","marks":[],"text":" enable you to easily spot those members who are likely to be active participants in your community."}],"markDefs":[],"style":"normal"},{"_key":"7803b616fc1e","_type":"block","children":[{"_key":"79a3d9b43e360","_type":"span","marks":[],"text":"What if some members can’t see the Community Verification bot?"}],"markDefs":[],"style":"h4"},{"_key":"10d702b24314","_type":"block","children":[{"_key":"ee95cf1714c50","_type":"span","marks":[],"text":"If members mention "},{"_key":"ee95cf1714c51","_type":"span","marks":["strong"],"text":"not"},{"_key":"ee95cf1714c52","_type":"span","marks":[],"text":" being able to properly see the Community Verification bot, ensure they have enabled the “Show embeds and preview website links pasted into chat” option. To check, go to Discord User Settings → Text & Images → Embed and link previews"}],"markDefs":[],"style":"normal"},{"_key":"9920d90584e7","_type":"block","children":[{"_key":"9803dbdf77f90","_type":"span","marks":[],"text":"What should I do if I have other Discord bots in my server?"}],"markDefs":[],"style":"h4"},{"_key":"4fdd9cc08e72","_type":"block","children":[{"_key":"26584d8dd01e0","_type":"span","marks":[],"text":"If your Discord server has other existing bots you should confirm that they still have the right permissions to function in any channels that may have become restricted during the verification setup above. In some instances you may need to manually give those bots the Verified role so they can continue working correctly."}],"markDefs":[],"style":"normal"},{"_key":"7b5d97ab74ee","_type":"block","children":[{"_key":"c219aa7b4ebe0","_type":"span","marks":[],"text":"What should I do if I have other channels that I want new members to see before verifying?"}],"markDefs":[],"style":"h4"},{"_key":"ba2ccb277584","_type":"block","children":[{"_key":"f79d2903b69b0","_type":"span","marks":[],"text":"Some communities might want to include a few other channels that everyone can view right off the bat, like #community-rules. If you’d like to do something similar, open the channel settings and make sure that the everyone role has permission to view those channels. And, make sure that #start-here is the top-most channel in the list so it’s the first thing new members see."}],"markDefs":[],"style":"normal"},{"_key":"97a22dee91e6","_type":"block","children":[{"_key":"ce89011a1d950","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"e652ffb11715","_type":"anchor","label":"Appendix"},{"_key":"d92f99b27563","_type":"block","children":[{"_key":"41607712786e","_type":"span","marks":[],"text":"Appendix"}],"markDefs":[],"style":"h3"},{"_key":"41a969fee756","_type":"block","children":[{"_key":"f214de314df50","_type":"span","marks":[],"text":"Example of a pre-launch announcement post"}],"markDefs":[],"style":"h4"},{"_key":"e5a1f80aace9","_type":"block","children":[{"_key":"10b98687d72b0","_type":"span","marks":[],"text":"The purpose of the pre-launch announcement is to share your reasoning for the process and set expectations for the whole community. Typically, this is posted by a company employee so the community knows to trust the information being shared with them. It should cover the following:"}],"markDefs":[],"style":"normal"},{"_key":"67bc0288aea7","_type":"block","children":[{"_key":"b3ce909a6a0f0","_type":"span","marks":["strong"],"text":"Why"},{"_key":"b3ce909a6a0f1","_type":"span","marks":[],"text":" you’re launching a verification bot for the community"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"b557b2bbbbe0","_type":"block","children":[{"_key":"c4386c926da10","_type":"span","marks":["strong"],"text":"When"},{"_key":"c4386c926da11","_type":"span","marks":[],"text":" the verification process will launch"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"7f16ee85785d","_type":"block","children":[{"_key":"b5e3707916ba0","_type":"span","marks":["strong"],"text":"What"},{"_key":"b5e3707916ba1","_type":"span","marks":[],"text":" you want the members to do"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"9aceba22af84","_type":"block","children":[{"_key":"98b58bde77c20","_type":"span","marks":[],"text":"Here’s an example:"}],"markDefs":[],"style":"normal"},{"_key":"6a93d486cb1c","_type":"block","children":[{"_key":"f513790d9fb40","_type":"span","marks":[],"text":"Hi all! Name here from team.\n\nWe believe that to build a safe and inclusive community—one that fosters an environment where we can better support and collaborate together—requires knowing who is participating and engaging in this great community of ours.\n\nWith that in mind, we’ll soon be asking you all to verify your identities in order to unlock channels, roles, and permissions.\n\nOn launch date we’ll be launching the Community Verification bot and you’ll all be moved to the #start-here channel. Click the link posted by the bot and in a few easy steps, you’ll have verified your identity and unlocked full access."}],"markDefs":[],"style":"blockquote"},{"_key":"28fcf1f934e4","_type":"block","children":[{"_key":"44ab427618f8","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"3417c5985508","_type":"block","children":[{"_key":"d8f524ae5867","_type":"span","marks":[],"text":"Verification announcement"}],"markDefs":[],"style":"h4"},{"_key":"0c9a6420c383","_type":"block","children":[{"_key":"61cee59b7fea0","_type":"span","marks":[],"text":"The purpose of the verification announcement is to "},{"_key":"61cee59b7fea1","_type":"span","marks":["strong"],"text":"provide instructions on how a community member can verify their identity"},{"_key":"61cee59b7fea2","_type":"span","marks":[],"text":" to unlock additional channels, roles, permissions, etc."}],"markDefs":[],"style":"normal"},{"_key":"37de3eb4005e","_type":"block","children":[{"_key":"72a4c7e045a90","_type":"span","marks":[],"text":"While it can be a simple text post, a short video walking through the process can help make the content more engaging and authentic. This prompt is typically posted in a #start-here channel."}],"markDefs":[],"style":"normal"},{"_key":"2958fe170c16","_type":"block","children":[{"_key":"a31ceaa0080a0","_type":"span","marks":[],"text":"Here’s an example:"}],"markDefs":[],"style":"normal"},{"_key":"00e45d070fc3","_type":"block","children":[{"_key":"3b7b2b33bb700","_type":"span","marks":[],"text":"Welcome to Community Name!\n\nWe believe in building a safe and supportive community, and we need your help. In just a few easy steps, you can verify your identity to unlock more channels.\n\nClick the “Verify me!” link below posted by Community Verification bot to get started!"}],"markDefs":[],"style":"blockquote"},{"_key":"eefc51b839d1","_type":"block","children":[{"_key":"02f9d9929b8c0","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"h3"},{"_key":"ce77f86e2e47","_type":"block","children":[{"_key":"74d2a3f7805f","_type":"span","marks":[],"text":"Verification prompt"}],"markDefs":[],"style":"h4"},{"_key":"112af8a42281","_type":"block","children":[{"_key":"bdc5e55a7a850","_type":"span","marks":[],"text":"This is the message posted by the Community Verification bot asking members to click the link to verify."}],"markDefs":[],"style":"normal"},{"_key":"838b3006df02","_type":"block","children":[{"_key":"01026b17abc10","_type":"span","marks":[],"text":"Here's an example:"}],"markDefs":[],"style":"normal"},{"_key":"66194dec0e13","_type":"block","children":[{"_key":"513e8c11f9690","_type":"span","marks":[],"text":"Please verify your identity to unlock more channels. 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There are far better resources on "},{"_key":"88326d273514","_type":"span","marks":["4f02072027cd"],"text":"role configuration on Discord’s support forum"},{"_key":"6eb8611af524","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"4f02072027cd","_type":"link","href":"https://support.discord.com/hc/en-us/articles/214836687-Role-Management-101"}],"style":"callout"},{"_key":"a790b5b4a6e7","_type":"mainImage","alt":"Assign a Discord role","asset":{"_ref":"image-fc26a0c6ba1f0f9d63d1bcc58308911ee30e147a-1334x434-png","_type":"reference"},"caption":"Assign a Discord role"},{"_key":"15583c3a501e","_type":"block","children":[{"_key":"fbf9d109db8a0","_type":"span","marks":[],"text":"That’s all we’ll need to set up the verification portion of onboarding."}],"markDefs":[],"style":"normal"},{"_key":"d74f63a91214","_type":"block","children":[{"_key":"63c663e0b1bc0","_type":"span","marks":[],"text":"From a user experience, new members will see a verification message like this:"}],"markDefs":[],"style":"normal"},{"_key":"840400fb21c1","_type":"mainImage","alt":"Automated verification message sent to new members","asset":{"_ref":"image-b92b1721e7ce820bd20f9e328c9230fab15ed6e4-1662x294-png","_type":"reference"},"caption":"Automated verification message sent to new members"},{"_key":"a372b52d3e11","_type":"block","children":[{"_key":"eff5157af4bc0","_type":"span","marks":[],"text":"When members click the "},{"_key":"eff5157af4bc1","_type":"span","marks":["strong"],"text":"Verify"},{"_key":"eff5157af4bc2","_type":"span","marks":[],"text":" button, they’ll be taken to a confirmation page and able to close the tab to return to onboarding."}],"markDefs":[],"style":"normal"},{"_key":"9fb27e71ac33","_type":"mainImage","alt":"Identity verification screen confirmation","asset":{"_ref":"image-e5c0ea6470d4d2655bf3f3a4831712c561b5db84-1348x808-png","_type":"reference"},"caption":"Identity verification screen confirmation"},{"_key":"b80d69465f2b","_type":"anchor","label":"Step 3: Survey members and assign roles"},{"_key":"3bd3cc1c40aa","_type":"block","children":[{"_key":"6b4c59dbd6db0","_type":"span","marks":[],"text":"Step 3: Survey new members and assign roles"}],"markDefs":[],"style":"h3"},{"_key":"d466c7233edc","_type":"block","children":[{"_key":"76f35f11b5120","_type":"span","marks":[],"text":"With members verified, we’ll want also to ask them a few questions to route them to relevant channels across our server."}],"markDefs":[],"style":"normal"},{"_key":"9da52581d280","_type":"block","children":[{"_key":"97b39d47fd2b0","_type":"span","marks":[],"text":"For example, imagine that our server offers resources based on a member's job role. 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But over the last half-decade, it has grown into a premier destination for communities of all types, allowing members to engage in discussions around a practice (like stock trading) or product (like a particular piece of software). In March 2020, the company even changed its motto from “Chat for Gamers” to “Chat for Communities and Friends.”"}],"markDefs":[],"style":"normal"},{"_key":"facde2ba4232","_type":"block","children":[{"_key":"b63595ab2950","_type":"span","marks":[],"text":"If you’re a community leader or DevRel pro new to Discord and seeking to get better informed, you’ve come to the right place. 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It’s one thing to invite users to contribute to your open-source software; it’s another for them to take you up on it."}],"markDefs":[],"style":"normal"},{"_key":"edaad7754e66","_type":"block","children":[{"_key":"7a411cd7994c0","_type":"span","marks":[],"text":"To encourage and reinforce this behavior, it’s helpful to know it’s happening immediately, follow up, and lend a helping hand with haste."}],"markDefs":[],"style":"normal"},{"_key":"2200f8de46b5","_type":"block","children":[{"_key":"99496594bf560","_type":"span","marks":[],"text":"This playbook will show you how to tag meaningful source-specific activity (like when a PR is submitted on GitHub). Even better, we’ll also walk through how to notify your team members on Slack when a PR is submitted."}],"markDefs":[],"style":"normal"},{"_key":"03ab09ab0136","_type":"block","children":[{"_key":"6b921dd1b990","_type":"span","marks":["strong"],"text":"What you’ll need"}],"markDefs":[],"style":"normal"},{"_key":"c1c3e192a14f","_type":"block","children":[{"_key":"ea34691398b9","_type":"span","marks":["strong"],"text":"Common Room:"},{"_key":"af96e2523ea2","_type":"span","marks":[],"text":" this is what we’ll use to ingest activity from GitHub ("},{"_key":"63a9522e7912","_type":"span","marks":["afe897858c04"],"text":"Sign-up for free"},{"_key":"c9730a7b9a26","_type":"span","marks":[],"text":" to follow along)."}],"markDefs":[{"_key":"afe897858c04","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"b02f070a6780","_type":"block","children":[{"_key":"87d897f474d2","_type":"span","marks":["strong"],"text":"GitHub:"},{"_key":"c039263a1f5e","_type":"span","marks":[],"text":" Admin access or approval from your repository admin."}],"markDefs":[],"style":"callout"},{"_key":"03fc0306c15a","_type":"block","children":[{"_key":"6303397e3397","_type":"span","marks":["strong"],"text":"Slack:"},{"_key":"2d3e974cd600","_type":"span","marks":[],"text":" Permission to add applications to your community or company Slack instance."}],"markDefs":[],"style":"callout"},{"_key":"a3b11e02abbe","_type":"anchor","label":"Step 1: Pull GitHub data into Common Room"},{"_key":"aada3c5b8682","_type":"block","children":[{"_key":"255a2aad4b110","_type":"span","marks":[],"text":"Step 1: Pull GitHub data into Common Room"}],"markDefs":[],"style":"h3"},{"_key":"fb921604dbbc","_type":"block","children":[{"_key":"05a847a462640","_type":"span","marks":[],"text":"Our first step is to connect your repo to Common Room so we can pull in activity and create filters for our alerts. 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If you are not an org admin and proceed through the integration setup, GitHub will email your org admins requesting their approval. Common Room will begin importing activity from your repo once an admin approves the request."}],"markDefs":[{"_key":"ab23dc3bb4d3","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/github#required-permissions"}],"style":"callout"},{"_key":"57f22545cf51","_type":"block","children":[{"_key":"b2eb4a781c570","_type":"span","marks":[],"text":"And once authenticated is verified, you’ll see activity data from GitHub in your Common Room instance after a few minutes."}],"markDefs":[],"style":"normal"},{"_key":"ff83fa3e62fa","_type":"anchor","label":"Step 2: Filter GitHub activity"},{"_key":"f1a2d15765a2","_type":"block","children":[{"_key":"a4b74715f2d60","_type":"span","marks":[],"text":"Step 2: Filter activity from GitHub"}],"markDefs":[],"style":"h3"},{"_key":"5c879569513e","_type":"block","children":[{"_key":"e6000b93405f0","_type":"span","marks":[],"text":"With your GitHub repos connected, we can head to the 💬 "},{"_key":"e6000b93405f1","_type":"span","marks":["strong"],"text":"Activity"},{"_key":"e6000b93405f2","_type":"span","marks":[],"text":" pane in Common Room to get a sense of volume, activity type, etc."}],"markDefs":[],"style":"normal"},{"_key":"4d19a058c03a","_type":"block","children":[{"_key":"757a0b2ca1560","_type":"span","marks":[],"text":"Because Common Room is a single platform for operationalizing activity across many digital channels, many “rooms” (what we call a customer instance) have multiple sources connected."}],"markDefs":[],"style":"normal"},{"_key":"ade4f35fce8d","_type":"block","children":[{"_key":"6e379094f1930","_type":"span","marks":[],"text":"For our Uncommon community, we have more than 186k activities tracked! That’s way too many for this use case, so we’ll want to add filters to extract developer signals from the noise on channels like LinkedIn or Twitter."}],"markDefs":[],"style":"normal"},{"_key":"84c59d5d2f50","_type":"mainImage","alt":"Activity overview","asset":{"_ref":"image-d17c7300052f871b091af8b1e3ad0610a8968a74-2932x1832-png","_type":"reference"},"caption":"Activity overview"},{"_key":"03b7077fdf0c","_type":"block","children":[{"_key":"498043aa7a150","_type":"span","marks":[],"text":"From this view, we can click on "},{"_key":"498043aa7a151","_type":"span","marks":["strong"],"text":"+ Add filter"},{"_key":"498043aa7a152","_type":"span","marks":[],"text":" and select "},{"_key":"498043aa7a153","_type":"span","marks":["strong"],"text":"Source activity type"},{"_key":"498043aa7a154","_type":"span","marks":[],"text":" from the menu. This will allow us to pinpoint GitHub pull requests."}],"markDefs":[],"style":"normal"},{"_key":"7d907f275aff","_type":"block","children":[{"_key":"43e97a763df60","_type":"span","marks":[],"text":"With the source filter selected, we can hover over GitHub and check the button for "},{"_key":"43e97a763df61","_type":"span","marks":["strong"],"text":"Pull requests submitted"},{"_key":"43e97a763df62","_type":"span","marks":[],"text":". This brings our activity down to a couple thousand. Better, but still too much volume for our use case."}],"markDefs":[],"style":"normal"},{"_key":"1676bf6b1028","_type":"mainImage","alt":"Filter by GitHub source activity type","asset":{"_ref":"image-fc7a9cec0eff5aaf4cacf07c9792a6255bade302-1010x848-png","_type":"reference"},"caption":"Filter by GitHub source activity type"},{"_key":"8a342d8adac3","_type":"block","children":[{"_key":"37cdbf4503360","_type":"span","marks":[],"text":"To filter further, we can click on the calendar icon on the right side of the activity panel and choose "},{"_key":"d248011963de","_type":"span","marks":["strong"],"text":"Last 7 days"},{"_key":"582cdc6fbe54","_type":"span","marks":[],"text":". This narrows our results to a couple dozen pull requests from the last seven days. Much more manageable."}],"markDefs":[],"style":"normal"},{"_key":"0bd50173bf03","_type":"mainImage","alt":"Add time constraints to activity filters","asset":{"_ref":"image-b1b5b7332c1377f0f9f264fa2eba9c76ad9cd760-524x620-png","_type":"reference"},"caption":"Add time constraints to activity filters"},{"_key":"a58fcce0c813","_type":"block","children":[{"_key":"8eeeeffa52910","_type":"span","marks":[],"text":"Now, let's create an alert to send real-time notifications to Slack."}],"markDefs":[],"style":"normal"},{"_key":"163909ba629e","_type":"anchor","label":"Step 3: Automate team alerts"},{"_key":"404cadf9d813","_type":"block","children":[{"_key":"b4c04ac5f6100","_type":"span","marks":[],"text":"Step 3: Automate team alerts"}],"markDefs":[],"style":"h3"},{"_key":"fa6fe8b73edf","_type":"block","children":[{"_key":"3a89d85a44190","_type":"span","marks":[],"text":"Head over to the "},{"_key":"678c83395900","_type":"span","marks":["strong"],"text":"team alerts"},{"_key":"902eb118cc3d","_type":"span","marks":[],"text":" menu on the left nav and click the "},{"_key":"9b764e10498d","_type":"span","marks":["strong"],"text":"+ Create team alert"},{"_key":"ad7f39b61bfb","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"76530640ff04","_type":"mainImage","alt":"Team alerts overview","asset":{"_ref":"image-da9a9a3a80229119e5c8e3f2e43e24d5d9d365b8-2932x1832-png","_type":"reference"},"caption":"Create alerts for your team"},{"_key":"623ed51e3b8a","_type":"block","children":[{"_key":"f83ff04d60c40","_type":"span","marks":[],"text":"This will take us to the alert workflow, where we can set up a trigger from an event (PR submitted, in this case), a filter to narrow alerts if needed, and an action to send the alert to a destination."}],"markDefs":[],"style":"normal"},{"_key":"ab1ca9879a73","_type":"mainImage","alt":"Workflow for team alerts","asset":{"_ref":"image-39e542d7855fa4217e105854b4976e27d354ead3-2932x1832-png","_type":"reference"},"caption":"Send team alerts from a Common Room source to your alerting destination"},{"_key":"6992547c4f8b","_type":"block","children":[{"_key":"5ebb5e9b0f9e0","_type":"span","marks":[],"text":"First, we’ll select a trigger to initiate our alert. We’ll select Community Wide from the trigger dropdown and select "},{"_key":"a976f9322add","_type":"span","marks":["strong"],"text":"💬 New activity"},{"_key":"5cd6584d1d6e","_type":"span","marks":[],"text":" as our event."}],"markDefs":[],"style":"normal"},{"_key":"c63a54784ee2","_type":"mainImage","alt":"Trigger on new activity","asset":{"_ref":"image-15441b0369568b32e61982b6381442fd0c25a2b3-694x740-png","_type":"reference"},"caption":"Trigger a team alert from member activity"},{"_key":"b251ab1b9156","_type":"block","children":[{"_key":"8adc1aff39440","_type":"span","marks":[],"text":"We’re then taken to a filter step. And from here, we can select "},{"_key":"b1fabac20f82","_type":"span","marks":["strong"],"text":"Activity filters"},{"_key":"215c8833b69e","_type":"span","marks":[],"text":" and add the same criteria we used above: source activity type = GitHub and activity = pull requests submitted."}],"markDefs":[],"style":"normal"},{"_key":"e3373a8fcf3e","_type":"mainImage","alt":"Filter team alerts by activity","asset":{"_ref":"image-cc417d0e1a14b9233e2b22f0bb48e88f9a3f4821-1032x744-png","_type":"reference"},"caption":"Filter alerts by activity on GitHub"},{"_key":"1ec034cde0d6","_type":"block","children":[{"_key":"56af6b146a340","_type":"span","marks":[],"text":"We also don’t want alerts when our own team members submit pull requests, so we’ll add an additional "},{"_key":"7c5f47485b87","_type":"span","marks":["strong"],"text":"member filter"},{"_key":"376815251222","_type":"span","marks":[],"text":" to exclude our team."}],"markDefs":[],"style":"normal"},{"_key":"3fbf08646a67","_type":"mainImage","alt":"Add member filters to alerts","asset":{"_ref":"image-7d6e8839a30ced68f943f0578f56b94f31e9da31-862x824-png","_type":"reference"},"caption":"Add filters to your alerts to exclude members"},{"_key":"d22bd693f431","_type":"block","children":[{"_key":"39011c6d6f220","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"9e9ff977532b","_type":"span","marks":[],"text":" If we wanted to refine our team alerts, we could add additional filters here for firmographics (e.g., company size > 10 or industry excludes health care)."}],"markDefs":[],"style":"callout"},{"_key":"7843a831f868","_type":"block","children":[{"_key":"69860b3f51160","_type":"span","marks":[],"text":"And for our final step in our team alert workflow, we’ll select to send alerts to Slack and choose the channel we want alerts to go to."}],"markDefs":[],"style":"normal"},{"_key":"8567a644b1fc","_type":"mainImage","alt":"Send alerts to Slack destination","asset":{"_ref":"image-c70b6dac2aefa59f3aaf9e3db7d7e422c40e525f-764x784-png","_type":"reference"},"caption":"Send PR notifications to a Slack channel"},{"_key":"1fca7ae5d824","_type":"block","children":[{"_key":"2e19cce494930","_type":"span","marks":[],"text":"When you click \"Create alert,\" you’ll see a confirmation modal to send a test message. We want to test what this looks like, so we’ll send it."}],"markDefs":[],"style":"normal"},{"_key":"02d1daef250a","_type":"mainImage","alt":"Send a test message to Slack","asset":{"_ref":"image-557fecc0bf3577d577d4918d43aa696e97048eb3-1210x932-png","_type":"reference"},"caption":"Send a test alert message to Slack"},{"_key":"a89011845367","_type":"block","children":[{"_key":"33d6809018d10","_type":"span","marks":[],"text":"Everything looks good and our channel was updated, so we’ll click \"Create and turn on.\" And with that, our alert is live!"}],"markDefs":[],"style":"normal"},{"_key":"0427c5bcbf37","_type":"anchor","label":"Wrapping up"},{"_key":"a51d98df5bbc","_type":"block","children":[{"_key":"86c7ff07e687","_type":"span","marks":[],"text":"Wrapping up"}],"markDefs":[],"style":"h3"},{"_key":"9bcf87fc3e3e","_type":"block","children":[{"_key":"2a7260535172","_type":"span","marks":[],"text":"With this playbook, we isolated meaningful activity from GitHub and alerted our team to take action. 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"},{"_key":"bd11b6c3ae0f","_type":"span","marks":["5d29982e37db"],"text":"See all of our source integrations here"},{"_key":"da8d67cb790e","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"5d29982e37db","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"callout"},{"_key":"235e7b1c12c3","_type":"anchor","label":"Step 1: Connect sources"},{"_key":"0320e682b604","_type":"block","children":[{"_key":"8c20d6dc00660","_type":"span","marks":[],"text":"Step 1: Connect to your community sources"}],"markDefs":[],"style":"h3"},{"_key":"45b2b90f7cf2","_type":"block","children":[{"_key":"c430d8817eb80","_type":"span","marks":[],"text":"The first thing we’ll want to do is connect to the sources where your community resides. 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Head over to "},{"_key":"a206434c2e6b1","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"a206434c2e6b2","_type":"span","marks":[],"text":" in Common Room and choose to add Slack."}],"markDefs":[],"style":"normal"},{"_key":"70ab48121c2d","_type":"mainImage","alt":"Choose to + Connect to Slack in the Sources overview","asset":{"_ref":"image-d99e73f9003636168b18d999fa7d94b0a2e59654-800x640-png","_type":"reference"},"caption":"Choose to + Connect to Slack in the Sources overview"},{"_key":"46e62fdddbda","_type":"block","children":[{"_key":"7475286134960","_type":"span","marks":[],"text":"You’ll be asked a few prompts to authenticate. 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You’ll begin to see members and activities populate immediately, and the entire sync should just take a few minutes."}],"markDefs":[],"style":"normal"},{"_key":"16eb55fb6bbb","_type":"block","children":[{"_key":"0298d01b8d7a0","_type":"span","marks":[],"text":"Next, we’ll follow a similar process for GitHub. Head back over to "},{"_key":"0298d01b8d7a1","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"0298d01b8d7a2","_type":"span","marks":[],"text":" and choose to connect GitHub."}],"markDefs":[],"style":"normal"},{"_key":"9637ed170008","_type":"mainImage","alt":"Connect to GitHub to import repo data","asset":{"_ref":"image-e0a4875c509e0936516878e3ae6ba60883713bcd-560x468-png","_type":"reference"},"caption":"Connect to GitHub to import repo data"},{"_key":"bece29d2ab0c","_type":"block","children":[{"_key":"d18199e4c8040","_type":"span","marks":[],"text":"And we’ll also need to authenticate or request access to the repository to import data from our GitHub community."}],"markDefs":[],"style":"normal"},{"_key":"7997c4510c20","_type":"mainImage","alt":"Authenticate GitHub to select repos for data import","asset":{"_ref":"image-7399d0ebac58f538ea30de03b9e747721179521e-1422x822-png","_type":"reference"},"caption":"Authenticate GitHub to select repos for data import"},{"_key":"d66d1fb9f8eb","_type":"block","children":[{"_key":"3d329ceea57d","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"c8e0684ebae7","_type":"span","marks":[],"text":" "},{"_key":"85cd40389da7","_type":"span","marks":["7a1bb16bb732"],"text":"GitHub requires admin access or approval"},{"_key":"60cc4c47fa6d","_type":"span","marks":[],"text":". If you don't have admin access to your community's GitHub account, a request will be sent to your admin."}],"markDefs":[{"_key":"7a1bb16bb732","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/github"}],"style":"callout"},{"_key":"c2d26e118530","_type":"block","children":[{"_key":"5322462452c40","_type":"span","marks":[],"text":"Once GitHub is connected, we can follow the exact same process with Twitter or any other source you’d like to connect."}],"markDefs":[],"style":"normal"},{"_key":"ebf7e3c03963","_type":"block","children":[{"_key":"a74bd84c61860","_type":"span","marks":[],"text":"Let’s spare the redundancy connecting another source and move on to the next step."}],"markDefs":[],"style":"normal"},{"_key":"f1849d9d8854","_type":"anchor","label":"Step 2: Set CQL criteria"},{"_key":"c5ad459505ef","_type":"block","children":[{"_key":"8b7a4acfd5b10","_type":"span","marks":[],"text":"Step 2: Set qualification criteria for CQLs"}],"markDefs":[],"style":"h3"},{"_key":"1ac72af4dad4","_type":"block","children":[{"_key":"ffc53f8959720","_type":"span","marks":[],"text":"In this step, we’ll set the firmographic and activity criteria required for a member to become a community-qualified lead (CQL)."}],"markDefs":[],"style":"normal"},{"_key":"af1323171b2e","_type":"block","children":[{"_key":"96c1dfa428d7","_type":"span","marks":[],"text":"For that, we can use the "},{"_key":"13d5989b43d8","_type":"span","marks":["26835048ad94"],"text":"Tag"},{"_key":"dc49ac84c7f4","_type":"span","marks":[],"text":" functionality of Common Room. 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For instance, forking a GitHub repo (high investment) is scored 10, whereas starring a GitHub repo (low investment) is only scored as 2 impact points."}],"markDefs":[{"_key":"bce9fa19956f","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/impact-points#impact-point-default-weights"}],"style":"normal"},{"_key":"a4c9a78e867c","_type":"block","children":[{"_key":"6ca20bcf08000","_type":"span","marks":[],"text":"To get CQLs tagged quickly, we can use impact points and set either a threshold for the top percentage of members (e.g., top 90% of members = CQL), add a minimum point value, and set a time period."}],"markDefs":[],"style":"normal"},{"_key":"abfe3f6ab0f1","_type":"mainImage","alt":"Tag members by applying an Impact points filter","asset":{"_ref":"image-270210751ebb2f3788f77ed8d04fb50da21925f6-920x810-png","_type":"reference"},"caption":"Tag members by applying an Impact points filter"},{"_key":"d3b1c82ab325","_type":"block","children":[{"_key":"4ab80496216d0","_type":"span","marks":[],"text":"After setting our criteria and clicking Save, members who match our CQL definition will automatically be tagged with a CQ pill. And from here, we can start taking action, which brings us to the next step."}],"markDefs":[],"style":"normal"},{"_key":"996f99fb1312","_type":"block","children":[{"_key":"0fbbb5ce7903","_type":"span","marks":["strong"],"text":"⚠️ Note:"},{"_key":"ac9612e2b9d1","_type":"span","marks":[],"text":" After completing this step, your team can track, filter, report on, and engage with community-qualified members—all within Common Room! In the following steps, we’ll walk through how to sync with a CRM to pull those members into customer data source of record."}],"markDefs":[],"style":"callout"},{"_key":"b1176e9b0062","_type":"anchor","label":"Step 3: Configure your CRM"},{"_key":"003587877ce0","_type":"block","children":[{"_key":"587982e6737d0","_type":"span","marks":[],"text":"Step 3: Add new CQL fields to your CRM or Marketing Automation Platform"}],"markDefs":[],"style":"h3"},{"_key":"2880724bfc14","_type":"block","children":[{"_key":"36e1530c64f30","_type":"span","marks":[],"text":"Before connecting to our CRM or marketing automation platform, we’ll want to add a few custom fields that we can map to."}],"markDefs":[],"style":"normal"},{"_key":"2fc9340cf026","_type":"block","children":[{"_key":"a4492d70fb480","_type":"span","marks":[],"text":"We’ll create a couple of new fields on the HubSpot contact record."}],"markDefs":[],"style":"normal"},{"_key":"8dbd3719bf7d","_type":"block","children":[{"_key":"25fb8ffa05d5","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"cf6f43c74c1d","_type":"span","marks":[],"text":" Steps for creating new fields can be found in this "},{"_key":"6b8634f0a110","_type":"span","marks":["2c498f8f8f60"],"text":"HubSpot docs article →"}],"markDefs":[{"_key":"2c498f8f8f60","_type":"link","href":"https://knowledge.hubspot.com/crm-setup/manage-your-properties"}],"style":"callout"},{"_key":"958fe9fada97","_type":"block","children":[{"_key":"8baa43ad9d970","_type":"span","marks":[],"text":"In the HubSpot workspace, we’ll click the ⚙️ gear icon and then click the "},{"_key":"fcb782174fe4","_type":"span","marks":["strong"],"text":"Properties"},{"_key":"baca3dcfc6c1","_type":"span","marks":[],"text":" item in the left sidebar menu. 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And we’ll label this field something like "},{"_key":"81732fb060993","_type":"span","marks":["strong"],"text":"Community qualification date"},{"_key":"81732fb060994","_type":"span","marks":[],"text":" and give it an internal name of "},{"_key":"81732fb060995","_type":"span","marks":["strong"],"text":"cr_cq_date"},{"_key":"81732fb060996","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"2c21dc70c0ac","_type":"block","children":[{"_key":"16dfd78ca7460","_type":"span","marks":[],"text":"With these two fields, we’ll be able to track and report on CQLs as we’ll have both a filterable attribute for contacts and the timestamp when that field was updated."}],"markDefs":[],"style":"normal"},{"_key":"7c27cb2d0d6c","_type":"anchor","label":"Step 4: Sync CRM data"},{"_key":"e87561ff0f70","_type":"block","children":[{"_key":"f4848539875d0","_type":"span","marks":[],"text":"Step 4: Sync data from your CRM or Marketing Automation Platform"}],"markDefs":[],"style":"h3"},{"_key":"5bc6b2cc315e","_type":"block","children":[{"_key":"2c61babe67150","_type":"span","marks":[],"text":"To sync our members to HubSpot or Salesforce, we can add them as a new source."}],"markDefs":[],"style":"normal"},{"_key":"d9e57ecff123","_type":"block","children":[{"_key":"e957cc83a2790","_type":"span","marks":[],"text":"Head over to the sources menu (same place we set up Slack and GitHub above), and this time select "},{"_key":"e957cc83a2791","_type":"span","marks":["strong"],"text":"Get set up"},{"_key":"e957cc83a2792","_type":"span","marks":[],"text":" for either HubSpot or Salesforce."}],"markDefs":[],"style":"normal"},{"_key":"62f14c820a4d","_type":"mainImage","alt":"Connect to HubSpot or Salesforce","asset":{"_ref":"image-467153c7c1da96a798d00fdbf7d72c0255e71c58-1018x526-png","_type":"reference"},"caption":"Connect to HubSpot or Salesforce"},{"_key":"a4377318f588","_type":"block","children":[{"_key":"e8821dd8c84e0","_type":"span","marks":[],"text":"This will trigger a modal to request access to HubSpot or Salesforce."}],"markDefs":[],"style":"normal"},{"_key":"5e371d17b6c0","_type":"mainImage","alt":"HubSpot connection request prompt","asset":{"_ref":"image-8e3718de2ced564c3b2f2f5dc7337c029fa953c8-1136x752-png","_type":"reference"},"caption":"HubSpot connection request prompt"},{"_key":"758b9c5bd1c3","_type":"block","children":[{"_key":"63a8e4809a41","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"c2bf604e0a09","_type":"span","marks":[],"text":" "},{"_key":"b8e1141fbf30","_type":"span","marks":["b716cfc686b9"],"text":"HubSpot"},{"_key":"5610dce5a89a","_type":"span","marks":[],"text":" and "},{"_key":"6a6c5c7e2358","_type":"span","marks":["54db1b92aeba"],"text":"Salesforce"},{"_key":"20af952f00ef","_type":"span","marks":[],"text":" integrations require a bit more setup than other sources due to the field mapping and authentication requirements."}],"markDefs":[{"_key":"b716cfc686b9","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/hubspot"},{"_key":"54db1b92aeba","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/salesforce-crm"}],"style":"callout"},{"_key":"1d59e276e832","_type":"block","children":[{"_key":"e02613fcf53e0","_type":"span","marks":[],"text":"When you click "},{"_key":"c241a809efa7","_type":"span","marks":["strong"],"text":"Request"},{"_key":"5fd195b01769","_type":"span","marks":[],"text":", a Common Room team member will be prompted and assist with the setup. 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Here’s what that looks like from the "},{"_key":"055f7b492b0e","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"b2b3040053da","_type":"span","marks":[],"text":" view:"}],"markDefs":[],"style":"normal"},{"_key":"d1e979afdf09","_type":"mainImage","asset":{"_ref":"image-f91ee50ce28c9cc0dc5febb7093125958fd05949-2932x1832-png","_type":"reference"},"caption":"Organizations view in Common Room"},{"_key":"5596abe43015","_type":"block","children":[{"_key":"a11ab1188a090","_type":"span","marks":[],"text":"From here, we can start tinkering with filters to get a sense of how we want to define the stages of our funnel."}],"markDefs":[],"style":"normal"},{"_key":"7f01300115d2","_type":"block","children":[{"_key":"1ae6ce1b2cbf0","_type":"span","marks":[],"text":"Jumping into the "},{"_key":"f0fdcd0a1fc3","_type":"span","marks":["strong"],"text":"Members"},{"_key":"b3c362739a0b","_type":"span","marks":[],"text":" tab, we can see that our starting point is just under 17k members. And we can define funnel stages to group these members by stage."}],"markDefs":[],"style":"normal"},{"_key":"05e2742d214e","_type":"mainImage","asset":{"_ref":"image-8ce5dc9ba3ad9eea08aa5493f90c263564a47659-2932x1832-png","_type":"reference"},"caption":"Member view in Common Room"},{"_key":"a1cc20ab5e44","_type":"block","children":[{"_key":"f95e798698160","_type":"span","marks":[],"text":"Let’s start by defining our most active part of the dark funnel by adding a filter for at least ten impact points and activity within the last 28 days."}],"markDefs":[],"style":"normal"},{"_key":"a292c322b8b3","_type":"mainImage","asset":{"_ref":"image-f88fdb640f4e94c953d32bf60c86a4f426b3fff6-588x528-png","_type":"reference"},"caption":"Filter views by impact points"},{"_key":"ab7630267a47","_type":"block","children":[{"_key":"0ac22844aaa80","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"91550794f948","_type":"span","marks":[],"text":" Impact points are auto-generated based on a weighted scoring system defined by Common Room. "},{"_key":"0ac22844aaa81","_type":"span","marks":["ece718a561f0"],"text":"See how scores are calculated here →"}],"markDefs":[{"_key":"ece718a561f0","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/impact-points#impact-point-default-weights"}],"style":"callout"},{"_key":"98b4fde0aeb7","_type":"block","children":[{"_key":"1e5ea7f7bcf20","_type":"span","marks":[],"text":"This gets us down to about 500 members and feels like a good starting point for the bottom of the dark funnel. We’re satisfied, and we’ll define this cohort as "},{"_key":"6bb393c56ff9","_type":"span","marks":["strong"],"text":"Active"},{"_key":"6fabe00ddc3e","_type":"span","marks":[],"text":" members."}],"markDefs":[],"style":"normal"},{"_key":"96bc4e663bdb","_type":"block","children":[{"_key":"4fad2bdd124a0","_type":"span","marks":["strong"],"text":"Active"},{"_key":"797b66efdfaf","_type":"span","marks":[],"text":" = 10 or more impact points and active in the last 28 days"}],"markDefs":[],"style":"callout"},{"_key":"087b41ee5faa","_type":"block","children":[{"_key":"ed7b262a7a5f0","_type":"span","marks":[],"text":"Next, we’ll move further up the dark funnel and define a cohort of members who are not quite as active or have recently waned interest. We’ll call this group Aware members. After some tinkering, it looks like activity identified in the last 90 days with less than ten impact points gets us to a good place of about 2k members."}],"markDefs":[],"style":"normal"},{"_key":"4573acca9f6c","_type":"block","children":[{"_key":"fbb669cf5dac0","_type":"span","marks":["strong"],"text":"Aware"},{"_key":"fcf4a7fcc41b","_type":"span","marks":[],"text":" = active in the 90 days with 10 or less impact points"}],"markDefs":[],"style":"callout"},{"_key":"3c689c345f69","_type":"mainImage","asset":{"_ref":"image-f5d058910825f6758fe687617a0ccf2ccd16ef24-1088x562-png","_type":"reference"},"caption":"Add filters for the \"Aware\" stage"},{"_key":"00c58027d504","_type":"block","children":[{"_key":"7014877c0b6c0","_type":"span","marks":[],"text":"And finally, we’ll want to define a dormant cohort. Where we’ll include the rest of our members."}],"markDefs":[],"style":"normal"},{"_key":"eddf6bc41522","_type":"block","children":[{"_key":"dc8f76d28bf50","_type":"span","marks":["strong"],"text":"Dormant"},{"_key":"dc8f76d28bf51","_type":"span","marks":[],"text":" = last seen > 90 days ago"}],"markDefs":[],"style":"callout"},{"_key":"80bfd2dbdf08","_type":"mainImage","asset":{"_ref":"image-65f6091439c45e6492492662d171422bd9a8fbde-990x804-png","_type":"reference"},"caption":"Add filters for the Dormant stage"},{"_key":"2b7de90e877a","_type":"block","children":[{"_key":"3e286574a1f40","_type":"span","marks":[],"text":"Now that we’ve defined the stages of our dark funnel, we’ll start tagging members as they move in and out of stages. Let’s go!"}],"markDefs":[],"style":"normal"},{"_key":"65a8b6e1f700","_type":"anchor","label":"Step 3: Auto-tag members"},{"_key":"1a0f0c374677","_type":"block","children":[{"_key":"8273dbdf4bb7","_type":"span","marks":[],"text":"Step 3: Tag members of your community as they move in and out of stages"}],"markDefs":[],"style":"h3"},{"_key":"140ea30179bd","_type":"block","children":[{"_key":"508babd308fd0","_type":"span","marks":[],"text":"Now that we’ve defined the stages of our dark funnel, we’ll start tagging members as they move in and out of stages. Let’s go!"}],"markDefs":[],"style":"normal"},{"_key":"0aa0057e3e75","_type":"mainImage","asset":{"_ref":"image-a730e24b6e2cfe4c070d4d1ce487320b072713b9-2932x1832-png","_type":"reference"},"caption":"Dark-funnel stages by member status"},{"_key":"1bca44ff55fd","_type":"block","children":[{"_key":"c978795e47670","_type":"span","marks":[],"text":"We can also add statuses for each of our stages so we can track the progress of members."}],"markDefs":[],"style":"normal"},{"_key":"b0311abd74d9","_type":"block","children":[{"_key":"3a8a709105e40","_type":"span","marks":[],"text":"After creating our segment, we can locate the "},{"_key":"9ec7b0b23633","_type":"span","marks":["strong"],"text":"Member management"},{"_key":"5492002423e4","_type":"span","marks":[],"text":" section and click the "},{"_key":"74b72d7b916a","_type":"span","marks":["strong"],"text":"Configure"},{"_key":"4f2beac84406","_type":"span","marks":[],"text":" button to auto-add/remove members throughout our funnel."}],"markDefs":[],"style":"normal"},{"_key":"358f952c5de8","_type":"mainImage","asset":{"_ref":"image-6c28a2a9e851ac9a1f77ea7df3250116295658c7-1932x720-png","_type":"reference"},"caption":"Filter to update a member status"},{"_key":"f88aa2d9baf4","_type":"block","children":[{"_key":"959ba9c594fa0","_type":"span","marks":[],"text":"Select to auto-update a new status we just created. Let’s start with defining the "},{"_key":"9d7a2562825e","_type":"span","marks":["strong"],"text":"Active"},{"_key":"5caed8726e53","_type":"span","marks":[],"text":" status."}],"markDefs":[],"style":"normal"},{"_key":"b5e00cdc0885","_type":"block","children":[{"_key":"090965ed7ee60","_type":"span","marks":[],"text":"We’ll adjust the criteria to what was previously described (10 or more impact points "},{"_key":"090965ed7ee61","_type":"span","marks":["em"],"text":"and"},{"_key":"090965ed7ee62","_type":"span","marks":[],"text":" active in the last 28 days), click "},{"_key":"affd2b7ace09","_type":"span","marks":["strong"],"text":"Save"},{"_key":"bda85d1679c0","_type":"span","marks":[],"text":", and our first dark funnel cohort will start to propagate."}],"markDefs":[],"style":"normal"},{"_key":"94e3116c17df","_type":"block","children":[{"_key":"dee3abe62f170","_type":"span","marks":[],"text":"We’ll do the same for our other stages by clicking "},{"_key":"15d3455066f8","_type":"span","marks":["strong"],"text":"Set criteria"},{"_key":"f84204fb3fbc","_type":"span","marks":[],"text":" and activating auto status updates."}],"markDefs":[],"style":"normal"},{"_key":"c98efcf01b14","_type":"mainImage","asset":{"_ref":"image-af5a9c6b5608d5a6e12316d00d603e5d7cfb4c84-1932x994-png","_type":"reference"},"caption":"Set criteria to auto-update all stages of the funnel"},{"_key":"041782cc6fae","_type":"anchor","label":"Wrapping Up"},{"_key":"2bfba49c6a02","_type":"block","children":[{"_key":"aa8f9287ccbb","_type":"span","marks":[],"text":"Wrapping up"}],"markDefs":[],"style":"h3"},{"_key":"6f03c9a73df2","_type":"block","children":[{"_key":"7412daf25cf40","_type":"span","marks":[],"text":"And that’s pretty much all there is to it. We can now track members moving through the dark funnel and take action accordingly."}],"markDefs":[],"style":"normal"},{"_key":"a2771a2e31ff","_type":"block","children":[{"_key":"4d841ce644990","_type":"span","marks":[],"text":"One last thing… you can also opt-in to get notifications as members progress through the dark funnel."}],"markDefs":[],"style":"normal"},{"_key":"5219bf2edeb7","_type":"mainImage","asset":{"_ref":"image-d9264409b4a2e2fa06e2b29fb74892137bec97b5-742x844-png","_type":"reference"},"caption":"Subscribe to notifications on funnel activity "}],"cardImage":{"_type":"image","asset":{"_ref":"image-0566c20d3741dd6e2777a482e1768281b9e2d2ec-2400x1260-png","_type":"reference"}},"categories":[{"_key":"a1ef57cb9701","_ref":"df0bb227-e656-4be1-af6a-5b8410d9a26e","_type":"reference"},{"_key":"78525abd769e","_ref":"0ca9a6b3-3e40-42ed-8e2b-3f798a365fb4","_type":"reference"},{"_key":"a23ab375e239","_ref":"ad197e85-9187-444e-b96d-727169fb27d4","_type":"reference"}],"excerpt":[{"_key":"8708ea97827f","_type":"block","children":[{"_key":"55dc909d5ced0","_type":"span","marks":[],"text":"Shed light on the dark funnel."}],"markDefs":[],"style":"normal"}],"integrations":[{"_key":"27842afae117","_ref":"67148278-8a4f-4c09-a71b-5f0907950868","_type":"reference"},{"_key":"5d8e3e907d5d","_ref":"f61d0133-e072-439b-b8fb-d275fd7013ba","_type":"reference"},{"_key":"774320609a26","_ref":"94ff18e3-422c-4145-b03b-3dc30efb39b4","_type":"reference"},{"_key":"5b1eb6587eaa","_ref":"406b5182-5fb2-4fef-a2e5-d12e2ba0aa83","_type":"reference"},{"_key":"ae9da4437076","_ref":"7c39b3c7-c1f5-4093-afb9-1b6517cc4547","_type":"reference"},{"_key":"61415684640a","_ref":"ef2bd5a8-198b-46c9-96fb-0bda8d27b49c","_type":"reference"}],"mainImage":{"_type":"mainImage","asset":{"_ref":"image-820e444aec2e51ff7e58d60b6d1c592fd9502eaf-2400x1260-png","_type":"reference"}},"skill":"Medium","slug":{"_type":"slug","current":"map-stages-dark-funnel"},"status":"published","teams":["Marketing","Sales"],"title":"Map the stages of your dark funnel from problem-aware to engaged","useCases":[{"_key":"919c780db46e","_ref":"abc349f5-c976-4a7e-9046-b8093a4ee3bc","_type":"reference"}],"id":"-4516a610-2d09-54e5-b27a-7e4c4a3a906b","children":[],"parent":null,"__gatsby_resolved":{"slug":{"current":"map-stages-dark-funnel"},"status":"published","_createdAt":"2023-03-30T22:16:56Z","categories":[{"_id":"df0bb227-e656-4be1-af6a-5b8410d9a26e"},{"_id":"0ca9a6b3-3e40-42ed-8e2b-3f798a365fb4"},{"_id":"ad197e85-9187-444e-b96d-727169fb27d4"}],"_rawExcerpt":[{"_key":"8708ea97827f","_type":"block","children":[{"_key":"55dc909d5ced0","_type":"span","marks":[],"text":"Shed light on the dark funnel."}],"markDefs":[],"style":"normal"}],"isPublished":true,"integrations":[{"_id":"67148278-8a4f-4c09-a71b-5f0907950868"},{"_id":"f61d0133-e072-439b-b8fb-d275fd7013ba"},{"_id":"94ff18e3-422c-4145-b03b-3dc30efb39b4"},{"_id":"406b5182-5fb2-4fef-a2e5-d12e2ba0aa83"},{"_id":"7c39b3c7-c1f5-4093-afb9-1b6517cc4547"},{"_id":"ef2bd5a8-198b-46c9-96fb-0bda8d27b49c"}],"_id":"aa238e9a-5842-49e9-a64e-c2fae55c3412"}},{"_id":"dbd9c289-7792-4220-a79a-3dec4c883e4a","_type":"playbook","_rev":"e3oVLVDSwSbD64ipzL6OZ5","_createdAt":"2023-05-31T21:52:06Z","_updatedAt":"2024-09-11T17:45:18Z","body":[{"_key":"c769255e7f51","_type":"anchor","label":"Overview"},{"_key":"e1af4a2fb00e","_type":"block","children":[{"_key":"8c9b26cd4e1d","_type":"span","marks":[],"text":"Overview"}],"markDefs":[],"style":"h3"},{"_key":"8f45ac6a7363","_type":"block","children":[{"_key":"023615496df8","_type":"span","marks":[],"text":"Tracking job changes of VIP contacts helps go-to-market teams feed three birds with one scone."}],"markDefs":[],"style":"normal"},{"_key":"afeff0d7f6d7","_type":"block","children":[{"_key":"991a89fbf2f20","_type":"span","marks":[],"text":"When a customer joins a new company, it gives your team an opportunity to celebrate milestones, it gives your sales team an opportunity to reach out and and see how your solution serves your customer's new context, and it helps success teams by enabling them to track when a customer moves jobs so they can better identify and avoid potential churn. \n\nInstead of being surprised at the time of renewal, your teams can work hand-in-hand with the new points of contact on deck to ensure a smooth transition. Not to mention, it’s "},{"_key":"991a89fbf2f21","_type":"span","marks":["5743802719db"],"text":"a lot more likely"},{"_key":"991a89fbf2f22","_type":"span","marks":[],"text":" that a customer at a previous company will become a repeat customer at their new company.\n\nThis playbook will show you how to keep tabs on meaningful job changes using Common Room. It’s just a few steps and should only take about 20 minutes (not a bad time-to-value tradeoff)!"}],"markDefs":[{"_key":"5743802719db","_type":"link","href":"https://www.constantcontact.com/blog/repeat-customers/"}],"style":"normal"},{"_key":"56a8d796e9a9","_type":"block","children":[{"_key":"1dfcf6c731850","_type":"span","marks":[],"text":"Here’s a preview of the job change activity you’ll be able to see "},{"_key":"46bc33fe5dc8","_type":"span","marks":["em"],"text":"across every tracked contact"},{"_key":"e8051a67e7a4","_type":"span","marks":[],"text":" when we’re done:"}],"markDefs":[],"style":"normal"},{"_key":"bdd34f4ef2b2","_type":"mainImage","alt":"Track org change history","asset":{"_ref":"image-bb1e62dbbb21cb79c5150135143739f04adbb8b1-1890x962-png","_type":"reference"},"caption":"Track org change history"},{"_key":"0b548463ee1a","_type":"block","children":[{"_key":"f7adbb399edd","_type":"span","marks":["strong"],"text":"What you’ll need"}],"markDefs":[],"style":"normal"},{"_key":"e3461d15dbbe","_type":"block","children":[{"_key":"ebc4b6c23ff3","_type":"span","marks":["strong"],"text":"Common Room:"},{"_key":"e47a565d5c4d","_type":"span","marks":[],"text":" What we’ll use to track job changes—"},{"_key":"45fea1a19544","_type":"span","marks":["9a589a455335"],"text":"sign-up for free"},{"_key":"3f9bb15d362e","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"9a589a455335","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"b21e6f0c2e42","_type":"block","children":[{"_key":"9fb9e4ea8518","_type":"span","marks":["strong"],"text":"Google Sheets or CSV:"},{"_key":"de316159c311","_type":"span","marks":[],"text":" We’ll import a CSV to track contacts."}],"markDefs":[],"style":"callout"},{"_key":"0b12a410ea85","_type":"block","children":[{"_key":"aa19f23e4b0f","_type":"span","marks":["strong"],"text":"CRM or marketing automation access (bonus):"},{"_key":"da13ba8f7b97","_type":"span","marks":[],"text":" If you have admin access to your CRM or marketing automation platform, we can sync contacts to track job changes."}],"markDefs":[],"style":"callout"},{"_key":"c8550eecc848","_type":"anchor","label":"Step 1: Import a CSV or connect a data source"},{"_key":"5ac36040de8a","_type":"block","children":[{"_key":"aed7f9255dec0","_type":"span","marks":[],"text":"Step 1: Import a CSV of contacts (or connect a data source)"}],"markDefs":[],"style":"h3"},{"_key":"1eb61864c4e7","_type":"block","children":[{"_key":"87043cf135da","_type":"span","marks":[],"text":"We’ll first want to connect to sources where your customer data resides (e.g., Salesforce, LinkedIn, Slack) to identify cohorts of contacts we want to track."}],"markDefs":[],"style":"normal"},{"_key":"3ca9bcae7642","_type":"block","children":[{"_key":"c2b871d439790","_type":"span","marks":[],"text":"One super easy way to get customer data into Common Room is through CSV import."}],"markDefs":[],"style":"normal"},{"_key":"a59922fa37cf","_type":"block","children":[{"_key":"a550d326a35f0","_type":"span","marks":[],"text":"After "},{"_key":"a550d326a35f1","_type":"span","marks":["db7596fb35a4"],"text":"creating a free account"},{"_key":"a550d326a35f2","_type":"span","marks":[],"text":", you can click to jump into the "},{"_key":"877eef47e824","_type":"span","marks":["strong"],"text":"Contact"},{"_key":"95cb70f42dbe","_type":"span","marks":[],"text":" view."}],"markDefs":[{"_key":"db7596fb35a4","_type":"link","href":"https://commonroom.io/signup"}],"style":"normal"},{"_key":"73b9afeeccc1","_type":"mainImage","alt":"Members overview with connected sources","asset":{"_ref":"image-235efe6075191927915fccb13f12065a314d30eb-2932x1832-png","_type":"reference"},"caption":"Contact overview with connected sources"},{"_key":"64b804d7e086","_type":"block","children":[{"_key":"96ae410c0b5d0","_type":"span","marks":[],"text":"The screenshot above shows what that looks like when many sources are connected. If you’re starting from a blank slate, this will be empty. But we can quickly fix that with a quick CSV import."}],"markDefs":[],"style":"normal"},{"_key":"56caec33f1cb","_type":"block","children":[{"_key":"004eadd35f220","_type":"span","marks":[],"text":"Click on the "},{"_key":"004eadd35f221","_type":"span","marks":["strong"],"text":"+ Add new contact"},{"_key":"004eadd35f222","_type":"span","marks":[],"text":" button in the top right. Clicking triggers a menu to import new contacts. This feature allows us to import contacts of our community and customers by email, Twitter handle, LinkedIn URL, or GitHub username individually or in bulk."}],"markDefs":[],"style":"normal"},{"_key":"2ad466cf1766","_type":"mainImage","alt":"Add a new member individually or in bulk","asset":{"_ref":"image-8f57f87bd26bb115ea6d6138009ee817228e4c5d-1146x1128-png","_type":"reference"},"caption":"Add a new contact individually or in bulk"},{"_key":"02798f3c1995","_type":"block","children":[{"_key":"1596418eef960","_type":"span","marks":[],"text":"We want to import many contacts, so we’ll select the "},{"_key":"1596418eef961","_type":"span","marks":["strong"],"text":"Bulk add or update contacts"},{"_key":"1596418eef962","_type":"span","marks":[],"text":" link."}],"markDefs":[],"style":"normal"},{"_key":"9595642ecc05","_type":"block","children":[{"_key":"4d4506f8fcf60","_type":"span","marks":[],"text":"We’ll then see a menu that gives us options to add contacts to a segment and add activity. Let’s add these contacts to a new segment and name it something with context."}],"markDefs":[],"style":"normal"},{"_key":"15b683847bc8","_type":"mainImage","alt":"Bulk add contacts to a new segment","asset":{"_ref":"image-88e6fcc394b4b0a0856f7b5d5357fae2c206cbe1-1110x1114-png","_type":"reference"},"caption":"Bulk add contacts to a new segment"},{"_key":"c4b57b473c42","_type":"block","children":[{"_key":"deb9dc71907b","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"4a92780d8523","_type":"span","marks":[],"text":" When importing via CSV, you’ll need to format it using "},{"_key":"3092c4836d19","_type":"span","marks":["2bce14de5239"],"text":"this contact import template"},{"_key":"5e8e5477ccb7","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"2bce14de5239","_type":"link","href":"https://docs.google.com/spreadsheets/d/1ccy9z1RxxglUw-7V0GWKTu5-ZqffeGesMUHFkFztOMw/edit#gid=0"}],"style":"callout"},{"_key":"3382578a7f5d","_type":"block","children":[{"_key":"162a485bd1770","_type":"span","marks":[],"text":"We can click "},{"_key":"9c3014054c15","_type":"span","marks":["strong"],"text":"Continue"},{"_key":"cf28ee79f8bf","_type":"span","marks":[],"text":" to import our CSV with our new segment created."}],"markDefs":[],"style":"normal"},{"_key":"30aba27b0d3b","_type":"mainImage","alt":"Import new contacts by uploading spreadsheet","asset":{"_ref":"image-5e4e6915678c186bb9310cb32327aff01c38dd91-2480x832-png","_type":"reference"},"caption":"Import new contacts by uploading spreadsheet"},{"_key":"f1a1d85f5d35","_type":"block","children":[{"_key":"030641342a730","_type":"span","marks":[],"text":"After uploading the file, you’ll be asked to confirm field mappings, review, and complete the import."}],"markDefs":[],"style":"normal"},{"_key":"e34855012601","_type":"mainImage","alt":"Confirm mappings and import your list of customers","asset":{"_ref":"image-7797161f511926b6d2054fbf37fdff4414024c20-2932x1832-png","_type":"reference"},"caption":"Confirm mappings and import your list of customers"},{"_key":"ce43494da10f","_type":"block","children":[{"_key":"2361e4681167","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"ffd78cc11d3a","_type":"span","marks":[],"text":" While email is the only field required, the more detail you can fill in from the "},{"_key":"881282ec0846","_type":"span","marks":["9f6ad97c1b73"],"text":"import template"},{"_key":"0ff6d791292c","_type":"span","marks":[],"text":", the higher your match rate will be (i.e., you’ll be able to track more job changes)."}],"markDefs":[{"_key":"9f6ad97c1b73","_type":"link","href":"https://docs.google.com/spreadsheets/d/1ccy9z1RxxglUw-7V0GWKTu5-ZqffeGesMUHFkFztOMw/edit#gid=0"}],"style":"callout"},{"_key":"2b1864cd3bb9","_type":"block","children":[{"_key":"a8a089558e480","_type":"span","marks":[],"text":"After confirming your field mapping, your list will begin to import. This might take a few minutes, depending on the size of your list."}],"markDefs":[],"style":"normal"},{"_key":"3f826c11332e","_type":"mainImage","alt":"Segment populating from CSV import","asset":{"_ref":"image-cffc37006e475e623c6511691c577e2a579504f7-2932x1832-png","_type":"reference"},"caption":"Segment populating from CSV import"},{"_key":"0f106b5fa4c6","_type":"anchor","label":"Step 2: Add more sources (optional)"},{"_key":"b1b041fca360","_type":"block","children":[{"_key":"e03c49833f530","_type":"span","marks":[],"text":"Step 2: Connect more sources to improve match rate"}],"markDefs":[],"style":"h3"},{"_key":"383540ab01a7","_type":"block","children":[{"_key":"ab7dce250bad","_type":"span","marks":[],"text":"In addition to CSV import, we suggest connecting to additional customer data sources as it helps with match rates and future use cases. (Feel free to skip this step if you are satisfied with only importing a CSV.)"}],"markDefs":[],"style":"normal"},{"_key":"439f54bd14ec","_type":"block","children":[{"_key":"fb1d2d1f8c310","_type":"span","marks":[],"text":"Out of the box, Common Room connects with dozens of customer data sources like LinkedIn, Slack, HubSpot, Salesforce, Snowflake, Zapier, and "},{"_key":"fb1d2d1f8c311","_type":"span","marks":["ce612b9b281e"],"text":"many more"},{"_key":"fb1d2d1f8c312","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"ce612b9b281e","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"},{"_key":"019afec6770d","_type":"block","children":[{"_key":"5925b151af240","_type":"span","marks":[],"text":"Connecting to a new source takes just a few clicks. For example, to connect LinkedIn, we can jump to the "},{"_key":"5925b151af241","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"5925b151af242","_type":"span","marks":[],"text":" menu and choose "},{"_key":"5925b151af243","_type":"span","marks":["strong"],"text":"Connect LinkedIn"},{"_key":"5925b151af244","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"9a89ca33a458","_type":"mainImage","alt":"Connect to Linked in and more sources for higher accuracy","asset":{"_ref":"image-31134150f976480a38567cd94e46d4f2e3f20c15-2932x1832-png","_type":"reference"},"caption":"Connect to Linked in and more sources for higher accuracy"},{"_key":"f7ba01752b00","_type":"block","children":[{"_key":"12f89f918074","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"949331c11712","_type":"span","marks":[],"text":" To configure this integration, you must be an admin of your LinkedIn page. Specifically, you must have the “Super admin” or “Content admin” role; the “Curator” or “Analyst” roles do not have sufficient permissions."}],"markDefs":[],"style":"callout"},{"_key":"5cca8fe0cdc3","_type":"block","children":[{"_key":"6d0d062d79c60","_type":"span","marks":[],"text":"Once LinkedIn is authenticated, data import will begin, and contacts will import into Common Room along with contact activity related to your handle."}],"markDefs":[],"style":"normal"},{"_key":"2db00579f2ab","_type":"block","children":[{"_key":"33346818298b0","_type":"span","marks":[],"text":"We can repeat a similar process to add more sources like "},{"_key":"e9a3c32f48e6","_type":"span","marks":["bc24f80face7"],"text":"Slack"},{"_key":"37406e138fa4","_type":"span","marks":[],"text":" or "},{"_key":"12351e2a7011","_type":"span","marks":["c8d745120e96"],"text":"Twitter"},{"_key":"254a3837bebc","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"bc24f80face7","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/slack"},{"_key":"c8d745120e96","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/twitter"}],"style":"normal"},{"_key":"2d8507f6d86e","_type":"block","children":[{"_key":"7db491035d300","_type":"span","marks":[],"text":"Before jumping onto the next step, let’s review how to connect to customer data since that’s likely where your customer attributes are updated and fresh."}],"markDefs":[],"style":"normal"},{"_key":"929baf095c7a","_type":"block","children":[{"_key":"537a08e8ca590","_type":"span","marks":[],"text":"You can do this through native CRM integrations (Salesforce or HubSpot), data warehouse / ETL (Snowflake, Census, Hightouch), Zapier, or API."}],"markDefs":[],"style":"normal"},{"_key":"e0169ada8559","_type":"mainImage","alt":"Connect to business data sources","asset":{"_ref":"image-bbe6c1a0f2aaa69e693d9f503a560041d9fcc10b-2932x1832-png","_type":"reference"},"caption":"Connect to business data sources"},{"_key":"4cf452a3097b","_type":"block","children":[{"_key":"0665d8e9fcc30","_type":"span","marks":[],"text":"Our business data integrations take a touch more customization than the others. You’ll have to "},{"_key":"add02302fa10","_type":"span","marks":["1d092151d742"],"text":"get the help of a Common Room pro"},{"_key":"7965d0db64b9","_type":"span","marks":[],"text":" to get one of these sources enabled."}],"markDefs":[{"_key":"1d092151d742","_type":"link","href":"https://www.commonroom.io/contact/"}],"style":"normal"},{"_key":"8b5edeaa2933","_type":"anchor","label":"Step 3: Apply a filter to track job changes"},{"_key":"00f0d8567c14","_type":"block","children":[{"_key":"ae52ba9126f80","_type":"span","marks":[],"text":"Step 3: Apply a filter to track job changes"}],"markDefs":[],"style":"h3"},{"_key":"535dae12889c","_type":"block","children":[{"_key":"3f3249c008a60","_type":"span","marks":[],"text":"With our high-priority contacts and customers now added to Common Room, we can start tracking (and sending alerts to our team) when they change jobs."}],"markDefs":[],"style":"normal"},{"_key":"d1633dcf642c","_type":"block","children":[{"_key":"8065ee826fc20","_type":"span","marks":[],"text":"Let’s click over to the "},{"_key":"8065ee826fc21","_type":"span","marks":["strong"],"text":"Contact"},{"_key":"8065ee826fc22","_type":"span","marks":[],"text":" menu and apply a filter by clicking the "},{"_key":"8065ee826fc23","_type":"span","marks":["strong"],"text":"+ Add filter"},{"_key":"8065ee826fc24","_type":"span","marks":[],"text":" button."}],"markDefs":[],"style":"normal"},{"_key":"23062f80a7ab","_type":"block","children":[{"_key":"9d174c22de130","_type":"span","marks":["strong"],"text":"Now this is where the magic happens! 🪄"}],"markDefs":[],"style":"normal"},{"_key":"f0edd5cd64ad","_type":"block","children":[{"_key":"0746499a60bd0","_type":"span","marks":[],"text":"We can locate and select the "},{"_key":"0746499a60bd1","_type":"span","marks":["strong"],"text":"Org change"},{"_key":"0746499a60bd2","_type":"span","marks":[],"text":" filter."}],"markDefs":[],"style":"normal"},{"_key":"2557cac27877","_type":"mainImage","alt":"Filter by matched org changes","asset":{"_ref":"image-d0fc3bcebd12e9e21f2269a16e2c632b6f0f9b5f-2028x1208-png","_type":"reference"},"caption":"Filter by matched org changes"},{"_key":"5ffd4762ad1a","_type":"block","children":[{"_key":"c9a7e6679cc60","_type":"span","marks":[],"text":"This gives us a view of every contact who has changed their job in the last 365 days by default. Let’s narrow that down a bit to the previous six months."}],"markDefs":[],"style":"normal"},{"_key":"9401d4a26e99","_type":"mainImage","alt":"Set a date range for org change tracking","asset":{"_ref":"image-d43fbbaec4f160f56dea97bfd4e7bead86d40b96-788x514-png","_type":"reference"},"caption":"Set a date range for org change tracking"},{"_key":"24aee9828eab","_type":"block","children":[{"_key":"edaa2e81a6af0","_type":"span","marks":[],"text":"Just like that, we now have a view of any contact who has recently changed jobs! And when we click into each contact, we can hover over their previous org to see the history of job changes over time."}],"markDefs":[],"style":"normal"},{"_key":"693aaaa72485","_type":"mainImage","alt":"See a history of org changes for each contact","asset":{"_ref":"image-7053025bd1ce5983fde49ba2d5592c644b97f49c-1962x1128-png","_type":"reference"},"caption":"See a history of org changes for each contact"},{"_key":"9d84ab0aa81c","_type":"block","children":[{"_key":"7cb544533c870","_type":"span","marks":[],"text":"That’s all for this step. In the next few steps, we’ll show you how to take action!"}],"markDefs":[],"style":"normal"},{"_key":"6654f207f10f","_type":"anchor","label":"Step 4: Create a segment to track contacts"},{"_key":"c4592165cdcb","_type":"block","children":[{"_key":"6e4ca7a1a6420","_type":"span","marks":[],"text":"Step 4: Create a segment to track new and existing contacts who qualify"}],"markDefs":[],"style":"h3"},{"_key":"b8b7c78165a3","_type":"block","children":[{"_key":"ea417071ddc00","_type":"span","marks":[],"text":"Now that we can track when our key contacts change jobs, we’ll want to add those contacts to what we call "},{"_key":"0a4c1fdbce50","_type":"span","marks":["strong"],"text":"Segments"},{"_key":"bfb02e40b26a","_type":"span","marks":[],"text":" so our go-to-market teams can take action."}],"markDefs":[],"style":"normal"},{"_key":"cc932f3b7113","_type":"block","children":[{"_key":"3c1cce0921590","_type":"span","marks":[],"text":"To do that, head over to our "},{"_key":"3c1cce0921591","_type":"span","marks":["strong"],"text":"Segment"},{"_key":"3c1cce0921592","_type":"span","marks":[],"text":" menu in the left sidebar and create a view to add contacts when a job change is detected. Once there, click "},{"_key":"3c1cce0921593","_type":"span","marks":["strong"],"text":"+ New segment"},{"_key":"3c1cce0921594","_type":"span","marks":[],"text":" to create a new segment."}],"markDefs":[],"style":"normal"},{"_key":"2c270fd5c426","_type":"mainImage","alt":"Create a new contact segment","asset":{"_ref":"image-9a7344ee4cd62d200f99c8fd9f6d5f6d34c3f8f3-1148x732-png","_type":"reference"},"caption":"Create a new contact segment"},{"_key":"20d3afd9f800","_type":"block","children":[{"_key":"0eb61381c1650","_type":"span","marks":[],"text":"And we can automatically add contacts by clicking the "},{"_key":"0eb61381c1651","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"0eb61381c1652","_type":"span","marks":[],"text":" tab, locating the "},{"_key":"0eb61381c1653","_type":"span","marks":["strong"],"text":"Contact management"},{"_key":"0eb61381c1654","_type":"span","marks":[],"text":" area, and selecting "},{"_key":"0eb61381c1655","_type":"span","marks":["strong"],"text":"Set criteria"},{"_key":"0eb61381c1656","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"2fe0c8291939","_type":"mainImage","alt":"Auto-add/remove members to your segment","asset":{"_ref":"image-d9500f625aca103e158182841b5e958d0acffe8d-2932x1832-png","_type":"reference"},"caption":"Auto-add/remove contact to your segment"},{"_key":"b99e05022a61","_type":"block","children":[{"_key":"8e76819070240","_type":"span","marks":[],"text":"We can click the "},{"_key":"8e76819070241","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"8e76819070242","_type":"span","marks":[],"text":" button and select the "},{"_key":"8e76819070243","_type":"span","marks":["strong"],"text":"Org change"},{"_key":"8e76819070244","_type":"span","marks":[],"text":" option. A year is longer than we want, so we’ll want to narrow the date range to the last six months."}],"markDefs":[],"style":"normal"},{"_key":"0d895635be02","_type":"mainImage","alt":"Add a filter to auto-add contacts","asset":{"_ref":"image-d4fc03007ace0a0358ce6eb826f83d054a121e87-882x596-png","_type":"reference"},"caption":"Add a filter to auto-add contacts"},{"_key":"d16382cf80fd","_type":"block","children":[{"_key":"9cffb451aa000","_type":"span","marks":[],"text":"And we could further refine this by adding more filters for company size or region if we wanted."}],"markDefs":[],"style":"normal"},{"_key":"e3979ce611ad","_type":"block","children":[{"_key":"96e5b4df0fc30","_type":"span","marks":[],"text":"All looks good, so we can click "},{"_key":"96e5b4df0fc31","_type":"span","marks":["strong"],"text":"Save"},{"_key":"96e5b4df0fc32","_type":"span","marks":[],"text":", and now qualifying contacts will start populating."}],"markDefs":[],"style":"normal"},{"_key":"7b193589ce92","_type":"block","children":[{"_key":"d60a6084829f0","_type":"span","marks":[],"text":"If we click on the "},{"_key":"d60a6084829f1","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"d60a6084829f2","_type":"span","marks":[],"text":" tab within our segment, we can see customers and target prospects who have changed jobs in the six months."}],"markDefs":[],"style":"normal"},{"_key":"ccc987c72aa6","_type":"mainImage","alt":"Preview of Contacts who have changed jobs","asset":{"_ref":"image-ecd3fd081fd55cec12082857c6f1619ef6570364-2932x1832-png","_type":"reference"},"caption":"Preview of Contacts who have changed jobs"},{"_key":"beac5b5030ce","_type":"block","children":[{"_key":"d2c33efc1c530","_type":"span","marks":[],"text":"This list alone is powerful. From here, we could have our team members sift through to identify owned accounts and reach out. But we should add more automation to save time for our go-to-market teams. Let’s do that in the following steps."}],"markDefs":[],"style":"normal"},{"_key":"3106c76606b9","_type":"anchor","label":"Step 5: Set automated alerts"},{"_key":"df801c4aa71b","_type":"block","children":[{"_key":"87d7dc27defd0","_type":"span","marks":[],"text":"Step 5: Set automated alerts"}],"markDefs":[],"style":"h3"},{"_key":"f2425c2d4d71","_type":"block","children":[{"_key":"41650af7ff310","_type":"span","marks":[],"text":"Now that we have our segment of key contacts who have recently changed jobs automatically populating, we can set up alerts to get notified when new contacts are added."}],"markDefs":[],"style":"normal"},{"_key":"977ae712d101","_type":"block","children":[{"_key":"25f26ff237e10","_type":"span","marks":[],"text":"It’s super easy to set up notifications. 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Can you identify customers? How about influencers?"}],"markDefs":[],"style":"normal"},{"_key":"595090d656cc","_type":"block","children":[{"_key":"dc67e2926d530","_type":"span","marks":[],"text":"Whether you’re just spinning up your Slack community or already have a thriving one, it’s helpful to understand "},{"_key":"dc67e2926d531","_type":"span","marks":["em"],"text":"who"},{"_key":"dc67e2926d532","_type":"span","marks":[],"text":" is in it."}],"markDefs":[],"style":"normal"},{"_key":"6f6564940cd1","_type":"block","children":[{"_key":"a7294f8ad9ec0","_type":"span","marks":[],"text":"With knowledge of member traits—where they work, where they’re located, if they’re a customer or not, their Twitter follower count, etc.—you can unlock all sorts of use cases to activate and grow your Slack community. For example, you could "},{"_key":"a7294f8ad9ec1","_type":"span","marks":["51f9f92929eb"],"text":"send customized messages to new members"},{"_key":"a7294f8ad9ec2","_type":"span","marks":[],"text":" based on their role or "},{"_key":"a7294f8ad9ec3","_type":"span","marks":["e1ea14fc7d95"],"text":"incentivize members"},{"_key":"a7294f8ad9ec4","_type":"span","marks":[],"text":" with a large follower count to amplify your next event."}],"markDefs":[{"_key":"51f9f92929eb","_type":"link","href":"https://www.commonroom.io/playbooks/automate-welcome-messages/"},{"_key":"e1ea14fc7d95","_type":"link","href":"https://www.commonroom.io/playbooks/find-champions-get-more/"}],"style":"normal"},{"_key":"f36bb102e37e","_type":"block","children":[{"_key":"2af7cd3bbe280","_type":"span","marks":[],"text":"The problem is that Slack doesn’t provide much helpful contextual member information by default. And even if a member joins your Slack community using their work email, it’s not so easy to group them without manual work (i.e., updating spreadsheets by hand)."}],"markDefs":[],"style":"normal"},{"_key":"da857af745f2","_type":"block","children":[{"_key":"c9604d47fc8a0","_type":"span","marks":["strong"],"text":"Let’s fix that for you"},{"_key":"c9604d47fc8a1","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"b10779d3c6ee","_type":"block","children":[{"_key":"c81f021a76bc0","_type":"span","marks":[],"text":"This playbook will show you how to use Common Room to identify VIPs (think champions, customers, influencers, advocates, etc.) in your Slack community. 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We’ll also tag and cohort members—"},{"_key":"27ed3a548fb7","_type":"span","marks":["b8fecb678a02"],"text":"sign-up for free"},{"_key":"3b7798266edb","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"b8fecb678a02","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"e8eaee514fa9","_type":"block","children":[{"_key":"ea7896ddd4e5","_type":"span","marks":["strong"],"text":"Slack"},{"_key":"fecb32117eaf","_type":"span","marks":[],"text":": You’ll need admin or editor permissions on Slack if you want to send messages to your community members via Slack."}],"markDefs":[],"style":"callout"},{"_key":"31804f5eec1e","_type":"anchor","label":"Step 1: Connect to Slack"},{"_key":"6f9b2f7e8ba3","_type":"block","children":[{"_key":"8b9b50f0ad77","_type":"span","marks":[],"text":"Step 1: Connect to Slack"}],"markDefs":[],"style":"h3"},{"_key":"84a50e30b4cb","_type":"block","children":[{"_key":"b9d8e45e0c7b0","_type":"span","marks":[],"text":"This is a Slack-specific playbook, so we’ll first connect Slack to Common Room."}],"markDefs":[],"style":"normal"},{"_key":"d2cd1ae69086","_type":"block","children":[{"_key":"b169b183686c0","_type":"span","marks":[],"text":"With Slack connected, we’ll be able to see our members, their activity, info about where they work, and a whole lot more."}],"markDefs":[],"style":"normal"},{"_key":"43fa9fe84c8b","_type":"block","children":[{"_key":"69b63205fcbb0","_type":"span","marks":[],"text":"To connect to Slack, we can head over to "},{"_key":"69b63205fcbb1","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"69b63205fcbb2","_type":"span","marks":[],"text":" in Common Room and choose to connect to Slack."}],"markDefs":[],"style":"normal"},{"_key":"5c3001390fbe","_type":"mainImage","alt":"Choose to + Connect to Slack in the Sources overview","asset":{"_ref":"image-d99e73f9003636168b18d999fa7d94b0a2e59654-800x640-png","_type":"reference"},"caption":"Choose to + Connect to Slack in the Sources overview"},{"_key":"5d279b844c0d","_type":"block","children":[{"_key":"b8512a2e14090","_type":"span","marks":[],"text":"After moving through a few integration prompts, you’ll be asked to confirm that you’re an admin to authenticate."}],"markDefs":[],"style":"normal"},{"_key":"5b05386a4361","_type":"mainImage","alt":"Authenticate Slack before data import","asset":{"_ref":"image-74776e968f95bd0119d0214fcb22b14becf355ee-2006x1290-png","_type":"reference"},"caption":"Authenticate Slack before data import"},{"_key":"2f50d6e925c1","_type":"block","children":[{"_key":"e2576bede577","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"04fc7c1e814a","_type":"span","marks":[],"text":" To import data from Slack, you’ll need "},{"_key":"dcab966c1cae","_type":"span","marks":["47a6a992f79f"],"text":"permission to add applications"},{"_key":"8e02b33a1798","_type":"span","marks":[],"text":" to your Slack workspace."}],"markDefs":[{"_key":"47a6a992f79f","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/slack#required-permissions"}],"style":"callout"},{"_key":"3245c480ad09","_type":"block","children":[{"_key":"c8098ef752370","_type":"span","marks":[],"text":"Once authenticated, data will start importing into Common Room. 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And we’ll select to include only organizations with more than 50 employees."}],"markDefs":[],"style":"normal"},{"_key":"6a74de2afcf5","_type":"mainImage","alt":"Filter by organization size","asset":{"_ref":"image-da57e4a000700e3e40c6124af18f9f54754bb183-534x902-png","_type":"reference"},"caption":"Filter by organization size"},{"_key":"c1b3cc026705","_type":"block","children":[{"_key":"4013cfce59ea0","_type":"span","marks":[],"text":"After that, we’ll click the "},{"_key":"21590d1174a6","_type":"span","marks":["strong"],"text":"+ Add filter"},{"_key":"1e1ad1bcf0e3","_type":"span","marks":[],"text":" button again, this time selecting Role. 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Since these members will be verified through email, we’ll give them more permissions, like viewing public channels and sending messages (whatever permissions you’re comfortable with)."}],"markDefs":[],"style":"normal"},{"_key":"dcfcdf2eaef1","_type":"mainImage","alt":"Set permissions for Verified Member roles","asset":{"_ref":"image-deec50ab53c01dcdfd3909f911befe0c23152561-1428x1456-png","_type":"reference"},"caption":"Set permissions for Verified Member roles"},{"_key":"0e1627c2692d","_type":"block","children":[{"_key":"dc9aa9e82bf40","_type":"span","marks":[],"text":"Next, we can create new categories or channels for the "},{"_key":"dc9aa9e82bf41","_type":"span","marks":["strong"],"text":"Verified Member"},{"_key":"dc9aa9e82bf42","_type":"span","marks":[],"text":" role. We can right-click in the left pane and select "},{"_key":"dc9aa9e82bf43","_type":"span","marks":["strong"],"text":"Create Channel"},{"_key":"dc9aa9e82bf44","_type":"span","marks":[],"text":". And we can name that channel "},{"_key":"dc9aa9e82bf45","_type":"span","marks":["strong"],"text":"#verify-here"},{"_key":"dc9aa9e82bf46","_type":"span","marks":[],"text":" (or whatever you like)."}],"markDefs":[],"style":"normal"},{"_key":"523ecf054937","_type":"mainImage","alt":"Create a new channel in Discord","asset":{"_ref":"image-232dbfc026911dcbbb2c4606acaa55bd170906b6-1268x1162-png","_type":"reference"},"caption":"Create a new channel in Discord"},{"_key":"37bebcdde843","_type":"block","children":[{"_key":"32d8e4ad11c40","_type":"span","marks":[],"text":"And now, we want to hide our existing channels from new members who have yet to be verified. So we’ll right-click on the channel category ("},{"_key":"32d8e4ad11c41","_type":"span","marks":["strong"],"text":"TEXT CHANNELS"},{"_key":"32d8e4ad11c42","_type":"span","marks":[],"text":", in this case) and click to edit the category. 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That was a bit tedious, but we now have all of the settings we need to automate Discord verification via Common Room."}],"markDefs":[],"style":"normal"},{"_key":"92de2850da02","_type":"anchor","label":"Step 3: Automate member verification"},{"_key":"f1a3780c414f","_type":"block","children":[{"_key":"f3cd17f369e10","_type":"span","marks":[],"text":"Step 3: Automate member verification with workflows"}],"markDefs":[],"style":"h3"},{"_key":"de7a328ec256","_type":"block","children":[{"_key":"06e4a899a14c0","_type":"span","marks":[],"text":"In this step, we’ll create a new workflow for Discord member verification."}],"markDefs":[],"style":"normal"},{"_key":"b8135834fb0a","_type":"block","children":[{"_key":"46e8161a6cd30","_type":"span","marks":[],"text":"Head to the "},{"_key":"46e8161a6cd31","_type":"span","marks":["strong"],"text":"Workflows"},{"_key":"46e8161a6cd32","_type":"span","marks":[],"text":" menu in Common Room and click the "},{"_key":"46e8161a6cd33","_type":"span","marks":["strong"],"text":"+ New workflow"},{"_key":"46e8161a6cd34","_type":"span","marks":[],"text":" button. 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This is also the same message that new members will see:"}],"markDefs":[],"style":"normal"},{"_key":"0cd44bac0765","_type":"mainImage","alt":"Automated verification message sent to new members","asset":{"_ref":"image-35ec4ce45ef72fed40ff78d1c8fb69cc79b95d23-1472x232-png","_type":"reference"},"caption":"Automated verification message sent to new members"},{"_key":"a7f8c5ecbad5","_type":"block","children":[{"_key":"0768268762470","_type":"span","marks":[],"text":"Now we can click the "},{"_key":"4cafcc008410","_type":"span","marks":["strong"],"text":"Verify me"},{"_key":"4ab4f26e5bbe","_type":"span","marks":[],"text":" button, which we also set in the workflow. If we set everything up correctly, we’ll see a confirmation screen."}],"markDefs":[],"style":"normal"},{"_key":"6728917e198c","_type":"mainImage","alt":"Identity verification screen confirmation","asset":{"_ref":"image-05150953981ec46961580dd273e5eb809b508b2d-1344x918-png","_type":"reference"},"caption":"Identity verification screen confirmation"},{"_key":"dbdb12db8df6","_type":"block","children":[{"_key":"0eaf625309c30","_type":"span","marks":[],"text":"Then we can click to "},{"_key":"0eaf625309c31","_type":"span","marks":["strong"],"text":"Return to Discord"},{"_key":"0eaf625309c32","_type":"span","marks":[],"text":", and our work here is done!"}],"markDefs":[],"style":"normal"},{"_key":"a0b17dbbf663","_type":"block","children":[{"_key":"3d02fd6f8f380","_type":"span","marks":[],"text":"When new members join your Discord server, they’ll now automatically be sent a verification message. And they will only get access to more channels once verified."}],"markDefs":[],"style":"normal"},{"_key":"b510a4ef0d6b","_type":"anchor","label":"Wrapping up"},{"_key":"9a39fe4134e3","_type":"block","children":[{"_key":"7f8fbdecbe680","_type":"span","marks":[],"text":"Wrapping up"}],"markDefs":[],"style":"h3"},{"_key":"0364ce6c0a33","_type":"block","children":[{"_key":"73bc272df6f00","_type":"span","marks":[],"text":"This tutorial showed you how to verify Discord members and add protective measures to your Discord server."}],"markDefs":[],"style":"normal"},{"_key":"05254c9f4803","_type":"block","children":[{"_key":"f2a7bbf2d7230","_type":"span","marks":[],"text":"But we’re just scratching the surface of what’s possible. 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We've set up our automated Slack welcome and saved ourselves a ton of time."}],"markDefs":[],"style":"normal"},{"_key":"d15097f56508","_type":"anchor","label":"Bonus: Automating onboarding messages"},{"_key":"994a733beab8","_type":"block","children":[{"_key":"fe31d91e98440","_type":"span","marks":[],"text":"Bonus: Automating Discord onboarding messages"}],"markDefs":[],"style":"h2"},{"_key":"a90edfa37ca7","_type":"block","children":[{"_key":"3ad036375d340","_type":"span","marks":[],"text":"We used Slack as our community platform in this example, but the process for doing so in Discord is almost the same."}],"markDefs":[],"style":"normal"},{"_key":"a68638eefbaf","_type":"block","children":[{"_key":"11f8539e2f520","_type":"span","marks":[],"text":"Just, instead of directly messaging the new member, you can post a message on a channel!"}],"markDefs":[],"style":"normal"},{"_key":"3bdaff36da1a","_type":"block","children":[{"_key":"7b9193a2afa60","_type":"span","marks":[],"text":"If you're using Discord, take a look at this handy video that explains the process:"}],"markDefs":[],"style":"normal"},{"_key":"b8dd3bef9562","_type":"externalVideo","url":"https://www.youtube.com/watch?v=yddEcmUz_UQ"},{"_key":"3a94cdf25014","_type":"anchor","label":"Wrapping up"},{"_key":"279af89ed2da","_type":"block","children":[{"_key":"f7eb64fcadc8","_type":"span","marks":[],"text":"Wrapping up"}],"markDefs":[],"style":"h3"},{"_key":"2c9a2a2fb284","_type":"block","children":[{"_key":"c1e1d4194b750","_type":"span","marks":[],"text":"After you've set up your welcome message, you can do many other things with workflows. 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What are the criteria for each stage? How do we stitch together activity across different channels? How do we measure the success of our efforts?"}],"markDefs":[],"style":"normal"},{"_key":"7579861f123d","_type":"block","children":[{"_key":"5fa0f2d8a27e0","_type":"span","marks":[],"text":"In this playbook, we’ll answer these questions and give you a starting point for defining and tracking the dark funnel."}],"markDefs":[],"style":"normal"},{"_key":"889657f6fe36","_type":"block","children":[{"_key":"0c5f7737c80b0","_type":"span","marks":[],"text":"As a result, you’ll be able to 1) measure and track the success of (previously uncrackable) parts of the dark funnel and 2) identify areas of focus to progress your core audience further down the path."}],"markDefs":[],"style":"normal"},{"_key":"3aaaf24d0fd4","_type":"block","children":[{"_key":"b0aed4544b1d0","_type":"span","marks":[],"text":"Let’s get to it!"}],"markDefs":[],"style":"normal"},{"_key":"f32eba3602d9","_type":"block","children":[{"_key":"232d8edda5640","_type":"span","marks":["strong"],"text":"What you’ll need"}],"markDefs":[],"style":"normal"},{"_key":"5499562fff4f","_type":"block","children":[{"_key":"67321e7aa672","_type":"span","marks":[],"text":"Common Room — we’ll use Common Room to define and track our dark funnel ("},{"_key":"232d8edda5641","_type":"span","marks":["d8889c29e944"],"text":"Sign-up for free"},{"_key":"232d8edda5642","_type":"span","marks":[],"text":" to follow along)."}],"markDefs":[{"_key":"d8889c29e944","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"4f2997dea8b7","_type":"block","children":[{"_key":"f2f6783cbc8d","_type":"span","marks":[],"text":"Identify sources of your dark funnel. In this example, we’ll use Twitter, YouTube, LinkedIn, GitHub, Reddit, and Medium."}],"markDefs":[],"style":"callout"},{"_key":"2d46fccb2d0b","_type":"anchor","label":"Step 1: Connect to sources"},{"_key":"71ed37a0962b","_type":"block","children":[{"_key":"fcccd47280680","_type":"span","marks":[],"text":"Step 1: Connect to dark funnel sources to track member activity"}],"markDefs":[],"style":"h3"},{"_key":"b13c90ac9738","_type":"block","children":[{"_key":"05e353fa52570","_type":"span","marks":[],"text":"Our first step is to connect to the sources that comprise our dark funnel. This often includes very top-of-funnel watering holes for our core audience — think Twitter, Reddit, YouTube, Medium, Stack Overflow, etc. For many interactions across many of these dark social channels, our product or brand is unknown."}],"markDefs":[],"style":"normal"},{"_key":"c5d6c73e21a3","_type":"block","children":[{"_key":"8ac79a0ff76d0","_type":"span","marks":[],"text":"To start, let’s connect to Twitter, as all that’s required is a Twitter account. First, we’ll select to connect to Twitter in the admin settings and authenticate."}],"markDefs":[],"style":"normal"},{"_key":"60f63e4c50f3","_type":"mainImage","asset":{"_ref":"image-593cdb8ff672279a31d8b2de78f68e7f8a257325-1322x904-png","_type":"reference"},"caption":"Connect Twitter to Common Room"},{"_key":"8d764e3e8708","_type":"block","children":[{"_key":"68553ba009620","_type":"span","marks":[],"text":"And from here, we can start pulling in data from relevant handles, hashtags, and keywords."}],"markDefs":[],"style":"normal"},{"_key":"44a84bee513b","_type":"mainImage","asset":{"_ref":"image-89a5446a9436e787d6a78b69fdf80af15ad19c4b-2230x1360-png","_type":"reference"},"caption":"Add relevant hashtags and keywords to track"},{"_key":"b29d963f5cde","_type":"block","children":[{"_key":"fe358c273e130","_type":"span","marks":[],"text":"We’ll save changes, and, in a few minutes, we’ll go from a blank slate to data from Twitter flowing into Common Room."}],"markDefs":[],"style":"normal"},{"_key":"43ce4978c686","_type":"block","children":[{"_key":"ddb4b47105f30","_type":"span","marks":[],"text":"Our community is not just on Twitter, so we’ll want to run through the same process to connect Reddit, YouTube, Medium, Stack Overflow, and pulling in relevant context. To see supported integrations, "},{"_key":"ddb4b47105f31","_type":"span","marks":["c2c542d4d702"],"text":"head over to our integrations page"},{"_key":"ddb4b47105f32","_type":"span","marks":[],"text":". (We’re adding more and more all the time!)"}],"markDefs":[{"_key":"c2c542d4d702","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"},{"_key":"95914ebaebde","_type":"block","children":[{"_key":"e9b99d5316730","_type":"span","marks":[],"text":"In addition to public sources, we’ll want to connect some of our first-party sources like LinkedIn, Slack, GitHub, and HubSpot."}],"markDefs":[],"style":"normal"},{"_key":"1a1df89cb722","_type":"block","children":[{"_key":"5e223823be2e0","_type":"span","marks":[],"text":"We can follow a similar flow, but this time we’ll want to connect to LinkedIn and confirm we have the "},{"_key":"5e223823be2e1","_type":"span","marks":["dbcad4a0f689"],"text":"required permissions"},{"_key":"5e223823be2e2","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"dbcad4a0f689","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/linkedin#required-permissions"}],"style":"normal"},{"_key":"db5235823829","_type":"mainImage","asset":{"_ref":"image-830c3acdab1574b1cc4624ad8ce6887c0d0d7817-2932x1832-png","_type":"reference"},"caption":"Authenticate LinkedIn to pull member activity into Common Room"},{"_key":"34356891485a","_type":"block","children":[{"_key":"dcc5444aa89d0","_type":"span","marks":[],"text":"That’s pretty much it. We’ll rinse and repeat to start ingesting data from other sources. Once that’s done, we can move on to the next step."}],"markDefs":[],"style":"normal"},{"_key":"b44ed0a1255d","_type":"anchor","label":"Step 2: Set criteria"},{"_key":"a1632d379819","_type":"block","children":[{"_key":"f2f128d696490","_type":"span","marks":[],"text":"Step 2: Set criteria for the stages of your dark funnel"}],"markDefs":[],"style":"h3"},{"_key":"5cfcd94e5a8f","_type":"block","children":[{"_key":"bfb2f4156ec40","_type":"span","marks":[],"text":"With data flowing into Common Room, you can head over to the "},{"_key":"c4148333dd02","_type":"span","marks":["strong"],"text":"Organization"},{"_key":"663a325a36da","_type":"span","marks":[],"text":" or "},{"_key":"60a12c0fcb2f","_type":"span","marks":["strong"],"text":"Member"},{"_key":"2e540e037193","_type":"span","marks":[],"text":" view to see a firehose of identified individuals and the companies they work for. Here’s what that looks like from the "},{"_key":"055f7b492b0e","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"b2b3040053da","_type":"span","marks":[],"text":" view:"}],"markDefs":[],"style":"normal"},{"_key":"d1e979afdf09","_type":"mainImage","asset":{"_ref":"image-f91ee50ce28c9cc0dc5febb7093125958fd05949-2932x1832-png","_type":"reference"},"caption":"Organizations view in Common Room"},{"_key":"5596abe43015","_type":"block","children":[{"_key":"a11ab1188a090","_type":"span","marks":[],"text":"From here, we can start tinkering with filters to get a sense of how we want to define the stages of our funnel."}],"markDefs":[],"style":"normal"},{"_key":"7f01300115d2","_type":"block","children":[{"_key":"1ae6ce1b2cbf0","_type":"span","marks":[],"text":"Jumping into the "},{"_key":"f0fdcd0a1fc3","_type":"span","marks":["strong"],"text":"Members"},{"_key":"b3c362739a0b","_type":"span","marks":[],"text":" tab, we can see that our starting point is just under 17k members. And we can define funnel stages to group these members by stage."}],"markDefs":[],"style":"normal"},{"_key":"05e2742d214e","_type":"mainImage","asset":{"_ref":"image-8ce5dc9ba3ad9eea08aa5493f90c263564a47659-2932x1832-png","_type":"reference"},"caption":"Member view in Common Room"},{"_key":"a1cc20ab5e44","_type":"block","children":[{"_key":"f95e798698160","_type":"span","marks":[],"text":"Let’s start by defining our most active part of the dark funnel by adding a filter for at least ten impact points and activity within the last 28 days."}],"markDefs":[],"style":"normal"},{"_key":"a292c322b8b3","_type":"mainImage","asset":{"_ref":"image-f88fdb640f4e94c953d32bf60c86a4f426b3fff6-588x528-png","_type":"reference"},"caption":"Filter views by impact points"},{"_key":"ab7630267a47","_type":"block","children":[{"_key":"0ac22844aaa80","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"91550794f948","_type":"span","marks":[],"text":" Impact points are auto-generated based on a weighted scoring system defined by Common Room. "},{"_key":"0ac22844aaa81","_type":"span","marks":["ece718a561f0"],"text":"See how scores are calculated here →"}],"markDefs":[{"_key":"ece718a561f0","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/impact-points#impact-point-default-weights"}],"style":"callout"},{"_key":"98b4fde0aeb7","_type":"block","children":[{"_key":"1e5ea7f7bcf20","_type":"span","marks":[],"text":"This gets us down to about 500 members and feels like a good starting point for the bottom of the dark funnel. We’re satisfied, and we’ll define this cohort as "},{"_key":"6bb393c56ff9","_type":"span","marks":["strong"],"text":"Active"},{"_key":"6fabe00ddc3e","_type":"span","marks":[],"text":" members."}],"markDefs":[],"style":"normal"},{"_key":"96bc4e663bdb","_type":"block","children":[{"_key":"4fad2bdd124a0","_type":"span","marks":["strong"],"text":"Active"},{"_key":"797b66efdfaf","_type":"span","marks":[],"text":" = 10 or more impact points and active in the last 28 days"}],"markDefs":[],"style":"callout"},{"_key":"087b41ee5faa","_type":"block","children":[{"_key":"ed7b262a7a5f0","_type":"span","marks":[],"text":"Next, we’ll move further up the dark funnel and define a cohort of members who are not quite as active or have recently waned interest. We’ll call this group Aware members. After some tinkering, it looks like activity identified in the last 90 days with less than ten impact points gets us to a good place of about 2k members."}],"markDefs":[],"style":"normal"},{"_key":"4573acca9f6c","_type":"block","children":[{"_key":"fbb669cf5dac0","_type":"span","marks":["strong"],"text":"Aware"},{"_key":"fcf4a7fcc41b","_type":"span","marks":[],"text":" = active in the 90 days with 10 or less impact points"}],"markDefs":[],"style":"callout"},{"_key":"3c689c345f69","_type":"mainImage","asset":{"_ref":"image-f5d058910825f6758fe687617a0ccf2ccd16ef24-1088x562-png","_type":"reference"},"caption":"Add filters for the \"Aware\" stage"},{"_key":"00c58027d504","_type":"block","children":[{"_key":"7014877c0b6c0","_type":"span","marks":[],"text":"And finally, we’ll want to define a dormant cohort. Where we’ll include the rest of our members."}],"markDefs":[],"style":"normal"},{"_key":"eddf6bc41522","_type":"block","children":[{"_key":"dc8f76d28bf50","_type":"span","marks":["strong"],"text":"Dormant"},{"_key":"dc8f76d28bf51","_type":"span","marks":[],"text":" = last seen > 90 days ago"}],"markDefs":[],"style":"callout"},{"_key":"80bfd2dbdf08","_type":"mainImage","asset":{"_ref":"image-65f6091439c45e6492492662d171422bd9a8fbde-990x804-png","_type":"reference"},"caption":"Add filters for the Dormant stage"},{"_key":"2b7de90e877a","_type":"block","children":[{"_key":"3e286574a1f40","_type":"span","marks":[],"text":"Now that we’ve defined the stages of our dark funnel, we’ll start tagging members as they move in and out of stages. Let’s go!"}],"markDefs":[],"style":"normal"},{"_key":"65a8b6e1f700","_type":"anchor","label":"Step 3: Auto-tag members"},{"_key":"1a0f0c374677","_type":"block","children":[{"_key":"8273dbdf4bb7","_type":"span","marks":[],"text":"Step 3: Tag members of your community as they move in and out of stages"}],"markDefs":[],"style":"h3"},{"_key":"140ea30179bd","_type":"block","children":[{"_key":"508babd308fd0","_type":"span","marks":[],"text":"Now that we’ve defined the stages of our dark funnel, we’ll start tagging members as they move in and out of stages. Let’s go!"}],"markDefs":[],"style":"normal"},{"_key":"0aa0057e3e75","_type":"mainImage","asset":{"_ref":"image-a730e24b6e2cfe4c070d4d1ce487320b072713b9-2932x1832-png","_type":"reference"},"caption":"Dark-funnel stages by member status"},{"_key":"1bca44ff55fd","_type":"block","children":[{"_key":"c978795e47670","_type":"span","marks":[],"text":"We can also add statuses for each of our stages so we can track the progress of members."}],"markDefs":[],"style":"normal"},{"_key":"b0311abd74d9","_type":"block","children":[{"_key":"3a8a709105e40","_type":"span","marks":[],"text":"After creating our segment, we can locate the "},{"_key":"9ec7b0b23633","_type":"span","marks":["strong"],"text":"Member management"},{"_key":"5492002423e4","_type":"span","marks":[],"text":" section and click the "},{"_key":"74b72d7b916a","_type":"span","marks":["strong"],"text":"Configure"},{"_key":"4f2beac84406","_type":"span","marks":[],"text":" button to auto-add/remove members throughout our funnel."}],"markDefs":[],"style":"normal"},{"_key":"358f952c5de8","_type":"mainImage","asset":{"_ref":"image-6c28a2a9e851ac9a1f77ea7df3250116295658c7-1932x720-png","_type":"reference"},"caption":"Filter to update a member status"},{"_key":"f88aa2d9baf4","_type":"block","children":[{"_key":"959ba9c594fa0","_type":"span","marks":[],"text":"Select to auto-update a new status we just created. Let’s start with defining the "},{"_key":"9d7a2562825e","_type":"span","marks":["strong"],"text":"Active"},{"_key":"5caed8726e53","_type":"span","marks":[],"text":" status."}],"markDefs":[],"style":"normal"},{"_key":"b5e00cdc0885","_type":"block","children":[{"_key":"090965ed7ee60","_type":"span","marks":[],"text":"We’ll adjust the criteria to what was previously described (10 or more impact points "},{"_key":"090965ed7ee61","_type":"span","marks":["em"],"text":"and"},{"_key":"090965ed7ee62","_type":"span","marks":[],"text":" active in the last 28 days), click "},{"_key":"affd2b7ace09","_type":"span","marks":["strong"],"text":"Save"},{"_key":"bda85d1679c0","_type":"span","marks":[],"text":", and our first dark funnel cohort will start to propagate."}],"markDefs":[],"style":"normal"},{"_key":"94e3116c17df","_type":"block","children":[{"_key":"dee3abe62f170","_type":"span","marks":[],"text":"We’ll do the same for our other stages by clicking "},{"_key":"15d3455066f8","_type":"span","marks":["strong"],"text":"Set criteria"},{"_key":"f84204fb3fbc","_type":"span","marks":[],"text":" and activating auto status updates."}],"markDefs":[],"style":"normal"},{"_key":"c98efcf01b14","_type":"mainImage","asset":{"_ref":"image-af5a9c6b5608d5a6e12316d00d603e5d7cfb4c84-1932x994-png","_type":"reference"},"caption":"Set criteria to auto-update all stages of the funnel"},{"_key":"041782cc6fae","_type":"anchor","label":"Wrapping Up"},{"_key":"2bfba49c6a02","_type":"block","children":[{"_key":"aa8f9287ccbb","_type":"span","marks":[],"text":"Wrapping up"}],"markDefs":[],"style":"h3"},{"_key":"6f03c9a73df2","_type":"block","children":[{"_key":"7412daf25cf40","_type":"span","marks":[],"text":"And that’s pretty much all there is to it. 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Just a quick glance at our "},{"_key":"bb6aea8e3baf","_type":"span","marks":["5b97cf52068e"],"text":"customer page"},{"_key":"be52266c7f4b","_type":"span","marks":[],"text":", and it’s safe to infer that our ideal customers look something like technology companies (industry) with enough traction (employee size/revenue) to invest in developer relations and community building."}],"markDefs":[{"_key":"5b97cf52068e","_type":"link","href":"https://www.commonroom.io/customers/"}],"style":"normal"},{"_key":"6508563e1fba","_type":"block","children":[{"_key":"ac92c9dbb9d30","_type":"span","marks":[],"text":"Put those parameters into an account selection tool (we’re fans of "},{"_key":"ac92c9dbb9d31","_type":"span","marks":["d67a80ef7949"],"text":"Keyplay"},{"_key":"ac92c9dbb9d32","_type":"span","marks":[],"text":"), and you’ll get a decent list of accounts."}],"markDefs":[{"_key":"d67a80ef7949","_type":"link","href":"https://keyplay.io/"}],"style":"normal"},{"_key":"95981a79b530","_type":"block","children":[{"_key":"9da350bd3a0a0","_type":"span","marks":["strong"],"text":"What to do with that list?"},{"_key":"9da350bd3a0a1","_type":"span","marks":[],"text":" That’s the hard part."}],"markDefs":[],"style":"normal"},{"_key":"8e01ccd615ab","_type":"block","children":[{"_key":"c7416e65e83c0","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to surface meaningful activity from target accounts (and people at those accounts!) across every part of the customer journey."}],"markDefs":[],"style":"normal"},{"_key":"fa25771704d4","_type":"block","children":[{"_key":"656dec0dd65e","_type":"span","marks":["strong"],"text":"What you’ll need"}],"markDefs":[],"style":"normal"},{"_key":"b706b832166d","_type":"block","children":[{"_key":"d94c838afa72","_type":"span","marks":[],"text":"Common Room — to bring together digital engagement, CRM, and firmographic data ("},{"_key":"50ffaf669cb5","_type":"span","marks":["6782b0f39afe"],"text":"Sign-up for free"},{"_key":"ab43d8f7b6f1","_type":"span","marks":[],"text":" to follow along)."}],"markDefs":[{"_key":"6782b0f39afe","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"3ec1ec835505","_type":"block","children":[{"_key":"ce51d368ce5e","_type":"span","marks":[],"text":"Access to digital channels. In this example, we’ll use GitHub, Slack, Twitter, and LinkedIn. 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We can repeat the same steps from before, and this time select GitHub. And from here, we can choose the GitHub repositories we’d like to connect to."}],"markDefs":[],"style":"normal"},{"_key":"8f04b2e22718","_type":"mainImage","asset":{"_ref":"image-837234b9b927d1380846125efa163104ed6f952b-1440x1026-png","_type":"reference"},"caption":"Authenticate GitHub account and select relevant repos","crop":{"_type":"sanity.imageCrop","bottom":0.061278114398886196,"left":0,"right":0,"top":0.022060121183599037},"hotspot":{"_type":"sanity.imageHotspot","height":0.9166617644175148,"width":1,"x":0.5,"y":0.4803910033923564}},{"_key":"bfbf3a133673","_type":"block","children":[{"_key":"4b10dcc57cde0","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"c13c23a40216","_type":"span","marks":[],"text":" Connecting to "},{"_key":"0c9671d542ed","_type":"span","marks":["6c82c69dc532"],"text":"GitHub requires approval"},{"_key":"003bff041790","_type":"span","marks":[],"text":" from one of your org admins. If you are not an org admin and proceed through the integration setup, GitHub will email your org admins requesting their approval. Common Room will begin importing activity from your repo once an admin approves the request."}],"markDefs":[{"_key":"6c82c69dc532","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/github#required-permissions"}],"style":"callout"},{"_key":"56665d3f3210","_type":"block","children":[{"_key":"bc7d9bbfcc390","_type":"span","marks":[],"text":"Now we have two sources passing data into Common Room. 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Not all accounts fit our ideal customer requirements, so we can select "},{"_key":"eace4d2bb0f83","_type":"span","marks":["strong"],"text":"+ Add filter"},{"_key":"eace4d2bb0f84","_type":"span","marks":[],"text":" to narrow our list to only organizations that meet our criteria."}],"markDefs":[],"style":"normal"},{"_key":"4c800f918e4a","_type":"block","children":[{"_key":"9c7c3417fd240","_type":"span","marks":[],"text":"We’ll add filters to only companies with more than ten employees."}],"markDefs":[],"style":"normal"},{"_key":"a4814b6a46b4","_type":"mainImage","alt":"Filter views by employee count and more","asset":{"_ref":"image-31c9d19dfbf7a90805c2bb9b4d266803ff51e609-516x918-png","_type":"reference"},"caption":"Add a filter for employee count"},{"_key":"01e29500ab43","_type":"block","children":[{"_key":"746c127a804d0","_type":"span","marks":[],"text":"And we'll also want to exclude healthcare companies because we don't yet have HIPAA compliance. 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And we’ll scroll to select "},{"_key":"791fe5dd52745","_type":"span","marks":["strong"],"text":"Tag an organization"},{"_key":"791fe5dd52746","_type":"span","marks":[],"text":" workflow."}],"markDefs":[],"style":"normal"},{"_key":"11b9bbed57b2","_type":"mainImage","alt":"Use a workflow template to tag organizations","asset":{"_ref":"image-9770107ac057a5c84bfa2b0dccddc33af6de2d3b-740x528-png","_type":"reference"},"caption":"Tag an organization workflow template"},{"_key":"a28fd405364e","_type":"block","children":[{"_key":"ade6e117cfb70","_type":"span","marks":[],"text":"We can simply add the filters from our previous exploration (org > 10 and not in healthcare), click "},{"_key":"e63ca0c80696","_type":"span","marks":["strong"],"text":"Save"},{"_key":"26791340688b","_type":"span","marks":[],"text":", and turn the workflow."}],"markDefs":[],"style":"normal"},{"_key":"9f11e42cac5b","_type":"mainImage","alt":"Build custom workflows to auto-tag organizations","asset":{"_ref":"image-0562d6a71444f2f9e073950fbdeb7e39d0cf975c-2412x1068-png","_type":"reference"},"caption":"Modify workflows with filters to specify tags for organizations"},{"_key":"33a861c1d581","_type":"workflowReference","workflow":{"_ref":"d4498aed-2f7e-429a-b470-7a04d7058055","_type":"reference"}},{"_key":"a81429a667b0","_type":"block","children":[{"_key":"eb8926ea4607","_type":"span","marks":[],"text":"After turning the workflow on, we’ll see enrollment populate in the Workflows overview. 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Now that we’ve tagged organizations within our ideal customer profile with an firmographic fit tag, we can create segments based on member and account activity to take action."}],"markDefs":[],"style":"normal"},{"_key":"f8f8c32243d2","_type":"anchor","label":"Step 3: Create a segment to track activity"},{"_key":"eda1189c79ed","_type":"block","children":[{"_key":"e9636cb479770","_type":"span","marks":[],"text":"Step 3: Create a segment to track target account activity"}],"markDefs":[],"style":"h3"},{"_key":"b1f22646d462","_type":"block","children":[{"_key":"ea7652f1922b0","_type":"span","marks":[],"text":"In this step, we’ll combine firmographic account fit with relevant activity from members. 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You’re in rarified OSS air. Your repo has thousands of stars, contributors, commits, branches, and so on."}],"markDefs":[],"style":"normal"},{"_key":"f20b74f313c8","_type":"block","children":[{"_key":"1b6a7fb5334d0","_type":"span","marks":[],"text":"With all this traction, you want to understand basics like: "},{"_key":"1b6a7fb5334d1","_type":"span","marks":["em"],"text":"who are your top external contributors?"},{"_key":"1b6a7fb5334d2","_type":"span","marks":[],"text":" "},{"_key":"1b6a7fb5334d3","_type":"span","marks":["em"],"text":"Where do they work? What are their motives? Are they customers of your SaaS offering?"}],"markDefs":[],"style":"normal"},{"_key":"ae5890940e79","_type":"block","children":[{"_key":"7e65c25327220","_type":"span","marks":[],"text":"While GitHub gives you a pulse on activity within your repo — top contributors, merge and pull requests activity, new and closed issues — it doesn’t provide specifics like company data from members or connect the dots on who is or isn’t a customer."}],"markDefs":[],"style":"normal"},{"_key":"6771a9c969d9","_type":"block","children":[{"_key":"5e07373796460","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to use Common Room to pull back the veil on your GitHub community beyond the basic info that GitHub provides. We’ll show you how to identify contributions from high-profile accounts, who is behind those accounts, and how to create views to triage issues or prioritize responses."}],"markDefs":[],"style":"normal"},{"_key":"c1ec77292a5b","_type":"block","children":[{"_key":"47832cfa837b0","_type":"span","marks":["strong"],"text":"What you’ll need"}],"markDefs":[],"style":"normal"},{"_key":"40fde0ccf149","_type":"block","children":[{"_key":"764a8bcb5a11","_type":"span","marks":[],"text":"Common Room — this is what we’ll use to ingest activity from GitHub ("},{"_key":"47832cfa837b1","_type":"span","marks":["5f76e4466da0"],"text":"Sign-up for free"},{"_key":"47832cfa837b2","_type":"span","marks":[],"text":" to follow along)."}],"markDefs":[{"_key":"5f76e4466da0","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"e2b0821d3cfd","_type":"block","children":[{"_key":"2b0f24e9e862","_type":"span","marks":[],"text":"Admin access to your GitHub repo "}],"markDefs":[],"style":"callout"},{"_key":"1ccd583e5bb5","_type":"anchor","label":"Step 1: Connect GitHub repo"},{"_key":"44c999b4aea2","_type":"block","children":[{"_key":"9731d203c39d0","_type":"span","marks":[],"text":"Step 1: Connect to your GitHub repo"}],"markDefs":[],"style":"h3"},{"_key":"1c3a6c2dd402","_type":"block","children":[{"_key":"a9b9da63b9d50","_type":"span","marks":[],"text":"Our first step is to connect your repo to Common Room. To do that, head over to settings and select to connect GitHub."}],"markDefs":[],"style":"normal"},{"_key":"9c79159ce1c7","_type":"mainImage","asset":{"_ref":"image-b421f8e89dd036be3a25fbf9b620148043be1b63-1322x904-png","_type":"reference"},"caption":"Connect GitHub to Common Room"},{"_key":"3f082cce552c","_type":"block","children":[{"_key":"b83c0d8e49aa0","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"b83c0d8e49aa1","_type":"span","marks":[],"text":" connecting to GitHub requires approval from one of your org admins. If you are not an org admin and proceed through the integration setup, GitHub will email your org admins requesting their approval. Common Room will begin importing activity from your repo once an admin approves the request."}],"markDefs":[],"style":"callout"},{"_key":"8d498553125f","_type":"block","children":[{"_key":"22e749bda62a0","_type":"span","marks":[],"text":"Once approved by an admin (or you if you’re an admin), you’ll see activity data from GitHub in your Common Room instance after a few minutes."}],"markDefs":[],"style":"normal"},{"_key":"f102505fe9e1","_type":"anchor","label":"Step 2: Filter for top contributors"},{"_key":"0db21ff855fc","_type":"block","children":[{"_key":"7920112d39d3","_type":"span","marks":[],"text":"Step 2: Add filters to identify your top contributors"}],"markDefs":[],"style":"h3"},{"_key":"fa39f7deabfe","_type":"block","children":[{"_key":"44598e74dc1d0","_type":"span","marks":[],"text":"For the next step, we’ll want to filter down our list of GitHub contributors into different cohorts."}],"markDefs":[],"style":"normal"},{"_key":"2b76739c9b21","_type":"block","children":[{"_key":"d04c04d9422c0","_type":"span","marks":[],"text":"In this tutorial, we’ll create a cohort for top contributors and one for recent contributions by high-profile accounts. We can head over to the "},{"_key":"23cf506d7373","_type":"span","marks":["strong"],"text":"Members"},{"_key":"56ed1c7b710d","_type":"span","marks":[],"text":" view in Common Room to do that."}],"markDefs":[],"style":"normal"},{"_key":"f60c0d4573a1","_type":"block","children":[{"_key":"19d5f3a6a6860","_type":"span","marks":[],"text":"From here, we’ll add a filter to limit this view to just the GitHub source."}],"markDefs":[],"style":"normal"},{"_key":"4e9b7c8481e2","_type":"mainImage","asset":{"_ref":"image-65f6b64e0f3b6daa5ddca6fd033d1018195047d8-2932x1832-png","_type":"reference"},"caption":"Unfiltered Members view"},{"_key":"8e9811980795","_type":"block","children":[{"_key":"9b3658bbcf8b0","_type":"span","marks":[],"text":"And we can see that gets us to about 18k members. Which is far too much noise for the signal we’re looking for. So we can start narrowing that down by adding more filters."}],"markDefs":[],"style":"normal"},{"_key":"ac926295bb7a","_type":"block","children":[{"_key":"d2bc30d772320","_type":"span","marks":[],"text":"Let’s start by building our top contributor cohort."}],"markDefs":[],"style":"normal"},{"_key":"38236af8e37f","_type":"block","children":[{"_key":"d05166c0309d0","_type":"span","marks":[],"text":"We can click the "},{"_key":"d13b2881913a","_type":"span","marks":["strong"],"text":"+ Add filter"},{"_key":"7b3a29a724c4","_type":"span","marks":[],"text":" button and select GitHub-specific activity to filter on, like commits, pull requests, comments, issues, stars, etc."}],"markDefs":[],"style":"normal"},{"_key":"c7de68b8e94c","_type":"mainImage","asset":{"_ref":"image-bc9429be9aef4539ae466887e8af3f7da2569ab3-2214x1366-png","_type":"reference"},"caption":"Mega menu filter for members view"},{"_key":"a70a3b20050c","_type":"block","children":[{"_key":"ec074ff1de080","_type":"span","marks":[],"text":"Adding a filter for > 1 commit in the last 28 days narrows our list to a few dozen. This is what we were looking for — our top recently active contributors. We can select all members from here and add them to a new segment."}],"markDefs":[],"style":"normal"},{"_key":"eff8c1781c5d","_type":"mainImage","asset":{"_ref":"image-fc067fd748d27afe938ebe94bc9b20aab3171638-742x464-png","_type":"reference"},"caption":"Add selected members to a new segment"},{"_key":"babd402a2549","_type":"block","children":[{"_key":"527ffe3b2ba20","_type":"span","marks":[],"text":"Let’s follow a similar pattern to create a different segment for high-profile GitHub active members in our repo. To do that, we can clear the previous filter and add a new one for organization size > 50, located in North America or Europe, and active in the last 12 weeks."}],"markDefs":[],"style":"normal"},{"_key":"39cdbd720e98","_type":"mainImage","asset":{"_ref":"image-2ff7a5a0f697146c4b676b738c4d4419bcad486d-1466x915-png","_type":"reference"},"caption":"Filter GitHub contributors by ICP"},{"_key":"8104b954c27b","_type":"block","children":[{"_key":"6e7ef6a14bad0","_type":"span","marks":[],"text":"Then we can repeat the step above to add this cohort to a new segment. We’ll select all and name our segment."}],"markDefs":[],"style":"normal"},{"_key":"9391e1d5ec07","_type":"block","children":[{"_key":"8d94140e8b5e0","_type":"span","marks":[],"text":"We can also add tags (e.g., "},{"_key":"82e0c2d6d109","_type":"span","marks":["strong"],"text":"VIP"},{"_key":"84c01ce059f5","_type":"span","marks":[],"text":") from this view to append to a member’s profile. 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More on "},{"_key":"8d94140e8b5e1","_type":"span","marks":["04d19f792ea5"],"text":"how tags work in Common Room here →"}],"markDefs":[{"_key":"04d19f792ea5","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/member-tags"}],"style":"normal"},{"_key":"19fdf9fe3352","_type":"anchor","label":"Step 3: Create alerts"},{"_key":"2dffa417b2ad","_type":"block","children":[{"_key":"3a14f2df92e20","_type":"span","marks":[],"text":"Step 3: Create alerts to take action"}],"markDefs":[],"style":"h3"},{"_key":"dcc5f084bce0","_type":"block","children":[{"_key":"79e30adf71750","_type":"span","marks":[],"text":"Now that we’ve created a couple of segments, we’ll want to take actions like reaching out to a new contributor or helping out a VIP when an issue arises."}],"markDefs":[],"style":"normal"},{"_key":"cb5129b1f1af","_type":"block","children":[{"_key":"2dea361ae9820","_type":"span","marks":[],"text":"We can do all that by adding some automation to our segment and building a workflow."}],"markDefs":[],"style":"normal"},{"_key":"24a73039f82d","_type":"block","children":[{"_key":"622b8632b6710","_type":"span","marks":[],"text":"Let’s jump into the segment we just created for top active contributors. From here, we can click on the "},{"_key":"4d92f2f98c6a","_type":"span","marks":["strong"],"text":"Member management"},{"_key":"8ac78d33e580","_type":"span","marks":[],"text":" tab and set criteria to auto-add/remove members to/from our segment."}],"markDefs":[],"style":"normal"},{"_key":"f35e496f512a","_type":"block","children":[{"_key":"ac59c63484080","_type":"span","marks":[],"text":"We can match the same criteria for the view we used above — 1 commit merged in the last 28 days — and click "},{"_key":"c31e13e7fcff","_type":"span","marks":["strong"],"text":"Save"},{"_key":"39e6e8648639","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"323087a59db5","_type":"mainImage","asset":{"_ref":"image-583834f037a085ac73db797528a6e3fe595be7fd-2932x1832-png","_type":"reference"},"caption":"Auto-add/remove members from the \"Member management\" tab"},{"_key":"4ac6b0f5c2f7","_type":"block","children":[{"_key":"437fb0ffecdc0","_type":"span","marks":[],"text":"From here, check this segment regularly to take action when new members are added. 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There are far better resources on "},{"_key":"88326d273514","_type":"span","marks":["4f02072027cd"],"text":"role configuration on Discord’s support forum"},{"_key":"6eb8611af524","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"4f02072027cd","_type":"link","href":"https://support.discord.com/hc/en-us/articles/214836687-Role-Management-101"}],"style":"callout"},{"_key":"a790b5b4a6e7","_type":"mainImage","alt":"Assign a Discord role","asset":{"_ref":"image-fc26a0c6ba1f0f9d63d1bcc58308911ee30e147a-1334x434-png","_type":"reference"},"caption":"Assign a Discord role"},{"_key":"15583c3a501e","_type":"block","children":[{"_key":"fbf9d109db8a0","_type":"span","marks":[],"text":"That’s all we’ll need to set up the verification portion of onboarding."}],"markDefs":[],"style":"normal"},{"_key":"d74f63a91214","_type":"block","children":[{"_key":"63c663e0b1bc0","_type":"span","marks":[],"text":"From a user experience, new members will see a verification message like this:"}],"markDefs":[],"style":"normal"},{"_key":"840400fb21c1","_type":"mainImage","alt":"Automated verification message sent to new members","asset":{"_ref":"image-b92b1721e7ce820bd20f9e328c9230fab15ed6e4-1662x294-png","_type":"reference"},"caption":"Automated verification message sent to new members"},{"_key":"a372b52d3e11","_type":"block","children":[{"_key":"eff5157af4bc0","_type":"span","marks":[],"text":"When members click the "},{"_key":"eff5157af4bc1","_type":"span","marks":["strong"],"text":"Verify"},{"_key":"eff5157af4bc2","_type":"span","marks":[],"text":" button, they’ll be taken to a confirmation page and able to close the tab to return to onboarding."}],"markDefs":[],"style":"normal"},{"_key":"9fb27e71ac33","_type":"mainImage","alt":"Identity verification screen confirmation","asset":{"_ref":"image-e5c0ea6470d4d2655bf3f3a4831712c561b5db84-1348x808-png","_type":"reference"},"caption":"Identity verification screen confirmation"},{"_key":"b80d69465f2b","_type":"anchor","label":"Step 3: Survey members and assign roles"},{"_key":"3bd3cc1c40aa","_type":"block","children":[{"_key":"6b4c59dbd6db0","_type":"span","marks":[],"text":"Step 3: Survey new members and assign roles"}],"markDefs":[],"style":"h3"},{"_key":"d466c7233edc","_type":"block","children":[{"_key":"76f35f11b5120","_type":"span","marks":[],"text":"With members verified, we’ll want also to ask them a few questions to route them to relevant channels across our server."}],"markDefs":[],"style":"normal"},{"_key":"9da52581d280","_type":"block","children":[{"_key":"97b39d47fd2b0","_type":"span","marks":[],"text":"For example, imagine that our server offers resources based on a member's job role. 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"},{"_key":"785469e360022","_type":"span","marks":["6c7683412490"],"text":"See permissions →"}],"markDefs":[{"_key":"6c7683412490","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/slack#required-permissions"}],"style":"callout"},{"_key":"854d2b398051","_type":"block","children":[{"_key":"4df9ee67226d0","_type":"span","marks":[],"text":"Authenticate and continue through the remaining steps to connect Slack. Once connected, after a few minutes, you should see data from your Slack channel flowing into Common Room."}],"markDefs":[],"style":"normal"},{"_key":"7cfad14a90a5","_type":"block","children":[{"_key":"1aa2143130420","_type":"span","marks":[],"text":"We can repeat this step to connect additional sources. ("},{"_key":"1aa2143130421","_type":"span","marks":["588bc73bcaac"],"text":"See our catalog of integrations"},{"_key":"4a571d8d60e3","_type":"span","marks":[],"text":")"}],"markDefs":[{"_key":"588bc73bcaac","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"},{"_key":"9bd4f78176e5","_type":"anchor","label":"Step 2: Set the bar"},{"_key":"6111539feeba","_type":"block","children":[{"_key":"9c05c4f251f8","_type":"span","marks":[],"text":"Step 2: Set the bar for a champion"}],"markDefs":[],"style":"h3"},{"_key":"540bd9d1111d","_type":"block","children":[{"_key":"34748a2c32620","_type":"span","marks":[],"text":"Next, we’ll want to align on the criteria for identifying a champion."}],"markDefs":[],"style":"normal"},{"_key":"9039c7b66dd8","_type":"block","children":[{"_key":"daa0fd8442750","_type":"span","marks":[],"text":"Now, there are many considerations for what to include depending on your product and community traction — product activity, community contributions,  outspoken posts about your brand, etc."}],"markDefs":[],"style":"normal"},{"_key":"62d7415d90d6","_type":"block","children":[{"_key":"3c17b99a84430","_type":"span","marks":[],"text":"For this tutorial, we’ll use the actual criteria for identifying champions in our own "},{"_key":"3c17b99a84431","_type":"span","marks":["efeceef04965"],"text":"Uncommon Community"},{"_key":"3c17b99a84432","_type":"span","marks":[],"text":" — "},{"_key":"3c17b99a84433","_type":"span","marks":["strong"],"text":"top community contributors (specifically in Slack) + active product user + impact points > 100"},{"_key":"3c17b99a84434","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"efeceef04965","_type":"link","href":"https://www.commonroom.io/uncommon/"}],"style":"normal"},{"_key":"a0969f82b2f3","_type":"block","children":[{"_key":"0e6a9309a04b0","_type":"span","marks":[],"text":"To add a bit more context, Slack is the core platform we use for daily community interactions. 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If you need any guidance, you can always "},{"_key":"2f8a6dccb70c1","_type":"span","marks":["aa7312a51685"],"text":"book a working session with us here →"}],"markDefs":[{"_key":"aa7312a51685","_type":"link","href":"https://www.commonroom.io/contact/"}],"style":"normal"},{"_key":"0dd31b59187d","_type":"mainImage","asset":{"_ref":"image-14169495138a4fa70f175b5a438ca7c6610892a2-2932x1832-png","_type":"reference"},"caption":"Filter and view for active Slack members"},{"_key":"e5c0827a4f23","_type":"block","children":[{"_key":"cfa9ec521f430","_type":"span","marks":[],"text":"Using the criteria above, we match about 150 members, which feels like a good start. 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Simply put, without welcome messages, you run the risk of new community members bouncing and never coming back."}],"markDefs":[],"style":"normal"},{"_key":"811045704e1c","_type":"block","children":[{"_key":"3cc28680f96b0","_type":"span","marks":[],"text":"A good onboarding flow starts early, and it helps shape their understanding of your community. However, as a community manager, saying hello to everyone as they join and helping them navigate your community is a huge task that can take up a lot of time."}],"markDefs":[],"style":"normal"},{"_key":"fdc8b62cba93","_type":"block","children":[{"_key":"1256221b0c5a0","_type":"span","marks":[],"text":"We can tackle this cold start problem through automated welcome messages. And this playbook will show you how to do just that."}],"markDefs":[],"style":"normal"},{"_key":"6fee2e4d79c0","_type":"block","children":[{"_key":"0115aa3e108c0","_type":"span","marks":["strong"],"text":"What you’ll need"}],"markDefs":[],"style":"normal"},{"_key":"632321d95549","_type":"block","children":[{"_key":"3f7daa1ab3c70","_type":"span","marks":[],"text":"- Common Room — We’ll use Common Room to automate sending welcome messages! ("},{"_key":"3f7daa1ab3c71","_type":"span","marks":["9cde2e879c36"],"text":"Sign-up for free"},{"_key":"3f7daa1ab3c72","_type":"span","marks":[],"text":" to follow along)."}],"markDefs":[{"_key":"9cde2e879c36","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"4fccf71436d9","_type":"block","children":[{"_key":"87dd78b93fae","_type":"span","marks":[],"text":"- A Slack or Discord workspace"}],"markDefs":[],"style":"callout"},{"_key":"7162205cc86f","_type":"anchor","label":"Step 1: Connect to sources"},{"_key":"26a2fce76d90","_type":"block","children":[{"_key":"1b32cfdcd73d","_type":"span","marks":[],"text":"Step 1: Connect to Slack or Discord"}],"markDefs":[],"style":"h3"},{"_key":"c8e27d65ef47","_type":"block","children":[{"_key":"b30d727675000","_type":"span","marks":[],"text":"For this exercise, imagine you have a growing global Slack community and are falling behind at sending prompt welcome messages."}],"markDefs":[],"style":"normal"},{"_key":"c03ea3023848","_type":"block","children":[{"_key":"de20b02468f40","_type":"span","marks":[],"text":"We’ll need to connect Slack to Common Room to set up automated welcome messages. To do that, we can head over to "},{"_key":"919b8956cd7f","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"79d08c81c0c5","_type":"span","marks":[],"text":" in Common Room and choose to connect to Slack."}],"markDefs":[],"style":"normal"},{"_key":"7b6fd9c85cca","_type":"mainImage","asset":{"_ref":"image-314c79a0ac1ac264edfb4276a2a7bccdbc8f20b2-1456x932-png","_type":"reference"},"caption":"Connect to Slack"},{"_key":"b465fb9bdcac","_type":"block","children":[{"_key":"b7b1d1b17cb70","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"b7b1d1b17cb71","_type":"span","marks":[],"text":" You’ll need permission to add applications to your Slack workspace."}],"markDefs":[],"style":"callout"},{"_key":"0d07a9410b1d","_type":"block","children":[{"_key":"eb8402ece1e80","_type":"span","marks":[],"text":"Follow the connection prompts, authenticate, and you’ll see Slack activity in Common Room after a few minutes."}],"markDefs":[],"style":"normal"},{"_key":"4efdfc211a55","_type":"block","children":[{"_key":"d513fe02f1e80","_type":"span","marks":[],"text":"Once connected, we can start to build our welcome message workflow."}],"markDefs":[],"style":"normal"},{"_key":"661eb938945e","_type":"anchor","label":"Step 2: Create message workflow"},{"_key":"edef8d949661","_type":"block","children":[{"_key":"a4e080eb15370","_type":"span","marks":[],"text":"Step 2: Create a welcome message workflow"}],"markDefs":[],"style":"h3"},{"_key":"7cc129589092","_type":"block","children":[{"_key":"d189a63666050","_type":"span","marks":["e5f5219a1338"],"text":"Once in your room"},{"_key":"d189a63666051","_type":"span","marks":[],"text":" (what we call your instance of Common Room), let’s navigate to the "},{"_key":"ffb533a4fe61","_type":"span","marks":["strong"],"text":"Workflows"},{"_key":"f7b535e17e36","_type":"span","marks":[],"text":" view from the left-side menu, and click on "},{"_key":"686f0c6f003a","_type":"span","marks":["strong"],"text":"+ New Workflow"},{"_key":"10365a2e9c81","_type":"span","marks":[],"text":". And we’ll choose the onboarding journey workflow."}],"markDefs":[{"_key":"e5f5219a1338","_type":"link","href":"https://app.commonroom.io/"}],"style":"normal"},{"_key":"386dd96751f3","_type":"mainImage","asset":{"_ref":"image-3b1a1d0255c63973092930d3923b9d55ec121900-1526x828-png","_type":"reference"}},{"_key":"a98c96bef2d7","_type":"block","children":[{"_key":"3c8faf8acea20","_type":"span","marks":[],"text":"Choose the Slack Onboarding Journey and click "},{"_key":"681f5235c768","_type":"span","marks":["strong"],"text":"Create"},{"_key":"baf67b8eaa0e","_type":"span","marks":[],"text":". And now we’ll find ourselves creating our first workflow!"}],"markDefs":[],"style":"normal"},{"_key":"d5e85c57512f","_type":"mainImage","asset":{"_ref":"image-ea7088b8365315d7e18a6f27c3357802b4e911a9-1526x828-png","_type":"reference"}},{"_key":"c5ebaf32ba6c","_type":"block","children":[{"_key":"ff6660c66cd30","_type":"span","marks":[],"text":"You’ll be taken to a workflow canvas with a pre-built onboarding journey workflow."}],"markDefs":[],"style":"normal"},{"_key":"0ad4fefad848","_type":"block","children":[{"_key":"a413e20385210","_type":"span","marks":[],"text":"The first thing we’ll do is confirm we’re connected to the right Slack workspace and choose the duration of our wait step before sending our welcome message."}],"markDefs":[],"style":"normal"},{"_key":"5d72c5d198a1","_type":"block","children":[{"_key":"233889a398930","_type":"span","marks":[],"text":"In our Uncommon community, we wait 30 minutes (this is the default) before we send a message to our new members. You can choose what the right number is for you. In minutes, days, or months (maybe don’t wait months to welcome your new members, though 😜)."}],"markDefs":[],"style":"normal"},{"_key":"e0f715f32c06","_type":"mainImage","asset":{"_ref":"image-b96757d21b41b2a31daf5c7b9d7c4e25add12094-744x488-png","_type":"reference"},"caption":"Select a wait duration to send a welcome message"},{"_key":"6997e1b58144","_type":"workflowReference","workflow":{"_ref":"508bf203-a59e-4cad-9e04-14e2b2dcde90","_type":"reference"}},{"_key":"b5d19a12a552","_type":"anchor","label":"Step 3: Send messages (optional)"},{"_key":"3b88b0b51d16","_type":"block","children":[{"_key":"d3bdfba93fcc","_type":"span","marks":[],"text":"Step 3 (optional): Send personalized messages based on member traits"}],"markDefs":[],"style":"h3"},{"_key":"d7b66b5a82d3","_type":"block","children":[{"_key":"185b5c2beb6a0","_type":"span","marks":[],"text":"As you scroll to the next section in the workflow, you’ll see an area titled "},{"_key":"185b5c2beb6a1","_type":"span","marks":["strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong"],"text":"Continue if specific filters apply"},{"_key":"185b5c2beb6a2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"27b431c616fa","_type":"block","children":[{"_key":"a5c2125a9e0e0","_type":"span","marks":[],"text":"This is a small section, but it’s mighty. It enables you to get granular and create personalized onboarding experiences if you need/want to."}],"markDefs":[],"style":"normal"},{"_key":"751fd69b9c96","_type":"block","children":[{"_key":"8395633d900f0","_type":"span","marks":[],"text":"To show how this works, we’ll add a fork to the workflow by adding a filter by member role. 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"},{"_key":"edad3ad47ca41","_type":"span","marks":["em"],"text":"Blue means on, and grey means off."}],"markDefs":[],"style":"normal"},{"_key":"89c28f3e8f0d","_type":"anchor","label":"Step 4: Schedule messages (optional)"},{"_key":"7d54212be9e8","_type":"block","children":[{"_key":"407fe5fb93bb0","_type":"span","marks":[],"text":"Step 4 (optional): Set working hours for message sends"}],"markDefs":[],"style":"h3"},{"_key":"2fd55a9ceba6","_type":"block","children":[{"_key":"6738d9f4fed90","_type":"span","marks":[],"text":"As we move down the logic tree, there’s an option to "},{"_key":"6738d9f4fed91","_type":"span","marks":["strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong"],"text":"Wait for working hours"},{"_key":"6738d9f4fed92","_type":"span","marks":[],"text":". This is an especially helpful option for expectation setting. If you have (or are) a dedicated community manager, you may want to set expectations for when people can expect to receive a message from you."}],"markDefs":[],"style":"normal"},{"_key":"aa10d2b9b55b","_type":"block","children":[{"_key":"cc1f83a297070","_type":"span","marks":[],"text":"🔥 "},{"_key":"cc1f83a297071","_type":"span","marks":["strong"],"text":"Tip:"},{"_key":"cc1f83a297072","_type":"span","marks":[],"text":" When building your message, consider what you want your new members to know and what action you want them to take."}],"markDefs":[],"style":"callout"},{"_key":"0b51883b82c4","_type":"anchor","label":"Step 5: Draft your message"},{"_key":"9361290543d3","_type":"block","children":[{"_key":"65ad32d0af29","_type":"span","marks":[],"text":"Step 5: Draft and preview your welcome message"}],"markDefs":[],"style":"h3"},{"_key":"2ba08380ee5e","_type":"block","children":[{"_key":"61b1d7e29bce0","_type":"span","marks":[],"text":"In our next step, we'll draft the welcome message new members will see. 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Automating them guarantees you won't miss a step."}],"markDefs":[],"style":"normal"},{"_key":"c0337ccf729d","_type":"block","children":[{"_key":"e213520143bf","_type":"span","marks":[],"text":"Beyond making new community members feel recognized and empowered, automated welcome messages help you:"}],"markDefs":[],"style":"normal"},{"_key":"1ba8df5621c0","_type":"block","children":[{"_key":"78784e131efe","_type":"span","marks":[],"text":"Save time"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"258553797ca0","_type":"block","children":[{"_key":"9039347cf5e3","_type":"span","marks":[],"text":"Boost productivity"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"91885aced769","_type":"block","children":[{"_key":"2b4deddd9424","_type":"span","marks":[],"text":"Scale community strategy"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"8aeba0628975","_type":"block","children":[{"_key":"bc1f48ddb6360","_type":"span","marks":[],"text":"What to include in your community welcome message"}],"markDefs":[],"style":"h2"},{"_key":"d893b674997b","_type":"block","children":[{"_key":"6cc4ea3634ed0","_type":"span","marks":[],"text":"When it comes to what to say, we believe less is more, but you shouldn’t skimp on the important things. Just stick to the must-know-right-now items—with a little personality sprinkled throughout—and you’re all set."}],"markDefs":[],"style":"normal"},{"_key":"9e0eb95a68a5","_type":"block","children":[{"_key":"17b37115d5cb0","_type":"span","marks":[],"text":"When we started, our welcome message for all Uncommon members addressed four points:"}],"markDefs":[],"style":"normal"},{"_key":"4d46d7cb2950","_type":"block","children":[{"_key":"1637d3e5a24a0","_type":"span","marks":[],"text":"Tips for setting up their profile"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"5695b282d090","_type":"block","children":[{"_key":"45e376561f250","_type":"span","marks":[],"text":"Where to find what within the community"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"c1bf657fd6e5","_type":"block","children":[{"_key":"97ffa0dd83d10","_type":"span","marks":[],"text":"Who to contact with questions"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"8c39707e9aec","_type":"block","children":[{"_key":"dec55c11da620","_type":"span","marks":[],"text":"A link to our code of conduct"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"d83ec223a8d9","_type":"block","children":[{"_key":"6473530321de0","_type":"span","marks":[],"text":"Other helpful items could be conversation prompts to kick off engagement or links to other resources, such as:"}],"markDefs":[],"style":"normal"},{"_key":"c35ac9f338be","_type":"block","children":[{"_key":"053397a50e4d0","_type":"span","marks":[],"text":"Expert articles"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"1b8edd08b0cc","_type":"block","children":[{"_key":"6c6460a1bf2d","_type":"span","marks":[],"text":"Product overviews"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"8c6216b1a5ad","_type":"block","children":[{"_key":"3c55d4ca25f6","_type":"span","marks":[],"text":"Other community channels"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"9bcfd305ee6b","_type":"block","children":[{"_key":"992e08f59deb","_type":"span","marks":[],"text":"Whatever you feel best fits the message!"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"bfbc1a3efda4","_type":"block","children":[{"_key":"9e24a208c0e10","_type":"span","marks":[],"text":"How to best say 'welcome to the community'"}],"markDefs":[],"style":"h3"},{"_key":"68d74ac798af","_type":"block","children":[{"_key":"895876078ccf0","_type":"span","marks":[],"text":"As for delivering that message, you have options. These will vary slightly depending on if you're using "},{"_key":"d827d7099f53","_type":"span","marks":["5e13e22d830f"],"text":"Slack, Discord, Discourse"},{"_key":"07bd6808504c","_type":"span","marks":[],"text":", or a different channel to host your community."}],"markDefs":[{"_key":"5e13e22d830f","_type":"link","href":"https://www.commonroom.io/blog/discord-vs-slack-vs-discourse-as-your-community-channel/"}],"style":"normal"},{"_key":"866b30da1c10","_type":"block","children":[{"_key":"5c2435408a0d","_type":"span","marks":[],"text":"You should also consider how many people you’re welcoming per day, how hands-on your team wants to be, and which method would best fit the way your community operates."}],"markDefs":[],"style":"normal"},{"_key":"e59218ae45cb","_type":"block","children":[{"_key":"83449f0272f8","_type":"span","marks":[],"text":"How to automate your welcome message (with examples!)"}],"markDefs":[],"style":"h2"},{"_key":"8feed4919665","_type":"block","children":[{"_key":"1d6bc2df192d0","_type":"span","marks":[],"text":"When we first started the Uncommon Slack, we used GreetBot to ensure no new member slipped through the cracks, as well as"},{"_key":"551977ec22453","_type":"span","marks":["em"],"text":" "},{"_key":"551977ec22454","_type":"span","marks":[],"text":"a pinned message in the #announcements channel. The two are nearly identical, we just made the GreetBot a bit more concise and included a specific person they could contact with questions."}],"markDefs":[],"style":"normal"},{"_key":"34566ca9973e","_type":"block","children":[{"_key":"22041f7cfddd0","_type":"span","marks":[],"text":"By putting the same message in a public channel, we’re able to ensure everyone sees the message, the message is consistent, and the links will always be around for future reference."}],"markDefs":[],"style":"normal"},{"_key":"43ce5d05cff4","_type":"block","children":[{"_key":"760b4a077445","_type":"span","marks":[],"text":"1. Create and schedule your automated welcome message"}],"markDefs":[],"style":"h3"},{"_key":"c5d57d46e9ac","_type":"block","children":[{"_key":"882fd0f605c2","_type":"span","marks":[],"text":"Since we launched the Uncommon Slack, Common Room has added a brilliant automations feature set that enables you to create and schedule automated welcome messages to be sent to every new member that joins your community directly from a team member instead of a bot."}],"markDefs":[],"style":"normal"},{"_key":"f45e40ce1856","_type":"block","children":[{"_key":"05548a5763d8","_type":"span","marks":[],"text":"The goal here is to ensure that every newcomer has a personal invitation to interact with a member of the community's host team. It's an effective way to open the door to conversation early."}],"markDefs":[],"style":"normal"},{"_key":"f0664ea894a6","_type":"block","children":[{"_key":"a2fd70b956350","_type":"span","marks":[],"text":"2. Keep it short and sweet"}],"markDefs":[],"style":"h3"},{"_key":"590d1b8c85a6","_type":"block","children":[{"_key":"77a2ae86f468","_type":"span","marks":[],"text":"When we moved from GreetBot to Common Room's automations, we polled the Uncommon community about the message they'd prefer to receive. One option was longer and disclosed that it was an automated hello, while the other was shorter and did not provide the disclosure."}],"markDefs":[],"style":"normal"},{"_key":"929402035d09","_type":"block","children":[{"_key":"d70603729c64","_type":"span","marks":[],"text":"The community unanimously voted that shorter was sweeter as a welcome message, and today every new member receives this message:"}],"markDefs":[],"style":"normal"},{"_key":"00bab0192f2c","_type":"block","children":[{"_key":"46c476c09112","_type":"span","marks":["em"],"text":"Hey [awesome new member name]!\n\nI just wanted to say hi and welcome you to the Uncommon community—I'm Rebecca and it's a joy to have you here.\n\nI'd love to know what brought you to the community and something you're hoping to learn or share. And I want "},{"_key":"8e031ad11195","_type":"span","marks":[],"text":"you"},{"_key":"9a4787468328","_type":"span","marks":["em"],"text":" to know that if you have any questions, you're welcome to ask me or the community anything!\n"},{"_key":"c433b6d2cb31","_type":"span","marks":["strong","em"],"text":"\nTo help you get started:"}],"markDefs":[],"style":"normal"},{"_key":"6e0c9c95d2b0","_type":"block","children":[{"_key":"639e8db579fb","_type":"span","marks":["em"],"text":"You'll find a little Slack guide and community resources in #lets-begin"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"4061b22ff8d8","_type":"block","children":[{"_key":"54c66185350a","_type":"span","marks":["em"],"text":"You can ask all your product questions in #common-room-product-help. We're all here to help!"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"3c16c471c8b5","_type":"block","children":[{"_key":"49c4c27e312f","_type":"span","marks":["em"],"text":"Now head on over to #say-hello if you haven't yet. There's a whole community that's excited to meet you."},{"_key":"34784404f005","_type":"span","marks":[],"text":"\n\nAs always, you’re welcome to use our messages as templates when crafting your own!"}],"markDefs":[],"style":"normal"},{"_key":"feca4ce6fd48","_type":"block","children":[{"_key":"15b502878c730","_type":"span","marks":[],"text":"3. Send a personalized message"}],"markDefs":[],"style":"h3"},{"_key":"336278c47e20","_type":"block","children":[{"_key":"41d6c3cfa6820","_type":"span","marks":[],"text":"If you feel strongly about manually reaching out one on one and you're able to dedicate the necessary time and resources to keeping tabs on new sign-ups, a personalized message won't go out of style."}],"markDefs":[],"style":"normal"},{"_key":"6cc1a5aa2522","_type":"block","children":[{"_key":"902cbeb26fdc0","_type":"span","marks":[],"text":"We recommend including all the same info, just spicing it up with whatever personal info you may collect—their organization, home state, Twitter handle, etc."}],"markDefs":[],"style":"normal"},{"_key":"92397aeba289","_type":"block","children":[{"_key":"987fda8c6302","_type":"span","marks":[],"text":"That might look something like this:"}],"markDefs":[],"style":"normal"},{"_key":"012655e2b9d4","_type":"block","children":[{"_key":"2a4104fa31920","_type":"span","marks":["em"],"text":"Hi, Mike! Welcome to Uncommon. We couldn’t be more excited to have you and the Acme community on board."}],"markDefs":[],"style":"normal"},{"_key":"048831f1c256","_type":"block","children":[{"_key":"7e92ec3be3430","_type":"span","marks":["em"],"text":"Before you begin chatting and making neat new friends, check out "},{"_key":"7e92ec3be3431","_type":"span","marks":["7f3040e4ccc2","em"],"text":"How to Make a Great First Impression on Slack"},{"_key":"7e92ec3be3432","_type":"span","marks":["em"],"text":". You'll find tips for building your profile and get a rundown of each channel. In order to make this a healthy, inclusive space, we also encourage every member to read our Uncommon Code of Conduct."}],"markDefs":[{"_key":"7f3040e4ccc2","_type":"link","href":"https://www.commonroom.io/uncommon/blog/slack-first-impression"}],"style":"normal"},{"_key":"9edbcf642535","_type":"block","children":[{"_key":"2a0b4eccc3d70","_type":"span","marks":["em"],"text":"After that, visit #say-hello to introduce yourself, then see what everyone is talking about in #community, the best place to discuss growing and engaging with your community (we also share a lot of great resources on Twitter as "},{"_key":"2a0b4eccc3d75","_type":"span","marks":["7091fe7ed0e3","em"],"text":"@CommonRoomHQ"},{"_key":"2a0b4eccc3d76","_type":"span","marks":["em"],"text":", in case @AcmeMike feels like connecting there, too!)."}],"markDefs":[{"_key":"7091fe7ed0e3","_type":"link","href":"https://twitter.com/commonroomHQ"}],"style":"normal"},{"_key":"8e3f7f85d0c0","_type":"block","children":[{"_key":"4e28df98d6030","_type":"span","marks":["em"],"text":"Thanks for joining the Uncommon community. When we say people matter most, we mean you ⬅️"}],"markDefs":[],"style":"normal"},{"_key":"622a69b1083c","_type":"block","children":[{"_key":"495896c4a9540","_type":"span","marks":[],"text":"This could go out as a DM in your channel of choice or via email—whatever feels more personal to you!"}],"markDefs":[],"style":"normal"},{"_key":"9edbedcd3a48","_type":"block","children":[{"_key":"5d2574c594dc0","_type":"span","marks":[],"text":"4. Make a quick call"}],"markDefs":[],"style":"h3"},{"_key":"e738954c0487","_type":"block","children":[{"_key":"f378d256949e0","_type":"span","marks":[],"text":"It’s 2023 and we’re recommending a phone call? Yes and no. This could be a typical 10-digit dial, but don’t forget Zoom, Slack, and FaceTime are all great alternatives. This is next-level personal and gives both you and the new member an opportunity to really get to know one another. You’ll likely cover topics you wouldn’t get from a form and can make the whole conversation as in-depth or as brief as you want."}],"markDefs":[],"style":"normal"},{"_key":"1a6aca5fc2de","_type":"block","children":[{"_key":"57fc1000d1c80","_type":"span","marks":[],"text":"This also allows you to send a follow-up with only the must-know info. Personality and pleasantries have already been covered. Hit them with a sincere thanks for chatting and a list of links to get started."}],"markDefs":[],"style":"normal"},{"_key":"95e99ee0767b","_type":"block","children":[{"_key":"fb5cdd3b92f70","_type":"span","marks":[],"text":"We’ll refrain from telling you how to talk on the phone—you know what to say! When it comes to reaching out after, you could try something like the below:"}],"markDefs":[],"style":"normal"},{"_key":"42900cc98ade","_type":"block","children":[{"_key":"c53b7c43c30a0","_type":"span","marks":["em"],"text":"Hi Mike,"}],"markDefs":[],"style":"normal"},{"_key":"65ee94ae76ff","_type":"block","children":[{"_key":"abb5a6988b2a0","_type":"span","marks":["em"],"text":"Thanks for taking the time to chat earlier, we’re excited to have you and the Acme community as part of Uncommon! As promised, below are a few different links I mentioned over the phone."}],"markDefs":[],"style":"normal"},{"_key":"1c500abd9f2a","_type":"block","children":[{"_key":"4554dbc7a2d8","_type":"span","marks":["em"],"text":"Whenever you’re ready, you can check out our tips for setting up your profile and look over the code of conduct."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"2a79e70f3b86","_type":"block","children":[{"_key":"6b890755aef10","_type":"span","marks":["em"],"text":"To begin chatting, head to #say-hello to introduce yourself and meet fellow members, then see what everyone is talking about in #community."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"fc5bb7cf8609","_type":"block","children":[{"_key":"e423cd2546520","_type":"span","marks":["em"],"text":"We’re also on Twitter as "},{"_key":"e423cd2546521","_type":"span","marks":["527be0adca1f","em"],"text":"@CommonRoomHQ"},{"_key":"e423cd2546522","_type":"span","marks":["em"],"text":", and share regular articles over on the "},{"_key":"e423cd2546523","_type":"span","marks":["9e7fca112be9","em"],"text":"Uncommon blog"},{"_key":"e423cd2546524","_type":"span","marks":["em"],"text":"."}],"level":1,"listItem":"bullet","markDefs":[{"_key":"527be0adca1f","_type":"link","href":"https://twitter.com/commonroomHQ"},{"_key":"9e7fca112be9","_type":"link","href":"https://www.commonroom.io/uncommon/blog/"}]},{"_key":"64fef1fdefd1","_type":"block","children":[{"_key":"a6d8d11ca0e80","_type":"span","marks":["em"],"text":"If you run into trouble or have any questions, please don’t hesitate to reach out. Looking forward to connecting again soon."}],"markDefs":[],"style":"normal"},{"_key":"e8b9dbebe751","_type":"block","children":[{"_key":"680b8eb126940","_type":"span","marks":[],"text":"Quick and to the point, plus a few bonus links if you have ‘em—maybe a few came up as part of the conversation. Not every call will be a copy-and-paste situation, so be sure to take notes to personalize the follow-up."}],"markDefs":[],"style":"normal"},{"_key":"9f1b3e180236","_type":"block","children":[{"_key":"69cefac5bb8d0","_type":"span","marks":[],"text":"5. Send surprise swag"}],"markDefs":[],"style":"h3"},{"_key":"661beae34b94","_type":"block","children":[{"_key":"350e98f80bbe0","_type":"span","marks":[],"text":"In a "},{"_key":"1de7c87ac7471","_type":"span","marks":["21ee0bbe304f"],"text":"quick, informal poll"},{"_key":"1de7c87ac7472","_type":"span","marks":[],"text":" of our Twitter friends, receiving surprise swag came out as the favorite way to be welcomed."}],"markDefs":[{"_key":"21ee0bbe304f","_type":"link","href":"https://twitter.com/CommonRoomHQ/status/1422308332191182855"}],"style":"normal"},{"_key":"713d9a1810cc","_type":"block","children":[{"_key":"afc47aa496650","_type":"span","marks":[],"text":"It might seem like a lot of work, but consider it a combo of the personalized message and quick phone call: You write a note to include with the goods, then send a follow-up email with all the important links."}],"markDefs":[],"style":"normal"},{"_key":"744301afd5b2","_type":"block","children":[{"_key":"f905b20961d60","_type":"span","marks":[],"text":"If you ask for an address as part of the sign-up flow, the hardest part is all taken care of. 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Not only is it an absolute delight for the recipient, but your brand also extends its reach."}],"markDefs":[],"style":"normal"},{"_key":"f76eebc01bf0","_type":"block","children":[{"_key":"715583d685860","_type":"span","marks":[],"text":"There’s no wrong answer"}],"markDefs":[],"style":"h2"},{"_key":"368b1401dd17","_type":"block","children":[{"_key":"523fad88059b0","_type":"span","marks":[],"text":"Whatever route you decide to take will be perfect, because it’s a reflection of your community! Don’t overthink all the things you want to say, just help new community members feel comfortable. Focus on what they need to know first and foremost, communicate those items, and let everything else come later."}],"markDefs":[],"style":"normal"},{"_key":"1e4a4f10b071","_type":"block","children":[{"_key":"07b66bb539420","_type":"span","marks":[],"text":"And maybe you already have a script or template you swear by. If you do and feel like sharing, we’d love to learn about it. 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Use the welcome messages we provide in this post and make them your own."}],"markDefs":[],"style":"normal"}],"hideMainMedia":false,"linkLinkedin":"https://www.linkedin.com/posts/common-room-hq_how-to-welcome-members-into-the-community-activity-6833446001018310656-3vVA","mainImage":{"_type":"mainImage","alt":"Fundamentals: How to automate welcome messages to community members","asset":{"_ref":"image-7ca78b0f39c5bd33381ebf35b1c00129549575b8-2400x1260-png","_type":"reference"}},"publishedAt":"2021-08-12T17:16:00.000Z","slug":{"_type":"slug","current":"how-to-automate-welcome-members-to-the-community"},"status":"published","title":"How to automate welcome messages to community members","id":"-182d29fc-9072-5937-85d1-d1cd8dd68209","children":[],"parent":null,"__gatsby_resolved":{"slug":{"current":"how-to-automate-welcome-members-to-the-community","_type":"slug"},"isPublished":true,"publishedAt":"2021-08-12T17:16:00.000Z","status":"published","categories":[{"_id":"3ba54205-09a8-4ce2-8d12-866e371555e1","id":"-b03f5217-2e2f-571d-9ea7-39b1dff49f29"},{"_id":"62c8d09b-665d-4ecb-bc7b-e6769e14963a","id":"-6685451d-46be-5358-a67d-7ac83b4c0ee1"},{"_id":"a2e0ebc4-9fbf-4316-bc12-f4a458c3782d","id":"-0a1a4763-7ae3-5183-9768-c7a35253c9a5"},{"_id":"5793e7d1-0516-48d9-a00d-cfbc05f1084d","id":"-8dc6d65c-b953-5e45-980b-260c0ec9470b"},{"_id":"1da98b8c-b91d-4993-8966-702014334dfc","id":"-49917cff-2138-5f6b-b15f-f93853bb6bb1"}],"authors":[],"_createdAt":"2021-08-12T16:45:41Z"}},{"_id":"bb32bd39-49b5-4122-944c-3e49b6b7de66","_type":"post","_rev":"Y3S6kXX43X32juQDVTjW15","_createdAt":"2021-10-12T19:27:58Z","_updatedAt":"2022-01-22T20:33:20Z","authors":[{"_key":"7e7bd7d8d3bf","_type":"authorReference","author":{"_ref":"9ebf214e-0616-4bc9-bd71-2d28e992f103","_type":"reference"}}],"body":[{"_key":"97788e15800d","_type":"block","children":[{"_key":"8cc4915270e5","_type":"span","marks":["em"],"text":"At Common Room, customer-centricity is our North Star. When we started seeing an increase in the number of customers looking to migrate their communities to Discord, we set out to help them do so in a way that builds a safe and inclusive space for anyone to join."}],"markDefs":[],"style":"normal"},{"_key":"edc7181281dc","_type":"block","children":[{"_key":"ff1a491501e0","_type":"span","marks":[],"text":"The rise of Discord’s popularity"}],"markDefs":[],"style":"h3"},{"_key":"65766e2a495a","_type":"block","children":[{"_key":"bef6cf89ae4b","_type":"span","marks":[],"text":"Chances are if you’ve looked at starting your own or joining an existing community, you’ve come across "},{"_key":"eb2891ca7e6f","_type":"span","marks":["b34d40b6da8e"],"text":"Discord"},{"_key":"1017ee72d7f7","_type":"span","marks":[],"text":". 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They also recently released "},{"_key":"b07dc3bda101","_type":"span","marks":["570a627f576d"],"text":"threading"},{"_key":"01900ed98ae1","_type":"span","marks":[],"text":" to better organize conversations."}],"markDefs":[{"_key":"b34d40b6da8e","_type":"link","href":"https://discord.com/"},{"_key":"b1d12a338f29","_type":"link","href":"https://www.reuters.com/technology/chat-app-discord-raises-500-million-new-funding-2021-09-16/"},{"_key":"f602c56a5b3c","_type":"link","href":"https://discord.com/moderation"},{"_key":"570a627f576d","_type":"link","href":"https://support.discord.com/hc/en-us/articles/4403205878423-Threads-FAQ"}],"style":"normal"},{"_key":"05078b1a677d","_type":"block","children":[{"_key":"671828a68cc0","_type":"span","marks":[],"text":"Ensuring community safety and inclusivity"}],"markDefs":[],"style":"h3"},{"_key":"1bf8eb0fcd16","_type":"block","children":[{"_key":"4d02ef473658","_type":"span","marks":[],"text":"Community members are urging some of our customers to migrate to Discord. We’ve seen community managers hesitate to do this though, because migrating to Discord introduces anonymous and unverified identities, and this lack of visibility into who's joining a community presents potential concerns around community safety and inclusivity."}],"markDefs":[]},{"_key":"525e5aac649b","_type":"block","children":[{"_key":"a2fc2f40afb50","_type":"span","marks":[],"text":"While we recognize that the anonymity is by design and can have its merits, in community terms we believe that "},{"_key":"3315cd1ec175","_type":"span","marks":["c549627b5109"],"text":"visibility"},{"_key":"cf034d9db5a9","_type":"span","marks":[],"text":" into the people who participate in your community is paramount to fostering a safe and inclusive community, and to support, collaborate, and build better products alongside them. For example, if a community member is seeking technical help or is frustrated with a feature, it's harder to build better products for them without having context around who they are, how they’re using it, and what issues they've experienced in the past. Together with a thorough "},{"_key":"a2fc2f40afb53","_type":"span","marks":["28325bbf7348"],"text":"code of conduct"},{"_key":"a2fc2f40afb54","_type":"span","marks":[],"text":" and clear enforcement protocols, you can help build a safe place anyone can join."}],"markDefs":[{"_key":"c549627b5109","_type":"link","href":"https://www.commonroom.io/uncommon/blog/technology-for-community-led-organizations/?utm_medium=website&utm_source=blog&utm_campaign=community-blog&utm_content=discord-verification"},{"_key":"28325bbf7348","_type":"link","href":"https://www.commonroom.io/uncommon/blog/code-of-conduct/?utm_medium=website&utm_source=blog&utm_campaign=community-blog&utm_content=discord-verification"}],"style":"normal"},{"_key":"67ed7bf01deb","_type":"block","children":[{"_key":"ec9d8e5149dd0","_type":"span","marks":[],"text":"We believe serving our customers best means serving their communities best. We wanted to enable our customers to migrate their community to Discord, while mitigating noise and avoiding abuse at scale."}],"markDefs":[],"style":"normal"},{"_key":"ab1e0baa1bba","_type":"block","children":[{"_key":"e51a83b2343d0","_type":"span","marks":[],"text":"Introducing Common Room’s Discord verification bot:"}],"markDefs":[],"style":"normal"},{"_key":"94905275721b","_type":"mainImage","alt":"Clicking through the workflow of Common Room's Discord verification process","asset":{"_ref":"image-2349af7877572879d553266bfd164c417ceb1e73-800x500-gif","_type":"reference"}},{"_key":"365fa3ff7885","_type":"block","children":[{"_key":"cc1295197321","_type":"span","marks":[],"text":"How to meet customers and their communities where they are"}],"markDefs":[],"style":"h3"},{"_key":"b9035659646b","_type":"block","children":[{"_key":"13585952e83a","_type":"span","marks":[],"text":"Our Discord verification bot asks for identity validation as a part of the Discord authentication process. We created a simple workflow that verifies the identity of a community member in order for them to gain access to messages and the ability to post in channels. We intentionally kept the workflow as seamless as possible to minimally disrupt the user experience. The intent is to invite each member to model the behavior of a healthy community that, with better context and understanding, can listen to, support, and uplift one another. And to make sure that members know they're joining a community they want to be a part of, the Discord verification bot allows community teams to customize the workflow experience based on what their members need and prefer (e.g., a welcome and walkthrough video, specific branding, logos, or icons, etc.)."}],"markDefs":[{"_key":"03a8a6219304","_type":"link","href":"https://form.typeform.com/to/MqKSu93h?typeform-medium=embed-snippet"},{"_key":"027c36c874f8","_type":"link","href":"https://www.commonroom.io/uncommon/"},{"_key":"350c363f6e47","_type":"link","href":"https://www.commonroom.io/careers/#jobs"}]},{"_key":"64c213dfd849","_type":"block","children":[{"_key":"d0f96a106908","_type":"span","marks":[],"text":"Feedback is critical to our product development process and we’ve heard numerous times the challenges associated with participating in as well as running a Discord community. We built our Discord verification bot so community members can interact in one of the spaces they're most excited about while also helping community managers serve them in that space (and keep it safe for the community to grow). If this sounds like something you need, "},{"_key":"98f2e1350e41","_type":"span","marks":["4633b3d9b9d4"],"text":"request access"},{"_key":"ea61564ef8ef","_type":"span","marks":[],"text":" and sign up for "},{"_key":"9ae83b1598083","_type":"span","marks":["027c36c874f8"],"text":"Uncommon"},{"_key":"9ae83b1598084","_type":"span","marks":[],"text":" to stay up-to-date. If it sounds like something you want to help build, we’re "},{"_key":"9ae83b1598085","_type":"span","marks":["350c363f6e47"],"text":"hiring"},{"_key":"3ff2553513f7","_type":"span","marks":[],"text":" 😉"}],"markDefs":[{"_key":"027c36c874f8","_type":"link","href":"https://www.commonroom.io/uncommon/?utm_medium=website&utm_source=blog&utm_campaign=community-blog&utm_content=discord-verification"},{"_key":"350c363f6e47","_type":"link","href":"https://www.commonroom.io/careers/#jobs?utm_medium=website&utm_source=blog&utm_campaign=community-blog&utm_content=discord-verification"},{"_key":"4633b3d9b9d4","_type":"link","href":"https://www.commonroom.io/signup?utm_medium=website&utm_source=blog&utm_campaign=community-blog&utm_content=discord-verification"}]}],"categories":[{"_key":"9b4de6057b04","_ref":"39d2ca7f-4862-4ab2-b902-0bf10f1d4c34","_type":"reference"},{"_key":"fe9817c6bf5a","_ref":"53a72a1c-4df4-4a20-861e-be6802016af1","_type":"reference"},{"_key":"8b0c3574c3f7","_ref":"1da98b8c-b91d-4993-8966-702014334dfc","_type":"reference"}],"excerpt":[{"_key":"4f5feb23166a","_type":"block","children":[{"_key":"9d84dfa07cb5","_type":"span","marks":[],"text":"Common Room released a Discord verification bot to help customers migrate their communities to Discord in a way that builds a safe and inclusive space for anyone to join."}],"markDefs":[],"style":"normal"}],"hideMainMedia":true,"isFeatured":false,"linkLinkedin":"https://www.linkedin.com/posts/common-room-hq_building-for-our-customers-needs-discord-activity-6858822318152646656-DxsF","mainImage":{"_type":"mainImage","alt":"Discord logo","asset":{"_ref":"image-78fc629061f1c32520880f56523e4cb5cf5e8e42-1400x778-png","_type":"reference"},"caption":"Building Safe and Inclusive Communities: Discord Verification"},"publishedAt":"2021-10-12T20:12:42.889Z","slug":{"_type":"slug","current":"building-for-our-customers-needs-discord-verification"},"status":"published","title":"Building Safe and Inclusive Communities: Discord Verification","id":"-f84a40fb-f9bb-58ae-bff4-42c8a3680344","children":[],"parent":null,"__gatsby_resolved":{"slug":{"current":"building-for-our-customers-needs-discord-verification","_type":"slug"},"isPublished":true,"publishedAt":"2021-10-12T20:12:42.889Z","status":"published","categories":[{"_id":"39d2ca7f-4862-4ab2-b902-0bf10f1d4c34","id":"-60b55dd5-4e35-587e-bac0-5a21e40f0485"},{"_id":"53a72a1c-4df4-4a20-861e-be6802016af1","id":"-e4290c44-1b8c-51bf-a29d-a40d6fd1444b"},{"_id":"1da98b8c-b91d-4993-8966-702014334dfc","id":"-49917cff-2138-5f6b-b15f-f93853bb6bb1"}],"authors":[{"author":{"_id":"9ebf214e-0616-4bc9-bd71-2d28e992f103"}}],"_createdAt":"2021-10-12T19:27:58Z"}},{"_id":"327e6836-81f5-4e59-b9e0-268740027284","_type":"post","_rev":"3gs9S1es2KOnFi8GBVWVx9","_createdAt":"2022-08-25T20:34:24Z","_updatedAt":"2022-08-25T21:22:50Z","body":[{"_key":"93c2e6181f31","_type":"block","children":[{"_key":"8b7c242866680","_type":"span","marks":["40b2c4aecc77"],"text":"Slack"},{"_key":"8b7c242866681","_type":"span","marks":[],"text":" and "},{"_key":"8b7c242866682","_type":"span","marks":["27a43b752678"],"text":"Discord"},{"_key":"8b7c242866683","_type":"span","marks":[],"text":" are among the most widely used platforms to manage online communities. They offer powerful features like real-time member communication, the ability to create conversation specific channels, simple member management, and even some analytics capabilities.\n\nFor most communities, this is a great starting point. But to ultimately scale and drive business value, companies require another layer in their "},{"_key":"ebda6dcc6b9c1","_type":"span","marks":["48a59eeaaa1c"],"text":"community technology stack"},{"_key":"ebda6dcc6b9c2","_type":"span","marks":[],"text":" - intelligence.\n\nIn this blog, we’ll dive into how integrating Common Room with Slack and Discord offers you greater insight into your members, allow you to save time with automated outreach, and report on the health of your community.\n\nIf you’re still deciding between "},{"_key":"848e38e55f6f1","_type":"span","marks":["fb5417d121cb"],"text":"Slack vs. Discord"},{"_key":"848e38e55f6f2","_type":"span","marks":[],"text":" as your community channel, check our post on the Common Room blog."}],"markDefs":[{"_key":"40b2c4aecc77","_type":"link","href":"https://slack.com/"},{"_key":"27a43b752678","_type":"link","href":"https://discord.com/"},{"_key":"48a59eeaaa1c","_type":"link","href":"https://www.commonroom.io/blog/building-your-community-technology-stack/"},{"_key":"fb5417d121cb","_type":"link","href":"https://www.commonroom.io/blog/discord-vs-slack-vs-discourse-as-your-community-channel/"}],"style":"normal"},{"_key":"7718b0a04632","_type":"block","children":[{"_key":"71b9c9d74f9a0","_type":"span","marks":[],"text":"Community intelligence with Common Room"}],"markDefs":[],"style":"h3"},{"_key":"c9ba5df8bbf6","_type":"block","children":[{"_key":"c0ed926c3cc60","_type":"span","marks":[],"text":"Common Room supercharges Slack and Discord online communities by adding intelligence via its powerful data enrichment, automation, and reporting capabilities. \n\nWhen you engage with your community on Slack or Discord, Common Room is able to surface actionable insights like trending topics, posts without replies, posts that contain useful content, member sentiment, member impact, and more. \n\nOnce you integrate more of the platforms your community engages on, like Twitter, LinkedIn, Meetup, Discourse, GitHub, or YouTube, you can gain even deeper insight into what’s important to your members and how to grow your community.\n\nImagine being able to understand which organizations your members work for, how active your members are, how much they’re contributing, what their sentiment about your organization is, and how that’s changed over time. \n\nWhat if you could automate onboarding flows, member surveys, and check-in messaging to save you and your team time and effort?\n\nWith Common Room, you can do all of that today. Common Room offers native integrations with all of those community sources, and those insights will start appearing in your Common Room once you "},{"_key":"fdc94b270f011","_type":"span","marks":["88d99b7c6380"],"text":"integrate your Slack or Discord community"},{"_key":"fdc94b270f012","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"88d99b7c6380","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"},{"_key":"9d8cbd783a18","_type":"block","children":[{"_key":"115ea72f9f580","_type":"span","marks":[],"text":"Powerful data enrichment"}],"markDefs":[],"style":"h3"},{"_key":"a6cf0ffdee61","_type":"block","children":[{"_key":"75b652cb97f80","_type":"span","marks":[],"text":"Getting a full picture of who your members are as Discord or Slack users is incredibly difficult. In an attempt to achieve this deep understanding of members, community managers stitch complex tools together and manually aggregate member data into spreadsheets. This takes an incredible amount of time and often still falls short.\n\nCommon Room offers native integrations with Slack and Discord. We’ll use Slack as an example. After integrating Slack and Common Room, you can filter members by Slack as a source. From that filtered view, you can view members’ profiles to see their role, what company they work for, their email and other usernames across community channels, how much they’re contributing to your community, and where they’re most active.\n"}],"markDefs":[],"style":"normal"},{"_key":"0b099b64b1ce","_type":"mainImage","alt":"Supercharge your Slack and Discord communities by integrating with Common Room - powerful data enrichment and insights","asset":{"_ref":"image-fecda7f39d48aab3ef31f835c8e3ccb13d1bce47-1300x844-png","_type":"reference"}},{"_key":"f95535752c1f","_type":"block","children":[{"_key":"75857bcbb9b8","_type":"span","marks":[],"text":"\nAchieving this degree of insight is as simple as a few clicks. No complex tools, no spreadsheets, and no manual tracking. Just some easy-to-use native integrations and lots of great community insights at your fingertips.\n\nNow that you’ve got a more resolute understanding of who your community members are, let's see how you can more effectively scale your community and your team’s impact by automating tasks with Workflows."}],"markDefs":[],"style":"normal"},{"_key":"dc3acac0bc4d","_type":"block","children":[{"_key":"59fc85ca0224","_type":"span","marks":[],"text":"Automation with Workflows"}],"markDefs":[],"style":"h3"},{"_key":"93b34478e7c5","_type":"block","children":[{"_key":"54a25fa378b9","_type":"span","marks":[],"text":"Keeping up with a growing online community (and in-person!) can be challenging. \n\nPlanning future events and hosting current ones, community research, working with internal teams on community initiatives, managing team members, daily posting across multiple channels. The list goes on and on! On top of it all, you need to find time to welcome, onboard, and check in with every new member on Slack and Discord.\n\nDon’t worry, you simply need to automate those tasks to make it all work!\n\nCommon Room allows you to quickly set up "},{"_key":"1770bac5116d1","_type":"span","marks":["68a33d967409"],"text":"automated Workflows"},{"_key":"1770bac5116d2","_type":"span","marks":[],"text":" for your Slack community. Our Slack integration lets you save time and stay on top of some of the most important community tasks at scale.\n\nIn the case of welcoming and onboarding new members, you can create an Onboarding Journey Workflow that allows you to send a custom message to members when they join your Slack community. 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From here, you can authenticate your GitHub identity and select any repos where admin approval is granted."}],"markDefs":[],"style":"normal"},{"_key":"ccc5ee90f731","_type":"mainImage","asset":{"_ref":"image-837234b9b927d1380846125efa163104ed6f952b-1440x1026-png","_type":"reference"},"caption":"Authenticate GitHub account and select relevant repos","crop":{"_type":"sanity.imageCrop","bottom":0.061278114398886196,"left":0,"right":0,"top":0.022060121183599037},"hotspot":{"_type":"sanity.imageHotspot","height":0.9166617644175148,"width":1,"x":0.5,"y":0.4803910033923564}},{"_key":"0ca6170a592a","_type":"block","children":[{"_key":"70fe82458cae0","_type":"span","marks":[],"text":"That’s pretty much it. Once the GitHub integration is configured, Common Room will begin importing activity history from your chosen repositories."}],"markDefs":[],"style":"normal"},{"_key":"190bd9fde776","_type":"anchor","label":"Step 2: Let the data flow"},{"_key":"4d6469b0fd87","_type":"block","children":[{"_key":"f88b8afaebe3","_type":"span","marks":[],"text":"Step 2: Let the data flow and observe"}],"markDefs":[],"style":"h3"},{"_key":"aeb5e16bfa14","_type":"block","children":[{"_key":"d6e173733457","_type":"span","marks":[],"text":"After connecting your relevant sources, Common Room begin importing data into your workspace. (Note: this may take some time, depending on the size and age of the repositories.)"}],"markDefs":[],"style":"normal"},{"_key":"44ab51f162ec","_type":"block","children":[{"_key":"cb4f1d7323b00","_type":"span","marks":[],"text":"We can now head over to the "},{"_key":"882d630d74f7","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"467248aa9e95","_type":"span","marks":[],"text":" menu item, and you’ll start to see activity from contacts of all accounts that Common Room is able to identify."}],"markDefs":[],"style":"normal"},{"_key":"cad2215a49b3","_type":"mainImage","asset":{"_ref":"image-b3d30aff955c12a5999743307215954fda4e1e1c-2932x1832-png","_type":"reference"},"caption":"View active organizations in Common Room"},{"_key":"def95349fbcd","_type":"block","children":[{"_key":"d1d7a187f79c","_type":"span","marks":[],"text":"By default, Common Room will surface helpful data points like contact count, last account activity, company size, etc. Even better, we can jump over to the "},{"_key":"bce8f678eae7","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"33f27f7765c9","_type":"span","marks":[],"text":" menu item and see the person behind the activity."}],"markDefs":[],"style":"normal"},{"_key":"33f7e1723307","_type":"mainImage","asset":{"_ref":"image-3695229250dff5023fd8b70c7886901c60a3d24f-2932x1832-png","_type":"reference"},"caption":"View active contacts in Common Room"},{"_key":"6f98c81a1367","_type":"block","children":[{"_key":"5c4909f50c890","_type":"span","marks":[],"text":"That’s right, no more trying to infer intent by sifting through LinkedIn or enrichment providers to guess the most likely person interacting across your community and associated digital channels. Pretty powerful stuff!"}],"markDefs":[],"style":"normal"},{"_key":"a20d9dd085cf","_type":"block","children":[{"_key":"7ef10da0df4b0","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"7ef10da0df4b1","_type":"span","marks":[],"text":" We recommend allowing sources to propagate for ~1 month for the best ABM experience."}],"markDefs":[],"style":"callout"},{"_key":"e99c386643cb","_type":"block","children":[{"_key":"bdef9dab150f0","_type":"span","marks":[],"text":"That’s all for this step. Next, we’ll start building out our target account segment."}],"markDefs":[],"style":"normal"},{"_key":"5435b672eaa2","_type":"anchor","label":"Step 3: Prioritization criteria "},{"_key":"ea61f5046ff2","_type":"block","children":[{"_key":"24e9d77d0b920","_type":"span","marks":[],"text":"Step 3: Set prioritization criteria for target accounts"}],"markDefs":[],"style":"h3"},{"_key":"e5c525f671f8","_type":"block","children":[{"_key":"ab5e824084e80","_type":"span","marks":[],"text":"We’ll now want to narrow down accounts to add criteria that meet your ideal customer firmographics."}],"markDefs":[],"style":"normal"},{"_key":"b72ef049a3f8","_type":"block","children":[{"_key":"ddfda555e0f50","_type":"span","marks":[],"text":"From the "},{"_key":"ddfda555e0f51","_type":"span","marks":["e79fcdb2155d"],"text":"Organizations menu"},{"_key":"ddfda555e0f52","_type":"span","marks":[],"text":" item, we can begin adding filters and get a preview of accounts that meet our criteria."}],"markDefs":[{"_key":"e79fcdb2155d","_type":"link","href":"https://docs.commonroom.io/using-common-ro"}],"style":"normal"},{"_key":"c5fc06769025","_type":"block","children":[{"_key":"aa15986aefc90","_type":"span","marks":[],"text":"We’ll add a few filters using the preset buttons and set "},{"_key":"058daa54b800","_type":"span","marks":["strong"],"text":"Organization size"},{"_key":"f3f05968dbe7","_type":"span","marks":[],"text":" to > 50 and "},{"_key":"a860733e721f","_type":"span","marks":["strong"],"text":"Annual revenue"},{"_key":"16fd99f53d8d","_type":"span","marks":[],"text":" to > $10M."}],"markDefs":[],"style":"normal"},{"_key":"fc884437b05b","_type":"mainImage","asset":{"_ref":"image-2b1bd6c30ded967e2cca4adab32cedc8dc60ddde-604x858-png","_type":"reference"},"caption":"Add a filter for Organization size and Annual revenue"},{"_key":"4f5af64d1117","_type":"block","children":[{"_key":"a1788fc4c57d","_type":"span","marks":[],"text":"This brings us down from about 4000 matches to 376. We were hoping to narrow our focus a bit more, so we’ll click the + "},{"_key":"fd4a96283a94","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"a96fa86bd8e8","_type":"span","marks":[],"text":" button and add a filter to identify accounts with activity in the last 28 days."}],"markDefs":[],"style":"normal"},{"_key":"27e2c87de8a4","_type":"mainImage","asset":{"_ref":"image-812119e786b7b8d00983975c4e7f1216070f0f98-2160x486-png","_type":"reference"},"caption":"Filter organizations by activity level"},{"_key":"e64843e56df6","_type":"block","children":[{"_key":"ec8bea1230e2","_type":"span","marks":[],"text":"This narrows our account selection to the sweet spot we were looking for — a couple of dozen accounts! Now, we’ll want to turn this filter into a "},{"_key":"6f1917c8b2d6","_type":"span","marks":["33509fb7516f"],"text":"Segment"},{"_key":"5379c78fb695","_type":"span","marks":[],"text":" that we can use to inform target account selection in tools like our CRM or an ad platform."}],"markDefs":[{"_key":"33509fb7516f","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments-page/segments-page-home"}],"style":"normal"},{"_key":"f9e03f5d1d5e","_type":"block","children":[{"_key":"fb1726b3ac210","_type":"span","marks":["strong"],"text":"Note: "},{"_key":"f68f02239536","_type":"span","marks":[],"text":"“Segments” is Common Room speak that refers to the functionality allowing you to create contact cohorts."}],"markDefs":[],"style":"callout"},{"_key":"f025d82a9409","_type":"mainImage","asset":{"_ref":"image-73156233b5d68a0328a8e601d512d3c9abc0c0db-598x510-png","_type":"reference"},"caption":"Filter results by active date range"},{"_key":"0dad931dafbf","_type":"anchor","label":"Step 4: Create a segment"},{"_key":"f4c97eed81b1","_type":"block","children":[{"_key":"63ee0cc602d2","_type":"span","marks":[],"text":"Step 4: Create a segment of active accounts that fit our criteria"}],"markDefs":[],"style":"h3"},{"_key":"a2404ed7e46d","_type":"block","children":[{"_key":"62b6b3740e7d0","_type":"span","marks":[],"text":"Remembering our target account criteria — 50+ employees, $50M in revenue, active in the last 28 days — we’ll head over to the "},{"_key":"62b6b3740e7d1","_type":"span","marks":["4392a5b67a72"],"text":"Segments"},{"_key":"62b6b3740e7d2","_type":"span","marks":[],"text":" menu item to build our evergreen target account list."}],"markDefs":[{"_key":"4392a5b67a72","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments-page/segments-page-home"}],"style":"normal"},{"_key":"9dfb86226a99","_type":"block","children":[{"_key":"586c5867d72d0","_type":"span","marks":[],"text":"We’ll click the "},{"_key":"c257ed4dfd4b","_type":"span","marks":["strong"],"text":"+ New segment"},{"_key":"b5918924a82d","_type":"span","marks":[],"text":" button and give our segment a name and description."}],"markDefs":[],"style":"normal"},{"_key":"e32d27115532","_type":"mainImage","asset":{"_ref":"image-7f0ce04445b6ce0524f539ea93f0ef5b9e415f30-2932x1832-png","_type":"reference"},"caption":"Name and create a segment"},{"_key":"aaaba2bf4ae0","_type":"block","children":[{"_key":"fdf24e8d7107","_type":"span","marks":[],"text":"Then, click the "},{"_key":"f81e908591f0","_type":"span","marks":["strong"],"text":"+ Add contacts"},{"_key":"1a3fc0c2a0d2","_type":"span","marks":[],"text":" button and select "},{"_key":"d187cc540e0b","_type":"span","marks":["strong"],"text":"Auto add contacts"},{"_key":"7a76fcd0e531","_type":"span","marks":[],"text":" from the dropdown. This is where we will set the criteria to auto-add/remove organizations to our target account list."}],"markDefs":[],"style":"normal"},{"_key":"b037a06e9d9b","_type":"mainImage","alt":"Automatically add/remove contacts from segments","asset":{"_ref":"image-70cdd241f1338bf04d7159e9d2b71d810f68fdf7-544x376-png","_type":"reference"},"caption":"Automatically add/remove contacts from segments"},{"_key":"8403726b37e6","_type":"block","children":[{"_key":"b527554043ce","_type":"span","marks":[],"text":"Click the "},{"_key":"e57b227904ee","_type":"span","marks":["strong"],"text":"Set criteria"},{"_key":"aef794e788cd","_type":"span","marks":[],"text":" button and add filters accordingly. Here we can also choose to apply inverse filters from our "},{"_key":"4d6dbd4f86aa","_type":"span","marks":["strong"],"text":"Auto add"},{"_key":"c58e65dd9ad8","_type":"span","marks":[],"text":" criteria so that our target account list remains evergreen (i.e., if there's no contact activity from an organization after 28 days, that organization will be removed from our segment). And be sure to click "},{"_key":"6d2da3ed064b","_type":"span","marks":["strong"],"text":"Save!"}],"markDefs":[],"style":"normal"},{"_key":"1049c4b63440","_type":"mainImage","asset":{"_ref":"image-3cd2c611817ad6cd031f9ea1d39dec2725d3d7a0-2932x1832-png","_type":"reference"},"caption":"Set your criteria to auto-add/remove contact of a segment"},{"_key":"e25e14b82c45","_type":"block","children":[{"_key":"4ce3581534c5","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"b2f2a86cbc82","_type":"span","marks":[],"text":" It will likely take a few minutes for your segment to populate. You'll see a notification like 👇 while your new segment populates."}],"markDefs":[],"style":"callout"},{"_key":"36d009fd9554","_type":"mainImage","alt":"member configs","asset":{"_ref":"image-69b4a16a873d31e7ce91add98b08545848a48f14-1702x136-png","_type":"reference"}},{"_key":"69a1e226a20c","_type":"block","children":[{"_key":"b1894e26701e0","_type":"span","marks":["strong"],"text":"Bonus step: "},{"_key":"0a1868a0f2c7","_type":"span","marks":[],"text":"Auto-tag organizations by setting up a workflow."}],"markDefs":[],"style":"h4"},{"_key":"8b5380186d55","_type":"block","children":[{"_key":"812927712a080","_type":"span","marks":[],"text":"In Common Room, you can "},{"_key":"812927712a081","_type":"span","marks":["bea0a155234a"],"text":"create workflows"},{"_key":"812927712a082","_type":"span","marks":[],"text":" that automatically add "},{"_key":"5f5f353fdf68","_type":"span","marks":["strong"],"text":"tags"},{"_key":"622f36896a30","_type":"span","marks":[],"text":" to organizations, contacts, and activities."}],"markDefs":[{"_key":"bea0a155234a","_type":"link","href":"https://docs.commonroom.io/using-common-room/workflows"}],"style":"normal"},{"_key":"ee931ebb11c0","_type":"block","children":[{"_key":"698f42b993510","_type":"span","marks":[],"text":"We can head to the "},{"_key":"9ea7fd66ba80","_type":"span","marks":["strong"],"text":"Workflows"},{"_key":"7293f35cd801","_type":"span","marks":[],"text":" menu and add an "},{"_key":"2cd84a445bd8","_type":"span","marks":["strong"],"text":"ICP"},{"_key":"a5f92da47b04","_type":"span","marks":[],"text":" (ideal customer profile) tag to qualifying accounts."}],"markDefs":[],"style":"normal"},{"_key":"11780cfbf21d","_type":"mainImage","asset":{"_ref":"image-74b4f86a49aaeec8684f25bb16e46b787f94550b-2932x1832-png","_type":"reference"},"caption":"Select a workflow template to “tag an organization”"},{"_key":"0e65b0db2dbb","_type":"block","children":[{"_key":"c5992a65395c0","_type":"span","marks":[],"text":"From here, we'll see a workflow canvas. We'll set ICP criteria for organizations with 50+ employees, annual revenue of $50M+, and select relevant industries. Then, we'll set our tagging criteria and run this workflow daily."}],"markDefs":[],"style":"normal"},{"_key":"5ea2930b20a7","_type":"mainImage","asset":{"_ref":"image-323f96f71a503d3cdfa2d569d9a22aeeaa8c073b-2932x1832-png","_type":"reference"},"caption":"Tag an organization with an automated workflow"},{"_key":"d50f3fa24340","_type":"block","children":[{"_key":"5fb4e92010ee","_type":"span","marks":[],"text":"Click "},{"_key":"c518d1c5dab8","_type":"span","marks":["strong"],"text":"Save"},{"_key":"9463c5e8d82b","_type":"span","marks":[],"text":" and toggle to turn on your tagging workflow. And voila! Your newly created tag will be added to organizations."}],"markDefs":[],"style":"normal"},{"_key":"938ce059ac9b","_type":"workflowReference","workflow":{"_ref":"d4498aed-2f7e-429a-b470-7a04d7058055","_type":"reference"}},{"_key":"507d5dc6209e","_type":"anchor","label":"Step 5: Take action with targets"},{"_key":"d7e500369977","_type":"block","children":[{"_key":"d54e9d9a84a7","_type":"span","marks":[],"text":"Step 5: Take action and engage with your new target accounts"}],"markDefs":[],"style":"h3"},{"_key":"341175e4356a","_type":"block","children":[{"_key":"e0e034fd13b4","_type":"span","marks":[],"text":"Within your new segment, you can toggle to the "},{"_key":"f81728c4714b","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"257205a79bae","_type":"span","marks":[],"text":" tab and see a table of organizations qualifying for your target account criteria."}],"markDefs":[],"style":"normal"},{"_key":"cb169baaa045","_type":"block","children":[{"_key":"9fb992a856c70","_type":"span","marks":[],"text":"From here, it’s up to you what to do with your new list of target accounts. 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And if you haven't already, "},{"_key":"9fb032ecd0d73","_type":"span","marks":["1bacc30c8f6b"],"text":"sign-up for a free account here"},{"_key":"9fb032ecd0d74","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"f34348d8e72d","_type":"link","href":"https://www.commonroom.io/contact/"},{"_key":"1bacc30c8f6b","_type":"link","href":"https://commonroom.io/signup"}],"style":"normal"}],"cardImage":{"_type":"image","asset":{"_ref":"image-6badd89e1c894ce9cc0117bb2eea56a55e0ded5e-2400x1260-png","_type":"reference"}},"categories":[{"_key":"09152fe44b57","_ref":"df0bb227-e656-4be1-af6a-5b8410d9a26e","_type":"reference"},{"_key":"47ac9c8391b7","_ref":"0ca9a6b3-3e40-42ed-8e2b-3f798a365fb4","_type":"reference"},{"_key":"0146e4fa8a36","_ref":"7662f4d2-9875-4dc5-be5e-91dd093375ae","_type":"reference"}],"excerpt":[{"_key":"4f9e241e2235","_type":"block","children":[{"_key":"5f7f25e2c0e20","_type":"span","marks":[],"text":"A stale list of target accounts leaves a lot to be desired."}],"markDefs":[],"style":"normal"}],"integrations":[{"_key":"dbe05505d0bf","_ref":"406b5182-5fb2-4fef-a2e5-d12e2ba0aa83","_type":"reference"},{"_key":"ea664be13b07","_ref":"6f6dfe52-16a0-4649-9f15-e73a38900c33","_type":"reference"},{"_key":"21aabdb4462c","_ref":"67148278-8a4f-4c09-a71b-5f0907950868","_type":"reference"},{"_key":"527e784c26aa","_ref":"7c39b3c7-c1f5-4093-afb9-1b6517cc4547","_type":"reference"}],"mainImage":{"_type":"mainImage","asset":{"_ref":"image-a924d71fe1eeaf0f7875f2f21d3f04eb65ce000a-2400x1260-png","_type":"reference"}},"skill":"Pro","slug":{"_type":"slug","current":"replenish-accounts-abm-activity"},"status":"published","suggestions":[{"_key":"4756b8d713d8","_ref":"4efb016d-8685-4743-99f2-e363eb233036","_type":"reference"},{"_key":"879d97a95162","_ref":"a4938423-f309-4c16-a05e-782566dd3881","_type":"reference"},{"_key":"6755a2fb4f0a","_ref":"ce0de17b-4da4-4a61-8d2d-256f149fc375","_type":"reference"},{"_key":"e6c3b6fb7d1d","_ref":"0c113d20-a943-4c58-8472-1c005c08983a","_type":"reference"}],"teams":["Sales","Marketing"],"title":"Replenish target accounts for ABM using recent activity","useCases":[{"_key":"1b388e7401f9","_ref":"abc349f5-c976-4a7e-9046-b8093a4ee3bc","_type":"reference"}],"id":"-4454d0a7-9d47-50e1-a7c8-e87bfc191c70","children":[],"parent":null,"__gatsby_resolved":{"slug":{"current":"replenish-accounts-abm-activity"},"status":"published","_createdAt":"2023-03-06T23:30:09Z","categories":[{"_id":"df0bb227-e656-4be1-af6a-5b8410d9a26e"},{"_id":"0ca9a6b3-3e40-42ed-8e2b-3f798a365fb4"},{"_id":"7662f4d2-9875-4dc5-be5e-91dd093375ae"}],"_rawExcerpt":[{"_key":"4f9e241e2235","_type":"block","children":[{"_key":"5f7f25e2c0e20","_type":"span","marks":[],"text":"A stale list of target accounts leaves a lot to be desired."}],"markDefs":[],"style":"normal"}],"isPublished":true,"integrations":[{"_id":"406b5182-5fb2-4fef-a2e5-d12e2ba0aa83"},{"_id":"6f6dfe52-16a0-4649-9f15-e73a38900c33"},{"_id":"67148278-8a4f-4c09-a71b-5f0907950868"},{"_id":"7c39b3c7-c1f5-4093-afb9-1b6517cc4547"}],"_id":"a0b2c73f-928b-421f-889f-aef2335eac1a"}},{"_id":"aa238e9a-5842-49e9-a64e-c2fae55c3412","_type":"playbook","_rev":"tvZpUfQy6XEny9w88JgRti","_createdAt":"2023-03-30T22:16:56Z","_updatedAt":"2024-09-11T17:51:44Z","body":[{"_key":"5e249be772aa","_type":"anchor","label":"Overview"},{"_key":"4068813d2001","_type":"block","children":[{"_key":"c867816bb015","_type":"span","marks":[],"text":"Overview"}],"markDefs":[],"style":"h3"},{"_key":"70eb96810f01","_type":"block","children":[{"_key":"732d4413afae0","_type":"span","marks":[],"text":"Your dark funnel is, well… dark."}],"markDefs":[],"style":"normal"},{"_key":"ff3d97bd0e24","_type":"block","children":[{"_key":"217707d5e7ca0","_type":"span","marks":[],"text":"It’s not easy to define, let alone keep tabs on, how people are progressing through stages of the dark funnel — "},{"_key":"217707d5e7ca1","_type":"span","marks":["em"],"text":"How many steps should we define? What are the criteria for each stage? How do we stitch together activity across different channels? How do we measure the success of our efforts?"}],"markDefs":[],"style":"normal"},{"_key":"7579861f123d","_type":"block","children":[{"_key":"5fa0f2d8a27e0","_type":"span","marks":[],"text":"In this playbook, we’ll answer these questions and give you a starting point for defining and tracking the dark funnel."}],"markDefs":[],"style":"normal"},{"_key":"889657f6fe36","_type":"block","children":[{"_key":"0c5f7737c80b0","_type":"span","marks":[],"text":"As a result, you’ll be able to 1) measure and track the success of (previously uncrackable) parts of the dark funnel and 2) identify areas of focus to progress your core audience further down the path."}],"markDefs":[],"style":"normal"},{"_key":"3aaaf24d0fd4","_type":"block","children":[{"_key":"b0aed4544b1d0","_type":"span","marks":[],"text":"Let’s get to it!"}],"markDefs":[],"style":"normal"},{"_key":"f32eba3602d9","_type":"block","children":[{"_key":"232d8edda5640","_type":"span","marks":["strong"],"text":"What you’ll need"}],"markDefs":[],"style":"normal"},{"_key":"5499562fff4f","_type":"block","children":[{"_key":"67321e7aa672","_type":"span","marks":[],"text":"Common Room — we’ll use Common Room to define and track our dark funnel ("},{"_key":"232d8edda5641","_type":"span","marks":["d8889c29e944"],"text":"Sign-up for free"},{"_key":"232d8edda5642","_type":"span","marks":[],"text":" to follow along)."}],"markDefs":[{"_key":"d8889c29e944","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"4f2997dea8b7","_type":"block","children":[{"_key":"f2f6783cbc8d","_type":"span","marks":[],"text":"Identify sources of your dark funnel. In this example, we’ll use Twitter, YouTube, LinkedIn, GitHub, Reddit, and Medium."}],"markDefs":[],"style":"callout"},{"_key":"2d46fccb2d0b","_type":"anchor","label":"Step 1: Connect to sources"},{"_key":"71ed37a0962b","_type":"block","children":[{"_key":"fcccd47280680","_type":"span","marks":[],"text":"Step 1: Connect to dark funnel sources to track member activity"}],"markDefs":[],"style":"h3"},{"_key":"b13c90ac9738","_type":"block","children":[{"_key":"05e353fa52570","_type":"span","marks":[],"text":"Our first step is to connect to the sources that comprise our dark funnel. This often includes very top-of-funnel watering holes for our core audience — think Twitter, Reddit, YouTube, Medium, Stack Overflow, etc. For many interactions across many of these dark social channels, our product or brand is unknown."}],"markDefs":[],"style":"normal"},{"_key":"c5d6c73e21a3","_type":"block","children":[{"_key":"8ac79a0ff76d0","_type":"span","marks":[],"text":"To start, let’s connect to Twitter, as all that’s required is a Twitter account. 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To see supported integrations, "},{"_key":"ddb4b47105f31","_type":"span","marks":["c2c542d4d702"],"text":"head over to our integrations page"},{"_key":"ddb4b47105f32","_type":"span","marks":[],"text":". (We’re adding more and more all the time!)"}],"markDefs":[{"_key":"c2c542d4d702","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"},{"_key":"95914ebaebde","_type":"block","children":[{"_key":"e9b99d5316730","_type":"span","marks":[],"text":"In addition to public sources, we’ll want to connect some of our first-party sources like LinkedIn, Slack, GitHub, and HubSpot."}],"markDefs":[],"style":"normal"},{"_key":"1a1df89cb722","_type":"block","children":[{"_key":"5e223823be2e0","_type":"span","marks":[],"text":"We can follow a similar flow, but this time we’ll want to connect to LinkedIn and confirm we have the "},{"_key":"5e223823be2e1","_type":"span","marks":["dbcad4a0f689"],"text":"required permissions"},{"_key":"5e223823be2e2","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"dbcad4a0f689","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/linkedin#required-permissions"}],"style":"normal"},{"_key":"db5235823829","_type":"mainImage","asset":{"_ref":"image-830c3acdab1574b1cc4624ad8ce6887c0d0d7817-2932x1832-png","_type":"reference"},"caption":"Authenticate LinkedIn to pull member activity into Common Room"},{"_key":"34356891485a","_type":"block","children":[{"_key":"dcc5444aa89d0","_type":"span","marks":[],"text":"That’s pretty much it. We’ll rinse and repeat to start ingesting data from other sources. Once that’s done, we can move on to the next step."}],"markDefs":[],"style":"normal"},{"_key":"b44ed0a1255d","_type":"anchor","label":"Step 2: Set criteria"},{"_key":"a1632d379819","_type":"block","children":[{"_key":"f2f128d696490","_type":"span","marks":[],"text":"Step 2: Set criteria for the stages of your dark funnel"}],"markDefs":[],"style":"h3"},{"_key":"5cfcd94e5a8f","_type":"block","children":[{"_key":"bfb2f4156ec40","_type":"span","marks":[],"text":"With data flowing into Common Room, you can head over to the "},{"_key":"c4148333dd02","_type":"span","marks":["strong"],"text":"Organization"},{"_key":"663a325a36da","_type":"span","marks":[],"text":" or "},{"_key":"60a12c0fcb2f","_type":"span","marks":["strong"],"text":"Member"},{"_key":"2e540e037193","_type":"span","marks":[],"text":" view to see a firehose of identified individuals and the companies they work for. Here’s what that looks like from the "},{"_key":"055f7b492b0e","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"b2b3040053da","_type":"span","marks":[],"text":" view:"}],"markDefs":[],"style":"normal"},{"_key":"d1e979afdf09","_type":"mainImage","asset":{"_ref":"image-f91ee50ce28c9cc0dc5febb7093125958fd05949-2932x1832-png","_type":"reference"},"caption":"Organizations view in Common Room"},{"_key":"5596abe43015","_type":"block","children":[{"_key":"a11ab1188a090","_type":"span","marks":[],"text":"From here, we can start tinkering with filters to get a sense of how we want to define the stages of our funnel."}],"markDefs":[],"style":"normal"},{"_key":"7f01300115d2","_type":"block","children":[{"_key":"1ae6ce1b2cbf0","_type":"span","marks":[],"text":"Jumping into the "},{"_key":"f0fdcd0a1fc3","_type":"span","marks":["strong"],"text":"Members"},{"_key":"b3c362739a0b","_type":"span","marks":[],"text":" tab, we can see that our starting point is just under 17k members. And we can define funnel stages to group these members by stage."}],"markDefs":[],"style":"normal"},{"_key":"05e2742d214e","_type":"mainImage","asset":{"_ref":"image-8ce5dc9ba3ad9eea08aa5493f90c263564a47659-2932x1832-png","_type":"reference"},"caption":"Member view in Common Room"},{"_key":"a1cc20ab5e44","_type":"block","children":[{"_key":"f95e798698160","_type":"span","marks":[],"text":"Let’s start by defining our most active part of the dark funnel by adding a filter for at least ten impact points and activity within the last 28 days."}],"markDefs":[],"style":"normal"},{"_key":"a292c322b8b3","_type":"mainImage","asset":{"_ref":"image-f88fdb640f4e94c953d32bf60c86a4f426b3fff6-588x528-png","_type":"reference"},"caption":"Filter views by impact points"},{"_key":"ab7630267a47","_type":"block","children":[{"_key":"0ac22844aaa80","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"91550794f948","_type":"span","marks":[],"text":" Impact points are auto-generated based on a weighted scoring system defined by Common Room. "},{"_key":"0ac22844aaa81","_type":"span","marks":["ece718a561f0"],"text":"See how scores are calculated here →"}],"markDefs":[{"_key":"ece718a561f0","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/impact-points#impact-point-default-weights"}],"style":"callout"},{"_key":"98b4fde0aeb7","_type":"block","children":[{"_key":"1e5ea7f7bcf20","_type":"span","marks":[],"text":"This gets us down to about 500 members and feels like a good starting point for the bottom of the dark funnel. We’re satisfied, and we’ll define this cohort as "},{"_key":"6bb393c56ff9","_type":"span","marks":["strong"],"text":"Active"},{"_key":"6fabe00ddc3e","_type":"span","marks":[],"text":" members."}],"markDefs":[],"style":"normal"},{"_key":"96bc4e663bdb","_type":"block","children":[{"_key":"4fad2bdd124a0","_type":"span","marks":["strong"],"text":"Active"},{"_key":"797b66efdfaf","_type":"span","marks":[],"text":" = 10 or more impact points and active in the last 28 days"}],"markDefs":[],"style":"callout"},{"_key":"087b41ee5faa","_type":"block","children":[{"_key":"ed7b262a7a5f0","_type":"span","marks":[],"text":"Next, we’ll move further up the dark funnel and define a cohort of members who are not quite as active or have recently waned interest. We’ll call this group Aware members. After some tinkering, it looks like activity identified in the last 90 days with less than ten impact points gets us to a good place of about 2k members."}],"markDefs":[],"style":"normal"},{"_key":"4573acca9f6c","_type":"block","children":[{"_key":"fbb669cf5dac0","_type":"span","marks":["strong"],"text":"Aware"},{"_key":"fcf4a7fcc41b","_type":"span","marks":[],"text":" = active in the 90 days with 10 or less impact points"}],"markDefs":[],"style":"callout"},{"_key":"3c689c345f69","_type":"mainImage","asset":{"_ref":"image-f5d058910825f6758fe687617a0ccf2ccd16ef24-1088x562-png","_type":"reference"},"caption":"Add filters for the \"Aware\" stage"},{"_key":"00c58027d504","_type":"block","children":[{"_key":"7014877c0b6c0","_type":"span","marks":[],"text":"And finally, we’ll want to define a dormant cohort. Where we’ll include the rest of our members."}],"markDefs":[],"style":"normal"},{"_key":"eddf6bc41522","_type":"block","children":[{"_key":"dc8f76d28bf50","_type":"span","marks":["strong"],"text":"Dormant"},{"_key":"dc8f76d28bf51","_type":"span","marks":[],"text":" = last seen > 90 days ago"}],"markDefs":[],"style":"callout"},{"_key":"80bfd2dbdf08","_type":"mainImage","asset":{"_ref":"image-65f6091439c45e6492492662d171422bd9a8fbde-990x804-png","_type":"reference"},"caption":"Add filters for the Dormant stage"},{"_key":"2b7de90e877a","_type":"block","children":[{"_key":"3e286574a1f40","_type":"span","marks":[],"text":"Now that we’ve defined the stages of our dark funnel, we’ll start tagging members as they move in and out of stages. Let’s go!"}],"markDefs":[],"style":"normal"},{"_key":"65a8b6e1f700","_type":"anchor","label":"Step 3: Auto-tag members"},{"_key":"1a0f0c374677","_type":"block","children":[{"_key":"8273dbdf4bb7","_type":"span","marks":[],"text":"Step 3: Tag members of your community as they move in and out of stages"}],"markDefs":[],"style":"h3"},{"_key":"140ea30179bd","_type":"block","children":[{"_key":"508babd308fd0","_type":"span","marks":[],"text":"Now that we’ve defined the stages of our dark funnel, we’ll start tagging members as they move in and out of stages. Let’s go!"}],"markDefs":[],"style":"normal"},{"_key":"0aa0057e3e75","_type":"mainImage","asset":{"_ref":"image-a730e24b6e2cfe4c070d4d1ce487320b072713b9-2932x1832-png","_type":"reference"},"caption":"Dark-funnel stages by member status"},{"_key":"1bca44ff55fd","_type":"block","children":[{"_key":"c978795e47670","_type":"span","marks":[],"text":"We can also add statuses for each of our stages so we can track the progress of members."}],"markDefs":[],"style":"normal"},{"_key":"b0311abd74d9","_type":"block","children":[{"_key":"3a8a709105e40","_type":"span","marks":[],"text":"After creating our segment, we can locate the "},{"_key":"9ec7b0b23633","_type":"span","marks":["strong"],"text":"Member management"},{"_key":"5492002423e4","_type":"span","marks":[],"text":" section and click the "},{"_key":"74b72d7b916a","_type":"span","marks":["strong"],"text":"Configure"},{"_key":"4f2beac84406","_type":"span","marks":[],"text":" button to auto-add/remove members throughout our funnel."}],"markDefs":[],"style":"normal"},{"_key":"358f952c5de8","_type":"mainImage","asset":{"_ref":"image-6c28a2a9e851ac9a1f77ea7df3250116295658c7-1932x720-png","_type":"reference"},"caption":"Filter to update a member status"},{"_key":"f88aa2d9baf4","_type":"block","children":[{"_key":"959ba9c594fa0","_type":"span","marks":[],"text":"Select to auto-update a new status we just created. 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We’ll also show you how to aggregate buyer interactions into a single place (Common Room) so you can identify high-intent activity and add a new source of marketing community-qualified leads (CQL) to every stage of your funnel."}],"markDefs":[],"style":"normal"},{"_key":"a18d6960b7f2","_type":"block","children":[{"_key":"b29894c5c195","_type":"span","marks":["strong"],"text":"What you’ll need"}],"markDefs":[],"style":"normal"},{"_key":"69c895da3675","_type":"block","children":[{"_key":"1343ce73974c","_type":"span","marks":["strong"],"text":"Common Room:"},{"_key":"ae50fdefd4bf","_type":"span","marks":[],"text":" What we’ll use to set criteria to qualify community members—"},{"_key":"5d424c8c806b","_type":"span","marks":["d3d86ebd1dc9"],"text":"sign-up for free"},{"_key":"1bdd622b3daa","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"d3d86ebd1dc9","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"b29754d33812","_type":"block","children":[{"_key":"0bb1e04972d2","_type":"span","marks":["strong"],"text":"CRM or marketing automation admin access:"},{"_key":"608cf0183f02","_type":"span","marks":[],"text":" You’ll need admin access for "},{"_key":"0f50a5792c30","_type":"span","marks":["ba0d1d845c2f"],"text":"Salesforce"},{"_key":"130c71899db8","_type":"span","marks":[],"text":" or "},{"_key":"b724de70fdaf","_type":"span","marks":["ca5f551364e9"],"text":"HubSpot"},{"_key":"b0ccbadaa08c","_type":"span","marks":[],"text":" to sync contacts from Common Room."}],"markDefs":[{"_key":"ca5f551364e9","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/hubspot"},{"_key":"ba0d1d845c2f","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/salesforce-crm"}],"style":"callout"},{"_key":"483ea50bd020","_type":"block","children":[{"_key":"f555cc0ad463","_type":"span","marks":["strong"],"text":"Access to community channels:"},{"_key":"d5c2e76f1bef","_type":"span","marks":[],"text":" You’ll need access to authenticate sources where your community resides, such as Slack, Discord, GitHub, LinkedIn, Twitter, etc. Connecting new sources is easy, and the more you connect, the more data points you’ll have for scoring! "},{"_key":"bd11b6c3ae0f","_type":"span","marks":["5d29982e37db"],"text":"See all of our source integrations here"},{"_key":"da8d67cb790e","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"5d29982e37db","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"callout"},{"_key":"235e7b1c12c3","_type":"anchor","label":"Step 1: Connect sources"},{"_key":"0320e682b604","_type":"block","children":[{"_key":"8c20d6dc00660","_type":"span","marks":[],"text":"Step 1: Connect to your community sources"}],"markDefs":[],"style":"h3"},{"_key":"45b2b90f7cf2","_type":"block","children":[{"_key":"c430d8817eb80","_type":"span","marks":[],"text":"The first thing we’ll want to do is connect to the sources where your community resides. (Feel free to skip this step if you already use Common Room and have connected sources.)"}],"markDefs":[],"style":"normal"},{"_key":"ed8d7ff3c8b3","_type":"block","children":[{"_key":"5e5bd647c64e0","_type":"span","marks":[],"text":"Common community sources include channels like Slack or Discord workspaces, GitHub repos, and social channels like LinkedIn or Twitter."}],"markDefs":[],"style":"normal"},{"_key":"84c361bf0692","_type":"block","children":[{"_key":"18b2b978fe5b0","_type":"span","marks":[],"text":"For this example, let’s imagine our community is run on Slack "},{"_key":"18b2b978fe5b1","_type":"span","marks":["em"],"text":"and"},{"_key":"18b2b978fe5b2","_type":"span","marks":[],"text":" has a lot of engagement on GitHub and Twitter."}],"markDefs":[],"style":"normal"},{"_key":"2e0eaeaa412d","_type":"block","children":[{"_key":"a206434c2e6b0","_type":"span","marks":[],"text":"We’ll first connect via Slack. Head over to "},{"_key":"a206434c2e6b1","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"a206434c2e6b2","_type":"span","marks":[],"text":" in Common Room and choose to add Slack."}],"markDefs":[],"style":"normal"},{"_key":"70ab48121c2d","_type":"mainImage","alt":"Choose to + Connect to Slack in the Sources overview","asset":{"_ref":"image-d99e73f9003636168b18d999fa7d94b0a2e59654-800x640-png","_type":"reference"},"caption":"Choose to + Connect to Slack in the Sources overview"},{"_key":"46e62fdddbda","_type":"block","children":[{"_key":"7475286134960","_type":"span","marks":[],"text":"You’ll be asked a few prompts to authenticate. 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You’ll begin to see members and activities populate immediately, and the entire sync should just take a few minutes."}],"markDefs":[],"style":"normal"},{"_key":"16eb55fb6bbb","_type":"block","children":[{"_key":"0298d01b8d7a0","_type":"span","marks":[],"text":"Next, we’ll follow a similar process for GitHub. Head back over to "},{"_key":"0298d01b8d7a1","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"0298d01b8d7a2","_type":"span","marks":[],"text":" and choose to connect GitHub."}],"markDefs":[],"style":"normal"},{"_key":"9637ed170008","_type":"mainImage","alt":"Connect to GitHub to import repo data","asset":{"_ref":"image-e0a4875c509e0936516878e3ae6ba60883713bcd-560x468-png","_type":"reference"},"caption":"Connect to GitHub to import repo data"},{"_key":"bece29d2ab0c","_type":"block","children":[{"_key":"d18199e4c8040","_type":"span","marks":[],"text":"And we’ll also need to authenticate or request access to the repository to import data from our GitHub community."}],"markDefs":[],"style":"normal"},{"_key":"7997c4510c20","_type":"mainImage","alt":"Authenticate GitHub to select repos for data import","asset":{"_ref":"image-7399d0ebac58f538ea30de03b9e747721179521e-1422x822-png","_type":"reference"},"caption":"Authenticate GitHub to select repos for data import"},{"_key":"d66d1fb9f8eb","_type":"block","children":[{"_key":"3d329ceea57d","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"c8e0684ebae7","_type":"span","marks":[],"text":" "},{"_key":"85cd40389da7","_type":"span","marks":["7a1bb16bb732"],"text":"GitHub requires admin access or approval"},{"_key":"60cc4c47fa6d","_type":"span","marks":[],"text":". If you don't have admin access to your community's GitHub account, a request will be sent to your admin."}],"markDefs":[{"_key":"7a1bb16bb732","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/github"}],"style":"callout"},{"_key":"c2d26e118530","_type":"block","children":[{"_key":"5322462452c40","_type":"span","marks":[],"text":"Once GitHub is connected, we can follow the exact same process with Twitter or any other source you’d like to connect."}],"markDefs":[],"style":"normal"},{"_key":"ebf7e3c03963","_type":"block","children":[{"_key":"a74bd84c61860","_type":"span","marks":[],"text":"Let’s spare the redundancy connecting another source and move on to the next step."}],"markDefs":[],"style":"normal"},{"_key":"f1849d9d8854","_type":"anchor","label":"Step 2: Set CQL criteria"},{"_key":"c5ad459505ef","_type":"block","children":[{"_key":"8b7a4acfd5b10","_type":"span","marks":[],"text":"Step 2: Set qualification criteria for CQLs"}],"markDefs":[],"style":"h3"},{"_key":"1ac72af4dad4","_type":"block","children":[{"_key":"ffc53f8959720","_type":"span","marks":[],"text":"In this step, we’ll set the firmographic and activity criteria required for a member to become a community-qualified lead (CQL)."}],"markDefs":[],"style":"normal"},{"_key":"af1323171b2e","_type":"block","children":[{"_key":"96c1dfa428d7","_type":"span","marks":[],"text":"For that, we can use the "},{"_key":"13d5989b43d8","_type":"span","marks":["26835048ad94"],"text":"Tag"},{"_key":"dc49ac84c7f4","_type":"span","marks":[],"text":" functionality of Common Room. 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And we’ll want to apply some filters to auto-tag CQLs."}],"markDefs":[],"style":"normal"},{"_key":"4109f029430d","_type":"block","children":[{"_key":"e371ed5ec4410","_type":"span","marks":[],"text":"For the sake of simplicity, let’s say we want our CQL to be any member who works at an organization of more than 50 employees "},{"_key":"e371ed5ec4411","_type":"span","marks":["em"],"text":"and"},{"_key":"e371ed5ec4412","_type":"span","marks":[],"text":" is actively posting to our Slack community. We can do that by clicking the "},{"_key":"e371ed5ec4413","_type":"span","marks":["strong"],"text":"+ Add filter"},{"_key":"e371ed5ec4414","_type":"span","marks":[],"text":" button and applying the filters for organization size and Slack activity."}],"markDefs":[],"style":"normal"},{"_key":"5577fd64bc56","_type":"mainImage","alt":"Apply filters to member tags","asset":{"_ref":"image-aae9b24d7be0917e45618149c12b9c8d4b599f62-1216x530-png","_type":"reference"},"caption":"Apply filters to member tags"},{"_key":"935d0940777f","_type":"block","children":[{"_key":"7935e7eb13220","_type":"span","marks":[],"text":"After applying filters, you’ll see a preview of qualifying members and the total number who qualify."}],"markDefs":[],"style":"normal"},{"_key":"a2f376b21ec0","_type":"block","children":[{"_key":"eba5a85344250","_type":"span","marks":[],"text":"If all looks good, we can click "},{"_key":"eba5a85344251","_type":"span","marks":["strong"],"text":"Save"},{"_key":"eba5a85344252","_type":"span","marks":[],"text":" and move on to the next step."}],"markDefs":[],"style":"normal"},{"_key":"c1333ae46e30","_type":"block","children":[{"_key":"6a94ca0edd0a0","_type":"span","marks":[],"text":"But before doing that, you might consider using an alternative and powerful filter: "},{"_key":"6a94ca0edd0a1","_type":"span","marks":["strong","6f054d68ee4d"],"text":"Impact points"},{"_key":"6a94ca0edd0a2","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"6f054d68ee4d","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/impact-points"}],"style":"normal"},{"_key":"a44c1bb44d04","_type":"block","children":[{"_key":"f54dc88b6c170","_type":"span","marks":[],"text":"Impact points are automatically calculated and weighted based on activity across any source connected to Common Room ("},{"_key":"f54dc88b6c171","_type":"span","marks":["bce9fa19956f"],"text":"see the weighting here"},{"_key":"f54dc88b6c172","_type":"span","marks":[],"text":"). For instance, forking a GitHub repo (high investment) is scored 10, whereas starring a GitHub repo (low investment) is only scored as 2 impact points."}],"markDefs":[{"_key":"bce9fa19956f","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/impact-points#impact-point-default-weights"}],"style":"normal"},{"_key":"a4c9a78e867c","_type":"block","children":[{"_key":"6ca20bcf08000","_type":"span","marks":[],"text":"To get CQLs tagged quickly, we can use impact points and set either a threshold for the top percentage of members (e.g., top 90% of members = CQL), add a minimum point value, and set a time period."}],"markDefs":[],"style":"normal"},{"_key":"abfe3f6ab0f1","_type":"mainImage","alt":"Tag members by applying an Impact points filter","asset":{"_ref":"image-270210751ebb2f3788f77ed8d04fb50da21925f6-920x810-png","_type":"reference"},"caption":"Tag members by applying an Impact points filter"},{"_key":"d3b1c82ab325","_type":"block","children":[{"_key":"4ab80496216d0","_type":"span","marks":[],"text":"After setting our criteria and clicking Save, members who match our CQL definition will automatically be tagged with a CQ pill. 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First, we’ll select to connect to Twitter in the admin settings and authenticate."}],"markDefs":[],"style":"normal"},{"_key":"60f63e4c50f3","_type":"mainImage","asset":{"_ref":"image-593cdb8ff672279a31d8b2de78f68e7f8a257325-1322x904-png","_type":"reference"},"caption":"Connect Twitter to Common Room"},{"_key":"8d764e3e8708","_type":"block","children":[{"_key":"68553ba009620","_type":"span","marks":[],"text":"And from here, we can start pulling in data from relevant handles, hashtags, and keywords."}],"markDefs":[],"style":"normal"},{"_key":"44a84bee513b","_type":"mainImage","asset":{"_ref":"image-89a5446a9436e787d6a78b69fdf80af15ad19c4b-2230x1360-png","_type":"reference"},"caption":"Add relevant hashtags and keywords to track"},{"_key":"b29d963f5cde","_type":"block","children":[{"_key":"fe358c273e130","_type":"span","marks":[],"text":"We’ll save changes, and, in a few minutes, we’ll go from a blank slate to data from Twitter flowing into Common Room."}],"markDefs":[],"style":"normal"},{"_key":"43ce4978c686","_type":"block","children":[{"_key":"ddb4b47105f30","_type":"span","marks":[],"text":"Our community is not just on Twitter, so we’ll want to run through the same process to connect Reddit, YouTube, Medium, Stack Overflow, and pulling in relevant context. To see supported integrations, "},{"_key":"ddb4b47105f31","_type":"span","marks":["c2c542d4d702"],"text":"head over to our integrations page"},{"_key":"ddb4b47105f32","_type":"span","marks":[],"text":". (We’re adding more and more all the time!)"}],"markDefs":[{"_key":"c2c542d4d702","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"},{"_key":"95914ebaebde","_type":"block","children":[{"_key":"e9b99d5316730","_type":"span","marks":[],"text":"In addition to public sources, we’ll want to connect some of our first-party sources like LinkedIn, Slack, GitHub, and HubSpot."}],"markDefs":[],"style":"normal"},{"_key":"1a1df89cb722","_type":"block","children":[{"_key":"5e223823be2e0","_type":"span","marks":[],"text":"We can follow a similar flow, but this time we’ll want to connect to LinkedIn and confirm we have the "},{"_key":"5e223823be2e1","_type":"span","marks":["dbcad4a0f689"],"text":"required permissions"},{"_key":"5e223823be2e2","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"dbcad4a0f689","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/linkedin#required-permissions"}],"style":"normal"},{"_key":"db5235823829","_type":"mainImage","asset":{"_ref":"image-830c3acdab1574b1cc4624ad8ce6887c0d0d7817-2932x1832-png","_type":"reference"},"caption":"Authenticate LinkedIn to pull member activity into Common Room"},{"_key":"34356891485a","_type":"block","children":[{"_key":"dcc5444aa89d0","_type":"span","marks":[],"text":"That’s pretty much it. We’ll rinse and repeat to start ingesting data from other sources. Once that’s done, we can move on to the next step."}],"markDefs":[],"style":"normal"},{"_key":"b44ed0a1255d","_type":"anchor","label":"Step 2: Set criteria"},{"_key":"a1632d379819","_type":"block","children":[{"_key":"f2f128d696490","_type":"span","marks":[],"text":"Step 2: Set criteria for the stages of your dark funnel"}],"markDefs":[],"style":"h3"},{"_key":"5cfcd94e5a8f","_type":"block","children":[{"_key":"bfb2f4156ec40","_type":"span","marks":[],"text":"With data flowing into Common Room, you can head over to the "},{"_key":"c4148333dd02","_type":"span","marks":["strong"],"text":"Organization"},{"_key":"663a325a36da","_type":"span","marks":[],"text":" or "},{"_key":"60a12c0fcb2f","_type":"span","marks":["strong"],"text":"Member"},{"_key":"2e540e037193","_type":"span","marks":[],"text":" view to see a firehose of identified individuals and the companies they work for. Here’s what that looks like from the "},{"_key":"055f7b492b0e","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"b2b3040053da","_type":"span","marks":[],"text":" view:"}],"markDefs":[],"style":"normal"},{"_key":"d1e979afdf09","_type":"mainImage","asset":{"_ref":"image-f91ee50ce28c9cc0dc5febb7093125958fd05949-2932x1832-png","_type":"reference"},"caption":"Organizations view in Common Room"},{"_key":"5596abe43015","_type":"block","children":[{"_key":"a11ab1188a090","_type":"span","marks":[],"text":"From here, we can start tinkering with filters to get a sense of how we want to define the stages of our funnel."}],"markDefs":[],"style":"normal"},{"_key":"7f01300115d2","_type":"block","children":[{"_key":"1ae6ce1b2cbf0","_type":"span","marks":[],"text":"Jumping into the "},{"_key":"f0fdcd0a1fc3","_type":"span","marks":["strong"],"text":"Members"},{"_key":"b3c362739a0b","_type":"span","marks":[],"text":" tab, we can see that our starting point is just under 17k members. And we can define funnel stages to group these members by stage."}],"markDefs":[],"style":"normal"},{"_key":"05e2742d214e","_type":"mainImage","asset":{"_ref":"image-8ce5dc9ba3ad9eea08aa5493f90c263564a47659-2932x1832-png","_type":"reference"},"caption":"Member view in Common Room"},{"_key":"a1cc20ab5e44","_type":"block","children":[{"_key":"f95e798698160","_type":"span","marks":[],"text":"Let’s start by defining our most active part of the dark funnel by adding a filter for at least ten impact points and activity within the last 28 days."}],"markDefs":[],"style":"normal"},{"_key":"a292c322b8b3","_type":"mainImage","asset":{"_ref":"image-f88fdb640f4e94c953d32bf60c86a4f426b3fff6-588x528-png","_type":"reference"},"caption":"Filter views by impact points"},{"_key":"ab7630267a47","_type":"block","children":[{"_key":"0ac22844aaa80","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"91550794f948","_type":"span","marks":[],"text":" Impact points are auto-generated based on a weighted scoring system defined by Common Room. "},{"_key":"0ac22844aaa81","_type":"span","marks":["ece718a561f0"],"text":"See how scores are calculated here →"}],"markDefs":[{"_key":"ece718a561f0","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/impact-points#impact-point-default-weights"}],"style":"callout"},{"_key":"98b4fde0aeb7","_type":"block","children":[{"_key":"1e5ea7f7bcf20","_type":"span","marks":[],"text":"This gets us down to about 500 members and feels like a good starting point for the bottom of the dark funnel. We’re satisfied, and we’ll define this cohort as "},{"_key":"6bb393c56ff9","_type":"span","marks":["strong"],"text":"Active"},{"_key":"6fabe00ddc3e","_type":"span","marks":[],"text":" members."}],"markDefs":[],"style":"normal"},{"_key":"96bc4e663bdb","_type":"block","children":[{"_key":"4fad2bdd124a0","_type":"span","marks":["strong"],"text":"Active"},{"_key":"797b66efdfaf","_type":"span","marks":[],"text":" = 10 or more impact points and active in the last 28 days"}],"markDefs":[],"style":"callout"},{"_key":"087b41ee5faa","_type":"block","children":[{"_key":"ed7b262a7a5f0","_type":"span","marks":[],"text":"Next, we’ll move further up the dark funnel and define a cohort of members who are not quite as active or have recently waned interest. We’ll call this group Aware members. After some tinkering, it looks like activity identified in the last 90 days with less than ten impact points gets us to a good place of about 2k members."}],"markDefs":[],"style":"normal"},{"_key":"4573acca9f6c","_type":"block","children":[{"_key":"fbb669cf5dac0","_type":"span","marks":["strong"],"text":"Aware"},{"_key":"fcf4a7fcc41b","_type":"span","marks":[],"text":" = active in the 90 days with 10 or less impact points"}],"markDefs":[],"style":"callout"},{"_key":"3c689c345f69","_type":"mainImage","asset":{"_ref":"image-f5d058910825f6758fe687617a0ccf2ccd16ef24-1088x562-png","_type":"reference"},"caption":"Add filters for the \"Aware\" stage"},{"_key":"00c58027d504","_type":"block","children":[{"_key":"7014877c0b6c0","_type":"span","marks":[],"text":"And finally, we’ll want to define a dormant cohort. Where we’ll include the rest of our members."}],"markDefs":[],"style":"normal"},{"_key":"eddf6bc41522","_type":"block","children":[{"_key":"dc8f76d28bf50","_type":"span","marks":["strong"],"text":"Dormant"},{"_key":"dc8f76d28bf51","_type":"span","marks":[],"text":" = last seen > 90 days ago"}],"markDefs":[],"style":"callout"},{"_key":"80bfd2dbdf08","_type":"mainImage","asset":{"_ref":"image-65f6091439c45e6492492662d171422bd9a8fbde-990x804-png","_type":"reference"},"caption":"Add filters for the Dormant stage"},{"_key":"2b7de90e877a","_type":"block","children":[{"_key":"3e286574a1f40","_type":"span","marks":[],"text":"Now that we’ve defined the stages of our dark funnel, we’ll start tagging members as they move in and out of stages. Let’s go!"}],"markDefs":[],"style":"normal"},{"_key":"65a8b6e1f700","_type":"anchor","label":"Step 3: Auto-tag members"},{"_key":"1a0f0c374677","_type":"block","children":[{"_key":"8273dbdf4bb7","_type":"span","marks":[],"text":"Step 3: Tag members of your community as they move in and out of stages"}],"markDefs":[],"style":"h3"},{"_key":"140ea30179bd","_type":"block","children":[{"_key":"508babd308fd0","_type":"span","marks":[],"text":"Now that we’ve defined the stages of our dark funnel, we’ll start tagging members as they move in and out of stages. Let’s go!"}],"markDefs":[],"style":"normal"},{"_key":"0aa0057e3e75","_type":"mainImage","asset":{"_ref":"image-a730e24b6e2cfe4c070d4d1ce487320b072713b9-2932x1832-png","_type":"reference"},"caption":"Dark-funnel stages by member status"},{"_key":"1bca44ff55fd","_type":"block","children":[{"_key":"c978795e47670","_type":"span","marks":[],"text":"We can also add statuses for each of our stages so we can track the progress of members."}],"markDefs":[],"style":"normal"},{"_key":"b0311abd74d9","_type":"block","children":[{"_key":"3a8a709105e40","_type":"span","marks":[],"text":"After creating our segment, we can locate the "},{"_key":"9ec7b0b23633","_type":"span","marks":["strong"],"text":"Member management"},{"_key":"5492002423e4","_type":"span","marks":[],"text":" section and click the "},{"_key":"74b72d7b916a","_type":"span","marks":["strong"],"text":"Configure"},{"_key":"4f2beac84406","_type":"span","marks":[],"text":" button to auto-add/remove members throughout our funnel."}],"markDefs":[],"style":"normal"},{"_key":"358f952c5de8","_type":"mainImage","asset":{"_ref":"image-6c28a2a9e851ac9a1f77ea7df3250116295658c7-1932x720-png","_type":"reference"},"caption":"Filter to update a member status"},{"_key":"f88aa2d9baf4","_type":"block","children":[{"_key":"959ba9c594fa0","_type":"span","marks":[],"text":"Select to auto-update a new status we just created. Let’s start with defining the "},{"_key":"9d7a2562825e","_type":"span","marks":["strong"],"text":"Active"},{"_key":"5caed8726e53","_type":"span","marks":[],"text":" status."}],"markDefs":[],"style":"normal"},{"_key":"b5e00cdc0885","_type":"block","children":[{"_key":"090965ed7ee60","_type":"span","marks":[],"text":"We’ll adjust the criteria to what was previously described (10 or more impact points "},{"_key":"090965ed7ee61","_type":"span","marks":["em"],"text":"and"},{"_key":"090965ed7ee62","_type":"span","marks":[],"text":" active in the last 28 days), click "},{"_key":"affd2b7ace09","_type":"span","marks":["strong"],"text":"Save"},{"_key":"bda85d1679c0","_type":"span","marks":[],"text":", and our first dark funnel cohort will start to propagate."}],"markDefs":[],"style":"normal"},{"_key":"94e3116c17df","_type":"block","children":[{"_key":"dee3abe62f170","_type":"span","marks":[],"text":"We’ll do the same for our other stages by clicking "},{"_key":"15d3455066f8","_type":"span","marks":["strong"],"text":"Set criteria"},{"_key":"f84204fb3fbc","_type":"span","marks":[],"text":" and activating auto status updates."}],"markDefs":[],"style":"normal"},{"_key":"c98efcf01b14","_type":"mainImage","asset":{"_ref":"image-af5a9c6b5608d5a6e12316d00d603e5d7cfb4c84-1932x994-png","_type":"reference"},"caption":"Set criteria to auto-update all stages of the funnel"},{"_key":"041782cc6fae","_type":"anchor","label":"Wrapping Up"},{"_key":"2bfba49c6a02","_type":"block","children":[{"_key":"aa8f9287ccbb","_type":"span","marks":[],"text":"Wrapping up"}],"markDefs":[],"style":"h3"},{"_key":"6f03c9a73df2","_type":"block","children":[{"_key":"7412daf25cf40","_type":"span","marks":[],"text":"And that’s pretty much all there is to it. We can now track members moving through the dark funnel and take action accordingly."}],"markDefs":[],"style":"normal"},{"_key":"a2771a2e31ff","_type":"block","children":[{"_key":"4d841ce644990","_type":"span","marks":[],"text":"One last thing… you can also opt-in to get notifications as members progress through the dark funnel."}],"markDefs":[],"style":"normal"},{"_key":"5219bf2edeb7","_type":"mainImage","asset":{"_ref":"image-d9264409b4a2e2fa06e2b29fb74892137bec97b5-742x844-png","_type":"reference"},"caption":"Subscribe to notifications on funnel activity "}],"cardImage":{"_type":"image","asset":{"_ref":"image-0566c20d3741dd6e2777a482e1768281b9e2d2ec-2400x1260-png","_type":"reference"}},"categories":[{"_key":"a1ef57cb9701","_ref":"df0bb227-e656-4be1-af6a-5b8410d9a26e","_type":"reference"},{"_key":"78525abd769e","_ref":"0ca9a6b3-3e40-42ed-8e2b-3f798a365fb4","_type":"reference"},{"_key":"a23ab375e239","_ref":"ad197e85-9187-444e-b96d-727169fb27d4","_type":"reference"}],"excerpt":[{"_key":"8708ea97827f","_type":"block","children":[{"_key":"55dc909d5ced0","_type":"span","marks":[],"text":"Shed light on the dark funnel."}],"markDefs":[],"style":"normal"}],"integrations":[{"_key":"27842afae117","_ref":"67148278-8a4f-4c09-a71b-5f0907950868","_type":"reference"},{"_key":"5d8e3e907d5d","_ref":"f61d0133-e072-439b-b8fb-d275fd7013ba","_type":"reference"},{"_key":"774320609a26","_ref":"94ff18e3-422c-4145-b03b-3dc30efb39b4","_type":"reference"},{"_key":"5b1eb6587eaa","_ref":"406b5182-5fb2-4fef-a2e5-d12e2ba0aa83","_type":"reference"},{"_key":"ae9da4437076","_ref":"7c39b3c7-c1f5-4093-afb9-1b6517cc4547","_type":"reference"},{"_key":"61415684640a","_ref":"ef2bd5a8-198b-46c9-96fb-0bda8d27b49c","_type":"reference"}],"mainImage":{"_type":"mainImage","asset":{"_ref":"image-820e444aec2e51ff7e58d60b6d1c592fd9502eaf-2400x1260-png","_type":"reference"}},"skill":"Medium","slug":{"_type":"slug","current":"map-stages-dark-funnel"},"status":"published","teams":["Marketing","Sales"],"title":"Map the stages of your dark funnel from problem-aware to engaged","useCases":[{"_key":"919c780db46e","_ref":"abc349f5-c976-4a7e-9046-b8093a4ee3bc","_type":"reference"}],"id":"-4516a610-2d09-54e5-b27a-7e4c4a3a906b","children":[],"parent":null,"__gatsby_resolved":{"slug":{"current":"map-stages-dark-funnel"},"status":"published","_createdAt":"2023-03-30T22:16:56Z","categories":[{"_id":"df0bb227-e656-4be1-af6a-5b8410d9a26e"},{"_id":"0ca9a6b3-3e40-42ed-8e2b-3f798a365fb4"},{"_id":"ad197e85-9187-444e-b96d-727169fb27d4"}],"_rawExcerpt":[{"_key":"8708ea97827f","_type":"block","children":[{"_key":"55dc909d5ced0","_type":"span","marks":[],"text":"Shed light on the dark funnel."}],"markDefs":[],"style":"normal"}],"isPublished":true,"integrations":[{"_id":"67148278-8a4f-4c09-a71b-5f0907950868"},{"_id":"f61d0133-e072-439b-b8fb-d275fd7013ba"},{"_id":"94ff18e3-422c-4145-b03b-3dc30efb39b4"},{"_id":"406b5182-5fb2-4fef-a2e5-d12e2ba0aa83"},{"_id":"7c39b3c7-c1f5-4093-afb9-1b6517cc4547"},{"_id":"ef2bd5a8-198b-46c9-96fb-0bda8d27b49c"}],"_id":"aa238e9a-5842-49e9-a64e-c2fae55c3412"}},{"_id":"dbd9c289-7792-4220-a79a-3dec4c883e4a","_type":"playbook","_rev":"e3oVLVDSwSbD64ipzL6OZ5","_createdAt":"2023-05-31T21:52:06Z","_updatedAt":"2024-09-11T17:45:18Z","body":[{"_key":"c769255e7f51","_type":"anchor","label":"Overview"},{"_key":"e1af4a2fb00e","_type":"block","children":[{"_key":"8c9b26cd4e1d","_type":"span","marks":[],"text":"Overview"}],"markDefs":[],"style":"h3"},{"_key":"8f45ac6a7363","_type":"block","children":[{"_key":"023615496df8","_type":"span","marks":[],"text":"Tracking job changes of VIP contacts helps go-to-market teams feed three birds with one scone."}],"markDefs":[],"style":"normal"},{"_key":"afeff0d7f6d7","_type":"block","children":[{"_key":"991a89fbf2f20","_type":"span","marks":[],"text":"When a customer joins a new company, it gives your team an opportunity to celebrate milestones, it gives your sales team an opportunity to reach out and and see how your solution serves your customer's new context, and it helps success teams by enabling them to track when a customer moves jobs so they can better identify and avoid potential churn. \n\nInstead of being surprised at the time of renewal, your teams can work hand-in-hand with the new points of contact on deck to ensure a smooth transition. Not to mention, it’s "},{"_key":"991a89fbf2f21","_type":"span","marks":["5743802719db"],"text":"a lot more likely"},{"_key":"991a89fbf2f22","_type":"span","marks":[],"text":" that a customer at a previous company will become a repeat customer at their new company.\n\nThis playbook will show you how to keep tabs on meaningful job changes using Common Room. It’s just a few steps and should only take about 20 minutes (not a bad time-to-value tradeoff)!"}],"markDefs":[{"_key":"5743802719db","_type":"link","href":"https://www.constantcontact.com/blog/repeat-customers/"}],"style":"normal"},{"_key":"56a8d796e9a9","_type":"block","children":[{"_key":"1dfcf6c731850","_type":"span","marks":[],"text":"Here’s a preview of the job change activity you’ll be able to see "},{"_key":"46bc33fe5dc8","_type":"span","marks":["em"],"text":"across every tracked contact"},{"_key":"e8051a67e7a4","_type":"span","marks":[],"text":" when we’re done:"}],"markDefs":[],"style":"normal"},{"_key":"bdd34f4ef2b2","_type":"mainImage","alt":"Track org change history","asset":{"_ref":"image-bb1e62dbbb21cb79c5150135143739f04adbb8b1-1890x962-png","_type":"reference"},"caption":"Track org change history"},{"_key":"0b548463ee1a","_type":"block","children":[{"_key":"f7adbb399edd","_type":"span","marks":["strong"],"text":"What you’ll need"}],"markDefs":[],"style":"normal"},{"_key":"e3461d15dbbe","_type":"block","children":[{"_key":"ebc4b6c23ff3","_type":"span","marks":["strong"],"text":"Common Room:"},{"_key":"e47a565d5c4d","_type":"span","marks":[],"text":" What we’ll use to track job changes—"},{"_key":"45fea1a19544","_type":"span","marks":["9a589a455335"],"text":"sign-up for free"},{"_key":"3f9bb15d362e","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"9a589a455335","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"b21e6f0c2e42","_type":"block","children":[{"_key":"9fb9e4ea8518","_type":"span","marks":["strong"],"text":"Google Sheets or CSV:"},{"_key":"de316159c311","_type":"span","marks":[],"text":" We’ll import a CSV to track contacts."}],"markDefs":[],"style":"callout"},{"_key":"0b12a410ea85","_type":"block","children":[{"_key":"aa19f23e4b0f","_type":"span","marks":["strong"],"text":"CRM or marketing automation access (bonus):"},{"_key":"da13ba8f7b97","_type":"span","marks":[],"text":" If you have admin access to your CRM or marketing automation platform, we can sync contacts to track job changes."}],"markDefs":[],"style":"callout"},{"_key":"c8550eecc848","_type":"anchor","label":"Step 1: Import a CSV or connect a data source"},{"_key":"5ac36040de8a","_type":"block","children":[{"_key":"aed7f9255dec0","_type":"span","marks":[],"text":"Step 1: Import a CSV of contacts (or connect a data source)"}],"markDefs":[],"style":"h3"},{"_key":"1eb61864c4e7","_type":"block","children":[{"_key":"87043cf135da","_type":"span","marks":[],"text":"We’ll first want to connect to sources where your customer data resides (e.g., Salesforce, LinkedIn, Slack) to identify cohorts of contacts we want to track."}],"markDefs":[],"style":"normal"},{"_key":"3ca9bcae7642","_type":"block","children":[{"_key":"c2b871d439790","_type":"span","marks":[],"text":"One super easy way to get customer data into Common Room is through CSV import."}],"markDefs":[],"style":"normal"},{"_key":"a59922fa37cf","_type":"block","children":[{"_key":"a550d326a35f0","_type":"span","marks":[],"text":"After "},{"_key":"a550d326a35f1","_type":"span","marks":["db7596fb35a4"],"text":"creating a free account"},{"_key":"a550d326a35f2","_type":"span","marks":[],"text":", you can click to jump into the "},{"_key":"877eef47e824","_type":"span","marks":["strong"],"text":"Contact"},{"_key":"95cb70f42dbe","_type":"span","marks":[],"text":" view."}],"markDefs":[{"_key":"db7596fb35a4","_type":"link","href":"https://commonroom.io/signup"}],"style":"normal"},{"_key":"73b9afeeccc1","_type":"mainImage","alt":"Members overview with connected sources","asset":{"_ref":"image-235efe6075191927915fccb13f12065a314d30eb-2932x1832-png","_type":"reference"},"caption":"Contact overview with connected sources"},{"_key":"64b804d7e086","_type":"block","children":[{"_key":"96ae410c0b5d0","_type":"span","marks":[],"text":"The screenshot above shows what that looks like when many sources are connected. If you’re starting from a blank slate, this will be empty. But we can quickly fix that with a quick CSV import."}],"markDefs":[],"style":"normal"},{"_key":"56caec33f1cb","_type":"block","children":[{"_key":"004eadd35f220","_type":"span","marks":[],"text":"Click on the "},{"_key":"004eadd35f221","_type":"span","marks":["strong"],"text":"+ Add new contact"},{"_key":"004eadd35f222","_type":"span","marks":[],"text":" button in the top right. Clicking triggers a menu to import new contacts. 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Let’s add these contacts to a new segment and name it something with context."}],"markDefs":[],"style":"normal"},{"_key":"15b683847bc8","_type":"mainImage","alt":"Bulk add contacts to a new segment","asset":{"_ref":"image-88e6fcc394b4b0a0856f7b5d5357fae2c206cbe1-1110x1114-png","_type":"reference"},"caption":"Bulk add contacts to a new segment"},{"_key":"c4b57b473c42","_type":"block","children":[{"_key":"deb9dc71907b","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"4a92780d8523","_type":"span","marks":[],"text":" When importing via CSV, you’ll need to format it using "},{"_key":"3092c4836d19","_type":"span","marks":["2bce14de5239"],"text":"this contact import template"},{"_key":"5e8e5477ccb7","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"2bce14de5239","_type":"link","href":"https://docs.google.com/spreadsheets/d/1ccy9z1RxxglUw-7V0GWKTu5-ZqffeGesMUHFkFztOMw/edit#gid=0"}],"style":"callout"},{"_key":"3382578a7f5d","_type":"block","children":[{"_key":"162a485bd1770","_type":"span","marks":[],"text":"We can click "},{"_key":"9c3014054c15","_type":"span","marks":["strong"],"text":"Continue"},{"_key":"cf28ee79f8bf","_type":"span","marks":[],"text":" to import our CSV with our new segment created."}],"markDefs":[],"style":"normal"},{"_key":"30aba27b0d3b","_type":"mainImage","alt":"Import new contacts by uploading spreadsheet","asset":{"_ref":"image-5e4e6915678c186bb9310cb32327aff01c38dd91-2480x832-png","_type":"reference"},"caption":"Import new contacts by uploading spreadsheet"},{"_key":"f1a1d85f5d35","_type":"block","children":[{"_key":"030641342a730","_type":"span","marks":[],"text":"After uploading the file, you’ll be asked to confirm field mappings, review, and complete the import."}],"markDefs":[],"style":"normal"},{"_key":"e34855012601","_type":"mainImage","alt":"Confirm mappings and import your list of customers","asset":{"_ref":"image-7797161f511926b6d2054fbf37fdff4414024c20-2932x1832-png","_type":"reference"},"caption":"Confirm mappings and import your list of customers"},{"_key":"ce43494da10f","_type":"block","children":[{"_key":"2361e4681167","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"ffd78cc11d3a","_type":"span","marks":[],"text":" While email is the only field required, the more detail you can fill in from the "},{"_key":"881282ec0846","_type":"span","marks":["9f6ad97c1b73"],"text":"import template"},{"_key":"0ff6d791292c","_type":"span","marks":[],"text":", the higher your match rate will be (i.e., you’ll be able to track more job changes)."}],"markDefs":[{"_key":"9f6ad97c1b73","_type":"link","href":"https://docs.google.com/spreadsheets/d/1ccy9z1RxxglUw-7V0GWKTu5-ZqffeGesMUHFkFztOMw/edit#gid=0"}],"style":"callout"},{"_key":"2b1864cd3bb9","_type":"block","children":[{"_key":"a8a089558e480","_type":"span","marks":[],"text":"After confirming your field mapping, your list will begin to import. This might take a few minutes, depending on the size of your list."}],"markDefs":[],"style":"normal"},{"_key":"3f826c11332e","_type":"mainImage","alt":"Segment populating from CSV import","asset":{"_ref":"image-cffc37006e475e623c6511691c577e2a579504f7-2932x1832-png","_type":"reference"},"caption":"Segment populating from CSV import"},{"_key":"0f106b5fa4c6","_type":"anchor","label":"Step 2: Add more sources (optional)"},{"_key":"b1b041fca360","_type":"block","children":[{"_key":"e03c49833f530","_type":"span","marks":[],"text":"Step 2: Connect more sources to improve match rate"}],"markDefs":[],"style":"h3"},{"_key":"383540ab01a7","_type":"block","children":[{"_key":"ab7dce250bad","_type":"span","marks":[],"text":"In addition to CSV import, we suggest connecting to additional customer data sources as it helps with match rates and future use cases. (Feel free to skip this step if you are satisfied with only importing a CSV.)"}],"markDefs":[],"style":"normal"},{"_key":"439f54bd14ec","_type":"block","children":[{"_key":"fb1d2d1f8c310","_type":"span","marks":[],"text":"Out of the box, Common Room connects with dozens of customer data sources like LinkedIn, Slack, HubSpot, Salesforce, Snowflake, Zapier, and "},{"_key":"fb1d2d1f8c311","_type":"span","marks":["ce612b9b281e"],"text":"many more"},{"_key":"fb1d2d1f8c312","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"ce612b9b281e","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"},{"_key":"019afec6770d","_type":"block","children":[{"_key":"5925b151af240","_type":"span","marks":[],"text":"Connecting to a new source takes just a few clicks. For example, to connect LinkedIn, we can jump to the "},{"_key":"5925b151af241","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"5925b151af242","_type":"span","marks":[],"text":" menu and choose "},{"_key":"5925b151af243","_type":"span","marks":["strong"],"text":"Connect LinkedIn"},{"_key":"5925b151af244","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"9a89ca33a458","_type":"mainImage","alt":"Connect to Linked in and more sources for higher accuracy","asset":{"_ref":"image-31134150f976480a38567cd94e46d4f2e3f20c15-2932x1832-png","_type":"reference"},"caption":"Connect to Linked in and more sources for higher accuracy"},{"_key":"f7ba01752b00","_type":"block","children":[{"_key":"12f89f918074","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"949331c11712","_type":"span","marks":[],"text":" To configure this integration, you must be an admin of your LinkedIn page. Specifically, you must have the “Super admin” or “Content admin” role; the “Curator” or “Analyst” roles do not have sufficient permissions."}],"markDefs":[],"style":"callout"},{"_key":"5cca8fe0cdc3","_type":"block","children":[{"_key":"6d0d062d79c60","_type":"span","marks":[],"text":"Once LinkedIn is authenticated, data import will begin, and contacts will import into Common Room along with contact activity related to your handle."}],"markDefs":[],"style":"normal"},{"_key":"2db00579f2ab","_type":"block","children":[{"_key":"33346818298b0","_type":"span","marks":[],"text":"We can repeat a similar process to add more sources like "},{"_key":"e9a3c32f48e6","_type":"span","marks":["bc24f80face7"],"text":"Slack"},{"_key":"37406e138fa4","_type":"span","marks":[],"text":" or "},{"_key":"12351e2a7011","_type":"span","marks":["c8d745120e96"],"text":"Twitter"},{"_key":"254a3837bebc","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"bc24f80face7","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/slack"},{"_key":"c8d745120e96","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/twitter"}],"style":"normal"},{"_key":"2d8507f6d86e","_type":"block","children":[{"_key":"7db491035d300","_type":"span","marks":[],"text":"Before jumping onto the next step, let’s review how to connect to customer data since that’s likely where your customer attributes are updated and fresh."}],"markDefs":[],"style":"normal"},{"_key":"929baf095c7a","_type":"block","children":[{"_key":"537a08e8ca590","_type":"span","marks":[],"text":"You can do this through native CRM integrations (Salesforce or HubSpot), data warehouse / ETL (Snowflake, Census, Hightouch), Zapier, or API."}],"markDefs":[],"style":"normal"},{"_key":"e0169ada8559","_type":"mainImage","alt":"Connect to business data sources","asset":{"_ref":"image-bbe6c1a0f2aaa69e693d9f503a560041d9fcc10b-2932x1832-png","_type":"reference"},"caption":"Connect to business data sources"},{"_key":"4cf452a3097b","_type":"block","children":[{"_key":"0665d8e9fcc30","_type":"span","marks":[],"text":"Our business data integrations take a touch more customization than the others. You’ll have to "},{"_key":"add02302fa10","_type":"span","marks":["1d092151d742"],"text":"get the help of a Common Room pro"},{"_key":"7965d0db64b9","_type":"span","marks":[],"text":" to get one of these sources enabled."}],"markDefs":[{"_key":"1d092151d742","_type":"link","href":"https://www.commonroom.io/contact/"}],"style":"normal"},{"_key":"8b5edeaa2933","_type":"anchor","label":"Step 3: Apply a filter to track job changes"},{"_key":"00f0d8567c14","_type":"block","children":[{"_key":"ae52ba9126f80","_type":"span","marks":[],"text":"Step 3: Apply a filter to track job changes"}],"markDefs":[],"style":"h3"},{"_key":"535dae12889c","_type":"block","children":[{"_key":"3f3249c008a60","_type":"span","marks":[],"text":"With our high-priority contacts and customers now added to Common Room, we can start tracking (and sending alerts to our team) when they change jobs."}],"markDefs":[],"style":"normal"},{"_key":"d1633dcf642c","_type":"block","children":[{"_key":"8065ee826fc20","_type":"span","marks":[],"text":"Let’s click over to the "},{"_key":"8065ee826fc21","_type":"span","marks":["strong"],"text":"Contact"},{"_key":"8065ee826fc22","_type":"span","marks":[],"text":" menu and apply a filter by clicking the "},{"_key":"8065ee826fc23","_type":"span","marks":["strong"],"text":"+ Add filter"},{"_key":"8065ee826fc24","_type":"span","marks":[],"text":" button."}],"markDefs":[],"style":"normal"},{"_key":"23062f80a7ab","_type":"block","children":[{"_key":"9d174c22de130","_type":"span","marks":["strong"],"text":"Now this is where the magic happens! 🪄"}],"markDefs":[],"style":"normal"},{"_key":"f0edd5cd64ad","_type":"block","children":[{"_key":"0746499a60bd0","_type":"span","marks":[],"text":"We can locate and select the "},{"_key":"0746499a60bd1","_type":"span","marks":["strong"],"text":"Org change"},{"_key":"0746499a60bd2","_type":"span","marks":[],"text":" filter."}],"markDefs":[],"style":"normal"},{"_key":"2557cac27877","_type":"mainImage","alt":"Filter by matched org changes","asset":{"_ref":"image-d0fc3bcebd12e9e21f2269a16e2c632b6f0f9b5f-2028x1208-png","_type":"reference"},"caption":"Filter by matched org changes"},{"_key":"5ffd4762ad1a","_type":"block","children":[{"_key":"c9a7e6679cc60","_type":"span","marks":[],"text":"This gives us a view of every contact who has changed their job in the last 365 days by default. Let’s narrow that down a bit to the previous six months."}],"markDefs":[],"style":"normal"},{"_key":"9401d4a26e99","_type":"mainImage","alt":"Set a date range for org change tracking","asset":{"_ref":"image-d43fbbaec4f160f56dea97bfd4e7bead86d40b96-788x514-png","_type":"reference"},"caption":"Set a date range for org change tracking"},{"_key":"24aee9828eab","_type":"block","children":[{"_key":"edaa2e81a6af0","_type":"span","marks":[],"text":"Just like that, we now have a view of any contact who has recently changed jobs! And when we click into each contact, we can hover over their previous org to see the history of job changes over time."}],"markDefs":[],"style":"normal"},{"_key":"693aaaa72485","_type":"mainImage","alt":"See a history of org changes for each contact","asset":{"_ref":"image-7053025bd1ce5983fde49ba2d5592c644b97f49c-1962x1128-png","_type":"reference"},"caption":"See a history of org changes for each contact"},{"_key":"9d84ab0aa81c","_type":"block","children":[{"_key":"7cb544533c870","_type":"span","marks":[],"text":"That’s all for this step. In the next few steps, we’ll show you how to take action!"}],"markDefs":[],"style":"normal"},{"_key":"6654f207f10f","_type":"anchor","label":"Step 4: Create a segment to track contacts"},{"_key":"c4592165cdcb","_type":"block","children":[{"_key":"6e4ca7a1a6420","_type":"span","marks":[],"text":"Step 4: Create a segment to track new and existing contacts who qualify"}],"markDefs":[],"style":"h3"},{"_key":"b8b7c78165a3","_type":"block","children":[{"_key":"ea417071ddc00","_type":"span","marks":[],"text":"Now that we can track when our key contacts change jobs, we’ll want to add those contacts to what we call "},{"_key":"0a4c1fdbce50","_type":"span","marks":["strong"],"text":"Segments"},{"_key":"bfb02e40b26a","_type":"span","marks":[],"text":" so our go-to-market teams can take action."}],"markDefs":[],"style":"normal"},{"_key":"cc932f3b7113","_type":"block","children":[{"_key":"3c1cce0921590","_type":"span","marks":[],"text":"To do that, head over to our "},{"_key":"3c1cce0921591","_type":"span","marks":["strong"],"text":"Segment"},{"_key":"3c1cce0921592","_type":"span","marks":[],"text":" menu in the left sidebar and create a view to add contacts when a job change is detected. Once there, click "},{"_key":"3c1cce0921593","_type":"span","marks":["strong"],"text":"+ New segment"},{"_key":"3c1cce0921594","_type":"span","marks":[],"text":" to create a new segment."}],"markDefs":[],"style":"normal"},{"_key":"2c270fd5c426","_type":"mainImage","alt":"Create a new contact segment","asset":{"_ref":"image-9a7344ee4cd62d200f99c8fd9f6d5f6d34c3f8f3-1148x732-png","_type":"reference"},"caption":"Create a new contact segment"},{"_key":"20d3afd9f800","_type":"block","children":[{"_key":"0eb61381c1650","_type":"span","marks":[],"text":"And we can automatically add contacts by clicking the "},{"_key":"0eb61381c1651","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"0eb61381c1652","_type":"span","marks":[],"text":" tab, locating the "},{"_key":"0eb61381c1653","_type":"span","marks":["strong"],"text":"Contact management"},{"_key":"0eb61381c1654","_type":"span","marks":[],"text":" area, and selecting "},{"_key":"0eb61381c1655","_type":"span","marks":["strong"],"text":"Set criteria"},{"_key":"0eb61381c1656","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"2fe0c8291939","_type":"mainImage","alt":"Auto-add/remove members to your segment","asset":{"_ref":"image-d9500f625aca103e158182841b5e958d0acffe8d-2932x1832-png","_type":"reference"},"caption":"Auto-add/remove contact to your segment"},{"_key":"b99e05022a61","_type":"block","children":[{"_key":"8e76819070240","_type":"span","marks":[],"text":"We can click the "},{"_key":"8e76819070241","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"8e76819070242","_type":"span","marks":[],"text":" button and select the "},{"_key":"8e76819070243","_type":"span","marks":["strong"],"text":"Org change"},{"_key":"8e76819070244","_type":"span","marks":[],"text":" option. 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From here, we could have our team members sift through to identify owned accounts and reach out. But we should add more automation to save time for our go-to-market teams. Let’s do that in the following steps."}],"markDefs":[],"style":"normal"},{"_key":"3106c76606b9","_type":"anchor","label":"Step 5: Set automated alerts"},{"_key":"df801c4aa71b","_type":"block","children":[{"_key":"87d7dc27defd0","_type":"span","marks":[],"text":"Step 5: Set automated alerts"}],"markDefs":[],"style":"h3"},{"_key":"f2425c2d4d71","_type":"block","children":[{"_key":"41650af7ff310","_type":"span","marks":[],"text":"Now that we have our segment of key contacts who have recently changed jobs automatically populating, we can set up alerts to get notified when new contacts are added."}],"markDefs":[],"style":"normal"},{"_key":"977ae712d101","_type":"block","children":[{"_key":"25f26ff237e10","_type":"span","marks":[],"text":"It’s super easy to set up notifications. 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Can you identify customers? How about influencers?"}],"markDefs":[],"style":"normal"},{"_key":"595090d656cc","_type":"block","children":[{"_key":"dc67e2926d530","_type":"span","marks":[],"text":"Whether you’re just spinning up your Slack community or already have a thriving one, it’s helpful to understand "},{"_key":"dc67e2926d531","_type":"span","marks":["em"],"text":"who"},{"_key":"dc67e2926d532","_type":"span","marks":[],"text":" is in it."}],"markDefs":[],"style":"normal"},{"_key":"6f6564940cd1","_type":"block","children":[{"_key":"a7294f8ad9ec0","_type":"span","marks":[],"text":"With knowledge of member traits—where they work, where they’re located, if they’re a customer or not, their Twitter follower count, etc.—you can unlock all sorts of use cases to activate and grow your Slack community. For example, you could "},{"_key":"a7294f8ad9ec1","_type":"span","marks":["51f9f92929eb"],"text":"send customized messages to new members"},{"_key":"a7294f8ad9ec2","_type":"span","marks":[],"text":" based on their role or "},{"_key":"a7294f8ad9ec3","_type":"span","marks":["e1ea14fc7d95"],"text":"incentivize members"},{"_key":"a7294f8ad9ec4","_type":"span","marks":[],"text":" with a large follower count to amplify your next event."}],"markDefs":[{"_key":"51f9f92929eb","_type":"link","href":"https://www.commonroom.io/playbooks/automate-welcome-messages/"},{"_key":"e1ea14fc7d95","_type":"link","href":"https://www.commonroom.io/playbooks/find-champions-get-more/"}],"style":"normal"},{"_key":"f36bb102e37e","_type":"block","children":[{"_key":"2af7cd3bbe280","_type":"span","marks":[],"text":"The problem is that Slack doesn’t provide much helpful contextual member information by default. And even if a member joins your Slack community using their work email, it’s not so easy to group them without manual work (i.e., updating spreadsheets by hand)."}],"markDefs":[],"style":"normal"},{"_key":"da857af745f2","_type":"block","children":[{"_key":"c9604d47fc8a0","_type":"span","marks":["strong"],"text":"Let’s fix that for you"},{"_key":"c9604d47fc8a1","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"b10779d3c6ee","_type":"block","children":[{"_key":"c81f021a76bc0","_type":"span","marks":[],"text":"This playbook will show you how to use Common Room to identify VIPs (think champions, customers, influencers, advocates, etc.) in your Slack community. 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We’ll also tag and cohort members—"},{"_key":"27ed3a548fb7","_type":"span","marks":["b8fecb678a02"],"text":"sign-up for free"},{"_key":"3b7798266edb","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"b8fecb678a02","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"e8eaee514fa9","_type":"block","children":[{"_key":"ea7896ddd4e5","_type":"span","marks":["strong"],"text":"Slack"},{"_key":"fecb32117eaf","_type":"span","marks":[],"text":": You’ll need admin or editor permissions on Slack if you want to send messages to your community members via Slack."}],"markDefs":[],"style":"callout"},{"_key":"31804f5eec1e","_type":"anchor","label":"Step 1: Connect to Slack"},{"_key":"6f9b2f7e8ba3","_type":"block","children":[{"_key":"8b9b50f0ad77","_type":"span","marks":[],"text":"Step 1: Connect to Slack"}],"markDefs":[],"style":"h3"},{"_key":"84a50e30b4cb","_type":"block","children":[{"_key":"b9d8e45e0c7b0","_type":"span","marks":[],"text":"This is a Slack-specific playbook, so we’ll first connect Slack to Common Room."}],"markDefs":[],"style":"normal"},{"_key":"d2cd1ae69086","_type":"block","children":[{"_key":"b169b183686c0","_type":"span","marks":[],"text":"With Slack connected, we’ll be able to see our members, their activity, info about where they work, and a whole lot more."}],"markDefs":[],"style":"normal"},{"_key":"43fa9fe84c8b","_type":"block","children":[{"_key":"69b63205fcbb0","_type":"span","marks":[],"text":"To connect to Slack, we can head over to "},{"_key":"69b63205fcbb1","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"69b63205fcbb2","_type":"span","marks":[],"text":" in Common Room and choose to connect to Slack."}],"markDefs":[],"style":"normal"},{"_key":"5c3001390fbe","_type":"mainImage","alt":"Choose to + Connect to Slack in the Sources overview","asset":{"_ref":"image-d99e73f9003636168b18d999fa7d94b0a2e59654-800x640-png","_type":"reference"},"caption":"Choose to + Connect to Slack in the Sources overview"},{"_key":"5d279b844c0d","_type":"block","children":[{"_key":"b8512a2e14090","_type":"span","marks":[],"text":"After moving through a few integration prompts, you’ll be asked to confirm that you’re an admin to authenticate."}],"markDefs":[],"style":"normal"},{"_key":"5b05386a4361","_type":"mainImage","alt":"Authenticate Slack before data import","asset":{"_ref":"image-74776e968f95bd0119d0214fcb22b14becf355ee-2006x1290-png","_type":"reference"},"caption":"Authenticate Slack before data import"},{"_key":"2f50d6e925c1","_type":"block","children":[{"_key":"e2576bede577","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"04fc7c1e814a","_type":"span","marks":[],"text":" To import data from Slack, you’ll need "},{"_key":"dcab966c1cae","_type":"span","marks":["47a6a992f79f"],"text":"permission to add applications"},{"_key":"8e02b33a1798","_type":"span","marks":[],"text":" to your Slack workspace."}],"markDefs":[{"_key":"47a6a992f79f","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/slack#required-permissions"}],"style":"callout"},{"_key":"3245c480ad09","_type":"block","children":[{"_key":"c8098ef752370","_type":"span","marks":[],"text":"Once authenticated, data will start importing into Common Room. 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This might take a few minutes, depending on the size of your list."}],"markDefs":[],"style":"normal"},{"_key":"3f826c11332e","_type":"mainImage","alt":"Segment populating from CSV import","asset":{"_ref":"image-cffc37006e475e623c6511691c577e2a579504f7-2932x1832-png","_type":"reference"},"caption":"Segment populating from CSV import"},{"_key":"0f106b5fa4c6","_type":"anchor","label":"Step 2: Add more sources (optional)"},{"_key":"b1b041fca360","_type":"block","children":[{"_key":"e03c49833f530","_type":"span","marks":[],"text":"Step 2: Connect more sources to improve match rate"}],"markDefs":[],"style":"h3"},{"_key":"383540ab01a7","_type":"block","children":[{"_key":"ab7dce250bad","_type":"span","marks":[],"text":"In addition to CSV import, we suggest connecting to additional customer data sources as it helps with match rates and future use cases. 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Specifically, you must have the “Super admin” or “Content admin” role; the “Curator” or “Analyst” roles do not have sufficient permissions."}],"markDefs":[],"style":"callout"},{"_key":"5cca8fe0cdc3","_type":"block","children":[{"_key":"6d0d062d79c60","_type":"span","marks":[],"text":"Once LinkedIn is authenticated, data import will begin, and contacts will import into Common Room along with contact activity related to your handle."}],"markDefs":[],"style":"normal"},{"_key":"2db00579f2ab","_type":"block","children":[{"_key":"33346818298b0","_type":"span","marks":[],"text":"We can repeat a similar process to add more sources like "},{"_key":"e9a3c32f48e6","_type":"span","marks":["bc24f80face7"],"text":"Slack"},{"_key":"37406e138fa4","_type":"span","marks":[],"text":" or "},{"_key":"12351e2a7011","_type":"span","marks":["c8d745120e96"],"text":"Twitter"},{"_key":"254a3837bebc","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"bc24f80face7","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/slack"},{"_key":"c8d745120e96","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/twitter"}],"style":"normal"},{"_key":"2d8507f6d86e","_type":"block","children":[{"_key":"7db491035d300","_type":"span","marks":[],"text":"Before jumping onto the next step, let’s review how to connect to customer data since that’s likely where your customer attributes are updated and fresh."}],"markDefs":[],"style":"normal"},{"_key":"929baf095c7a","_type":"block","children":[{"_key":"537a08e8ca590","_type":"span","marks":[],"text":"You can do this through native CRM integrations (Salesforce or HubSpot), data warehouse / ETL (Snowflake, Census, Hightouch), Zapier, or API."}],"markDefs":[],"style":"normal"},{"_key":"e0169ada8559","_type":"mainImage","alt":"Connect to business data sources","asset":{"_ref":"image-bbe6c1a0f2aaa69e693d9f503a560041d9fcc10b-2932x1832-png","_type":"reference"},"caption":"Connect to business data sources"},{"_key":"4cf452a3097b","_type":"block","children":[{"_key":"0665d8e9fcc30","_type":"span","marks":[],"text":"Our business data integrations take a touch more customization than the others. 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Let’s narrow that down a bit to the previous six months."}],"markDefs":[],"style":"normal"},{"_key":"9401d4a26e99","_type":"mainImage","alt":"Set a date range for org change tracking","asset":{"_ref":"image-d43fbbaec4f160f56dea97bfd4e7bead86d40b96-788x514-png","_type":"reference"},"caption":"Set a date range for org change tracking"},{"_key":"24aee9828eab","_type":"block","children":[{"_key":"edaa2e81a6af0","_type":"span","marks":[],"text":"Just like that, we now have a view of any contact who has recently changed jobs! And when we click into each contact, we can hover over their previous org to see the history of job changes over time."}],"markDefs":[],"style":"normal"},{"_key":"693aaaa72485","_type":"mainImage","alt":"See a history of org changes for each contact","asset":{"_ref":"image-7053025bd1ce5983fde49ba2d5592c644b97f49c-1962x1128-png","_type":"reference"},"caption":"See a history of org changes for each contact"},{"_key":"9d84ab0aa81c","_type":"block","children":[{"_key":"7cb544533c870","_type":"span","marks":[],"text":"That’s all for this step. In the next few steps, we’ll show you how to take action!"}],"markDefs":[],"style":"normal"},{"_key":"6654f207f10f","_type":"anchor","label":"Step 4: Create a segment to track contacts"},{"_key":"c4592165cdcb","_type":"block","children":[{"_key":"6e4ca7a1a6420","_type":"span","marks":[],"text":"Step 4: Create a segment to track new and existing contacts who qualify"}],"markDefs":[],"style":"h3"},{"_key":"b8b7c78165a3","_type":"block","children":[{"_key":"ea417071ddc00","_type":"span","marks":[],"text":"Now that we can track when our key contacts change jobs, we’ll want to add those contacts to what we call "},{"_key":"0a4c1fdbce50","_type":"span","marks":["strong"],"text":"Segments"},{"_key":"bfb02e40b26a","_type":"span","marks":[],"text":" so our go-to-market teams can take action."}],"markDefs":[],"style":"normal"},{"_key":"cc932f3b7113","_type":"block","children":[{"_key":"3c1cce0921590","_type":"span","marks":[],"text":"To do that, head over to our "},{"_key":"3c1cce0921591","_type":"span","marks":["strong"],"text":"Segment"},{"_key":"3c1cce0921592","_type":"span","marks":[],"text":" menu in the left sidebar and create a view to add contacts when a job change is detected. Once there, click "},{"_key":"3c1cce0921593","_type":"span","marks":["strong"],"text":"+ New segment"},{"_key":"3c1cce0921594","_type":"span","marks":[],"text":" to create a new segment."}],"markDefs":[],"style":"normal"},{"_key":"2c270fd5c426","_type":"mainImage","alt":"Create a new contact segment","asset":{"_ref":"image-9a7344ee4cd62d200f99c8fd9f6d5f6d34c3f8f3-1148x732-png","_type":"reference"},"caption":"Create a new contact segment"},{"_key":"20d3afd9f800","_type":"block","children":[{"_key":"0eb61381c1650","_type":"span","marks":[],"text":"And we can automatically add contacts by clicking the "},{"_key":"0eb61381c1651","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"0eb61381c1652","_type":"span","marks":[],"text":" tab, locating the "},{"_key":"0eb61381c1653","_type":"span","marks":["strong"],"text":"Contact management"},{"_key":"0eb61381c1654","_type":"span","marks":[],"text":" area, and selecting "},{"_key":"0eb61381c1655","_type":"span","marks":["strong"],"text":"Set criteria"},{"_key":"0eb61381c1656","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"2fe0c8291939","_type":"mainImage","alt":"Auto-add/remove members to your segment","asset":{"_ref":"image-d9500f625aca103e158182841b5e958d0acffe8d-2932x1832-png","_type":"reference"},"caption":"Auto-add/remove contact to your segment"},{"_key":"b99e05022a61","_type":"block","children":[{"_key":"8e76819070240","_type":"span","marks":[],"text":"We can click the "},{"_key":"8e76819070241","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"8e76819070242","_type":"span","marks":[],"text":" button and select the "},{"_key":"8e76819070243","_type":"span","marks":["strong"],"text":"Org change"},{"_key":"8e76819070244","_type":"span","marks":[],"text":" option. A year is longer than we want, so we’ll want to narrow the date range to the last six months."}],"markDefs":[],"style":"normal"},{"_key":"0d895635be02","_type":"mainImage","alt":"Add a filter to auto-add contacts","asset":{"_ref":"image-d4fc03007ace0a0358ce6eb826f83d054a121e87-882x596-png","_type":"reference"},"caption":"Add a filter to auto-add contacts"},{"_key":"d16382cf80fd","_type":"block","children":[{"_key":"9cffb451aa000","_type":"span","marks":[],"text":"And we could further refine this by adding more filters for company size or region if we wanted."}],"markDefs":[],"style":"normal"},{"_key":"e3979ce611ad","_type":"block","children":[{"_key":"96e5b4df0fc30","_type":"span","marks":[],"text":"All looks good, so we can click "},{"_key":"96e5b4df0fc31","_type":"span","marks":["strong"],"text":"Save"},{"_key":"96e5b4df0fc32","_type":"span","marks":[],"text":", and now qualifying contacts will start populating."}],"markDefs":[],"style":"normal"},{"_key":"7b193589ce92","_type":"block","children":[{"_key":"d60a6084829f0","_type":"span","marks":[],"text":"If we click on the "},{"_key":"d60a6084829f1","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"d60a6084829f2","_type":"span","marks":[],"text":" tab within our segment, we can see customers and target prospects who have changed jobs in the six months."}],"markDefs":[],"style":"normal"},{"_key":"ccc987c72aa6","_type":"mainImage","alt":"Preview of Contacts who have changed jobs","asset":{"_ref":"image-ecd3fd081fd55cec12082857c6f1619ef6570364-2932x1832-png","_type":"reference"},"caption":"Preview of Contacts who have changed jobs"},{"_key":"beac5b5030ce","_type":"block","children":[{"_key":"d2c33efc1c530","_type":"span","marks":[],"text":"This list alone is powerful. From here, we could have our team members sift through to identify owned accounts and reach out. But we should add more automation to save time for our go-to-market teams. Let’s do that in the following steps."}],"markDefs":[],"style":"normal"},{"_key":"3106c76606b9","_type":"anchor","label":"Step 5: Set automated alerts"},{"_key":"df801c4aa71b","_type":"block","children":[{"_key":"87d7dc27defd0","_type":"span","marks":[],"text":"Step 5: Set automated alerts"}],"markDefs":[],"style":"h3"},{"_key":"f2425c2d4d71","_type":"block","children":[{"_key":"41650af7ff310","_type":"span","marks":[],"text":"Now that we have our segment of key contacts who have recently changed jobs automatically populating, we can set up alerts to get notified when new contacts are added."}],"markDefs":[],"style":"normal"},{"_key":"977ae712d101","_type":"block","children":[{"_key":"25f26ff237e10","_type":"span","marks":[],"text":"It’s super easy to set up notifications. 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And we can repeat the same steps for the other reps."}],"markDefs":[],"style":"normal"},{"_key":"d9c11742bf42","_type":"mainImage","alt":"Auto-update contact status by setting criteria","asset":{"_ref":"image-cb8ffc3596b00e070b1520fa91ea81416f0651c0-1336x378-png","_type":"reference"},"caption":"Auto-update contact status by setting criteria"},{"_key":"b10912397d7a","_type":"block","children":[{"_key":"5da4564bcd3c0","_type":"span","marks":[],"text":"Here’s what that would look like when our segment is built out and fully automated:"}],"markDefs":[],"style":"normal"},{"_key":"6d87b422ca97","_type":"mainImage","alt":"Job change segment with status by rep","asset":{"_ref":"image-808375292e4e5598fb6b369c9b3d9a957ad5b99a-2932x1832-png","_type":"reference"},"caption":"Job change segment with status by rep"},{"_key":"b7b273804ed3","_type":"anchor","label":"Wrapping up"},{"_key":"d07dbbcaf143","_type":"block","children":[{"_key":"a84016c354130","_type":"span","marks":[],"text":"Wrapping up"}],"markDefs":[],"style":"h3"},{"_key":"2bb159d8a3d6","_type":"block","children":[{"_key":"54fd49afbb7a0","_type":"span","marks":[],"text":"That was a lot! In this playbook, we imported key contacts, set filters to track when they change jobs, and set up views/alerts for our reps to take action."}],"markDefs":[],"style":"normal"},{"_key":"8e5bfd8dc958","_type":"block","children":[{"_key":"d9074dd5e7600","_type":"span","marks":[],"text":"Our narrative was centered around a sales use case, but the same could be applied to tracking brand advocates, community members, partners, you name it. If it’s filterable in Common Room, you can operationalize it!"}],"markDefs":[],"style":"normal"},{"_key":"4731430cfeef","_type":"block","children":[{"_key":"7fd6a4cec8cc","_type":"span","marks":[],"text":"Try running this playbook yourself now. 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How do we coordinate activities across various platforms? How can we assess the effectiveness of our community management efforts?"}],"markDefs":[],"style":"normal"},{"_key":"22ee3a743f80","_type":"block","children":[{"_key":"a63e171cb48b0","_type":"span","marks":[],"text":"This playbook will address these questions and provide a foundation for defining and tracking the community funnel."}],"markDefs":[],"style":"normal"},{"_key":"0877e680ab33","_type":"block","children":[{"_key":"97985f80c7ad0","_type":"span","marks":[],"text":"As a result, you'll be able to 1) measure and monitor the success of your (previously elusive) community funnel and 2) pinpoint areas of opportunity to serve community members best and advance them from bystander to advocate faster than ever."}],"markDefs":[],"style":"normal"},{"_key":"d41f9e85a2e0","_type":"block","children":[{"_key":"4eb8d900f61b0","_type":"span","marks":[],"text":"Let's dive in 🤿"}],"markDefs":[],"style":"normal"},{"_key":"9541c930fe6e","_type":"block","children":[{"_key":"69b4f265e7d1","_type":"span","marks":["strong"],"text":"What you’ll need"}],"markDefs":[],"style":"normal"},{"_key":"81ca071a6d2c","_type":"block","children":[{"_key":"e2ad382b4701","_type":"span","marks":[],"text":"Common Room — this is what we’ll use to define and track our dark funnel ("},{"_key":"0325dc3fb7693","_type":"span","marks":["6c209bfcd504"],"text":"Sign-up for free"},{"_key":"0325dc3fb7694","_type":"span","marks":[],"text":" to follow along)."}],"markDefs":[{"_key":"6c209bfcd504","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"b6f39dbdb929","_type":"block","children":[{"_key":"04f7bd842c2e","_type":"span","marks":[],"text":"Identify sources of your dark funnel. In this example, we’ll use Twitter, YouTube, LinkedIn, GitHub, Reddit, and Medium."}],"markDefs":[],"style":"callout"},{"_key":"1c2d42d2834b","_type":"anchor","label":"Step 1: Connect sources"},{"_key":"5c89223e0acd","_type":"block","children":[{"_key":"df39409a48bf0","_type":"span","marks":[],"text":"Step 1: Connect to community sources to track member activity"}],"markDefs":[],"style":"h3"},{"_key":"2c94c9171a79","_type":"block","children":[{"_key":"66eb4cbe12370","_type":"span","marks":[],"text":"Our first step is to connect to the sources that comprise our community."}],"markDefs":[],"style":"normal"},{"_key":"d9943821567f","_type":"block","children":[{"_key":"9683938e54c10","_type":"span","marks":[],"text":"For this playbook, we will broadly define our community as any user touchpoint that mentions relevant topics to our product or brand. By widening the aperture of our community funnel definition, we'll get a complete picture of where our community interacts and areas of opportunity."}],"markDefs":[],"style":"callout"},{"_key":"985234b5ce45","_type":"block","children":[{"_key":"dfd1cf8985090","_type":"span","marks":[],"text":"We'll start by importing sources at the very top of the funnel — think Twitter, Reddit, YouTube, Medium, Stack Overflow, etc. To start, let's connect to Twitter. To begin importing activity from Twitter, all that's required is a Twitter account. First, we'll select to connect to Twitter in the admin settings and authenticate."}],"markDefs":[],"style":"normal"},{"_key":"580056384147","_type":"mainImage"},{"_key":"a1af00f76366","_type":"block","children":[{"_key":"77352f392a410","_type":"span","marks":[],"text":"And from here, we can start pulling in data from relevant handles, hashtags, and keywords."}],"markDefs":[],"style":"normal"},{"_key":"3adabc66b21c","_type":"mainImage","asset":{"_ref":"image-89a5446a9436e787d6a78b69fdf80af15ad19c4b-2230x1360-png","_type":"reference"},"caption":"Add relevant hashtags and keywords to track"},{"_key":"ab94b06dc8ed","_type":"block","children":[{"_key":"01e1920964da0","_type":"span","marks":[],"text":"Click to save changes, and, in a few minutes, we’ll go from a blank slate to data from Twitter flowing into Common Room."}],"markDefs":[],"style":"normal"},{"_key":"6ee872bebda5","_type":"block","children":[{"_key":"15dcdc0e8e0b0","_type":"span","marks":[],"text":"Obviously, our community is not just on Twitter, so we’ll want to run through the same process for other relevant channels like Reddit, YouTube, Medium, Stack Overflow, and pull in relevant context (whatever watering holes your community congregates around)."}],"markDefs":[],"style":"normal"},{"_key":"cb3732032691","_type":"block","children":[{"_key":"c78bcf003eed0","_type":"span","marks":[],"text":"IIn addition to public sources, we'll want to connect some of our first-party sources, like Slack, Discord, Khoros, and GitHub. These sources are often associated with the bottom of the funnel and managed/maintained by a community manager."}],"markDefs":[],"style":"normal"},{"_key":"f617f5e850c4","_type":"block","children":[{"_key":"fc582af3f73f0","_type":"span","marks":[],"text":"We can follow a similar flow for these sources as above, but this time we'll want to choose Slack and confirm we have the "},{"_key":"fc582af3f73f1","_type":"span","marks":["02f97285cb10"],"text":"required permissions"},{"_key":"fc582af3f73f2","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"02f97285cb10","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/slack"}],"style":"normal"},{"_key":"e2f4f8efd213","_type":"mainImage","asset":{"_ref":"image-0b27a61d5a68b080320a30a53684c0722996d789-2932x1832-png","_type":"reference"},"caption":"Connect and authenticate with Slack"},{"_key":"668d457814c6","_type":"block","children":[{"_key":"24beed5ece800","_type":"span","marks":[],"text":"Once Slack is connected, we’ll soon start to see first-party data from your community Slack channel."}],"markDefs":[],"style":"normal"},{"_key":"138467cf5e18","_type":"block","children":[{"_key":"43378bafe61f0","_type":"span","marks":[],"text":"And that's it. We can now rinse and repeat to ingest data from other first-party sources. Once that's done, we can move on to the next step."}],"markDefs":[],"style":"normal"},{"_key":"82b91b154160","_type":"anchor","label":"Step 2: Set criteria"},{"_key":"e3ba0445fb7e","_type":"block","children":[{"_key":"ab7a10f128c70","_type":"span","marks":[],"text":"Step 2: Set criteria for the stages of your dark funnel"}],"markDefs":[],"style":"h3"},{"_key":"a7972ddcb7b2","_type":"block","children":[{"_key":"b31064a05e080","_type":"span","marks":[],"text":"With data flowing into Common Room, you can head over to the Organization or Member view to see the members of your community and context about them (e.g., firmographics about where they work)."}],"markDefs":[],"style":"normal"},{"_key":"33c345c7c62c","_type":"block","children":[{"_key":"7d3e4380a9ee0","_type":"span","marks":[],"text":"Your member view should look something like this:"}],"markDefs":[],"style":"normal"},{"_key":"45e2cea2cda6","_type":"mainImage","asset":{"_ref":"image-8ce5dc9ba3ad9eea08aa5493f90c263564a47659-2932x1832-png","_type":"reference"},"caption":"Member view in Common Room"},{"_key":"484b125a57b4","_type":"block","children":[{"_key":"4901e4420dcc0","_type":"span","marks":[],"text":"From here, we can start tinkering with filters to understand how we want to define the stages of our community funnel."}],"markDefs":[],"style":"normal"},{"_key":"782ec2a6cb64","_type":"block","children":[{"_key":"c8b36ad711340","_type":"span","marks":[],"text":"Jumping into the "},{"_key":"523500ec0741","_type":"span","marks":["strong"],"text":"Member"},{"_key":"05c1afabb1fd","_type":"span","marks":[],"text":" tab, we can see that our starting point is just under 17k members. And we can now start to define funnel stages to track milestones and engagement."}],"markDefs":[],"style":"normal"},{"_key":"758ddfd3490a","_type":"block","children":[{"_key":"64a6590abf170","_type":"span","marks":[],"text":"Let’s start by defining our most active part of the dark funnel by adding a filter for activity from Slack and GitHub in the last 12 weeks."}],"markDefs":[],"style":"normal"},{"_key":"26f22a31c13d","_type":"mainImage","asset":{"_ref":"image-73156233b5d68a0328a8e601d512d3c9abc0c0db-598x510-png","_type":"reference"},"caption":"Active Slack and GitHub members in the last 12 weeks"},{"_key":"51598f4156aa","_type":"block","children":[{"_key":"0f7265b5e6440","_type":"span","marks":[],"text":"This gets us down to almost 378 members and is a good starting point for defining our active community members. We're satisfied, and we'll define this cohort as Active members."}],"markDefs":[],"style":"normal"},{"_key":"2d33e85c8231","_type":"block","children":[{"_key":"40bbdf1c335e0","_type":"span","marks":["strong"],"text":"Active"},{"_key":"40bbdf1c335e1","_type":"span","marks":[],"text":" = activity tracked on our Slack or GitHub channels in the last 12 weeks."}],"markDefs":[],"style":"callout"},{"_key":"fa270d987fcf","_type":"block","children":[{"_key":"5c28330b088d0","_type":"span","marks":[],"text":"Next, we'll expand our audience and channels to define the Consumer stage. The inference here is community members who consume content from others but are not actively participating in the conversation. Think of this group as the equivalent to the active Twitter user who doesn't post Tweets."}],"markDefs":[],"style":"normal"},{"_key":"30ff9c8c6aac","_type":"mainImage","asset":{"_ref":"image-73156233b5d68a0328a8e601d512d3c9abc0c0db-598x510-png","_type":"reference"},"caption":"Add an activity filter"},{"_key":"0abc2af47d23","_type":"block","children":[{"_key":"465c469ea0af0","_type":"span","marks":["strong"],"text":"Consumer"},{"_key":"59dcf7a8375a","_type":"span","marks":[],"text":" = active in the 12 weeks across any of our connected sources."}],"markDefs":[],"style":"callout"},{"_key":"7b3ceacb6c49","_type":"block","children":[{"_key":"89916f1d46f50","_type":"span","marks":[],"text":"And finally, we’ll want to define a "},{"_key":"707687f1f3c9","_type":"span","marks":["strong"],"text":"Dormant"},{"_key":"f911e3213e04","_type":"span","marks":[],"text":" cohort. This is just the rest of our tracked community that has not been active in the last 12 weeks."}],"markDefs":[],"style":"normal"},{"_key":"50068d7f4487","_type":"mainImage","alt":"Last active filter","asset":{"_ref":"image-7ebe516c43b036ddd182ea16ed6fbff8f49805ea-970x766-png","_type":"reference"},"caption":"Last active filter"},{"_key":"b8be1a03f5cd","_type":"block","children":[{"_key":"00e9a34239af0","_type":"span","marks":["strong"],"text":"Dormant"},{"_key":"00e9a34239af1","_type":"span","marks":[],"text":" = last active > 12 weeks ago (84 days)"}],"markDefs":[],"style":"callout"},{"_key":"ef420772418f","_type":"block","children":[{"_key":"cf084f673d3d0","_type":"span","marks":[],"text":"That feels like a good starting point. We can now start tagging members as they move in and out of stages."}],"markDefs":[],"style":"normal"},{"_key":"80934a84838d","_type":"anchor","label":"Step 3: Auto-tag members"},{"_key":"34b071f11980","_type":"block","children":[{"_key":"2c1251fa0b110","_type":"span","marks":[],"text":"Step 3: Tag members of your community as they move in and out of stages"}],"markDefs":[],"style":"h3"},{"_key":"1c4c184e5719","_type":"block","children":[{"_key":"749d99c1d5f60","_type":"span","marks":[],"text":"To tag community members, we'll jump over to the Segments view in Common Room. We'll click to create a new segment and label each stage. For good measure, we suggest including a description so your teammates will have context on the criteria of each stage."}],"markDefs":[],"style":"normal"},{"_key":"0226bcb1ca81","_type":"block","children":[{"_key":"781fb639c01d0","_type":"span","marks":[],"text":"We can also add statuses for each of our stages and track the progress of community members as they move from one status to another."}],"markDefs":[],"style":"normal"},{"_key":"ea13a8eb4de4","_type":"mainImage","asset":{"_ref":"image-2757772da8dedacc69458aa9c90e6bdf75b601bc-2932x1832-png","_type":"reference"},"caption":"Community funnel stages by member status"},{"_key":"a6473924956a","_type":"block","children":[{"_key":"41e6c03bd5070","_type":"span","marks":[],"text":"After creating a segment, we can locate the "},{"_key":"a6f39950fe7b","_type":"span","marks":["strong"],"text":"Member"},{"_key":"be1d53a3529b","_type":"span","marks":[],"text":" "},{"_key":"17aecdc7e31c","_type":"span","marks":["strong"],"text":"management"},{"_key":"40650b6218d0","_type":"span","marks":[],"text":" section and click the "},{"_key":"00e4d6848296","_type":"span","marks":["strong"],"text":"Configure"},{"_key":"e26e0c5c4f54","_type":"span","marks":[],"text":" button to auto-add/remove members throughout our funnel."}],"markDefs":[],"style":"normal"},{"_key":"929162ffb0e2","_type":"block","children":[{"_key":"616abd83fc060","_type":"span","marks":[],"text":"Select to auto-update a new status we just created. Let’s start with defining the "},{"_key":"e4d34d5f47e3","_type":"span","marks":["strong"],"text":"Active"},{"_key":"7f64940f9141","_type":"span","marks":[],"text":" status."}],"markDefs":[],"style":"normal"},{"_key":"fa75408e91e5","_type":"mainImage","asset":{"_ref":"image-56c9ad00dec2d80385d1478860b1ad028cc45032-1930x714-png","_type":"reference"},"caption":"Filter to update a member status"},{"_key":"77b39af9502f","_type":"block","children":[{"_key":"e664956fed0b0","_type":"span","marks":[],"text":"We'll adjust the criteria to what was previously defined (activity tracked on our Slack or GitHub channels in the last 12 weeks), click "},{"_key":"0644bf739dfb","_type":"span","marks":["strong"],"text":"Save"},{"_key":"3bc87c6c57fb","_type":"span","marks":[],"text":", and our first community stage cohort will start to propagate."}],"markDefs":[],"style":"normal"},{"_key":"159b4f9e59e9","_type":"block","children":[{"_key":"61541ff15c300","_type":"span","marks":[],"text":"We’ll do the same for the other stages by clicking and repeating the process — select "},{"_key":"125803d1e515","_type":"span","marks":["strong"],"text":"Set criteria"},{"_key":"3aada13da075","_type":"span","marks":[],"text":" and activating auto status updates."}],"markDefs":[],"style":"normal"},{"_key":"25a43cd924b3","_type":"mainImage","asset":{"_ref":"image-af5a9c6b5608d5a6e12316d00d603e5d7cfb4c84-1932x994-png","_type":"reference"},"caption":"Set criteria to auto-update all stages of the funnel"},{"_key":"dd0ec52d7609","_type":"anchor","label":"Wrapping up"},{"_key":"da4471cebcbf","_type":"block","children":[{"_key":"a6aff702aa64","_type":"span","marks":[],"text":"Wrapping up"}],"markDefs":[],"style":"h3"},{"_key":"48e6f4672850","_type":"block","children":[{"_key":"6b56a677ef5f0","_type":"span","marks":[],"text":"And that’s pretty much all there is to it. 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Simply put, without welcome messages, you run the risk of new community members bouncing and never coming back."}],"markDefs":[],"style":"normal"},{"_key":"811045704e1c","_type":"block","children":[{"_key":"3cc28680f96b0","_type":"span","marks":[],"text":"A good onboarding flow starts early, and it helps shape their understanding of your community. However, as a community manager, saying hello to everyone as they join and helping them navigate your community is a huge task that can take up a lot of time."}],"markDefs":[],"style":"normal"},{"_key":"fdc8b62cba93","_type":"block","children":[{"_key":"1256221b0c5a0","_type":"span","marks":[],"text":"We can tackle this cold start problem through automated welcome messages. And this playbook will show you how to do just that."}],"markDefs":[],"style":"normal"},{"_key":"6fee2e4d79c0","_type":"block","children":[{"_key":"0115aa3e108c0","_type":"span","marks":["strong"],"text":"What you’ll need"}],"markDefs":[],"style":"normal"},{"_key":"632321d95549","_type":"block","children":[{"_key":"3f7daa1ab3c70","_type":"span","marks":[],"text":"- Common Room — We’ll use Common Room to automate sending welcome messages! ("},{"_key":"3f7daa1ab3c71","_type":"span","marks":["9cde2e879c36"],"text":"Sign-up for free"},{"_key":"3f7daa1ab3c72","_type":"span","marks":[],"text":" to follow along)."}],"markDefs":[{"_key":"9cde2e879c36","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"4fccf71436d9","_type":"block","children":[{"_key":"87dd78b93fae","_type":"span","marks":[],"text":"- A Slack or Discord workspace"}],"markDefs":[],"style":"callout"},{"_key":"7162205cc86f","_type":"anchor","label":"Step 1: Connect to sources"},{"_key":"26a2fce76d90","_type":"block","children":[{"_key":"1b32cfdcd73d","_type":"span","marks":[],"text":"Step 1: Connect to Slack or Discord"}],"markDefs":[],"style":"h3"},{"_key":"c8e27d65ef47","_type":"block","children":[{"_key":"b30d727675000","_type":"span","marks":[],"text":"For this exercise, imagine you have a growing global Slack community and are falling behind at sending prompt welcome messages."}],"markDefs":[],"style":"normal"},{"_key":"c03ea3023848","_type":"block","children":[{"_key":"de20b02468f40","_type":"span","marks":[],"text":"We’ll need to connect Slack to Common Room to set up automated welcome messages. To do that, we can head over to "},{"_key":"919b8956cd7f","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"79d08c81c0c5","_type":"span","marks":[],"text":" in Common Room and choose to connect to Slack."}],"markDefs":[],"style":"normal"},{"_key":"7b6fd9c85cca","_type":"mainImage","asset":{"_ref":"image-314c79a0ac1ac264edfb4276a2a7bccdbc8f20b2-1456x932-png","_type":"reference"},"caption":"Connect to Slack"},{"_key":"b465fb9bdcac","_type":"block","children":[{"_key":"b7b1d1b17cb70","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"b7b1d1b17cb71","_type":"span","marks":[],"text":" You’ll need permission to add applications to your Slack workspace."}],"markDefs":[],"style":"callout"},{"_key":"0d07a9410b1d","_type":"block","children":[{"_key":"eb8402ece1e80","_type":"span","marks":[],"text":"Follow the connection prompts, authenticate, and you’ll see Slack activity in Common Room after a few minutes."}],"markDefs":[],"style":"normal"},{"_key":"4efdfc211a55","_type":"block","children":[{"_key":"d513fe02f1e80","_type":"span","marks":[],"text":"Once connected, we can start to build our welcome message workflow."}],"markDefs":[],"style":"normal"},{"_key":"661eb938945e","_type":"anchor","label":"Step 2: Create message workflow"},{"_key":"edef8d949661","_type":"block","children":[{"_key":"a4e080eb15370","_type":"span","marks":[],"text":"Step 2: Create a welcome message workflow"}],"markDefs":[],"style":"h3"},{"_key":"7cc129589092","_type":"block","children":[{"_key":"d189a63666050","_type":"span","marks":["e5f5219a1338"],"text":"Once in your room"},{"_key":"d189a63666051","_type":"span","marks":[],"text":" (what we call your instance of Common Room), let’s navigate to the "},{"_key":"ffb533a4fe61","_type":"span","marks":["strong"],"text":"Workflows"},{"_key":"f7b535e17e36","_type":"span","marks":[],"text":" view from the left-side menu, and click on "},{"_key":"686f0c6f003a","_type":"span","marks":["strong"],"text":"+ New Workflow"},{"_key":"10365a2e9c81","_type":"span","marks":[],"text":". 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And now we’ll find ourselves creating our first workflow!"}],"markDefs":[],"style":"normal"},{"_key":"d5e85c57512f","_type":"mainImage","asset":{"_ref":"image-ea7088b8365315d7e18a6f27c3357802b4e911a9-1526x828-png","_type":"reference"}},{"_key":"c5ebaf32ba6c","_type":"block","children":[{"_key":"ff6660c66cd30","_type":"span","marks":[],"text":"You’ll be taken to a workflow canvas with a pre-built onboarding journey workflow."}],"markDefs":[],"style":"normal"},{"_key":"0ad4fefad848","_type":"block","children":[{"_key":"a413e20385210","_type":"span","marks":[],"text":"The first thing we’ll do is confirm we’re connected to the right Slack workspace and choose the duration of our wait step before sending our welcome message."}],"markDefs":[],"style":"normal"},{"_key":"5d72c5d198a1","_type":"block","children":[{"_key":"233889a398930","_type":"span","marks":[],"text":"In our Uncommon community, we wait 30 minutes (this is the default) before we send a message to our new members. You can choose what the right number is for you. In minutes, days, or months (maybe don’t wait months to welcome your new members, though 😜)."}],"markDefs":[],"style":"normal"},{"_key":"e0f715f32c06","_type":"mainImage","asset":{"_ref":"image-b96757d21b41b2a31daf5c7b9d7c4e25add12094-744x488-png","_type":"reference"},"caption":"Select a wait duration to send a welcome message"},{"_key":"6997e1b58144","_type":"workflowReference","workflow":{"_ref":"508bf203-a59e-4cad-9e04-14e2b2dcde90","_type":"reference"}},{"_key":"b5d19a12a552","_type":"anchor","label":"Step 3: Send messages (optional)"},{"_key":"3b88b0b51d16","_type":"block","children":[{"_key":"d3bdfba93fcc","_type":"span","marks":[],"text":"Step 3 (optional): Send personalized messages based on member traits"}],"markDefs":[],"style":"h3"},{"_key":"d7b66b5a82d3","_type":"block","children":[{"_key":"185b5c2beb6a0","_type":"span","marks":[],"text":"As you scroll to the next section in the workflow, you’ll see an area titled "},{"_key":"185b5c2beb6a1","_type":"span","marks":["strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong"],"text":"Continue if specific filters apply"},{"_key":"185b5c2beb6a2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"27b431c616fa","_type":"block","children":[{"_key":"a5c2125a9e0e0","_type":"span","marks":[],"text":"This is a small section, but it’s mighty. It enables you to get granular and create personalized onboarding experiences if you need/want to."}],"markDefs":[],"style":"normal"},{"_key":"751fd69b9c96","_type":"block","children":[{"_key":"8395633d900f0","_type":"span","marks":[],"text":"To show how this works, we’ll add a fork to the workflow by adding a filter by member role. For example, we can select "},{"_key":"c79ac76af7cc","_type":"span","marks":["strong"],"text":"Marketing"},{"_key":"88bb12cb3192","_type":"span","marks":[],"text":" and "},{"_key":"897a4bcc70d1","_type":"span","marks":["strong"],"text":"Sales"},{"_key":"f6b6fbae3825","_type":"span","marks":[],"text":" roles to send custom welcome messages, letting them know they’ll be booted for sending spam to our community members."}],"markDefs":[],"style":"normal"},{"_key":"63b9fd2c8f9b","_type":"mainImage","asset":{"_ref":"image-465b51493ad80ebe4eb2a5fb38c09225e071b0d1-806x1110-png","_type":"reference"},"caption":"Personalize your welcome message with filters for \"Member\" or \"Organization\" traits"},{"_key":"e217c9b21a15","_type":"block","children":[{"_key":"edad3ad47ca40","_type":"span","marks":[],"text":"If you don’t need to send a personalized message, just toggle this step off by clicking the top left blue button. "},{"_key":"edad3ad47ca41","_type":"span","marks":["em"],"text":"Blue means on, and grey means off."}],"markDefs":[],"style":"normal"},{"_key":"89c28f3e8f0d","_type":"anchor","label":"Step 4: Schedule messages (optional)"},{"_key":"7d54212be9e8","_type":"block","children":[{"_key":"407fe5fb93bb0","_type":"span","marks":[],"text":"Step 4 (optional): Set working hours for message sends"}],"markDefs":[],"style":"h3"},{"_key":"2fd55a9ceba6","_type":"block","children":[{"_key":"6738d9f4fed90","_type":"span","marks":[],"text":"As we move down the logic tree, there’s an option to "},{"_key":"6738d9f4fed91","_type":"span","marks":["strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong"],"text":"Wait for working hours"},{"_key":"6738d9f4fed92","_type":"span","marks":[],"text":". This is an especially helpful option for expectation setting. If you have (or are) a dedicated community manager, you may want to set expectations for when people can expect to receive a message from you."}],"markDefs":[],"style":"normal"},{"_key":"aa10d2b9b55b","_type":"block","children":[{"_key":"cc1f83a297070","_type":"span","marks":[],"text":"🔥 "},{"_key":"cc1f83a297071","_type":"span","marks":["strong"],"text":"Tip:"},{"_key":"cc1f83a297072","_type":"span","marks":[],"text":" When building your message, consider what you want your new members to know and what action you want them to take."}],"markDefs":[],"style":"callout"},{"_key":"0b51883b82c4","_type":"anchor","label":"Step 5: Draft your message"},{"_key":"9361290543d3","_type":"block","children":[{"_key":"65ad32d0af29","_type":"span","marks":[],"text":"Step 5: Draft and preview your welcome message"}],"markDefs":[],"style":"h3"},{"_key":"2ba08380ee5e","_type":"block","children":[{"_key":"61b1d7e29bce0","_type":"span","marks":[],"text":"In our next step, we'll draft the welcome message new members will see. Here, you can choose the account of the person sending the message and then write the message itself!"}],"markDefs":[],"style":"normal"},{"_key":"ba8dbce49cb2","_type":"mainImage","asset":{"_ref":"image-d75243291dcd05da8dd44304e920842d02b68c08-2932x1832-png","_type":"reference"},"caption":"Draft and preview your Slack welcome message"},{"_key":"abddfd579a48","_type":"block","children":[{"_key":"7b30ee019ade0","_type":"span","marks":[],"text":"In this example, we point out what channels might interest the new member and then encourage them to take action."}],"markDefs":[],"style":"normal"},{"_key":"6d54e51d1346","_type":"block","children":[{"_key":"a8b80a73e9370","_type":"span","marks":[],"text":"You can then preview the message and send a test message to see exactly how it will look in Slack."}],"markDefs":[],"style":"normal"},{"_key":"a997444cf042","_type":"block","children":[{"_key":"f1f5a5d583df0","_type":"span","marks":[],"text":"Once you're happy with the message, click to save and get those onboarding messages flowing! 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Click "},{"_key":"0470fb192ab53","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"0470fb192ab54","_type":"span","marks":[],"text":" and choose "},{"_key":"0470fb192ab55","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"0470fb192ab56","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"7da65b50fadc","_type":"mainImage","asset":{"_ref":"image-210fc9a0d89090e6faa7f3fc25a05bb8864d49b9-2550x1318-png","_type":"reference"},"caption":"Select Contact tags"},{"_key":"19d6c031e7f6","_type":"block","children":[{"_key":"f24270f42cb00","_type":"span","marks":[],"text":"Select "},{"_key":"f24270f42cb01","_type":"span","marks":["strong"],"text":"Economic buyers"},{"_key":"f24270f42cb02","_type":"span","marks":[],"text":" from the dropdown list."}],"markDefs":[],"style":"normal"},{"_key":"043788b1b582","_type":"mainImage","asset":{"_ref":"image-385d5e115ca47c1a8a16b7b297fb59f8226fa961-552x526-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"ef7ad681aad6","_type":"block","children":[{"_key":"3ca971d101df0","_type":"span","marks":[],"text":"Boom, now anyone with head of, director, VP, president, chief, CFO, CTO, CPO, CMO, COO, or CEO in their job title will automatically be added to this segment 🙌"}],"markDefs":[],"style":"normal"},{"_key":"440e2a5bee72","_type":"block","children":[{"_key":"db4d875bce510","_type":"span","marks":[],"text":"But we don’t just want decision-makers—we want people who match our criteria for ideal buyers."}],"markDefs":[],"style":"normal"},{"_key":"da1df4b0a886","_type":"block","children":[{"_key":"bbc34f627ab70","_type":"span","marks":[],"text":"Let’s say we’ve already configured our ideal persona tag (you can learn more about creating and customizing tags "},{"_key":"709243d97022","_type":"span","marks":["1858fbdb054d"],"text":"here"},{"_key":"fb747443d405","_type":"span","marks":[],"text":"). 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Then we’ll select "},{"_key":"bbc34f627ab75","_type":"span","marks":["strong"],"text":"Ideal persona"},{"_key":"bbc34f627ab76","_type":"span","marks":[],"text":" from the dropdown list."}],"markDefs":[{"_key":"1858fbdb054d","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/member-tags","openTab":true}],"style":"normal"},{"_key":"409810753891","_type":"mainImage","asset":{"_ref":"image-558d32af15369575439b68a97cd069669c8d64e5-552x456-png","_type":"reference"},"caption":"Select Ideal persona"},{"_key":"1d0ea96e9858","_type":"block","children":[{"_key":"c57d13cf2b5e0","_type":"span","marks":[],"text":"Finally, let’s make sure we zero in on individuals who recently changed roles. 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Now every person who matches these filters will be added to this segment automatically."}],"markDefs":[],"style":"normal"},{"_key":"5617672676e3","_type":"block","children":[{"_key":"5e47b7e9796a0","_type":"span","marks":[],"text":"This makes discovering and researching new leads for different sales plays a breeze."}],"markDefs":[],"style":"normal"},{"_key":"80b36a4fb577","_type":"block","children":[{"_key":"43f0804bdb750","_type":"span","marks":[],"text":"We can preview or click into any individual to learn more about them, see their recent activities across our connected channels, and monitor their next moves."}],"markDefs":[],"style":"normal"},{"_key":"14f57a3c6421","_type":"mainImage","asset":{"_ref":"image-de86ab3fcd32267d62a1dd3428f28da3c2dce9e8-1474x1150-png","_type":"reference"},"caption":"View profile"},{"_key":"fb654645c95a","_type":"block","children":[{"_key":"62e0b0bdfbd70","_type":"span","marks":[],"text":"If we have lead scoring set up, we can quickly hone in on the people who are most primed to buy and get a peek at the key factors that make them solid opportunities."}],"markDefs":[],"style":"normal"},{"_key":"c8cebcde9783","_type":"block","children":[{"_key":"411257c053550","_type":"span","marks":[],"text":"💡 "},{"_key":"411257c053551","_type":"span","marks":["e377b395a9b8"],"text":"Lead and account scoring"},{"_key":"411257c053552","_type":"span","marks":[],"text":" in Common Room is based on proprietary machine learning models that are trained using your historical data so you can highlight the best opportunities based on product usage, social activity, firmographic information, and more."}],"markDefs":[{"_key":"e377b395a9b8","_type":"link","href":"https://www.commonroom.io/playbooks/serve-actionable-lead-and-account-scores-to-sales-reps/"}],"style":"callout"},{"_key":"845f1caa5fa0","_type":"mainImage","asset":{"_ref":"image-e56499435ff329301dd35fd7a1e19968707a419c-3841x2160-png","_type":"reference"},"caption":"View lead scores"},{"_key":"cf77fe40b148","_type":"block","children":[{"_key":"69fef0b144b30","_type":"span","marks":[],"text":"But we want to convert prospects, not just research them."}],"markDefs":[],"style":"normal"},{"_key":"3d3bebaa2d44","_type":"block","children":[{"_key":"70cf4d85972e0","_type":"span","marks":[],"text":"Let’s make our segments truly actionable."}],"markDefs":[],"style":"normal"},{"_key":"d00e58fd6186","_type":"anchor","label":"Step 3: Custom views and notifications"},{"_key":"05a92ea2f3b5","_type":"block","children":[{"_key":"bc4d8022f62f0","_type":"span","marks":[],"text":"Step 3: Customize segment views and notifications"}],"markDefs":[],"style":"h3"},{"_key":"4baa9117a928","_type":"block","children":[{"_key":"d1bb7533de820","_type":"span","marks":[],"text":"First let’s add our segments to the "},{"_key":"d1bb7533de821","_type":"span","marks":["strong"],"text":"Home"},{"_key":"d1bb7533de822","_type":"span","marks":[],"text":" screen so they’re always the first thing we see when we log in."}],"markDefs":[],"style":"normal"},{"_key":"8c01c5f9f4c1","_type":"block","children":[{"_key":"c5be6fcdc2c00","_type":"span","marks":[],"text":"Click the three-dot ("},{"_key":"c5be6fcdc2c01","_type":"span","marks":["strong"],"text":"…"},{"_key":"c5be6fcdc2c02","_type":"span","marks":[],"text":") icon for any segment and choose "},{"_key":"c5be6fcdc2c03","_type":"span","marks":["strong"],"text":"Add to Home"},{"_key":"c5be6fcdc2c04","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"22cf5dba1cf5","_type":"mainImage","asset":{"_ref":"image-6547248c18f4d2d6280de42b35d0435b953c6dde-718x758-png","_type":"reference"},"caption":"Select Add to Home"},{"_key":"e5d24d5dbbf7","_type":"block","children":[{"_key":"00aed0d7618f0","_type":"span","marks":[],"text":"Once we’ve added all our segments, we’ll click "},{"_key":"00aed0d7618f1","_type":"span","marks":["strong"],"text":"Home"},{"_key":"00aed0d7618f2","_type":"span","marks":[],"text":" in the left sidebar. 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Now they can."}],"markDefs":[],"style":"normal"},{"_key":"9f8410ab81a0","_type":"block","children":[{"_key":"59bb40a069b90","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to automatically track economic buyers who are engaging with your company, make sure they fit your ideal customer profile, and take action at the right time."}],"markDefs":[],"style":"normal"},{"_key":"4865a4ca4f66","_type":"block","children":[{"_key":"eabe2109e1230","_type":"span","marks":[],"text":"Let’s get to it 😎"}],"markDefs":[],"style":"normal"},{"_key":"2f831970f7ca","_type":"block","children":[{"_key":"3113c87b59170","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"9fcdddaf232f","_type":"block","children":[{"_key":"792a22f24ef60","_type":"span","marks":[],"text":"Common Room (this is how we’ll find and filter digital activity—"},{"_key":"792a22f24ef61","_type":"span","marks":["ceacc07c048e"],"text":"sign up for free"},{"_key":"792a22f24ef62","_type":"span","marks":[],"text":" to follow along)"}],"markDefs":[{"_key":"ceacc07c048e","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"601cba8cf45e","_type":"block","children":[{"_key":"48a96bafa6250","_type":"span","marks":[],"text":"Access to digital channels (in this example we’ll use LinkedIn, Discourse, and Meetup)"}],"markDefs":[],"style":"callout"},{"_key":"eaa3c1f4cdba","_type":"anchor","label":"Step 1: Connect data sources"},{"_key":"386328937567","_type":"block","children":[{"_key":"5866f185f514","_type":"span","marks":[],"text":"Step 1: Connect data sources"}],"markDefs":[],"style":"h3"},{"_key":"e843f11c0867","_type":"block","children":[{"_key":"c307f78c09100","_type":"span","marks":[],"text":"First we need to see everywhere our buyers are congregating."}],"markDefs":[],"style":"normal"},{"_key":"c6c63d445f7f","_type":"block","children":[{"_key":"c8e8e64c05de0","_type":"span","marks":[],"text":"Let’s say we see a lot of activity across "},{"_key":"c8e8e64c05de1","_type":"span","marks":["c00670196e0a"],"text":"LinkedIn"},{"_key":"c8e8e64c05de2","_type":"span","marks":[],"text":", our "},{"_key":"c8e8e64c05de3","_type":"span","marks":["b770a0a9860d"],"text":"Discourse"},{"_key":"c8e8e64c05de4","_type":"span","marks":[],"text":" forum, and the events we host on "},{"_key":"c8e8e64c05de5","_type":"span","marks":["d6fb5dc48b82"],"text":"Meetup"},{"_key":"c8e8e64c05de6","_type":"span","marks":[],"text":". The first thing we’ll do is connect these data sources to Common Room."}],"markDefs":[{"_key":"c00670196e0a","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/linkedin"},{"_key":"b770a0a9860d","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/discourse"},{"_key":"d6fb5dc48b82","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/meetup"}],"style":"normal"},{"_key":"efede367311a","_type":"block","children":[{"_key":"41dce4b6849f0","_type":"span","marks":[],"text":"💡 Common Room provides dozens of natively built and fully managed "},{"_key":"41dce4b6849f1","_type":"span","marks":["44e1c26d305d"],"text":"integrations"},{"_key":"41dce4b6849f2","_type":"span","marks":[],"text":", as well as various data importing options. The more data sources you connect to Common Room, the more visibility you’ll get into digital activity and user identity."}],"markDefs":[{"_key":"44e1c26d305d","_type":"link","href":"https://docs.commonroom.io/get-started/integrations"}],"style":"callout"},{"_key":"a8c78c903963","_type":"block","children":[{"_key":"85e3908fd4570","_type":"span","marks":[],"text":"Log into Common Room and go to "},{"_key":"85e3908fd4571","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"85e3908fd4572","_type":"span","marks":[],"text":" in the left sidebar (the little ⚙️ icon at the bottom) to pull up "},{"_key":"85e3908fd4573","_type":"span","marks":["strong"],"text":"Sources"},{"_key":"85e3908fd4574","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"af9e0c98b32b","_type":"mainImage","asset":{"_ref":"image-b0c0007ba623cbe03a0a2077a4625c0165cd84c4-3840x2160-png","_type":"reference"},"caption":"Select Sources from Settings menu"},{"_key":"507b3dd66287","_type":"block","children":[{"_key":"73eaddd885bc0","_type":"span","marks":[],"text":"Next, select LinkedIn from the list of sources."}],"markDefs":[],"style":"normal"},{"_key":"9c5db2fb3fb8","_type":"mainImage","asset":{"_ref":"image-0d68927728149ce2160009ec1257bf232a8792ab-1322x904-png","_type":"reference"},"caption":"Select LinkedIn"},{"_key":"02552a0e8d75","_type":"block","children":[{"_key":"552d9359cdf70","_type":"span","marks":[],"text":"We’ll need to authenticate our LinkedIn account (and do the same for every data source we connect). 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We’ll narrow it down using filters."}],"markDefs":[],"style":"normal"},{"_key":"dfc3f308808b","_type":"block","children":[{"_key":"8074ef77c5af0","_type":"span","marks":[],"text":"💡 You can choose from a wide variety of "},{"_key":"8074ef77c5af1","_type":"span","marks":["c1ec38cb1bba"],"text":"filters"},{"_key":"8074ef77c5af2","_type":"span","marks":[],"text":" to drill down into individuals, organizations, and activities based on the criteria that matter most to you."}],"markDefs":[{"_key":"c1ec38cb1bba","_type":"link","href":"https://docs.commonroom.io/using-common-room/organizations-page/filters-and-sorting"}],"style":"callout"},{"_key":"26b509564e4c","_type":"block","children":[{"_key":"7f353ffb52990","_type":"span","marks":[],"text":"Click "},{"_key":"7f353ffb52991","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"7f353ffb52992","_type":"span","marks":[],"text":" and choose "},{"_key":"7f353ffb52993","_type":"span","marks":["strong"],"text":"Member tags"},{"_key":"7f353ffb52994","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"b620ced8ad71","_type":"mainImage","asset":{"_ref":"image-c0f3c5fa38f6e4ee1ea63fbb5001c1b90fa2e753-2732x1386-png","_type":"reference"},"caption":"Select Member tags"},{"_key":"e9fde16f61e8","_type":"block","children":[{"_key":"026ede4611500","_type":"span","marks":[],"text":"This will open up a dropdown menu of options. Select "},{"_key":"026ede4611501","_type":"span","marks":["strong"],"text":"Economic buyers"},{"_key":"026ede4611502","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"a749435da092","_type":"mainImage","asset":{"_ref":"image-4d178dcf2d5a2f9894d5afa0d25dcfa0c9fe2ac3-684x914-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"a49932544296","_type":"block","children":[{"_key":"9d046c0dc0da0","_type":"span","marks":[],"text":"This is a default tag available to all Common Room users. It’s configured to help you spotlight the individuals most likely to have budget authority based on their job title 💵"}],"markDefs":[],"style":"normal"},{"_key":"d75457e51d0a","_type":"block","children":[{"_key":"eabcf1662d410","_type":"span","marks":[],"text":"Any individual with the following words in their title will automatically be tagged as an economic buyer: head of, director, VP, president, chief, CFO, CTO, CPO, CMO, COO, CEO."}],"markDefs":[],"style":"normal"},{"_key":"d74d4af032e0","_type":"block","children":[{"_key":"c3206dceb89e0","_type":"span","marks":[],"text":"We can also edit the tag to narrow its scope, such as by customizing it for a specific type of buyer based on their role."}],"markDefs":[],"style":"normal"},{"_key":"a0be86422733","_type":"block","children":[{"_key":"2ff8815bb5000","_type":"span","marks":[],"text":"Click out of the dropdown menu and voilà—you now have a view of all economic buyers active across your digital channels."}],"markDefs":[],"style":"normal"},{"_key":"8de1f31dd184","_type":"mainImage","asset":{"_ref":"image-7f33eccc04913762e515bd33e84c800c7910b557-2252x930-png","_type":"reference"},"caption":"View economic buyers"},{"_key":"bd2dd2423d67","_type":"block","children":[{"_key":"b718fd44e0200","_type":"span","marks":[],"text":"Next time someone reacts to our content on LinkedIn, we’ll know whether they’re a junior employee or a potential decision-maker."}],"markDefs":[],"style":"normal"},{"_key":"0d5b3ae42e05","_type":"block","children":[{"_key":"3f213d49d9850","_type":"span","marks":[],"text":"Hover over an individual and click "},{"_key":"3f213d49d9851","_type":"span","marks":["strong"],"text":"Preview"},{"_key":"3f213d49d9852","_type":"span","marks":[],"text":" to pull up their profile."}],"markDefs":[],"style":"normal"},{"_key":"a73b90e89670","_type":"mainImage","asset":{"_ref":"image-3e19cb170fccfece062540793aba70512f3357be-2260x418-png","_type":"reference"},"caption":"Select Preview"},{"_key":"9dfb25174822","_type":"block","children":[{"_key":"f57908da0ed40","_type":"span","marks":[],"text":"From here you can learn more about economic buyers and their most recent activity. If you wish, you can also "},{"_key":"f57908da0ed41","_type":"span","marks":["e702fb65dadd"],"text":"add them to an Outreach sequence"},{"_key":"f57908da0ed42","_type":"span","marks":[],"text":", send them a message, add them to a "},{"_key":"f57908da0ed43","_type":"span","marks":["36942957b0b6"],"text":"segment"},{"_key":"f57908da0ed44","_type":"span","marks":[],"text":", and more."}],"markDefs":[{"_key":"e702fb65dadd","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/add-members-to-an-outreach-sequence"},{"_key":"36942957b0b6","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments-page/segments-page-home"}],"style":"normal"},{"_key":"8bde240e7cf4","_type":"mainImage","asset":{"_ref":"image-50b6d65fd882e228dca8c47a43cdc08a2753b04a-3840x2160-png","_type":"reference"},"caption":"View preview"},{"_key":"0c055493304d","_type":"block","children":[{"_key":"a0d87644a3310","_type":"span","marks":[],"text":"We can add more filters to drill down further. But in this case, we want to edit our "},{"_key":"a0d87644a3311","_type":"span","marks":["strong"],"text":"Economic buyer"},{"_key":"a0d87644a3312","_type":"span","marks":[],"text":" tag."}],"markDefs":[],"style":"normal"},{"_key":"ee192ca842bf","_type":"block","children":[{"_key":"cf68de5a00250","_type":"span","marks":[],"text":"Let’s update our tag to focus on decision-makers from high-fit companies."}],"markDefs":[],"style":"normal"},{"_key":"1944b9230ae9","_type":"anchor","label":"Step 3: Edit Economic buyer tag"},{"_key":"c3b27129f8ba","_type":"block","children":[{"_key":"009de3237c110","_type":"span","marks":[],"text":"Step 3: Edit Economic buyer tag"}],"markDefs":[],"style":"h3"},{"_key":"6995f402402a","_type":"block","children":[{"_key":"c619043237960","_type":"span","marks":[],"text":"Head back to the "},{"_key":"c619043237961","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"c619043237962","_type":"span","marks":[],"text":" menu and click on "},{"_key":"c619043237963","_type":"span","marks":["strong"],"text":"Tags"},{"_key":"c619043237964","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"3f631f633fb7","_type":"mainImage","asset":{"_ref":"image-443226971dca5eaecdd549a96fea8a307ad8e3c0-3840x2160-png","_type":"reference"},"caption":"Select Tags"},{"_key":"f26403e2c897","_type":"block","children":[{"_key":"a5cc252f8dba0","_type":"span","marks":[],"text":"💡 Common Room makes it easy to identify and track specific individuals and organizations with fully customizable "},{"_key":"a5cc252f8dba1","_type":"span","marks":["c40deba02cd0"],"text":"tags"},{"_key":"a5cc252f8dba2","_type":"span","marks":[],"text":". Create your own or choose from a wide variety of out-of-the-box options."}],"markDefs":[{"_key":"c40deba02cd0","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/member-tags"}],"style":"callout"},{"_key":"066c4580b790","_type":"block","children":[{"_key":"1edb8dd2b9b00","_type":"span","marks":[],"text":"Hit edit over the "},{"_key":"1edb8dd2b9b01","_type":"span","marks":["strong"],"text":"Economic buyer"},{"_key":"1edb8dd2b9b02","_type":"span","marks":[],"text":" tag."}],"markDefs":[],"style":"normal"},{"_key":"56446eb14fe9","_type":"mainImage","asset":{"_ref":"image-4324076f0009ad2624d8a61361ee5d52fa3d9d4c-2118x910-png","_type":"reference"},"caption":"Select Edit"},{"_key":"7db07bd111a5","_type":"block","children":[{"_key":"ca5e8cbcdfef0","_type":"span","marks":[],"text":"Next click "},{"_key":"ca5e8cbcdfef1","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"ca5e8cbcdfef2","_type":"span","marks":[],"text":". From here we can zero in on the attributes and actions most associated with our ideal customers, such as organization size, annual revenue, industries, tech stack, and more 🧑‍🔬"}],"markDefs":[],"style":"normal"},{"_key":"a27f6384b158","_type":"mainImage","asset":{"_ref":"image-4ec333dbf23b17c6dc27ed59d600f6876e1f9f59-2668x1338-png","_type":"reference"},"caption":"View filters"},{"_key":"7f41aefe5a6b","_type":"block","children":[{"_key":"ac12e75273300","_type":"span","marks":[],"text":"Let’s say we’re making a big push into the enterprise. We want to focus on director-level and above buyers at companies with 1,000 employees or more."}],"markDefs":[],"style":"normal"},{"_key":"1668a22f1a5a","_type":"block","children":[{"_key":"8a46d1e2a3850","_type":"span","marks":[],"text":"We’d select "},{"_key":"8a46d1e2a3851","_type":"span","marks":["strong"],"text":"Organization size"},{"_key":"8a46d1e2a3852","_type":"span","marks":[],"text":" from the list of filters."}],"markDefs":[],"style":"normal"},{"_key":"a59bb50ab633","_type":"mainImage","asset":{"_ref":"image-fda401a6ce627f780789c42e5596de2e90b77a60-2476x1302-png","_type":"reference"},"caption":"Select Organization size"},{"_key":"633bb258be9b","_type":"block","children":[{"_key":"c7c96430767d0","_type":"span","marks":[],"text":"We could choose from the list of options in the dropdown menu, but we’ll just put 1,000 in the "},{"_key":"c7c96430767d1","_type":"span","marks":["strong"],"text":"At least"},{"_key":"c7c96430767d2","_type":"span","marks":[],"text":" box. 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your product."}],"markDefs":[],"style":"normal"},{"_key":"9a27292da992","_type":"block","children":[{"_key":"6c193edf9d3b0","_type":"span","marks":[],"text":"Job changes are often viewed through the lens of customer retention, but they’re also a goldmine for sales pipeline creation."}],"markDefs":[],"style":"normal"},{"_key":"61940239a07d","_type":"block","children":[{"_key":"912694b542000","_type":"span","marks":[],"text":"The hard part is spotting these opportunities and taking action fast."}],"markDefs":[],"style":"normal"},{"_key":"2702554be31b","_type":"block","children":[{"_key":"28cb00a123940","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to keep an eye on people’s work histories, stay alerted to job changes in real time, and move quickly when opportunities present themselves."}],"markDefs":[],"style":"normal"},{"_key":"eaa8e6d544b2","_type":"block","children":[{"_key":"8fb2ad5cae190","_type":"span","marks":[],"text":"Let’s get to work 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sources"},{"_key":"ae1a0fd48f38","_type":"block","children":[{"_key":"a4ef4cfca7d3","_type":"span","marks":[],"text":"Step 1: Connect data sources"}],"markDefs":[],"style":"h3"},{"_key":"6ba3e989b03e","_type":"block","children":[{"_key":"ce1b4a3f923b0","_type":"span","marks":[],"text":"Our first step is connecting Common Room to the channels where our customers spend their time. 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Click on "},{"_key":"0420d13f70d21","_type":"span","marks":["strong"],"text":"Recent org changes"},{"_key":"0420d13f70d22","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"73543c12abe8","_type":"mainImage","asset":{"_ref":"image-8772eaf2b008815d5df7d10d781f79f69fb028ba-3841x2160-png","_type":"reference"},"caption":"Select Recent org changes"},{"_key":"98361506680e","_type":"block","children":[{"_key":"0ec9fe93c3590","_type":"span","marks":[],"text":"And here we have it—every person interacting with our organization across our connected data sources who has changed jobs in the past six months 🕵️"}],"markDefs":[],"style":"normal"},{"_key":"e09f820af151","_type":"block","children":[{"_key":"59d646b5fd820","_type":"span","marks":[],"text":"Hover over any individual and click "},{"_key":"59d646b5fd821","_type":"span","marks":["strong"],"text":"Preview"},{"_key":"59d646b5fd822","_type":"span","marks":[],"text":" to pull up their preview tray. 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Select "},{"_key":"026ede4611501","_type":"span","marks":["strong"],"text":"Economic buyers"},{"_key":"026ede4611502","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"a749435da092","_type":"mainImage","asset":{"_ref":"image-4d178dcf2d5a2f9894d5afa0d25dcfa0c9fe2ac3-684x914-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"a49932544296","_type":"block","children":[{"_key":"9d046c0dc0da0","_type":"span","marks":[],"text":"This is a default tag available to all Common Room users. 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If you wish, you can also "},{"_key":"f57908da0ed41","_type":"span","marks":["e702fb65dadd"],"text":"add them to an Outreach sequence"},{"_key":"f57908da0ed42","_type":"span","marks":[],"text":", send them a message, add them to a "},{"_key":"f57908da0ed43","_type":"span","marks":["36942957b0b6"],"text":"segment"},{"_key":"f57908da0ed44","_type":"span","marks":[],"text":", and more."}],"markDefs":[{"_key":"e702fb65dadd","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/add-members-to-an-outreach-sequence"},{"_key":"36942957b0b6","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments-page/segments-page-home"}],"style":"normal"},{"_key":"8bde240e7cf4","_type":"mainImage","asset":{"_ref":"image-50b6d65fd882e228dca8c47a43cdc08a2753b04a-3840x2160-png","_type":"reference"},"caption":"View preview"},{"_key":"0c055493304d","_type":"block","children":[{"_key":"a0d87644a3310","_type":"span","marks":[],"text":"We can add more filters to drill down further. 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From here we can zero in on the attributes and actions most associated with our ideal customers, such as organization size, annual revenue, industries, tech stack, and more 🧑‍🔬"}],"markDefs":[],"style":"normal"},{"_key":"a27f6384b158","_type":"mainImage","asset":{"_ref":"image-4ec333dbf23b17c6dc27ed59d600f6876e1f9f59-2668x1338-png","_type":"reference"},"caption":"View filters"},{"_key":"7f41aefe5a6b","_type":"block","children":[{"_key":"ac12e75273300","_type":"span","marks":[],"text":"Let’s say we’re making a big push into the enterprise. We want to focus on director-level and above buyers at companies with 1,000 employees or more."}],"markDefs":[],"style":"normal"},{"_key":"1668a22f1a5a","_type":"block","children":[{"_key":"8a46d1e2a3850","_type":"span","marks":[],"text":"We’d select "},{"_key":"8a46d1e2a3851","_type":"span","marks":["strong"],"text":"Organization size"},{"_key":"8a46d1e2a3852","_type":"span","marks":[],"text":" from the list of filters."}],"markDefs":[],"style":"normal"},{"_key":"a59bb50ab633","_type":"mainImage","asset":{"_ref":"image-fda401a6ce627f780789c42e5596de2e90b77a60-2476x1302-png","_type":"reference"},"caption":"Select Organization size"},{"_key":"633bb258be9b","_type":"block","children":[{"_key":"c7c96430767d0","_type":"span","marks":[],"text":"We could choose from the list of options in the dropdown menu, but we’ll just put 1,000 in the "},{"_key":"c7c96430767d1","_type":"span","marks":["strong"],"text":"At least"},{"_key":"c7c96430767d2","_type":"span","marks":[],"text":" box. 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filter."}],"markDefs":[],"style":"normal"},{"_key":"ecc39cbe535d","_type":"block","children":[{"_key":"7fb8cc7bb8250","_type":"span","marks":[],"text":"We can continue to customize the tag however we see fit, but first let’s make sure we’re immediately notified whenever someone with this tag interacts with us."}],"markDefs":[],"style":"normal"},{"_key":"4d0814acb3ae","_type":"anchor","label":"Step 4: Create real-time alerts"},{"_key":"0cc1c740bf80","_type":"block","children":[{"_key":"d4618b4b98020","_type":"span","marks":[],"text":"Step 4: Create real-time alerts"}],"markDefs":[],"style":"h3"},{"_key":"3d663a5bef26","_type":"block","children":[{"_key":"25a9ab8d41570","_type":"span","marks":[],"text":"Leave the "},{"_key":"c1824c610540","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"9518635ac0fb","_type":"span","marks":[],"text":" menu and click on "},{"_key":"25a9ab8d41571","_type":"span","marks":["strong"],"text":"Team 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We can quickly get an overview of leads to learn more about who they are, where they work, what they’re up to, and more."}],"markDefs":[],"style":"normal"},{"_key":"3242d5e2833a","_type":"block","children":[{"_key":"c4d867d603630","_type":"span","marks":[],"text":"💡 Common Room allows you to customize what information is displayed for segment contacts, including the organizations they’re associated with, tags, statuses, when they were last active, and more."}],"markDefs":[],"style":"callout"},{"_key":"b8dc098b2511","_type":"block","children":[{"_key":"bedcf834bab10","_type":"span","marks":[],"text":"We’d follow a very similar process to create a segment for accounts. 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This whole process should take just a few minutes."}],"markDefs":[],"style":"normal"},{"_key":"d63bace71a76","_type":"block","children":[{"_key":"0e2b8ee6459a0","_type":"span","marks":[],"text":"Next, we’ll want to connect to more sources and keep repeating the process above until we’ve connected the major channels where our ideal customers reside."}],"markDefs":[],"style":"normal"},{"_key":"3a3d70f85b00","_type":"block","children":[{"_key":"e59cb3f6a4480","_type":"span","marks":[],"text":"Let’s walk through connecting to GitHub."}],"markDefs":[],"style":"normal"},{"_key":"3f519cebe178","_type":"block","children":[{"_key":"540b2841bc6e0","_type":"span","marks":[],"text":"After selecting "},{"_key":"2391c8b5ac87","_type":"span","marks":["strong"],"text":"+ Connect"},{"_key":"a0c05ec91700","_type":"span","marks":[],"text":" to GitHub, you’ll see an authentication and repo selection step."}],"markDefs":[],"style":"normal"},{"_key":"8b3d91082479","_type":"mainImage","alt":"Authenticate your community GitHub and select repos","asset":{"_ref":"image-d161b448abb1d182c3fc7a461bc9108253750848-2006x1038-png","_type":"reference"},"caption":"Authenticate your community GitHub and select repos"},{"_key":"309713e5e8d8","_type":"block","children":[{"_key":"545479483cd4","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"8410272766b1","_type":"span","marks":[],"text":" Authentication with GitHub requires approval from one of your org admins. If you are not an admin and proceed through setup, GitHub will email your org admins requesting their permission."}],"markDefs":[],"style":"callout"},{"_key":"6da9c85c1fc5","_type":"block","children":[{"_key":"24e711e9c5790","_type":"span","marks":[],"text":"And here’s what it looks like after you’ve authenticated repos:"}],"markDefs":[],"style":"normal"},{"_key":"1f8032fe8ae3","_type":"mainImage","alt":"GitHub repos connected to Common Room","asset":{"_ref":"image-e8496dd88c2a2e40a2299e8a8d5d8f7bc467e59f-2026x814-png","_type":"reference"},"caption":"GitHub repos connected to Common Room"},{"_key":"4474810083e8","_type":"block","children":[{"_key":"40897bdd860f0","_type":"span","marks":[],"text":"Once authentication is verified, you’ll see activity data from GitHub in your Common Room instance after a few minutes."}],"markDefs":[],"style":"normal"},{"_key":"86cbfa1a9282","_type":"block","children":[{"_key":"5671b1fd0c54","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"745851c9ba51","_type":"span","marks":[],"text":" For now, we’ll just cover walking through connecting to these two sources. But it’s important to note that the more sources you add, the more matches ideal customer profile matches you can identify in Common Room. And even better if you connect business data sources like your "},{"_key":"a01ad6e1db3f","_type":"span","marks":["5b7b5ad38d39"],"text":"data warehouse"},{"_key":"d3f8e732498f","_type":"span","marks":[],"text":" or "},{"_key":"2ebfdf96608c","_type":"span","marks":["963a49fa9b1e"],"text":"CRM"},{"_key":"6ae03d8eedac","_type":"span","marks":[],"text":" to tie together the entire customer journey in one place."}],"markDefs":[{"_key":"5b7b5ad38d39","_type":"link","href":"https://www.commonroom.io/integrations/snowflake/"},{"_key":"963a49fa9b1e","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/salesforce-crm"}],"style":"callout"},{"_key":"cab3729f2387","_type":"block","children":[{"_key":"eedd7f9a917b0","_type":"span","marks":[],"text":"Let’s move to the next step."}],"markDefs":[],"style":"normal"},{"_key":"e07b16bce0d5","_type":"anchor","label":"Step 2: Define your ICP"},{"_key":"59fb8c263840","_type":"block","children":[{"_key":"07008d3698240","_type":"span","marks":[],"text":"Step 2: Define your ideal customer criteria"}],"markDefs":[],"style":"h3"},{"_key":"cb4a00060822","_type":"block","children":[{"_key":"6cfd2a8a540d0","_type":"span","marks":[],"text":"After hooking up your community and product sources in Common Room, you’ll see all the matched members along with firmographics, like where they work and their roles."}],"markDefs":[],"style":"normal"},{"_key":"42695ab8e53c","_type":"mainImage","alt":"View of all members in Common Room","asset":{"_ref":"image-90da26eb3bb0c55fa7257dd39b96528949d1d7b0-2932x1832-png","_type":"reference"},"caption":"View of all members in Common Room"},{"_key":"5c391faf745f","_type":"block","children":[{"_key":"545d6f7d4bd50","_type":"span","marks":[],"text":"With these details on matched members and the organizations where they work, we can start to apply tags for those who meet our ICP criteria. For that, we can return to Settings and locate the Tags item in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"b4b8cb313bbb","_type":"mainImage","alt":"Common Room tag set up","asset":{"_ref":"image-368da87f7f5d5d4cfe07a49537da11a95a7adeae-2932x1832-png","_type":"reference"},"caption":"Common Room tag set up"},{"_key":"24566d7829e0","_type":"block","children":[{"_key":"87091d3f13c00","_type":"span","marks":[],"text":"Here we see a handful of default tags like “Influencer” or “Product qualified.” In our case, we want to set rules for the “Ideal persona” tag."}],"markDefs":[],"style":"normal"},{"_key":"b50ba3221a86","_type":"block","children":[{"_key":"42e2de53943c0","_type":"span","marks":[],"text":"To do that, we’ll click the corresponding "},{"_key":"42e2de53943c1","_type":"span","marks":["strong"],"text":"Set up"},{"_key":"42e2de53943c2","_type":"span","marks":[],"text":" button. This takes us to a place to set filters for our ICP. 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button."}],"markDefs":[],"style":"normal"},{"_key":"6b80ea145228","_type":"block","children":[{"_key":"23ac524567f10","_type":"span","marks":[],"text":"We’ll start with role and select Marketing and Sales options (and any others that apply)."}],"markDefs":[],"style":"normal"},{"_key":"fa8104edb50b","_type":"mainImage","alt":"Filter members by role","asset":{"_ref":"image-7a3a94f097f530cb81cffc8488309e620da7546f-522x644-png","_type":"reference"},"caption":"Filter members by role"},{"_key":"d0bd17a0c0a5","_type":"block","children":[{"_key":"881d906606a90","_type":"span","marks":[],"text":"For the next filter, we’ll click the 🔽 arrow and choose a filter group."}],"markDefs":[],"style":"normal"},{"_key":"1d1ee0467e16","_type":"mainImage","alt":"Use advanced filters like a filter group","asset":{"_ref":"image-629d8dd3fa7c5f720ddd3a5b4e03e6c64e9af79d-842x312-png","_type":"reference"},"caption":"Use advanced filters like a filter 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We can click the "},{"_key":"46d18458d56d1","_type":"span","marks":["strong"],"text":"+ Add filter"},{"_key":"46d18458d56d2","_type":"span","marks":[],"text":" and locate the "},{"_key":"46d18458d56d3","_type":"span","marks":["strong"],"text":"Member tag"},{"_key":"46d18458d56d4","_type":"span","marks":[],"text":" option to do that. From there, we can select the option next to "},{"_key":"46d18458d56d5","_type":"span","marks":["strong"],"text":"Ideal persona"},{"_key":"46d18458d56d6","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"8a165b684f3c","_type":"mainImage","alt":"Filter by member Ideal persona tag","asset":{"_ref":"image-b58598ec2f5ce4d8964d168eaf816d00f3df268c-602x704-png","_type":"reference"},"caption":"Filter by member Ideal persona tag"},{"_key":"c6bca8810d18","_type":"block","children":[{"_key":"1dec88e51a300","_type":"span","marks":[],"text":"Applying this filter will narrow the number of members we see to just those with the Ideal persona tag."}],"markDefs":[],"style":"normal"},{"_key":"41cbe9a22d8f","_type":"block","children":[{"_key":"1c3242532a810","_type":"span","marks":[],"text":"To take action, we probably want to filter a bit more. So, let’s imagine we want to invite all active, non-paying customers in our community to an upcoming event. For that, we can apply more filters like "},{"_key":"1c3242532a811","_type":"span","marks":["strong"],"text":"Last active"},{"_key":"1c3242532a812","_type":"span","marks":[],"text":" is within "},{"_key":"1c3242532a813","_type":"span","marks":["strong"],"text":"28 days"},{"_key":"1c3242532a814","_type":"span","marks":[],"text":", and "},{"_key":"1c3242532a815","_type":"span","marks":["strong"],"text":"Deal stage"},{"_key":"1c3242532a816","_type":"span","marks":[],"text":" is none of "},{"_key":"1c3242532a817","_type":"span","marks":["strong"],"text":"Closed won"},{"_key":"1c3242532a818","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"31a984fb1a32","_type":"mainImage","alt":"Apply multiple filters to members","asset":{"_ref":"image-0e1c4e4b6230d59b3aec30acc93f7377aeeae8cd-2032x202-png","_type":"reference"},"caption":"Apply multiple filters to members"},{"_key":"9133f5276c00","_type":"block","children":[{"_key":"a3cb9ad7ca99","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"5a73b20d7e69","_type":"span","marks":[],"text":" To apply filters using customer data, you’ll likely need to connect your CRM or data warehouse to Common Room. "},{"_key":"dfe53324eeb2","_type":"span","marks":["9898851b9f21"],"text":"Check out our native integrations"},{"_key":"d57eebb81540","_type":"span","marks":[],"text":" for HubSpot, Salesforce, HighTouch, Census, and Snowflake."}],"markDefs":[{"_key":"9898851b9f21","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"callout"},{"_key":"9825d2f87ce0","_type":"block","children":[{"_key":"d45ff295445d0","_type":"span","marks":[],"text":"With our view now narrowed, we can take all sorts of actions like sending members a "},{"_key":"d45ff295445d1","_type":"span","marks":["81ff5fd8f828"],"text":"bulk Slack message"},{"_key":"d45ff295445d2","_type":"span","marks":[],"text":", "},{"_key":"d45ff295445d3","_type":"span","marks":["494a30e65e06"],"text":"syncing with our marketing tool"},{"_key":"d45ff295445d4","_type":"span","marks":[],"text":" to send them an email, or adding them to a Segment for our team to triage outreach."}],"markDefs":[{"_key":"81ff5fd8f828","_type":"link","href":"https://docs.commonroom.io/using-common-room/contacts/bulk-messaging"},{"_key":"494a30e65e06","_type":"link","href":"https://www.commonroom.io/playbooks/cqls-community-qualified-leads/"}],"style":"normal"},{"_key":"38f09df153ab","_type":"block","children":[{"_key":"13286dac0dd40","_type":"span","marks":[],"text":"Finally, we could apply similar logic to our organization view. The only difference is this view will show active organizations rather than the members at them. 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And from here, we’ll click "},{"_key":"336e42718bf21","_type":"span","marks":["strong"],"text":"+ Create team alert"},{"_key":"336e42718bf22","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"30d635448b4b","_type":"block","children":[{"_key":"dd8d333738ff0","_type":"span","marks":[],"text":"Let’s start by setting up a Slack alert when new ICP members are identified in our community. 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qualification is the difference between spending time on high-fit opportunities and wasting time on deals that fall flat."}],"markDefs":[],"style":"normal"},{"_key":"f53116627862","_type":"block","children":[{"_key":"5c68cc8673870","_type":"span","marks":[],"text":"Lots of factors go into building an ideal customer profile: industry, company size, annual revenue, capital raised. But for companies selling technology solutions—from B2B SaaS to commercial open-source software—understanding the tech stack an organization uses day to day will tell you a lot about their pain points and priorities."}],"markDefs":[],"style":"normal"},{"_key":"9438cf2017a5","_type":"block","children":[{"_key":"2930c635f2730","_type":"span","marks":[],"text":"Not only can you determine if a company is the right fit for your product based on their tooling, you can use this information to personalize your outreach, highlight your product as a complement, and potentially run a rip-and-replace sales motion."}],"markDefs":[],"style":"normal"},{"_key":"ef41327c787a","_type":"block","children":[{"_key":"a44440701fc30","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to do a deep dive into your prospects’ tech stacks, apply this information to lead qualification, and use it to zero in on ideal customers."}],"markDefs":[],"style":"normal"},{"_key":"1f24406ac8be","_type":"block","children":[{"_key":"d00955319cf20","_type":"span","marks":[],"text":"Let’s get this show on the road 🚘"}],"markDefs":[],"style":"normal"},{"_key":"650890ad092e","_type":"block","children":[{"_key":"2d47687deade0","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"0862e04f0b62","_type":"block","children":[{"_key":"4645240bc8d90","_type":"span","marks":[],"text":"Common Room (this is how we’ll find and filter opportunities—"},{"_key":"4645240bc8d91","_type":"span","marks":["d94bb6b98912"],"text":"sign up for free"},{"_key":"4645240bc8d92","_type":"span","marks":[],"text":" to follow along)"}],"markDefs":[{"_key":"d94bb6b98912","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"f848e5893f09","_type":"block","children":[{"_key":"b8c16e220dd20","_type":"span","marks":[],"text":"Access to digital channels (in this example we’ll use GitHub, Twitter, and Discord)"}],"markDefs":[],"style":"callout"},{"_key":"e37d48a0dcb2","_type":"anchor","label":"Step 1: Connect data sources"},{"_key":"40bb4b0f5dc8","_type":"block","children":[{"_key":"2f412e0aecb3","_type":"span","marks":[],"text":"Step 1: Connect data sources"}],"markDefs":[],"style":"h3"},{"_key":"3f9219a453b8","_type":"block","children":[{"_key":"18e4a3c999d30","_type":"span","marks":[],"text":"The first thing we want to do is centralize our view of digital activity in Common Room so we can surface potential customers."}],"markDefs":[],"style":"normal"},{"_key":"e8e6465bffb4","_type":"block","children":[{"_key":"0812bd8358ea0","_type":"span","marks":[],"text":"In this case we’ll focus on "},{"_key":"0812bd8358ea1","_type":"span","marks":["ded4b4f74da6"],"text":"GitHub"},{"_key":"0812bd8358ea2","_type":"span","marks":[],"text":", "},{"_key":"0812bd8358ea3","_type":"span","marks":["4136efebb2e7"],"text":"Twitter"},{"_key":"0812bd8358ea4","_type":"span","marks":[],"text":", and "},{"_key":"0812bd8358ea5","_type":"span","marks":["f63e4cbdfeba"],"text":"Discord"},{"_key":"0812bd8358ea6","_type":"span","marks":[],"text":". Keep in mind that the more data sources you connect to Common Room, the more opportunities you’ll uncover."}],"markDefs":[{"_key":"ded4b4f74da6","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/github"},{"_key":"4136efebb2e7","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/twitter"},{"_key":"f63e4cbdfeba","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/discord"}],"style":"normal"},{"_key":"80ab57503a6b","_type":"block","children":[{"_key":"f227b5e25da50","_type":"span","marks":[],"text":"💡 Common Room has dozens of natively built and fully managed "},{"_key":"f227b5e25da51","_type":"span","marks":["96aa61346d4f"],"text":"integrations"},{"_key":"f227b5e25da52","_type":"span","marks":[],"text":". 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This will take you to the "},{"_key":"968d566048833","_type":"span","marks":["strong"],"text":"Sources"},{"_key":"968d566048834","_type":"span","marks":[],"text":" screen."}],"markDefs":[],"style":"normal"},{"_key":"f8cdd818bc73","_type":"mainImage","asset":{"_ref":"image-c9e1c61bf6a5370ad376a91acdb490e4a7a0dc96-3841x2160-png","_type":"reference"},"caption":"Select Sources from Settings menu"},{"_key":"f55e7dead4d8","_type":"block","children":[{"_key":"1763a921c9c20","_type":"span","marks":[],"text":"Select GitHub from the list of data sources."}],"markDefs":[],"style":"normal"},{"_key":"d2acfd66601f","_type":"mainImage","asset":{"_ref":"image-b421f8e89dd036be3a25fbf9b620148043be1b63-1322x904-png","_type":"reference"},"caption":"Select GitHub"},{"_key":"5e82e9d387d3","_type":"block","children":[{"_key":"3e10f23d385e0","_type":"span","marks":[],"text":"After you authenticate your account, data from GitHub will flow into Common Room. 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You can choose from a list of the most popular technology solutions across a wide variety of use cases, such as cloud computing services, ecommerce platforms, project management softwares, tag management systems, website optimization tools, and much more."}],"markDefs":[],"style":"normal"},{"_key":"811492d65919","_type":"block","children":[{"_key":"fafbf10432170","_type":"span","marks":[],"text":"What matters most to you will depend on your company and sales strategy. For this example, let’s say we’re selling an open-source relational database management system called Pied Piper."}],"markDefs":[],"style":"normal"},{"_key":"f9761c47b2de","_type":"block","children":[{"_key":"49c107f16c2c0","_type":"span","marks":[],"text":"We know organizations that are currently using one of our competitors are a great source of high-quality leads. So we’ll select "},{"_key":"49c107f16c2c1","_type":"span","marks":["strong"],"text":"Microsoft SQL Server"},{"_key":"49c107f16c2c2","_type":"span","marks":[],"text":", "},{"_key":"49c107f16c2c3","_type":"span","marks":["strong"],"text":"MySQL"},{"_key":"49c107f16c2c4","_type":"span","marks":[],"text":", and "},{"_key":"49c107f16c2c5","_type":"span","marks":["strong"],"text":"PostgreSQL"},{"_key":"49c107f16c2c6","_type":"span","marks":[],"text":" from the list."}],"markDefs":[],"style":"normal"},{"_key":"00de0db7edef","_type":"mainImage","asset":{"_ref":"image-5706e9c5107d88ea16317a843321e142a000a49a-971x588-png","_type":"reference"},"caption":"Select technologies"},{"_key":"c89884c06109","_type":"block","children":[{"_key":"af783cb04aa10","_type":"span","marks":[],"text":"Boom—we now have a view of all organizations across our connected channels who have these technologies in their stacks 🔍"}],"markDefs":[],"style":"normal"},{"_key":"f92e1ec18d13","_type":"block","children":[{"_key":"95425809acb10","_type":"span","marks":[],"text":"Hover over any organization and click "},{"_key":"95425809acb11","_type":"span","marks":["strong"],"text":"Preview"},{"_key":"95425809acb12","_type":"span","marks":[],"text":". This will pull up an overview of all recent activity from individuals associated with that organization."}],"markDefs":[],"style":"normal"},{"_key":"4f8321e409f9","_type":"mainImage"},{"_key":"3b98e3f5194b","_type":"block","children":[{"_key":"53e575875ec60","_type":"span","marks":[],"text":"We can click into individuals to learn more about them, such as their job title and history across our connected channels. 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They could be in the forums helping people with product questions, building educational presentations, researching a new tool to engage the community, or attending webinars with influential community leaders to learn from their experiences—but proving the value of these engagements through the old reporting process ate into this high-value, community-building work."}],"markDefs":[],"style":"normal"},{"_key":"8b03a214619a","_type":"block","children":[{"_key":"c47f65a56780","_type":"span","marks":[],"text":"\"At its best, community is the fun stuff, the 'warm fuzzies.' We love that, but we’re able to bring that fun forward because we have data-driven knowledge that it has a strong impact,\" said Buczeke. \"Collecting and analyzing that data previously came with the unfortunate tradeoff of less time for direct member engagement.\" Now with Common Room, the reporting is available in a fraction of the time. 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