The Complete Guide to Product Qualified Leads

Get the in-depth framework — plus stories from leaders at companies like DigitalOcean, Moz, AdEspresso, Typeform, and more — to help you convert more of your product qualified leads into happy, paying customers.

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Chapter 12: Closing Thoughts + What Next?

We hope these chapters have shown that increasing trial > paid conversions is about much, much more than simply blasting users with additional communication.

Instead, it’s about getting a clearer view of your users’ journey, and communicating only when and how it’s relevant + useful to your user.

We know, though, that relevant and useful communication is easier said than done -- because the biggest roadblocks every product marketer hits are:

          - Inability to track trial users’ journeys correctly, since user data is scattered across their marketing, sales, customer success, and third-party databases

          - Lack of bandwidth required to conduct customer Voice of Customer research, identify key vocabulary and messages, and actually write + test communication with each segment.

If you’ve found creative ways to overcome these roadblocks at your company, we’d love to hear your story -- you can reach us at and

Or, if you’re still struggling with scattered data and limited bandwidth, maybe we can help.

Love Your Customers conducts in-depth research on your customers to uncover the desires, fears, and struggles they feel along the buying journey

...and turns that information into high-converting onboarding campaigns.

Request a consultation with Claire today

Hull is the answer to your scattered data problem: it combines your siloed data into one customer profile.

You can click to create your customer lifecycle with rules both marketers & engineers love.

Get a demo of Hull today

Authored By

Claire Suellentrop

Founder, LoveYourCustomers

Claire Suellentrop helps high-growth SaaS companies get inside their customers’ heads. Previously the Director of Marketing and #2 employee at Calendly, she’s seen firsthand that truly effective marketing stems from a deep understanding of existing users’ needs.   

Now, she works with companies like Wistia, FullStory, and MeetEdgar to uncover their best customers’ needs and desires, then uses those juicy details to create more relevant, high-converting marketing and onboarding campaigns. 

Ed Fry

Head of Growth,

Ed Fry is passionate about helping marketers grow their organizations and directly contribute to revenue. He was the first employee at and worked with thought-leaders like Rand Fishkin, Co-Founder of Moz, and Dharmesh Shah, Co-Founder of HubSpot. During his tenure, membership grew from 5,000 to 165,000+ members between 2012 and 2016.

Ed currently oversees Growth at Hull - a customer data management platform that eliminates data problems for marketing and sales teams alike.