Variance: The Customer Growth Platform for Startups

Meet Milestones

Milestones make the PLG world go round. They're a qualitative way to track the full lifecycle of a customer. To help illustrate how Milestones work, have a look at our real Variance Milestones.

Our first Milestone, Targeted, is a way to track those Accounts we are targeting with outbound communication.

Targeted

1/1 criteria completed

ANY of the following conditions matching:

OR

Opened Prospecting Email has been performed at least 1 time

OR

Imported Lead has been performed at least 1 time

Our Engaged Milestone taps into data from outside our product to give us a behavioral look at our pipeline.

Engaged

1/1 criteria completed

ANY of the following conditions matching:

OR

Meeting Recorded has been performed at least 1 time

OR

Website Visited has been performed at least 2 times

OR

Deal Stage Change has been performed at least 1 time

An Onboarded Milestone should include the functionality an Account must engage with in order to use your product.

Onboarded

4/4 criteria completed

ALL of the following conditions matching:

AND

Organization Created has been performed at least 1 time

AND

Data Source Connected has been performed at least 1 time

AND

Slack Connected has been performed at least 1 time

AND

Milestone Created has been performed at least 1 time

PQL, or product-qualified lead, is how we track whether a prospect has reached the "aha" moment or not with our product.

PQL

4/5 criteria completed

ALL of the following conditions matching:

AND

Hubspot Connected has been performed at least 1 time

AND

Milestone Created has been performed at least 2 times

AND

View Created has been performed at least 1 time

AND

Stream Created has been performed at least 1 time

AND

Zapier Connected has been performed at least 1 time

Transacted is pretty simple—are they paying you or not?

Transacted

0/2 criteria completed

ALL of the following conditions matching:

AND

Credit Card Added has been performed at least 1 time

AND

Plan Chose has been performed at least 1 time

EQL, or expansion-qualified lead, is how we judge whether an account is showing signs that they're ready to grow.

EQL

0/2 criteria completed

ALL of the following conditions matching:

AND

Invited User has been performed at least 4 times

AND

View Created has been performed at least 5 times

Learn more about how Milestones work in Variance

Trusted By

"Variance provides our sales and customer success teams critical insight into how our users are interacting with our products. This data lets us know exactly when to reach out and prioritize who we invest our time in for the highest ROI."

- Ben Lamson, Paperspace

"Variance helps Parabol convert our prospects faster and identify expansion opportunities we didn't know existed."

- Jordan Husney, Parabol

"We are able to evolve our customer’s aha moments, milestones, and health in lockstep with the evolution of our business. The guesswork and assumptions that were once native to these frameworks are removed with Variance."

- Jean Lethuillier, Allma

“This product makes working in SaaS more fun.”

- Justin Baum, LeaseUp

"Variance is more valuable to me than Hubspot."

- Brendan Weitz, Journey

"Variance helps Parabol convert our prospects faster and identify expansion opportunities we didn't know existed."

- Jordan Husney, Parabol

"This is so badass."

- Aaron Dignan, Murmur

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Milestones meet sales opportunities with Variance.
A first of its kind Product Led Growth (PLG) CRM feature. Establish who has been onboarded, get clear on who your product qualified leads are and identify expansion opportunities with existing customers utilizing Variance milestones.

All your customers in one place.
See all of your accounts across sales stages and wave goodbye to the days of arbitrarily moving accounts based upon “gut feelings”. With Variance, simply set it up and watch your accounts move between sales stages based on pre-set behavioral qualification standards defined by your organization.

Build milestones with no code, not a single line of it.
Create your companies milestones that apply to all your accounts without writing a single line of code. Using the milestone builder, you have total flexibility and extensive control for defining the milestones & subsequent criteria. Map each milestone to your buyers growth journey and follow along the whole way with ease.

Built for all types of teams

Variance is where solo and team selling happens for your company.

Founder-Led Sales

As the founder, you are in charge of the product, the sales and you take the trash out at the end of the night.You can be successful in this motion but growth will ultimately slow if you don’t scale your go-to-market efforts. You want to onboard every customer, get their feedback and really figure out as quickly as you can if they are going to renew.

Product-Led Sales

You have Product/Market Fit. You have built in tech touches with your customers and you can scale some of your selling efforts via automation. You are also starting to starting to hire sellers.

Enterprise Sales

You are getting more nuanced requests, you have more competition and the market is growing very rapidly. The product can’t always sell itself and you need to accelerate deal cycles and break into new markets. Time to scale your sales team.

Customer Success Sales

You are building product off identified gaps in the market along with your customers requests. Focus is on metrics like Net Dollar Retention (NDR) and you can see growth coming from new logos & existing customers. You have many customers that are not buying the full offering you have. It’s time to add a sales motion to your post-sales process.

Learn how Variance supports different GTM motions

Integrates with all your GTM tools

Variance integrates with all the tools in your go-to-market stack.

Robust features & docs to guide you

Everything you (and maybe your team) need to sell your companies software and grow existing accounts, all documented in detail so you’ll stay focused.

Discover the docs

With the security you require

We have built the Variance platform from the ground-up with security in mind.

Isolated DBs & pipelines

Encryption in transit & rest

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SOC 2 Type II Compliance

In Progress

More on our approach to privacy and security

PLG Index

The Variance PLG Index is a curated list of the top product led growth companies that will blaze the path for all future software companies.

Top Companies:

Recently Added:

See the full PLG Index

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The NFT color combinations denote rarity and we will drop more with each new software release.

PQLs, EQLs, and Milestones for Product-Led Growth

A guide to getting started with PQLs and milestones as a PLG startup.

PLG and Web3

PLG and Web3 share a lot in common and it is just getting started.

A Guide to Building Milestones

Everything you need to get started building milestones for your product-led growth SaaS company.

Web Summit: The Founder Journey from Top-Down to PLG Sales

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A Spark File for Product Ideas

A Spark File offers a non-backlog way to manage those little product ideas and hunches that come up while you're building a company.

Explore the blog

The Revenue Tool for:
Startups

Meet Milestones

Trusted By

Built for all types of teams

Integrates with all your GTM tools

Robust features & docs to guide you

With the security you require

PLG Index

Latest from the Variance blog

The System for Growth

Resources

Company

Integrations

Follow Us

The Revenue Tool for: Startups

Meet Milestones

Trusted By

Built for all types of teams

Integrates with all your GTM tools

Robust features & docs to guide you

With the security you require

PLG Index

Latest from the Variance blog

The System for Growth

Resources

Company

Integrations

Follow Us

The Revenue Tool for:
Startups