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Product Qualified Leads

Activate your customer data and put it in the hands of your revenue team. No coding required.

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ACCOUNT
MILESTONES
LAST SEEN
G
Onboarded
PQL
Active
EQL
3 Days Ago
F
Shift
Onboarded
PQL
Active
EQL
Today
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Onboarded
PQL
Active
EQL
2 weeks ago
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Onboarded
PQL
Active
EQL
Today
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Onboarded
PQL
Active
EQL
3 Days Ago
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Onboarded
PQL
Active
EQL
1 day ago
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Onboarded
PQL
Active
EQL
1 week ago
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Onboarded
PQL
Active
EQL
Today
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Onboarded
PQL
Active
EQL
10 days ago
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Onboarded
PQL
Active
EQL
4 Days Ago
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Onboarded
PQL
Active
EQL
1 month ago
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Onboarded
PQL
Active
EQL
3 Days Ago
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Onboarded
PQL
Active
EQL
1 week ago
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Onboarded
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Active
EQL
1 day ago
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Onboarded
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Active
EQL
Today
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Onboarded
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Shift
Want to see how you can better identify, navigate, and grow accounts?

Our Customers

There are many ways to use Variance

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.

Define your Product Qualified Leads (PQLs)

Keep everyone in the company on the same page as to what it takes to convert a lead.

Alert your team as customers reach key journey stages

Get conversion and expansion alerts where you work and automate outreach accordingly.

Sync product data to your CRM

Have insanely accurate forecasting when you have all your customer’s product data where your revenue team works.

Buyer Personas based on usage data

Never guess again on who your technical or economic buyer is and how to message them.

Sign up now or request a demo to dig deeper into how Variance can work for you.

Request a DemoTry Variance Free 🎉

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
3/4 criteria completed

ALL of the following conditions matching:

AND
CRM Connected has been performed at least 1 time
AND
Milestone Created has been performed at least 2 times
AND
User Created has been performed at least 2 time
AND
Stream Created 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
Employee Count is greater than 50
AND
Milestone Created has been performed at least 4 times
AND
Invited User has been performed at least 3 times
"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 gives my team and I visibility into what our prospects and customers are actually doing, not what they say they’ll do. This helps us forecast more accurately and better accelerate deal cycles."
- Adam Griffin, CRO, CoderPad
"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
"This is so badass."
- Aaron Dignan, Murmur
"We are able to evolve our customer’s aha moments, milestones, and health in locksteps with the evolution of our business. The guesswork and assumptions that were once native to these frameworks are removed with Variance."
- Brett Stevens, CEO, Software.com

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.

Integrates with all your GTM tools

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

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
SOC 2 Type II Compliance
GDPR 
Compliance

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:

Latest from the Variance blog

Learn more about the product vision, stay up to date with the latest news and read choice posts by our team.