About a year or so ago HubSpot put out this blog. It's an inside look at their enterprise marketing playbook. There was something in there that we wanted to implement straight away on our account and that was the use of product qualified leads.
There's not been much talked about how to implement this inside of HubSpot so we hope this video helps you. This is how we've implemented it on our account. We have two HubSpot applications, AugChart Hub and Geomapper both of which have a free plan so they lend themselves well to using product qualified leads. We really hope this helps you it's an inside look on how we use product qualified leads.
I'm going to quickly show you how new users connect to Orchard Hub and the process they go through because this will give you greater context in terms of how we use product qualified leads. As I mentioned at the start most of our customers will connect to the free plan either from our HubSpot app listing or from our website. Once connected the user can go to any HubSpot profile and build their very first chart.
We want teams to be able to assess the product and get value as soon as possible. Our free plan allows teams to build up to five charts so our Our sales pipeline is built around that and the product qualified lead. What we found over time after reviewing user data is that when teams hit three charts with three or more contacts on each chart, then they start to see value in the product. They've already started to map out big customers and it's helping them to close out deals or better understand their customers. So for that reason, our product qualified lead is at three plus charts.
The key to making this whole pipeline work. and product qualified leads in general, was to put our product data inside of HubSpot on custom properties on the deal. With this in place, we can move deals along the pipeline based on customer usage. This is the workflow we have in place to do just that.
By combining this workflow with the pipeline that we've got, we're now contacting customers at the right time, when they've used the product, when they are product qualified. We hope this little inside peek inside our account might help you and give you some inspiration on how to get the most out of your HubSpot account and product qualified leads. We know for ourselves this is just the start of our journey with product qualified leads. As Kieran mentions in the blog, product qualified leads opens the door to new marketing levers which we haven't made the most of yet so we're going to continue to work on our account and if you find this helpful we'll continue to share. Thank you very much for your time.