How Sauce Labs Turned Product Signals Into Pipeline and Expansion Revenue

Sauce Labs is a leading provider of continuous test and error reporting solutions. They have a healthy self-serve motion and plenty of users entering through free trials. But like many companies using Marketo, they couldn’t act on product data.

Their marketing team struggled to identify which users were ready for sales—and sales struggled to act on what users were actually doing inside the product.

With Inflection.io, they changed that. Sauce Labs built a system to activate product signals—turning free trial behavior into pipeline, onboarding into team expansion, and usage into upsell opportunities.

Challenges With Existing Solution

Sauce Labs faced significant hurdles in implementing product-data driven campaigns with their existing marketing automation tool, Marketo. They lacked real-time insights into user actions, they couldn't effectively engage customers at the right moment. This led to lower than desired conversion rates and they needed a Marketo alternative.

Sauce Labs turned to Inflection.io.

Making Product Signals Actionable with Inflection.io

The first step was connecting product data to the tools that Marketing, Sales, and CS already used. Using native Snowflake and Segment integrations, the team orchestrated alerts and campaigns based on product behavior—without manual uploads.

One of the earliest wins came from building real-time sales alerts. Instead of relying on demographic lead scores or form fills, Sauce Labs used Inflection to trigger real-time alerts when users showed key behaviors—like viewing docs for a new product line or exploring enterprise features. These alerts were sent directly to account owners via Slack and Salesforce, with clear context and links to follow up.

In just six weeks, these alerts surfaced eight new opportunities—eight times their target. Many were larger deals tied to upsell conversations.

The Business Impact

Onboarding campaigns also saw significant lift. By capturing intent during signup and personalizing sequences in Inflection, the team drove a 75% increase in email click-through rates. More importantly, users were 20% more likely to invite teammates into the product, accelerating account expansion from week one.

Customer success used Inflection to trigger usage-based email digests that summarized what the user had (or hadn’t) done in the product. These emails served as reminders of original intent and gave a FOMO-driven nudge to the dormant users.

Three accounts were retained in a single quarter using usage alerts and proactive outreach.

“We used to have product data scattered across dashboards. With Inflection, we’re finally using those signals to drive action—sales, marketing, and CS are all moving faster and seeing results." – Katie Peters, Senior Director, Marketing Operations at Sauce Labs.

Unlocking Pipeline with a Micro Campaign

Sauce Labs expanded their campaigns using Inflection. Inspired by B2C-style abandoned cart flows, they built a message for free trial users who hadn’t completed key actions—like running their first test. Instead of relying on generic follow-ups, they used Inflection to trigger personalized messages based on product behavior.

The campaign drove a 20% return-to-activity rate and surfaced over six figures in annual recurring revenue. By making one product signal actionable, Sauce Labs uncovered pipeline that would’ve gone cold—and proved that micro campaigns could deliver revenue without added complexity.

The Takeaway

Inflection gave Sauce Labs a way to activate their product signals across the lifecycle. The team was able to unlock hidden pipeline, trigger expansion conversations, personalize onboarding, and reduce churn—all without adding headcount or tools.

Inflection is a marketing automation platform that lets you activate your product data and data warehouse to drive more pipeline, improve product onboarding and adoption, and revenue expansion, all from one platform. Request a marketing automation demo today.