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PostHog Big Fish Lead Qualification & Outreach

PostHog大客户线索资质审核与触达建议

Research, qualify, and recommend the right play for big fish product-led leads. These are large companies (500+ employees) that have signed up for PostHog and are using it on the free tier without a payment method.
针对产品驱动型大客户线索进行调研、资质审核，并推荐合适的跟进方案。这类线索指的是员工规模500人以上、注册PostHog并使用免费版且未绑定支付方式的大型企业。

What Makes Big Fish Leads Different

大客户线索的特殊性

  • They didn't ask for help — you're reaching out proactively
  • They're already using PostHog — they have an account, possibly active usage
  • The goal is supporting their evaluation — and identifying real opportunities along the way. The TAE's job is to help these accounts get value from PostHog quickly. If PostHog is the right fit, the commercial conversation ($20K+ annual) will happen naturally once they're dependent on the product. Other teams handle free-to-paid conversion and churn prevention.
  • You need a specific reason to reach out — generic emails get ignored. Every outreach needs a hook grounded in what you actually know about their usage.
  • 未主动寻求帮助——你需要主动触达
  • 已在使用PostHog——他们已有账户，可能存在活跃使用行为
  • 目标是支持他们的评估过程，并在此过程中识别真实机会。TAE的职责是帮助这些客户快速从PostHog获取价值。如果PostHog符合需求，当他们依赖产品后，自然会产生年消费2万美元以上的商业沟通。其他团队负责免费转付费转化和流失预防工作。
  • 触达需要特定理由——通用邮件会被忽略。每一次触达都需要基于你对他们实际使用情况的了解来设计钩子。

Core Workflow

核心工作流程

  1. Parse the lead — Read Salesforce fields. Watch for the subject concatenation bug: 
    [Product-led] Companyemail@domain.com
    often smashes the company name and email together. Split at the 
    @
    pattern to get the real email address.
  2. Research the company — Web search for firmographics, product, industry
  3. Check Vitally — Account activity, users, products, conversations, notes
  4. Identify the use case — Map to PostHog's six use cases based on company type and product usage
  5. Qualify and recommend a play — Outreach / Skip / Nurture
  6. Draft outreach — If outreach is recommended, write a support-first email with a specific hook
  7. Validate all URLs — Fetch every link in the draft to confirm it resolves correctly
  1. 解析线索——读取Salesforce字段。注意主题拼接漏洞：
    [Product-led] Companyemail@domain.com
    常将公司名称和邮箱地址混在一起。通过
    @
    符号拆分，获取真实邮箱地址。
  2. 调研公司——通过网络搜索获取企业基本信息、产品、行业
  3. 查看Vitally数据——账户活动、用户、产品、对话、备注
  4. 识别使用场景——根据企业类型和产品使用情况，匹配PostHog的六大使用场景
  5. 资质审核并推荐跟进方案——触达 / 跳过 / 培育
  6. 撰写触达邮件——若推荐触达，撰写以支持为导向的邮件，并加入特定钩子
  7. 验证所有URL——获取草稿中的每个链接，确认其可正常访问

Step 1: Parse the Lead

步骤1：解析线索

Salesforce has a known bug where the subject line concatenates the company name and the person's email without a space. For example:
  • [Product-led] AcmeCorpjane.smith@acmecorp.com
    → Company: AcmeCorp, Email: jane.smith@acmecorp.com
  • [Product-led] Go Teamperson@goteam.ca
    → Company: Go Team, Email: person@goteam.ca
Always parse the subject by finding the email address pattern (look for where 
@
appears and work backwards to the start of the local part). The company name is everything between 
[Product-led]
and the start of the email.
Salesforce存在一个已知漏洞，主题行会将公司名称和个人邮箱地址无空格拼接。例如：
  • [Product-led] AcmeCorpjane.smith@acmecorp.com
    → 公司：AcmeCorp，邮箱：jane.smith@acmecorp.com
  • [Product-led] Go Teamperson@goteam.ca
    → 公司：Go Team，邮箱：person@goteam.ca
务必通过识别邮箱地址格式来解析主题（查找
@
符号的位置，反向定位到本地部分的开头）。公司名称是
[Product-led]
到邮箱地址开头之间的所有内容。

Step 2: Research the Company

步骤2：调研公司

Use web search to gather:
  • What the company does (one-sentence summary)
  • Industry / vertical — is this ICP or not?
  • Company size (employees, engineering headcount if available)
  • Funding stage and recency
  • Does the company build software products with end-user UIs? This is table stakes for PostHog relevance. A company can have 5,000 employees but if they don't build software, PostHog isn't relevant.
Search queries to run:
[company name] what does it do
[company name] crunchbase funding
[company name] engineering team
Cross-check Salesforce enrichment data against your research. The "500+ employees" matching criteria comes from Clearbit/Harmonic data in Salesforce, which frequently maps to the wrong entity — especially for companies with common names. A 10-person startup can get enriched with data from a completely different company with a similar name, showing 45,000 employees and $10B+ revenue. If your web research contradicts the Salesforce employee count, revenue, or founding year, trust your research and flag the discrepancy.
通过网络搜索收集以下信息：
  • 公司业务（一句话总结）
  • 行业/垂直领域——是否属于理想客户画像（ICP）？
  • 公司规模（员工数，若可获取则包括技术团队人数）
  • 融资阶段及时间
  • 公司是否开发带有终端用户UI的软件产品？ 这是PostHog相关性的基本要求。一家公司可能有5000名员工，但如果不开发软件，PostHog就不适用。
可使用的搜索查询：
[company name] what does it do
[company name] crunchbase funding
[company name] engineering team
将Salesforce的 enrichment 数据与你的调研结果交叉验证。“500+员工”的匹配标准来自Salesforce中的Clearbit/Harmonic数据，但这些数据经常映射到错误的实体——尤其是名称常见的公司。一家10人的初创公司可能会被匹配到名称相似的另一家公司数据，显示有45000名员工和100亿美元以上的收入。如果你的网络调研结果与Salesforce中的员工数、收入或成立年份不符，请以你的调研结果为准，并标记差异。

Step 3: Check Vitally

步骤3：查看Vitally数据

This is the most important step. The Vitally data determines whether this is a real evaluation or one person poking around.
这是最重要的步骤。Vitally数据决定了这是一次真实评估还是个人探索。

3a: Find the Account

3a：查找账户

Search for the account in Vitally. The most reliable lookup method is user email via 
get_user_details
. Account name search is unreliable. If the email lookup returns the user with their account, you have everything you need.
If the lead email returns nothing, try the posthog_org_id from Salesforce as a last resort — but note the 
search_accounts
externalId filter is unreliable and may return unrelated results.
在Vitally中搜索账户。最可靠的查找方式是通过
get_user_details
工具使用用户邮箱。账户名称搜索不可靠。如果邮箱查找返回用户及其账户，你就获取了所需的全部信息。
如果线索邮箱无结果，可尝试使用Salesforce中的posthog_org_id作为最后手段——但请注意
search_accounts
的externalId筛选不可靠，可能返回无关结果。

3b: Check Users in the Account

3b：查看账户中的用户

Use 
get_account_users
on the account ID. This is the single most important qualifying signal:
  • 1 user — One person exploring. Lower priority. Light touch outreach at best.
  • 2+ users — Real evaluation underway. Multiple people means someone shared PostHog internally — organizational interest, not just curiosity. Treat with urgency.
  • 3+ users with diverse roles/activity — Very strong. Active cross-functional evaluation. Prioritize.
For each user, note:
  • Email and name — who are these people?
  • Vitally segments — "Analytics Creator", "Replay User", "Feature Flag Creator", "Experiment Creator" etc. tell you exactly what they're doing
  • Last seen date — how recent is the activity?
  • Who's the org Owner? — this is usually the champion who initiated the evaluation
Signup velocity matters. If all users joined within a 1-2 week window, it's a coordinated evaluation. If they trickled in over months with gaps, it may have stalled.
对账户ID使用
get_account_users
工具。这是最重要的资质审核信号：
  • 1名用户——单人探索。优先级较低。最多进行轻量级触达。
  • 2名及以上用户——正在进行真实评估。多人使用意味着有人在内部分享了PostHog——代表组织层面的兴趣，而非仅仅个人好奇。需优先处理。
  • 3名及以上用户，且角色/活动多样——信号非常强烈。跨职能团队正在积极评估。最高优先级。
针对每位用户，记录：
  • 邮箱和姓名——这些人是谁？
  • Vitally细分标签——“Analytics Creator”、“Replay User”、“Feature Flag Creator”、“Experiment Creator”等标签可准确反映他们的操作
  • 最后活跃日期——活动的时效性如何？
  • 谁是组织所有者？——通常是发起评估的关键联系人
注册速度很重要。如果所有用户在1-2周内完成注册，说明是协同评估。如果用户在数月内零散注册且间隔较长，可能评估已停滞。

3b-ii: Research Each User's Persona and Role

3b-ii：调研每位用户的角色和画像

Mandatory. For every user in the account, research their actual job title and role. This changes the outreach strategy significantly — an Engineering Manager building a software product is a completely different conversation than a Marketing Ops person tracking a website.
How to research:
  1. Check Vitally user traits first — 
    roleAtOrganization
    , 
    sfdc.Role__c
    , and 
    vitally.custom.calculatedTitle
    sometimes have useful data
  2. Check their LinkedIn profile URL if available in Vitally traits (
    sfdc.Linkedin_Profile__c
    )
  3. Web search: 
    "[first name] [last name]" "[company name]" LinkedIn
  4. If the company has divisions or sub-brands, note which division the person works in — this can completely change the ICP assessment (e.g., an engineer on a SaaS product team within a services company is very different from a project manager in the services delivery business)
What to look for:
  • Exact job title — "Senior Software Engineer" vs. "AV Project Manager" tells you everything about ICP fit
  • Department / team — Engineering, Product, Data, Marketing, IT, Operations?
  • Which product or division they work on — especially important at large companies with multiple business units. The division they're in determines whether PostHog is relevant.
  • Seniority level — IC engineer, engineering manager, director, VP? This affects who you address the email to and how you frame the ask.
Report what you find for each user in the output. If you can't find someone's title, note that as an unknown.
Why this matters: Knowing that both users are engineers on a software platform team (strong ICP) vs. marketing analysts tracking a corporate website (weak ICP) is the difference between a Slack channel + outreach email and a skip. The persona research often overrides the company-level ICP assessment — a non-tech company can still have a strong PostHog use case if the right team is evaluating it.
此步骤为必填项。针对账户中的每位用户，调研其实际职位和角色。这会显著改变触达策略——开发软件产品的工程经理与追踪网站的营销运营人员的沟通方式完全不同。
调研方式：
  1. 首先查看Vitally用户属性——
    roleAtOrganization
    、
    sfdc.Role__c
    和
    vitally.custom.calculatedTitle
    有时包含有用信息
  2. 若Vitally属性中有LinkedIn个人资料URL（
    sfdc.Linkedin_Profile__c
    ），查看该链接
  3. 网络搜索：
    "[first name] [last name]" "[company name]" LinkedIn
  4. 如果公司有多个部门或子品牌，记录用户所属部门——这可能完全改变ICP评估结果（例如，服务公司内部SaaS产品团队的工程师与服务交付业务的项目经理完全不同）
需要查找的信息：
  • 具体职位名称——“高级软件工程师” vs “AV项目经理”可直接反映ICP匹配度
  • 部门/团队——技术、产品、数据、营销、IT、运营？
  • 负责的产品或部门——对于拥有多个业务单元的大型公司尤为重要。用户所属部门决定了PostHog是否适用。
  • 职级——个人贡献者工程师、工程经理、总监、副总裁？这会影响邮件收件人和请求的表述方式。
在输出中报告你找到的每位用户信息。如果无法找到某人的职位，标记为未知。
为什么这很重要： 知道两位用户都是软件平台团队的工程师（高ICP匹配度），还是营销分析师（低ICP匹配度），决定了是创建Slack频道+发送触达邮件，还是跳过该线索。用户角色调研往往会覆盖公司层面的ICP评估——非科技公司如果有合适的团队在评估PostHog，也可能存在强使用场景。

3c: Check for Other Accounts on the Same Email Domain

3c：检查同一邮箱域名下的其他账户

Mandatory. Large companies often have multiple PostHog accounts on the same email domain. Search Vitally for other accounts that share the same domain using 
search_accounts
or 
find_account_by_name
with the company name, and check whether any other accounts have admin emails on the same domain.
Why this matters: Sometimes a user signs up and creates a new PostHog org when they actually meant to join an existing one that their colleagues already set up. This is especially common at large companies where one team is already using PostHog and a new person from a different team signs up independently.
What to look for:
  • Another account on the same domain that's more established (more users, more usage, already paying, has a TAE assigned) — If this exists, the new account may be a duplicate. The lead contact may have accidentally created a new org instead of joining the existing one. Flag this in your output — the right play might be connecting this person to the existing account rather than treating them as a new lead.
  • Multiple accounts with active, independent usage — Different teams evaluating PostHog separately. This is a strong organizational signal. Note which account is most active, which the lead contact belongs to, and whether there's an opportunity to connect the teams.
  • An existing account that's already being worked by another TAE — If the domain already has an account in someone else's book, coordinate with that TAE before reaching out. Don't create a competing relationship.
Report what you find: List all accounts on the domain, their user counts, activity levels, and whether they have a TAE assigned. If the lead's account looks like an accidental duplicate, recommend connecting the user to the existing org instead of outreaching to the new one.
此步骤为必填项。大型公司通常在同一邮箱域名下拥有多个PostHog账户。使用
search_accounts
或
find_account_by_name
工具，通过公司名称搜索Vitally中共享同一域名的其他账户，并检查是否有其他账户的管理员邮箱属于同一域名。
为什么这很重要： 有时用户注册时会创建新的PostHog组织，而实际上他们本应加入同事已创建的现有组织。这种情况在大型公司尤为常见——一个团队已在使用PostHog，另一个团队的新成员独立注册。
需要查找的信息：
  • 同一域名下更成熟的其他账户（用户更多、使用更频繁、已付费、已分配TAE）——如果存在，新账户可能是重复账户。线索联系人可能意外创建了新组织，而非加入现有组织。在输出中标记此情况——合适的方案可能是将该用户连接到现有账户，而非将其视为新线索。
  • 多个账户存在活跃、独立的使用行为——不同团队在独立评估PostHog。这是强烈的组织层面信号。记录哪个账户最活跃、线索联系人所属账户，以及是否有机会连接各团队。
  • 现有账户已由其他TAE跟进——如果该域名下的账户已在其他TAE的跟进列表中，触达前需与该TAE协调。避免造成竞争关系。
报告你的发现： 列出该域名下的所有账户、用户数量、活动水平，以及是否已分配TAE。如果线索的账户看起来是意外重复的，建议将用户连接到现有组织，而非触达新账户。

3d: Check Conversations and Notes (Last 45 Days)

3d：查看对话和备注（过去45天）

Mandatory. Use 
get_account_conversations
and 
get_account_notes
before deciding on a play.
  • If someone from PostHog has already reached out → coordinate, don't pile on
  • If the onboarding team has notes → read them for intel
  • If there are support conversations → learn what they're working on
  • If zero conversations and zero notes → flag this. The account is completely untouched. You're the first human contact.
此步骤为必填项。在决定跟进方案前，使用
get_account_conversations
和
get_account_notes
工具。
  • 如果PostHog已有人员触达过→协调跟进，避免重复联系
  • 如果入职团队有备注→读取以获取信息
  • 如果有支持对话→了解他们正在处理的事项
  • 如果没有对话和备注→标记此情况。该账户从未被人工接触过。你是第一个联系他们的人。

3e: Check Gmail

3e：查看Gmail

Search for the company domain in Gmail to see if there's any prior email contact outside of Vitally.
在Gmail中搜索公司域名，查看是否存在Vitally之外的过往邮件联系。

Step 4: Identify the Use Case

步骤4：识别使用场景

Map to PostHog's six use cases based on what they're using and what the company does:
Vitally Segments / Products ActiveLikely Use Case
Analytics Creator, Analytics User, Surveys UserProduct Intelligence
Feature Flag Creator, Experiment CreatorRelease Engineering
Error Tracking UserObservability
Web Analytics usageGrowth & Marketing
LLM Observability usageAI/LLM Observability
Data Warehouse, Batch ExportsData Infrastructure
If usage data is thin, infer from company type:
  • AI-native → AI/LLM Observability + Product Intelligence
  • PLG SaaS → Product Intelligence + Growth & Marketing
  • Developer tools → Release Engineering + Observability
  • E-commerce / marketplace → Growth & Marketing + Product Intelligence
根据他们的使用情况和公司业务，匹配PostHog的六大使用场景：
Vitally细分标签/活跃产品可能的使用场景
Analytics Creator、Analytics User、Surveys User产品智能
Feature Flag Creator、Experiment Creator发布工程
Error Tracking User可观测性
Web Analytics使用增长与营销
LLM Observability使用AI/LLM可观测性
Data Warehouse、Batch Exports数据基础设施
如果使用数据有限，可根据公司类型推断：
  • AI原生公司 → AI/LLM可观测性 + 产品智能
  • PLG SaaS公司 → 产品智能 + 增长与营销
  • 开发者工具公司 → 发布工程 + 可观测性
  • 电商/平台公司 → 增长与营销 + 产品智能

Step 5: Qualify and Recommend a Play

步骤5：资质审核并推荐跟进方案

Play: Outreach (Slack Channel + Support-First Email)

方案：触达（Slack频道 + 支持导向邮件）

When the account has 2+ users AND active usage, they get the full treatment:
  • Create a shared Slack channel
  • Send a support-first email (see Step 6)
Also recommend outreach when:
  • The company is a reasonable ICP fit (builds software, has engineers)
  • $20K+ annual spend potential based on company size
  • No one from PostHog has already contacted them
当账户有2名及以上用户且存在活跃使用行为时，进行完整跟进：
  • 创建共享Slack频道
  • 发送支持导向邮件（见步骤6）
以下情况也推荐触达：
  • 公司符合理想客户画像（开发软件、拥有技术团队）
  • 根据公司规模，年消费潜力达2万美元以上
  • PostHog无人曾联系过他们

Play: Skip

方案：跳过

Recommend skipping when:
  • Not ICP. Company doesn't build software products (traditional retail, manufacturing, dealerships, etc.)
  • Account already being worked by another TAE or team.
  • Company size is misleading. "500+ employees" but they're a non-tech company where the engineering team is 3 people maintaining a website.
以下情况推荐跳过：
  • 非理想客户画像。公司不开发软件产品（传统零售、制造业、经销商等）
  • 账户已由其他TAE或团队跟进
  • 公司规模存在误导性。标注“500+员工”但为非科技公司，技术团队仅3人维护网站。

Play: Single User — Check Back (Don't Skip Immediately)

方案：单人用户——后续检查（勿立即跳过）

Do NOT disqualify a lead just because there's only 1 user right now. Big fish accounts often start with one person setting things up before inviting the team. It can take days or even a couple of weeks for additional users to show up.
When a big fish lead has only 1 user:
  1. Check back in 1 week. Look at the account again — have more users been added? Has usage increased?
  2. If still 1 user after 1 week, check back 1 more week. Same check.
  3. If still 1 user after 2 check-backs (3 weeks total), then decide: send a light-touch single-user email, or deprioritize based on the overall picture (ICP fit, company size, activity level).
Tell the TAE when each check-back is due so they can set a reminder.
不要仅因当前只有1名用户就取消线索资格。大客户账户通常从单人搭建开始，之后再邀请团队成员。可能需要数天甚至几周才会有更多用户加入。
当大客户线索只有1名用户时：
  1. 1周后复查。再次查看账户——是否新增用户？使用量是否增加？
  2. 1周后仍为1名用户，再等待1周复查。重复检查。
  3. 2次复查后（共3周）仍为1名用户，再做决定：发送轻量级单人用户邮件，或根据整体情况（ICP匹配度、公司规模、活动水平）降低优先级。
告知TAE每次复查的时间，以便他们设置提醒。

Play: Nurture (Watch, Don't Email Yet)

方案：培育（观察，暂不邮件触达）

Recommend nurture when:
  • Good fit company but usage is very early — they signed up days ago and have barely done anything. Give them a week to get set up before reaching out.
  • The evaluation appears stalled (users signed up months ago, no recent activity). A different approach may be needed (LinkedIn, in-app survey, etc.).
以下情况推荐培育：
  • 公司匹配度高但使用处于非常早期阶段——注册仅几天，几乎没有操作。给他们一周时间完成设置后再触达。
  • 评估似乎已停滞（用户注册数月，无近期活动）。可能需要采用不同方式（LinkedIn、应用内调查等）。

Step 6: Draft the Outreach Email

步骤6：撰写触达邮件

Read 
references/outreach-hooks.md
before drafting.
撰写前请阅读
references/outreach-hooks.md
。

Key Principles (from https://posthog.com/handbook/growth/sales/getting-people-to-talk-to-you)

核心原则（来自https://posthog.com/handbook/growth/sales/getting-people-to-talk-to-you）

  1. Your initial outreach isn't about you, it's about them. Do NOT lead with who you are, that you're attached to their account, or that you're "here to help." Lead with an observation about their usage. Your name goes in the signature — that's enough.
  2. Lead with value in the first sentence. Make a specific observation about their setup drawn from Vitally data. If it takes a paragraph to get to the point, you won't get a response.
  3. Avoid fluff. "I'm just reaching out to", "I just wanted to", "I'm here if you need anything", "Saw you just signed up" — cut all of it.
  4. Ask yourself: if this landed in the sales@ inbox, would I even give it a second look? If not, rewrite.
  5. Do NOT mention pricing, costs, volume discounts, enterprise features, SSO, or anything commercial. They opted to not talk to sales by self-serving. Respect that.
  6. Mention the Slack invite naturally — not as the opening or centerpiece.
  7. One open question at the end — easy to answer, about them.
  1. 初始触达的重点是他们，而非你。不要以自我介绍、告知你负责他们的账户或“提供帮助”开头。以关于他们使用情况的观察开头。你的名字放在签名中即可。
  2. 第一句就传递价值。基于Vitally数据，对他们的设置做出具体观察。如果需要一段文字才能切入重点，你不会得到回复。
  3. 避免冗余内容。“我只是想联系你”、“我只是想”、“我随时提供帮助”、“看到你刚注册”——全部删除。
  4. 自问：如果这封邮件发到sales@邮箱，我会多看一眼吗？ 如果不会，重写。
  5. 不要提及定价、成本、批量折扣、企业功能、SSO或任何商业内容。他们选择自助服务，意味着不想与销售沟通。请尊重这一点。
  6. 自然提及Slack邀请——不要作为开头或核心内容。
  7. 结尾提出一个开放式问题——易于回答，且关于他们。

Data Integrity Rule

数据完整性规则

Only reference things you can verify from Vitally usage data or the company's public website. Never cite enrichment data (tech stack fields from Clearbit, Harmonic, or Salesforce 
Company_tech__c
) as fact in outreach. These fields are often stale, wrong, or refer to a different part of the org. If you state something about their stack in an email and it's wrong, you immediately lose credibility.
✓ OK to reference: Products they're using in PostHog, number of projects, which Vitally segments their users are in, what the company does (from their public website) ✗ NOT OK to reference: Tech stack enrichment fields, competitor tools from Salesforce data, anything you can't verify from actual usage or public information
仅引用可通过Vitally使用数据或公司官网验证的内容。在触达邮件中，绝不要将enrichment数据（Clearbit、Harmonic的技术栈字段或Salesforce的
Company_tech__c
）作为事实引用。这些字段往往过时、错误，或指向组织的其他部分。如果你在邮件中陈述的技术栈内容有误，会立即失去可信度。
✓ 可引用：他们在PostHog中使用的产品、项目数量、用户所属的Vitally细分标签、公司业务（来自官网） ✗ 不可引用：技术栈enrichment字段、Salesforce数据中的竞品工具、任何无法通过实际使用或公开信息验证的内容

Email Structure

邮件结构

  1. Brief greeting ("[Company] team" or first name)
  2. Specific observation about their usage — the first real sentence. Something from Vitally data.
  3. One useful resource or suggestion connected to that observation
  4. Slack invite mention (natural, not the hook)
  5. One open question about them
  6. Sign-off (name only)
  1. 简短问候（“[公司]团队”或姓名）
  2. 关于他们使用情况的具体观察——第一句实质性内容。来自Vitally数据。
  3. 一个与该观察相关的实用资源或建议
  4. 自然提及Slack邀请
  5. 一个关于他们的开放式问题
  6. 签名（仅姓名）

Step 7: Validate All URLs

步骤7：验证所有URL

Mandatory. Before presenting the draft, fetch every URL in the email using 
web_fetch
to verify it resolves and points to the intended content. If broken, search for the correct page. If no valid page exists, remove the link.
此步骤为必填项。提交草稿前，使用
web_fetch
工具获取邮件中的每个链接，验证其可正常访问并指向预期内容。如果链接失效，搜索正确页面。如果没有有效页面，删除该链接。

Output Format

输出格式

When responding to the TAE, always provide:
  1. Lead parsing — Corrected company name and email (note if the Salesforce subject bug applied)
  2. Company research summary — What they do, size, funding, industry, ICP fit assessment
  3. Vitally account summary — Users (count, roles, activity, last seen), products in use, health score, signup velocity, conversations/notes status
  4. Use case assessment — Which of the six use cases this maps to
  5. Recommended play — Outreach / Skip / Nurture, with reasoning
  6. Draft email — If outreach is recommended
回复TAE时，需始终提供：
  1. 线索解析——修正后的公司名称和邮箱（注明是否存在Salesforce主题漏洞）
  2. 公司调研总结——业务、规模、融资、行业、ICP匹配度评估
  3. Vitally账户总结——用户（数量、角色、活动、最后活跃日期）、使用的产品、健康评分、注册速度、对话/备注状态
  4. 使用场景评估——匹配的六大使用场景之一
  5. 推荐跟进方案——触达 / 跳过 / 培育，并说明理由
  6. 邮件草稿——若推荐触达

Critical Reminders

重要提醒

  1. Parse the Salesforce subject carefully. The concatenation bug is common — always look for the email address and split there.
  2. User email is the most reliable Vitally lookup. Account name search is unreliable. Always try the user email first.
  3. User count is the #1 qualifying signal. 1 user = low priority. 2+ users = real evaluation. This overrides everything else.
  4. Always check conversations and notes. Don't pile on if someone is already engaged.
  5. Lead with an observation about them, not about you. Re-read the handbook: https://posthog.com/handbook/growth/sales/getting-people-to-talk-to-you
  6. Never cite enrichment data as fact in outreach. Only reference what you can verify from Vitally usage or public sources.
  7. The goal is not sales — it's supporting their evaluation. These people signed up for PostHog on their own. They chose to self-serve. They did not ask to talk to a salesperson. Your job is to help their evaluation go well — answer technical questions, unblock implementation issues, point them to the right resources, and make sure they can make a good decision about whether PostHog fits their needs. If PostHog is the right fit, the commercial conversation will happen naturally once they're dependent on the product. If it's not the right fit, helping them figure that out quickly is also a win. Never mention pricing, volume discounts, enterprise features, annual contracts, SSO, or anything commercial in the first outreach. No "your dedicated contact," no "I'm here to help you get started," no framing that sounds like a sales motion. It's completely OK to acknowledge that they didn't ask to talk to sales — being upfront about that disarms resistance.
  8. Always validate URLs before presenting the draft.
  9. Always research each user's persona and role. Don't draft an email without knowing who these people are and what they do. The persona research often changes the entire play.
  1. 仔细解析Salesforce主题。拼接漏洞很常见——务必查找邮箱地址并拆分。
  2. 用户邮箱是最可靠的Vitally查找方式。账户名称搜索不可靠。始终优先尝试用户邮箱。
  3. 用户数量是首要资质审核信号。1名用户=低优先级。2名及以上用户=真实评估。这一信号优先于其他所有因素。
  4. 务必查看对话和备注。如果已有人员跟进，不要重复联系。
  5. 以关于他们的观察开头，而非关于你。重新阅读手册：https://posthog.com/handbook/growth/sales/getting-people-to-talk-to-you
  6. 绝不要在触达邮件中引用enrichment数据作为事实。仅引用可通过Vitally使用数据或公开来源验证的内容。
  7. 目标不是销售——而是支持他们的评估。这些人自行注册了PostHog。他们选择自助服务。他们并未要求与销售沟通。你的职责是帮助他们顺利完成评估——解答技术问题、解决实施障碍、指向正确资源，确保他们能判断PostHog是否符合需求。如果PostHog合适，当他们依赖产品后，商业沟通会自然发生。如果不合适，帮助他们快速确认也是一种成功。首次触达绝不要提及定价、批量折扣、企业功能、年度合同、SSO或任何商业内容。不要使用“专属联系人”、“我来帮你入门”等听起来像销售话术的表述。可以坦率地承认他们并未要求与销售沟通——这种坦诚会消除抵触情绪。
  8. 提交草稿前务必验证所有URL。
  9. 务必调研每位用户的角色和画像。不要在不了解这些人的身份和职责的情况下撰写邮件。用户角色调研往往会改变整个跟进方案。