How to create a Playbook

  • Updated on Oct 10, 2024
  • Published on Oct 8, 2024
  • 4 minute(s) read

  • Log into Copilot

  • Navigate to the left side nav bar and click +New Playbook

  • Choose between creating from the Playbook Library or building your own using our AI assistant. You can also take inspiration from your existing Playbooks.

Using the Playbook Library

This is a great place to start if you don't know what type of playbook you would like to build. This library gathers all the playbooks you and your team should start running and that are low hanging fruits. Once you select a playbook from the library, you will jump into the Playbook Builder to adjust the configuration to your business needs.

Using the AI Playbook Builder

If you have a precise idea of what prospects you’d like to have recommendations on, use the AI assistant to help you build the playbook seamlessly.

The AI will suggest rules based on these goals. This helps you skip the tedious task of going through a manual form from scratch.

Examples

"Identify companies that are hiring more than before in engineering and that are not customers"
"Show me companies with more than 5 active users in the past 2 weeks"
"Identify buyers that recently signed up for our free trial"

Adjusting the pre-configuration of your Playbook

Once you have selected a playbook from the library, or generated one using our AI assistant, the goal is to adjust the pre-configured Playbook.

#1 General Information

This is where you can modify the Playbook name and its description.

The most important parameter to check is the type: is this playbook targeting persons or companies?

  • Person type is ideal for playbooks targeting specific individuals. Example: Creating a playbook for contacting IT administrators of highly active accounts.

  • Company type is best for broader strategies. Example: Informing CSMs of significant events within a company like increase in product activity.

#2 Audience

This is where you define the characteristics of prospects who should be in playbook, based on their behavior or traits.

In there, you have access to a multitude of data points such as the person, company, tech and hiring enrichment, but also the activities performed, the opportunity history or any field you would like to include from your data warehouse, CRM or system connected to MadKudu. 

Not seeing a CRM data point or something else in there? Ask your admin to make it available.

Best practices: How to combine different rules

  • when the conditions relate to each other: Some rules make sense to be linked together. If you want to target people who viewed your pricing page, and they viewed it in the last 7 days, make sure the conditions are linked together using the "+" and not the "+ New Rule".

    In the example below, we make sure the Champion Moved to New Company in the last 3 months. 

  • when the conditions are independent: Here, on the contrary, we added the second rule using the blue button, so we are targeting anyone that moves to new company at some time (no filter on time) and that did something in the past 3 months (no filter in particular on the activity)

Best Practices: How to use date filters

  • When filtering on Techs, combine it with the last seen date to identify companies still using the tech, or the first seen date to identify companies who just installed the tech Playbooks are all about timing, so the outreach will be relevant if they just installed a tech or just dropped it. 

  • When filtering on Job openings, combine it with the opened date or closed date.

  • When filtering on people who have done a certain activity, combine with with the activity time

Best Practices: How to use "Number of" filter

You can create rules based on the

  • number of activities done by a person or account. Ex: people who viewed at least 5 docs pages

  • number of active people in an account. Ex: accounts with at least 5 active people

  • number of open opps. Ex: accounts with at least 1 open opp

  • number of open jobs….. Ex: companies hiring more than 3 sales

Add properties inside the “Number of” function itself.

Example: companies with no App usage activities in the last 30 days would be configured like this:

If you want to create an audience for companies that are hiring at least 5 engineers in the last 3 months, , this would be the configuration you would use:

If you want to go even further, you can compare two "number of" functions together, which is particularly convenient when you want to build a playbook for companies with increasing engagement, or decreasing engagement. To do so, you would need to click on "Compare to another Number of X" and include the relevant properties.

#3 Defining Actions

Select the predefined action that will be displayed in your Inbox: either a free text by selecting the "Basic Action" or the cadence/sequence of your choice. Please note that you can select a sequence/cadence only for Person type playbook.

#4 Automation (admin only)

This is where you can configure some automation every time a match is falling into your playbook.You have to enter the URL of the endpoint to which you would like to send the information about your matches. You can select the relevant fields to be added to your payload. The payload of each playbook match will be sent to your endpoint every time a new match is evaluated. You can also make sure the Sales reps receive a notification in slack for example when they have a new notification in their inbox.

#5 Share with members (admin only)

As an admin, you can deploy a playbook for yourself, for specific members or for your entire organization. If you select "all members", Sales users that will be added in the future will get that playbook in their inbox automatically.

Seeing your Playbook in your Inbox

Once you hit the button "Create Playbook", your playbook will show up in your inbox and in the inbox of the people you shared it with. You are now all set to build your sales pipeline!

Note: We currently evaluate if there are new matches in your playbook within 5 minutes after you created it.