How do I cross-sell at day 30?

Make "just went live, doesn't own the add-on, healthy" a Revenue Play that runs every day. SignalRx recalculates the audience daily, and the moment an account qualifies, Salesforce adds the contact to a campaign, gives the AE a task, and starts an email sequence on day 30, for every qualifying account, not just the ones someone remembered.

Illustrative build for a healthcare technology company. Anonymized from a live SignalRx implementation.

The problem

The best time to sell a customer their second product is shortly after the first one is live. The team knows it. The motion still does not happen reliably, because it depends on someone noticing that a specific account finished onboarding, checking that it does not already own the add-on, confirming there is no open deal and no support fire, and then remembering to reach out on the right day.

Each of those checks lives in a different place. So the cross-sell happens for the accounts an AE happens to remember, and not for the rest.

What SignalRx changes

SignalRx turns "customers that just went live, do not own the add-on yet, and are healthy" into a Revenue Play that recalculates every day. The moment an account qualifies, Salesforce adds the right contact to a campaign, gives the account executive a task, and starts the email sequence in whatever sales tool you use. The sequence starts on day 30 for every qualifying account, not just the ones someone remembered. This works because SignalRx tags the right data and scores every account and contact on external signals, drawn from website service-line pages, LinkedIn, and third-party firmographics, together with internal signals, then turns those scores into Revenue Plays and lists inside Salesforce for action, with the edge coming from internal signals like revenue, support, and product usage over time plus inference across sources.

Example

A practice-management software company sells a core platform and an add-on AI assistant that answers and books inbound leads. Customers who add the assistant soon after going live retain better and expand more. The team wanted every new core-platform customer offered the assistant about a month after onboarding, in the AE's voice, with three emails over ten days.

01 · Define the audience

An expansion play on accounts. The criteria, in plain terms:

• A current customer.
• Recently onboarded. SignalRx tags this from your onboarding data, with the window set to your process.
• Owns the core platform and does not own the add-on assistant.
• No early warning signs, such as a stalled onboarding. A customer struggling with go-live does not get a cross-sell email.
• No open expansion deal, and not already enrolled in this play.

SignalRx shows the audience size as criteria are added. In the example it was a manageable weekly cohort, not a flood.

02 · Review the list

Before go-live, the list is reviewed with sales and customer success. In the example this caught two things: a handful of accounts with a wrong onboarding date, and an overlap with another expansion list that was already pitching the same add-on. Both were fixed first.

03 · Switch it on

Qualifying accounts are marked in Salesforce with the play's name, and stay marked until they stop qualifying.

04 · One pitch, one voice

Two rules keep the motion clean. An account already in another expansion play for the same product is left out, so nobody hears two pitches at once. And each account is enrolled once: SignalRx records the enrollment, so a customer who said "not now" is not asked again until something genuinely new qualifies them.

05 · What happens in Salesforce

The day an account enters the play, Salesforce does three things automatically:

• Adds the decision-maker to the play's Campaign, so results are tracked.
• Creates a task for the account executive: review the account before the day-5 email.
• Starts the sequence in your sales tool. Outreach, Salesloft, HubSpot Sales, Pardot, and Marketo all work. SignalRx does the wiring.

06 · The sequence

Three emails over ten days, sent from the AE, framed as "you're live, here's what practices add next". Every call to action is a booking link tied to the play's Campaign. A short text message on day 7 goes only to people who opened an email but did not book.

• Day 1: Email 1
• Day 5: Email 2
• Day 7: text message, only if an email was opened and no meeting booked
• Day 10: Email 3

The copy is yours. SignalRx supplies the trigger and the audience.

What the team sees and does

• The AE. Gets a task the day an account enters the play, sees the play name on the account and the Intelligence Card, and sees the sequence running in their sales tool. Replies come back as normal.
• Customer success. Sees the same play name on the account and knows an expansion conversation is under way before their next check-in.
• Marketing. Sees campaign membership growing by cohort and can report attach rate by month of onboarding.

What to measure

• Enrollments per weekly onboarding cohort. This proves the play is alive.
• Sequence to booked-meeting rate.
• Add-on attach rate: enrolled cohorts against the cohorts before the play.
• Expansion revenue credited to the play's Campaign.

Variations SignalRx customers run

• Multi-location expansion. Customers running more locations than they license.
• Whitespace by product. High-value accounts that own fewer products than similar customers.
• Renewal-window upsell. Contracts renewing within 90 days at healthy, growing accounts.

What SignalRx implements for you

• The Revenue Play, enrollment tracking, and the rules that keep plays apart.
• The list review with your sales and CS leads.
• The Salesforce automation, Campaign, and task.
• Connecting to your sequence tool.
• Tuning the onboarding window, exclusions, and cadence as you learn.

Kickoff to first sequence: 2–3 weeks, provided the onboarding date is reliable in Salesforce. If it is not, SignalRx checks and tells you before anything is built.

See it in action: Increase Customer Revenue with SignalRx.

Admins who want the detail of how plays appear as Salesforce fields and drive automation can read Using SignalRx Natively in Salesforce.