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A hybrid motion runs self-serve and sales-led side by side: small customers sign up and pay by card, larger ones get a quote and an invoice, and the best self-serve accounts are handed to sales for expansion. Alguna is built for this — the customer, subscription, invoice and usage objects are the same whichever motion created them, so a self-serve customer becomes a quoted, invoiced enterprise account without a migration. This quick start covers segmenting, the two checkout paths, expansion triggers and the handoff, with the dashboard step and API endpoint for each. See How Alguna works for the shared object model.

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Hybrid Billing Flow

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Segmentation Strategy

1

Create plans for each segment

In the dashboard, Plans → Create Plan; via the API, Create a plan.
  • Starter/Pro: self-serve, published pricing
  • Business: sales-assisted, may require a demo
  • Enterprise: custom quotes only
See Plans.
2

Configure dual checkout paths

  • Starter/Pro: a checkout session per plan behind the pricing page — see Hosted Checkout
  • Business/Enterprise: a “Contact sales” path that ends in a quote, signed and activated into a subscription
  • Route by company size or stated needs
3

Set up expansion triggers

Use Automations to alert sales — for example prepaid_usage_update with usagePercentage >= 0.8, or subscription_renewal_window_entered — with the send_slack_message action. Outside Alguna, subscribe to webhooks such as account.credits.balance_depleted and feed your own scoring.
4

Enable both payment paths

  • Card for self-serve customers, collected at checkout and stored for renewals — enable methods under Settings → Workflows → Payments → Payment methods
  • Invoice with Net 30 for sales-led deals — set billing.payment_terms on the subscription and let collections chase it
  • Customers can switch payment methods in the customer portal
5

Create upgrade paths

  • Self-serve customers upgrade in-app through the portal or a new checkout session
  • Larger upgrades notify sales via an automation
  • Enterprise transitions get a quote, applied to the existing subscription as a new version — see Updating a subscription

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When to Involve Sales

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Self-Serve to Sales Handoff

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Qualifying Self-Serve Customers

Track these signals to identify sales opportunities:

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Smooth Transitions

When moving a self-serve customer to sales:
  1. Preserve history — the customer, subscription, invoices and usage are already in Alguna; sales sees them in the dashboard and your CRM through External sync
  2. Maintain billing — the existing subscription keeps billing; nothing is migrated
  3. Propose upgrade — create a quote for the expanded deal (the create_quote automation action can do this from a CRM opportunity)
  4. Convert on renewal — apply the signed quote as a new version effective next_term_renewal, switching to invoice terms at the same time

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Metrics for Hybrid Motion

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Key Features to Configure

Hosted Checkout

Enable low-touch signups.

Quotes

Create custom quotes for larger deals.

Customer Portal

Let customers self-manage or request help.

Automations

Trigger sales alerts based on customer behavior.

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API Reference

Customer Portal API

Generate portal links for self-management.

Subscriptions API

Create and manage subscriptions.

Customers API

Manage customer accounts across segments.

Webhooks

Track events for expansion triggers.

Subscription changes API

Apply an expansion or plan swap as a new version.

Developer quick start

Auth, SDK, events and sandbox.

Self-Serve (PLG)

Deep dive into self-serve checkout.

Sales-Led

Enterprise quoting and contracts.

Sales & RevOps

CRM integration and deal management.

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