Hybrid Billing Flow
Segmentation Strategy
| Segment | ARR | Motion | Payment | Sales Touch |
|---|---|---|---|---|
| SMB | $0-10K | Self-serve | Credit card | None |
| Mid-Market | $10K-50K | Sales-assisted | Card or invoice | Light |
| Enterprise | $50K+ | Sales-led | Invoice | High |
Recommended Alguna Setup
Create plans for each segment
Navigate to Plans → Create Plan
- Starter/Pro: Self-serve, published pricing
- Business: Sales-assisted, may require demo
- Enterprise: Custom quotes only
Configure dual checkout paths
- Enable self-serve checkout for Starter/Pro
- Add “Contact Sales” for Business/Enterprise
- Route based on company size or stated needs
Set up expansion triggers
Configure automations to alert sales when:
- Customer approaches usage limits
- Account has 10+ users
- Customer in target industry/company size
- High product engagement score
Enable both payment methods
Navigate to Settings → Payments
- Credit card for self-serve customers
- Invoice with Net 30 for sales-led deals
- Allow customers to switch payment methods
When to Involve Sales
| Signal | Action |
|---|---|
| Customer requests demo | Route to sales |
| Company size > 100 employees | Assign account owner |
| Usage > 80% of current tier | Expansion outreach |
| Multiple users from same domain | Account consolidation |
| Contract renewal approaching | Renewal discussion |
| Customer on monthly wants annual | Offer discount for commitment |
Self-Serve to Sales Handoff
Qualifying Self-Serve Customers
Track these signals to identify sales opportunities:| Signal | Weight | Action |
|---|---|---|
| Company domain matches target list | High | Immediate sales outreach |
| Added 5+ team members | Medium | Send personalized email |
| Upgraded plan in-app | Medium | Thank you + check-in |
| Approaching usage limit | High | Expansion offer |
| Viewing enterprise features | Medium | Demo invitation |
Smooth Transitions
When moving a self-serve customer to sales:- Preserve history — Sales can see all usage, invoices, and activity
- Maintain billing — Don’t disrupt existing subscription
- Propose upgrade — Create quote for expanded deal
- Convert on renewal — Switch to invoice billing at contract start
Metrics for Hybrid Motion
| Metric | What It Measures |
|---|---|
| Self-serve revenue % | Portion of revenue from self-serve |
| Sales-assisted revenue % | Portion requiring sales touch |
| Self-serve to sales conversion | % of self-serve customers that become sales-led |
| Expansion revenue | Revenue from existing customer growth |
| Land-and-expand ratio | Average ARR at close vs. after 12 months |
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.
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.
Related Quick Starts
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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