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And no deal is associated with the\ncompany they work at, or has gone stale.",[24,28,29,30,35],{},"Contacts who signed up for the ",[31,32,34],"a",{"href":33},"\u002Fhandbook\u002Fmarketing\u002Fprograms\u002F#_3-brand-product-marketing","FlowFuse Cloud free trial","\nbut let it expire without upgrading to a paid plan.",[14,37,38,39,43],{},"Both groups self-qualified as having a real use-case for FlowFuse. They are not\ncold outbound — they're ",[31,40,42],{"href":41},"\u002Fhandbook\u002Fmarketing\u002Flead-activation\u002F#warm-outbound-push-based-on-relationship","warm outbound",".",[45,46,48],"h2",{"id":47},"execution","Execution",[50,51,53],"h3",{"id":52},"segment-definition-and-source-of-truth","Segment definition and source of truth",[14,55,56,57,61],{},"The SDR pulls the working list from HubSpot, filtered to ",[58,59,60],"strong",{},"one of",":",[21,63,64,72],{},[24,65,66,67,71],{},"Lifecycle stage ",[68,69,70],"code",{},"MQL"," (or higher) with no associated closed-won\u002Fclosed-lost\ndeal, and no meeting booked in the last 90 days",[24,73,74],{},"Contacts tagged as a FlowFuse Cloud trial signup whose trial has expired\nwithout an upgrade.",[14,76,77,78,82,83,89],{},"See ",[31,79,81],{"href":80},"\u002Fhandbook\u002Fsales\u002Fhubspot\u002F#lifecycle-stage","HubSpot Contact Management"," for\nlifecycle stage definitions. Trial status is sourced from product usage data\nsynced into HubSpot; where available, the SDR should also check\n",[31,84,88],{"href":85,"rel":86},"https:\u002F\u002Fproduct-metrics.flowfuse.cloud\u002Fdashboard\u002Fproduct",[87],"nofollow","product usage signals","\n(e.g. how far the contact got in onboarding) to prioritize and personalize\noutreach.",[50,91,93],{"id":92},"cadence","Cadence",[14,95,96],{},"LBDB is worked as a standing block of SDR time, as contacts enter the segment\nautomatically.",[14,98,99],{},"A contact who re-engages moves out of LBDB and into standard pipeline\nprocess; a contact who doesn't respond after a full sequence is suppressed\nfor a cooldown period before becoming eligible again.",[50,101,103],{"id":102},"messaging","Messaging",[14,105,106],{},"Each contact gets a multi-touch outreach sequence (email + LinkedIn + call,\nfollowing the SDR's standard warm-outbound sequence cadence) rather than a\nsingle email blast.",[14,108,109],{},"Because these contacts are warm, not cold, outreach should explicitly\nreference the prior interaction rather than restart from a generic pitch.",[111,112,113,116],"ol",{},[24,114,115],{},"Reference the specific content\u002Fwebinar\u002Fsignal that originally qualified them,\nand connect it to what's changed since (new feature releases, a relevant customer\nstory, pricing changes).",[24,117,118],{},"Reference how far they got in the trial and what stopped them\n(e.g. \"I noticed you had a couple of flows running on FlowFuse Cloud but didn't\nget to invite your team — happy to help you pick that back up\"). Where the\nreason for lapsing is known (e.g. from a prior conversation), address it\ndirectly rather than ignoring it.",[50,120,122],{"id":121},"tracking-and-reporting","Tracking and reporting",[21,124,125,139,147],{},[24,126,127,128,133,134,138],{},"Every LBDB touch is logged in HubSpot against the contact, tagged so it can\nbe filtered as part of this campaign in\n",[31,129,132],{"href":130,"rel":131},"https:\u002F\u002Fapp-eu1.hubspot.com\u002Fmarketing\u002F26586079\u002Fcampaigns\u002Fviews\u002Fall",[87],"Campaigns (internal)",",\nper the standard\n",[31,135,137],{"href":136},"\u002Fhandbook\u002Fmarketing\u002Fprograms\u002F#_6-new-marketing-campaigns-process","campaign performance tracking","\nrequirement.",[24,140,141,142,146],{},"Outcomes tracked: contacts worked, response rate, meetings booked, and\nmeetings that progress to pipeline — reported alongside other SDR\n",[31,143,145],{"href":144},"\u002Fhandbook\u002Fmarketing\u002Fsdr\u002F#bonus-structure","First Meetings"," 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