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home / skills / gtmagents / gtm-agents / usage-to-value-map

usage-to-value-map skill

/plugins/b2b-saas/skills/usage-to-value-map

This skill translates product telemetry into ROI narratives and expansion signals to enable exec-ready value proofs and renewal plays.

npx playbooks add skill gtmagents/gtm-agents --skill usage-to-value-map

Review the files below or copy the command above to add this skill to your agents.

Files (1)
SKILL.md
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---
name: usage-to-value-map
description: Method for translating product telemetry into ROI narratives and expansion
  triggers.
---

# Usage-to-Value Map Skill

## When to Use
- Preparing exec readouts showing how product usage ties to business outcomes.
- Prioritizing adoption plays based on feature depth, collaboration, or workflow coverage.
- Equipping sales/CS with quantified value proof for renewal/expansion cycles.

## Framework
1. **Telemetry Layer** – identify key events, feature usage, seat adoption, and integration data.
2. **Value Drivers** – map telemetry to business KPIs (time saved, revenue uplift, compliance risk).
3. **Benchmarking** – compare against cohort medians, champions, or best-in-class customers.
4. **Signal→Play Mapping** – tie usage patterns to recommended plays (exec briefing, enablement, upsell).
5. **Narrative Template** – structure story: context → usage signal → value proof → action.

## Templates
- Usage-to-value canvas (signal, KPI, benchmark, recommended play).
- Dashboard outline with spark lines + annotations for exec consumption.
- Email/slide snippet for sharing value proof with stakeholders.

## Tips
- Blend quantitative telemetry with qualitative proof (quotes, case studies) for credibility.
- Update benchmarks quarterly to reflect product releases and customer mix.
- Pair with `build-land-adopt-expand-plan` and `prepare-board-readout` for consistent storytelling.

---

Overview

This skill translates product telemetry into clear ROI narratives and actionable expansion triggers. It provides a repeatable framework that links raw usage signals to business KPIs and recommended plays for sales, customer success, and executives. The outcome is concise, evidence-backed messaging that drives renewals and expansion conversations.

How this skill works

It inspects telemetry like feature events, seat adoption, collaborative activity, and integrations to identify meaningful signals. Those signals are mapped to value drivers (time saved, revenue uplift, risk reduction) and benchmarked against cohort medians or top customers. The skill then suggests specific plays tied to each signal and formats the result as a narrative template or ready-to-share snippet.

When to use it

  • Preparing executive or board readouts that must connect usage to business outcomes
  • Prioritizing adoption and enablement plays based on where customers get the most value
  • Equipping sales and customer success with quantified proof for renewals and upsells
  • Designing dashboards or alerts that surface expansion triggers
  • Benchmarking customer health and identifying champions or at-risk accounts

Best practices

  • Start with a clear telemetry inventory: events, user roles, integrations, and accounts
  • Map each usage signal to a single, measurable business KPI to keep narratives tight
  • Use cohort benchmarking to normalize expectations and highlight over/underperformance
  • Blend quantitative signals with qualitative proof such as customer quotes or case snippets
  • Refresh benchmarks and plays quarterly to reflect product changes and customer mix

Example use cases

  • Create an executive slide that shows feature adoption driving time saved and projected cost avoidance
  • Generate a one-click email snippet for CS to share value proof with a renewal decision maker
  • Produce a prioritized list of accounts with upsell plays based on multi-seat collaboration signals
  • Design a dashboard widget that flags customers whose usage pattern matches expansion champions
  • Build a playbook mapping low usage signals to targeted enablement campaigns

FAQ

What telemetry should I prioritize first?

Prioritize events tied directly to core value (e.g., completed workflows, collaboration actions, and active integrations) and seat-level adoption metrics.

How often should benchmarks be updated?

Update benchmarks quarterly or after major product releases to keep comparisons aligned with current behavior and product capabilities.