> ## Documentation Index
> Fetch the complete documentation index at: https://alguna.com/docs/llms.txt
> Use this file to discover all available pages before exploring further.

# Hybrid Motion

> Combine self-serve and sales-led for maximum growth

Most successful companies combine self-serve and sales-led motions. Start customers on self-serve, then engage sales for expansion and enterprise deals.

***

## Hybrid Billing Flow

```mermaid theme={null}
flowchart TD
    A[New Customer] --> B{Deal Size}
    B -->|Small: < $10K| C[Self-Serve Checkout]
    B -->|Medium: $10K-50K| D[Sales Assisted]
    B -->|Large: > $50K| E[Enterprise Sales]

    C --> F[Auto-Billing]
    D --> G[Quote + Card/Invoice]
    E --> H[Custom Contract]

    F --> I[Usage Grows]
    G --> I
    H --> I

    I --> J{Expansion Opportunity}
    J -->|Self-Serve| K[In-App Upgrade]
    J -->|Sales-Assisted| L[Account Manager]
```

***

## 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

<Steps>
  <Step title="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
  </Step>

  <Step title="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
  </Step>

  <Step title="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
  </Step>

  <Step title="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
  </Step>

  <Step title="Create upgrade paths">
    * Self-serve customers can upgrade in-app
    * Larger upgrades trigger sales notification
    * Enterprise transitions require quote
  </Step>
</Steps>

***

## 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:

1. **Preserve history** — Sales can see all usage, invoices, and activity
2. **Maintain billing** — Don't disrupt existing subscription
3. **Propose upgrade** — Create quote for expanded deal
4. **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

<CardGroup cols={2}>
  <Card title="Hosted Checkout" icon="cart-shopping" href="/hosted/checkout">
    Enable low-touch signups.
  </Card>

  <Card title="Quotes" icon="file-contract" href="/quotes/create-quotes">
    Create custom quotes for larger deals.
  </Card>

  <Card title="Customer Portal" icon="browser" href="/hosted/customer-portal">
    Let customers self-manage or request help.
  </Card>

  <Card title="Automations" icon="robot" href="/automations/overview">
    Trigger sales alerts based on customer behavior.
  </Card>
</CardGroup>

***

## API Reference

<CardGroup cols={2}>
  <Card title="Customer Portal API" icon="browser" href="/api-reference/customers/createCustomerPortal">
    Generate portal links for self-management.
  </Card>

  <Card title="Subscriptions API" icon="repeat" href="/api-reference/subscriptions/createSubscription">
    Create and manage subscriptions.
  </Card>

  <Card title="Customers API" icon="users" href="/api-reference/customers/create">
    Manage customer accounts across segments.
  </Card>

  <Card title="Webhooks" icon="webhook" href="/api-reference/webhooks">
    Track events for expansion triggers.
  </Card>
</CardGroup>

***

## Related Quick Starts

<CardGroup cols={3}>
  <Card title="Self-Serve (PLG)" icon="cart-shopping" href="/quickstarts/self-serve">
    Deep dive into self-serve checkout.
  </Card>

  <Card title="Sales-Led" icon="handshake" href="/quickstarts/sales-led">
    Enterprise quoting and contracts.
  </Card>

  <Card title="Sales & RevOps" icon="chart-line" href="/quickstarts/sales-revops">
    CRM integration and deal management.
  </Card>
</CardGroup>

<Card title="← Back to Quick Starts" icon="arrow-left" href="/quickstarts/overview">
  See all quick start guides
</Card>