> For the complete documentation index, see [llms.txt](https://docs.reo.dev/llms.txt). Markdown versions of documentation pages are available by appending `.md` to page URLs; this page is available as [Markdown](https://docs.reo.dev/playbooks/for-aes/track-deal-progression-via-developer-intent-in-your-target-accounts.md). # Track Deal Progression via Developer Intent in your Target Accounts * [Introduction](https://docs.reo.dev/playbooks/for-aes/track-deal-progression-via-developer-intent-in-your-target-accounts#introduction) * [Step 1: Build Your Active Deals Segment](https://docs.reo.dev/playbooks/for-aes/track-deal-progression-via-developer-intent-in-your-target-accounts#step-1-build-your-active-deals-segment) * [Step 2: Read the Activity Pattern Against the Deal Stage](https://docs.reo.dev/playbooks/for-aes/track-deal-progression-via-developer-intent-in-your-target-accounts#step-3-set-up-a-slack-alert-for-real-time-signals) * [Step 3: Set Up a Slack Alert for Real-Time Signals](https://docs.reo.dev/playbooks/for-aes/track-deal-progression-via-developer-intent-in-your-target-accounts#step-4-research-the-account-before-your-next-call-or-action-step-with-co-pilot) * [Step 4: Research the Account Before Your Next Call or Action step with Co-Pilot](https://docs.reo.dev/playbooks/for-aes/track-deal-progression-via-developer-intent-in-your-target-accounts#step-4-research-the-account-before-your-next-call-or-action-step-with-co-pilot) {% hint style="info" %} 📌 **Need help at any point?** If you need support implementing this playbook end to end, contact your **Account Manager** or write to us at {% endhint %} *** #### Introduction Your CRM shows you what stage a deal is in. It does not show you what is actually happening inside the account between your calls. A deal marked as **"Opportunity - Pricing Discussed"** could mean three developers are actively running a proof of concept and the evaluation is moving fast. It could also mean the last real developer activity was three weeks ago and the account has quietly gone cold. From the CRM, both look identical. Reo.Dev gives you a live read of developer activity across your active deals. You can see which ones are genuinely progressing, which ones are starting to cool off before anyone tells you, and which ones have a new decision maker that just entered the picture. This playbook shows you how to build a segment of your active deals/opportunities, read the activity patterns against the deal stage, and set up targeted Slack alerts so you always know which deal needs your attention — and why. *Let's understand this workflow in 4 simple steps.*
**Prerequisites:** This playbook requires HubSpot or Salesforce connected to Reo.Dev, with two conditions met in your CRM: * Accounts or deals are assigned to you via the CRM owner field * Active deals or opportunities are tracked against a structured deal or account stage field If either of these is not consistently maintained in your CRM, this workflow will not return reliable results. Reach out to your RevOps or CRM admin to confirm before setting this up. * [**Connect HubSpot**](https://docs.reo.dev/integrations/crm/hubspot) * [**Connect Salesforce**](https://docs.reo.dev/integrations/crm/salesforce) * [**Map Custom Account & Deal CRM Stages**](https://docs.reo.dev/accounts/custom-crm-stages) *** #### Step 1: Build Your Active Deals Segment Go to Segments and create a new basic segment for Accounts. {% hint style="info" %} **Segment Criteria:** Add the following filters within a single filter group set to **Matches All:** * **Source → CRM Account Owner** → Includes Any → select your name * **Source → CRM Account Stage** → Includes Any → select the stages that represent active opportunities in your CRM (e.g. `Opportunity`) * **Source → CRM Deal Stage** → Includes Any → select the relevant deal stages (e.g. `Pricing Discussed`) The combination of these three filters scopes your view to accounts assigned to you that have an active opportunity with a deal progressing through a meaningful stage. This is what keeps the list manageable and actionable. {% endhint %} Name your segment `Active Deals - [Your Name]` and hit **Save & Exit.** The combination of all three filters narrows your view to accounts assigned to you that have an active opportunity and a deal progressing through your pipeline. This is what makes the list manageable and worth acting on. Name your segment something like `Active Deals - [Your Name]` and hit Save & Exit. > **Pro tip:** If you are unsure which CRM stage values to select, check with your RevOps team or CRM admin on which fields map to active/open opportunities in your pipeline. #### Step 2: Read the Activity Pattern Against the Deal Stage Open the segment and scan for three patterns that tell you where each deal actually stands: Open the segment and look for three patterns that tell you where each deal actually stands, regardless of what the CRM stage says. **1) Progressing as expected** Consistent developer activity across your docs, website, or any first-party sources connected to Reo.Dev. The evaluation is healthy. Stay focused on advancing the commercial conversation. {% columns %} {% column %} **How to read this in the segment view:** Sort the accounts list by **Monthly Active Devs** (highest to lowest). This gives you an immediate rank-ordered view of which deals have the most active evaluation teams right now. The accounts at the top are healthy and warrant continued commercial momentum. Scroll down the list to spot any that have lower numbers than you would expect given the deal stage they are in. {% endcolumn %} {% column %}
{% endcolumn %} {% endcolumns %} **2) Quietly stalling** The CRM deal stage has not changed, but developer activity has dropped off over the last two to three weeks. Something has shifted internally. Get ahead of it with a light touchpoint before it surfaces on a forecast call. {% columns %} {% column %} **How to read this in the segment view:** Look at the **Activity Trend (Last 7 Days)** column in the accounts list. Each account shows a small trend line. A declining or flat line on a deal that should be active is your signal to investigate. Where there is any doubt, click into the account and open the **Activity Timeline** directly — this gives you a full chronological view of every tracked interaction and is the most reliable way to assess whether evaluation activity has genuinely slowed or is just concentrated in channels you are not tracking. {% endcolumn %} {% column %}
{% endcolumn %} {% endcolumns %} **3) Accelerating faster than expected** A spike in activity, more developers from the same account engaging, or a new contact appearing in the timeline that you have not spoken to yet. These accounts are moving faster than the deal stage suggests and deserve your attention first.
**How to read this in the segment view:** Click **Add Filter** inside the segment and filter by **Has Activity Surge → Yes**. This surfaces only the accounts in your active deals list that have shown a recent spike above their baseline. These are the accounts to prioritize first. You can also spot them visually without a filter. Accounts with an activity surge will show the surge tag directly on the account card in the list view, but the filter approach is cleaner when you are working through a longer list. #### Step 3: Set Up a Slack Alert for Real-Time Signals Rather than one generic segment, you will create two additional focused segments and set up three automations: one for deals showing cool-off signs, one for deals surging with activity, and one that alerts you whenever a new decision maker surfaces inside any of your active deals. **A) Alert: Deals Showing Cool-off Signs** Create a second Basic segment for **Accounts.** Use the same CRM owner, account stage, and deal stage filters from Step 1, then add two more filters to the same group: {% hint style="info" %} **Segment Criteria:** * **Segment:** Basic * **Segment Type:** Accounts * **Segment Filters:** * **Source → CRM Account Owner** → Includes Any → your name * **Source → CRM Account Stage** → Includes Any → `Opportunity` * **Source → CRM Deal Stage** → Includes Any → `Pricing Discussed` * **Last Activity Date** → is → `Last 30 days` * **Count of Activity** → Less than → `5` {% endhint %} This combination surfaces accounts from your active pipeline where the total number of developer and contact activities recorded by Reo.Dev has dropped below five in the last 30 days. When pricing has already been discussed and evaluation activity is this low, it is a signal worth paying attention to. Name this segment along the lines of `Active Deals - [Your Name] - Showing Cool-off Signs` and save it. {% hint style="info" %} **A note on Cooling off thresholds:** Five is a starting point, not a fixed rule. In a live opportunity with two or three decision-makers and an active evaluation team, you would typically expect at least four to five activities across docs, product, and community sources during any 30-day window. If that threshold surfaces very few accounts, it may mean your pipeline is genuinely healthy or it may mean the number needs adjusting upward. Start here, check the accounts it surfaces, and calibrate from there. You can also tighten the window from **30 days to 14 days** if you want earlier warning signals on deals where pricing conversations are already underway. {% endhint %} Once the segment is saved, navigate to **Tools → Automations** and create a new automation: 📌 **Note:** You can only build automations on segments that you own, meaning segments you created yourself. **📌 Automation Setup:**
* **Source:** Select the **account segment** you just created * **Trigger:** New Account Added to a Segment * **Conditions:** None * **Action:** Get Alerts via Slack → select your channel (e.g. `ae-active-deals-alerts-reo`) or your personal DM Any time an account from your active pipeline crosses into this segment, you will get a Slack alert. That is your cue to open the account in Reo.Dev, review the activity timeline, and decide whether to re-engage or escalate. When you receive one of these alerts, go to **Step 4** to run a Co-Pilot prompt before reaching out. > **🔗** [**Automations setup guide**](https://docs.reo.dev/automations) **|** [**Slack setup guide**](https://docs.reo.dev/settings/configure-slack-and-email-notifications) **B) Alert: Deals Showing a Spike in Activity** Create a third Basic segment for **Accounts.** Again use the same base CRM filters, this time adding the activity surge filter: {% hint style="info" %} **Segment Criteria:** * **Segment:** Basic * **Segment Type:** Accounts * **Segment Filters:** * **Source → CRM Account Owner** → Includes Any → your name * **Source → CRM Account Stage** → Includes Any → `Opportunity` * **Source → CRM Deal Stage** → Includes Any → `Pricing Discussed` * **Has Activity Surge** → Is → `YES` {% endhint %} This surfaces active deals where developer or contact activity has spiked recently relative to the account's baseline. This is often a sign that evaluation activity has restarted or accelerated, perhaps in response to your last call, a product update, or internal momentum you are not yet aware of. Name this segment `Active Deals - [Your Name] - Showing Spike in Activity` and save it. Navigate to **Tools → Automations** and create the automation: 📌 **Automation Setup:**
* **Source:** Select the **account segment** you just created * **Trigger:** New Account Added to a Segment * **Conditions:** None * **Action:** Get Alerts via Slack → select your channel or personal DM When this alert fires, the deal is showing momentum. Use it as a reason to follow up, accelerate the commercial conversation, or dig deeper into who is active and what they are engaging with before your next call. **C) Alert: New Decision Maker Identified in an Active Deal** This third automation runs on the base `Active Deals - [Your Name]` segment you created in \ \ **Step 1.** No new segment needed. Navigate to **Tools → Automations** and create the automation: 📌 **Automation Setup:**
* **Source:** `Active Deals - [Your Name]` * **Trigger:** New Buyer Added to an Account in a Segment * **Conditions:** None * **Action:** Get Alerts via Slack → select your channel or personal DM When Reo.Dev identifies a new buyer-persona contact becoming active at one of your open deals, this automation fires. That contact may be a procurement lead, a second decision-maker, or a VP who has just started reviewing the evaluation. This is one of the stronger signals in an active deal cycle. A new stakeholder becoming active mid-process often means the deal is progressing internally, even if your direct contacts have not told you yet. It would be wise to engage early & build the relationship with the new buyer identified. **A summary of what you have built:** | **Scenario** | **Segment** | **Trigger** | **What it means** | | ------------------ | -------------------------------- | ----------------- | ------------------------------------------------------------ | | Deal cooling off | Active Deals - Cool-off Signs | New account added | Activity has dropped. Re-engage before it stalls completely. | | Deal accelerating | Active Deals - Spike in Activity | New account added | Evaluation is heating up. Follow up now. | | New decision maker | Active Deals (base segment) | New buyer added | A new stakeholder just became active. Get in front of them. | #### Step 4: Research the Account Before Your Next Call or Action step with Co-Pilot
Whether an alert fires for a cooling deal or a surging one, open the account in Reo.Dev and run this **Reo Co-Pilot** prompt before your next call or message: > **✦** "What developer and buyer activity has been recorded for **{Company Name}** in the last 30 days? Who is active, what are they engaging with, and does the pattern suggest the evaluation is progressing, stalling, or accelerating?" **Take the output as one of the data points to inform your next move:** * If activity is healthy and progressing, use the context to advance the commercial conversation with specificity. * If it has gone quiet, reach out with a reason or value prop rather than a generic check-in. * If new stakeholders have appeared in the timeline, engage with them directly and introduce yourself before the evaluation concludes without you. **Related Playbooks:** [Spot when Cold opportunities become active again](https://docs.reo.dev/playbooks/for-aes/spot-when-cold-opportunities-become-active-again) [Get Alerted When Your Open Deals Start Evaluating Competitors](https://docs.reo.dev/playbooks/for-aes/get-alerted-when-your-open-deals-start-evaluating-competitors) [Do account research in seconds & Warm up Buyers](https://docs.reo.dev/playbooks/for-sdrs/do-account-research-in-seconds-and-warm-up-buyers) --- # Agent Instructions This documentation is published with GitBook. GitBook is the documentation platform designed so that both humans and AI agents can read, navigate, and reason over technical content effectively. Learn more at gitbook.com. ## Querying This Documentation If you need additional information that is not directly available in this page, you can query the documentation dynamically by asking a question. Perform an HTTP GET request on the current page URL with the `ask` query parameter, and the optional `goal` query parameter: ``` GET https://docs.reo.dev/playbooks/for-aes/track-deal-progression-via-developer-intent-in-your-target-accounts.md?ask=&goal= ``` `ask` is the immediate question: it should be specific, self-contained, and written in natural language. `goal` is optional and describes the broader end goal you are ultimately trying to accomplish on behalf of the user. GitBook uses it to tailor the answer towards what is most useful for that goal. The response will contain a direct answer to the question and relevant excerpts and sources from the documentation. Use this mechanism when the answer is not explicitly present in the current page, you need clarification or additional context, or you want to retrieve related documentation sections.