Buying Signal Pipeline: Turn Community Activity Into Qualified Leads

TL;DR

Buying signals are already in your product and community. The pipeline is about collecting them, scoring intent, and creating a lightweight weekly motion for follow-up.

What Counts as a Buying Signal?

Signals are actions that correlate with a real evaluation or rollout:

• Multiple engineers from the same company joining your Discord
• Repeated visits to pricing or enterprise docs
• Questions about SOC2, SSO, or support SLAs
• High-volume usage spikes from a new domain

Step 1: Capture Events Across Channels

You need a unified event stream. Start with:

• github_star, repo_fork, issue_opened
• joined_discord, asked_question
• viewed_docs, viewed_pricing
• api_call, sdk_install, workspace_created

Step 2: Enrich and De-duplicate

Raw events are noisy. Add company context and resolve identities:

1. Map emails and GitHub handles to a company domain
2. Merge duplicate users across channels
3. Attach firmographic data (size, industry, region)

Step 3: Score Intent, Not Activity

Use a simple scoring model to avoid false positives:

• +5 for pricing or enterprise docs views
• +3 for org-level adoption events
• +2 for repeated technical questions
• -3 for student domains or hobby projects

Keep it simple, review weekly, and tune with real outcomes.

Weekly Motion

A lightweight weekly cadence works better than daily spam:

1. Review top 10 accounts by intent score
2. Read their activity timeline and questions
3. Send a technical-first outreach with real context

Where to Go Next

If you want the support foundation that makes these signals clear, read the AI Support Playbook.