Discovery

Accounts at this stage have interacted with some of your first-party assets but are not in your CRM yet.

Accounts in the Discovery stage are engaging with your product (e.g., via GitHub, docs, or telemetry) but haven’t entered your CRM pipeline yet. They’re aware and curious—but haven’t crossed the threshold of formal evaluation. This is a critical moment for Marketing and DevRel to step in. Launch nurture campaigns, retarget content, or offer self-serve experiences that pull them deeper into the funnel. It’s also a great stage to identify anonymous devs and start warming up the buying committee before Sales engages.