Product trigger
Small number of active users at an enterprise account.
About this play
You’ve identified a qualified enterprise account. But usage level is too low to approach decision-makers with a strong sales business case. Support key users so that the account becomes successful in your product.
Actions to take
- Review the account’s product usage and identify underutilized use cases & features.
- Find key users and potential champions.
- Create or find help documentation/videos regarding the identified use cases.
- Add users to a sequence.
Recommended message
Share content on underutilized use cases. Suggest 1:1 sessions to provide help. Ask about roadblocks.
Outreach to end-user
Subject line: [Output of Underutilized Feature]
Email copy:
[First Name], saw that [Product Usage Context] and thought I’d share [Helpful Information].
Should [Inactive Key User(s)] be looped in to help? What’s slowing down the implementation of [Underutilized Feature(s)]?
[Offer 1:1 Consultation]. [Similar Customer] ’s team [Benefit of Underutilized Feature] after setting it up.
[Rep’s Signature]
Subject line: Automating tasks
Email copy:
Sam, saw that you played around with Automations and thought I’d share how I think you can leverage it best.
Should someone from your product team be looped in to help? What’s slowing down the implementation of Automated task workflows?
I have some time this week if you want me to show you around. Netflix’s team started saving 10+ hours/week after setting it up.
Jacob
How Calixa helps yourun this play
Find which features to help with and users who are under-leveraging the product.
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