Product trigger
Target account’s usage grows > 50% month over month
About this play
A paying account on one of your entry-level plans is ramping up their usage of your product Openness to sales outreach will be high. Engage active users to understand how the spike can be tied to a business goal. Take advantage of this opportunity to present decision-makers with the benefits of higher-tier plans.
Actions to take
- Research the account. Are there any external trends that can explain the spike?
- Review the account’s product usage and try to quantify benefits and underutilized functionalities.
- Add the most active users to a sequence.
- Identify a decision-maker and add him/her to a sequence.
Recommended message
Present a business case that supports more ROI for the account given an upgrade.
Outreach to end-user
Subject line: [Competitor or Similar Company] & [Your Product Name]
Email copy:
[First Name], exciting to see you guys grow so fast. We’ve seen [Quantifiable Usage] last [Timeframe]!
At this scale, we usually see companies benefit from implementing [New Premium Feature(s)].
[Competitor or Similar Company] made the implementation at exactly that moment and [Benefit of New Premium Feature(s)].
[Priority-Related CTA]?
[Sales Rep’s Signature]
Subject line: Lyft & Twilio
Email copy:
Jim, exciting to see you guys grow so fast. We’ve seen 100,000 additional users go through the system last month!
At this scale, we usually see companies benefit from implementing Twilio Engage and our Verify feature.
Lyft made the implementation at exactly that moment and user churn dropped 40%.
Does it align with your priorities?
Jacob
How Calixa helps yourun this play
Identify qualified accounts with usage spikes. Find highly active users. Gain the context your need to engage appropriately engage and add value.
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