shetal27

#9-lifecycle-expansion - March 04, 2025 at 08:56 PM

We have used it to schedule meetings or accelerate deals, which typically come from AMs or SDRs. Our team will provide them with a monthly budget they can deploy toward the ABM list we have. We've also used it to send gifts to strategic accounts "surprise and delight"—for example, it was National Random Act of Kindness on 2/17, and we sent about 14 accounts a $50 GC to donate to a charity of choice. As I mentioned in my other thread, we've also gifted $25 during our lunch and learn demos for anyone who attended. We also used to do a coffee chat roundtable series for execs and would send a coffee bundle for anyone who registered, etc. Currently trying to make this more automated but it's highly dependent on the use case.

#9-lifecycle-expansion - March 04, 2025 at 06:06 PM

Hi Rachel! Long time no chat, hope you're well 🙂 Listing out the program tactics below.
• For targeting, we target customers who are using our Engage solution, and we want to upsell our Performance solution. We have criteria (i.e., adoption, health, being a customer for more than 4 months, etc). A mix of admins of the product and decision-makers.
• 15 min of the presentation is using our own People Science research about Perf Mgmt and how it impacts the business bottom line, retaining high performers, etc.
• We also tie back on how Engage & Perf work hand in hand to drive impact.
• Then, 15 min is a demo of the platform run by a solutions consultant.
• We used to call these lunch and learns and send anyone who attended a $25 gift card for Uber Eats/Door Dash, but now that we have rebranded to "grow with us," we will gift a little plant and journal to a select group of strategic accounts.
• Also, we promote this via email and during our product update webinars to drive registrations.
Happy to answer any more questions of hop on a call to brainstorm 🙂

#9-lifecycle-expansion - March 04, 2025 at 05:52 PM

Hi Clay. Echoing a lot of what Rachel just mentioned. We are doing a "grow with us" series of emails, product update webinars, and 30-minute product demos (15 minutes of research/data-based content and 15 min of product demo). The goal is to encourage customers to "grow with us" through educational content and eventually influence adding products. We also incorporated gifting for strategic ENT accounts from our ABM list. Like Rachel, the product update and demo webinars perform best and drive expansion pipeline.

#general - February 28, 2025 at 09:15 PM

Oh, I got it. Hmm, the visual I was thinking about doesn't make sense in this context, but I love the idea of using something like this for a pitch deck. I've seen similar value props listed with icons but not so much a lifecycle framework.

#general - February 28, 2025 at 08:38 PM

Hi @Sarah Lang are you referring to a service model? I've seen this illustrated as a journey wheel with spokes on what's offered at each stage. I'll try to find the visual.