The document outlines a strategy for account managers to convert free trial users into paying customers by guiding them toward achieving success with the product. It emphasizes the importance of engaging with customers through personalized communication and identifying high-impact use cases. It also suggests utilizing the apptegic tool to prioritize and respond appropriately to customer needs.

1. Guide Each Customer to Success

2. Who: Account Manager
Goal: Convert Free Trials to Paying Customers
CONFIDENTIAL

3. No
Yes to a Trial Paying
Evaluation
Customer
CONFIDENTIAL

4. CONFIDENTIAL

5. No
Low Evaluator Engagement
Visited infrequently
Created few documents
Did not collaborate
Used spreadsheet only
Yes to a Trial Paying
Customer
High Engagement
Visited frequently. Did setup.
Created many documents
Collaborated frequently
Used spreadsheet & docs
CONFIDENTIAL

6. Focus where impact is the highest
CONFIDENTIAL

7. Use Apptegic to prioritize customers on which to focus:
Use cases analyzed
CONFIDENTIAL

8. Use Apptegic to respond appropriately
In Person or By Email
Hi Karl, Send a personalized message
Thanks for using our application. In App, In Real-Time
It looks like you haven’t used this key
feature yet.
This well-known company has gotten
10% improvement from using that
feature. Read about it here.
Best,
Company
CONFIDENTIAL

9. CONFIDENTIAL

10. Guide Each Customer to Success