Select a customer segment that means success for your business (e.g., all customers on pro plan).Analyze customer data across your marketing, sales, and product stacks to highlight the attributes and actions that generate revenue for your business today. Use a tool like Reveal to check if you’re focusing on the right customer segment today. More importantly, the CEO adds, ensure that you’re solving a problem for a specific group of customers. “If they don’t want to buy today, ask them why. “Interview your customers and sales prospects,” Kim stresses on finding the aha moment. The second point rings true in today’s software buying experience, especially since 50% of SMB respondents said that they will disqualify a service provider if pricing does not meet their expectations.įor Sendlane, what used to be an email marketing platform has now grown into a comprehensive eCommerce marketing automation suite with tightly integrated email and SMS/MMS capabilities. “People wanted to save time and earn more money in their eCommerce stores without overspending on toolsets.”Īutomation can solve this easily, but unification is the real challenge.Ĭustomers wanted email and SMS marketing services in one platform, preferably one without a learning curve and massive budget. “We realized the problem we’re solving is much bigger,” Kim shares with Breadcrumbs. Sendlane CEO and co-founder Jimmy Kim discovered his product’s aha moment after speaking to his customers and prospects. How this aha moment example was discovered: What it is: email and SMS marketing automation platform for eCommerce businessesĪha moment: sending email campaigns and SMS text messages under one roof Choose your lead score threshold (e.g., 70)īreadcrumbs will send all scoring information back to your CRM, notifying you of every sales opportunity.Determine what makes a sales-qualified lead in the Activity model (e.g., + 15 points if uses product every day, +10 points if visits pricing page 3 times within the past week).Determine what makes a sales-qualified lead in the Fit model (e.g., +10 points if CMO in $50 million ARR company, +5 points if manufacturing industry).Connect your data sources with Breadcrumbs.Our contact scoring platform gathers your existing marketing, sales, product, and CX data to give you a complete view of your customer journey. Use a tool like Breadcrumbs to identify these sales-ready leads. There also needs to be fit and buying intent. Of course, product experience is only one piece of the trial-to-paid conversion puzzle. When users have bought into your product and adopted it within their existing tech stack, there’s a higher chance of converting them to paying customers. The aha moment plays a significant role in getting users to come back for more. This crucial moment usually happens in product-led onboarding, either in a free trial or freemium plan. Take a Page Out of These Aha Moment Examples TodayĪn aha moment, also known as an activation event, is when users first experience the value of your product.
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