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Organizational activity growth

Why it matters

If more and more people from the same organization start engaging with you across digital touchpoints—visiting your website, liking your LinkedIn posts, starring your GitHub repo—it could be a sign of organizational groundswell.

Now is a prime opportunity to connect the dots and turn that cluster of disparate buying signals into a guided conversation.

What to do

Get crisp on which teams and departments are driving the activity and develop a hypothesis for what might be driving it. Then use the momentum of their collective engagements to craft outreach aimed at a relevant decision-maker.

Act fast—groundswell activity like this may correlate with a business problem or initiative companies want to act on quickly. You want to strike before budget is allocated to another vendor.

Questions to inform outreach
  • What actions are people taking across digital channels?
  • Are these people in a role with budget authority?
  • What departments are these people part of?
  • Who do these people report to at their organization?
  • Has the organization shared any information about challenges or goals?
  • What materials can you share to assist with research and decision-making?

How to do it

Here’s an outbound template to help you get the creative juices flowing:

Outbound template for organizational activity growth

Hi [first name],

Noticed a few folks from [company name]’s [department name] team checking out [product name]. Since you head up [department name], thought I’d reach out to see if I can help.

Guessing [challenge or goal from job listings or news items] is top of mind for you right now?

We just helped [name of current customer in the same industry] [benefit that product unlocks related to challenge or goal]:

[drop in quote or ROI stat]

Worth exploring?

[Your name]

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