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Rapid rise and fall in product usage

Why it matters

High-scale tests are a standard part of product evaluations—especially among enterprise organizations.

When a rapid surge in product usage is followed by an equally rapid decline, it’s usually a sign that you were being evaluated as part of a vendor selection process. Time to prioritize that account.

What to do

Reach out to the product user (or users) to help make their evaluation process easier.

Odds are they have a long list of questions they need answered. Remove the guesswork (and grunt work) as much as possible to give your offering a leg up and score some goodwill.

Questions to inform outreach
  • What department is the person part of?
  • Is the person in a role with budget authority?
  • What actions is the person taking in your product?
  • Has the person interacted with your organization outside of your product
  • How is their organization’s tech stack configured?
  • 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 rapid rise and fall in product usage

Hey [first name],

Quick pulse check on how your experience with [product name] is going?

We noticed a lot of activity in the last week and want to make sure you have everything you need to [benefit that product unlocks].

I’d be happy to walk you through [known use case] and share some pointers if that would be helpful.

Keep me posted.

[Your name]

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