Product link share
Go-to-market motion
Signal source
Product
Signal strength
Medium Intent
Why it matters
When users share product links with non-users, it’s a sign of shared value (and the potential to expand).
Time to see if more product seats might be helpful.
What to do
You want to reach out to the budget holder, not necessarily the person sending or receiving links.
Tailor your message based on the product activity you’re seeing and the potential pain points, like security risks or limited functionality. If you’re asking someone to spend more, it’s worth giving them a reason to grow their number of licenses.
Questions to inform outreach- What departments are the users part of?
- Are any of them in roles with budget authority?
- Who do the users report to at their organization?
- What actions are users taking in your product?
- What plan is the account on?
- What is the status of the account’s relationship with your organization?
How to do it
Here’s an outbound template to help you get the creative juices flowing:
Outbound template for product link shareHi [first name],
Looks like your team is quite active in [product name] and pretty regularly sharing links with users outside the product.
Love that they’re getting value from it!
JIC you’re interested in unlocking more seats, I put together some resources to help you explore what’s possible on your current plan [attach materials to bottom of message].
This would help the team [benefit more seats would unlock or risks more seats would prevent].
Any interest in exploring further?
[Your name]
Related signals
Trial end approached
When someone’s free ride is coming to an end.Product
Medium IntentSurge in product log-ins
When someone is sharing their log-in credentials.Product
Medium IntentSecurity/terms page activity
When someone starts doing some serious digging.WebsiteProduct
Medium IntentRapid rise and fall in product usage
When a company is putting your product through its paces.Product
High IntentPricing page activity
When someone is comparing plans.WebsiteProduct
High IntentPaid ceiling threshold approached
When someone needs to pony up.Product
High Intent
