Let the product sell

Activation and onboarding

Getting a stranger from signup to their first real win, fast enough that they come back tomorrow.

All Breaking into GTM Doing the work Leading a GTM team How the best do it

All India Global

Everyone Founder doing GTM Founding AE Growth and demand gen Product marketer RevOps Sales leader Agency or consultant

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Almost nobody finishes our onboarding flow. Is that an onboarding problem or a product problem? Look at where they stop. If people drop at the same screen every time, it is an onboarding problem and usually a specific one: a required field the... Breaking into GTM 4 resources → How do I cut time to value when the product genuinely needs setup work before it does anything useful? Invert the order. Instead of configure everything then use the product, give people a working demo environment with realistic sample data so they s... Doing the work 5 resources → Who should own activation: product, growth, or customer success? One team owns the number and everyone else owns an input. In practice the growth team should own activation because they can ship changes to the si... Leading a GTM team 5 resources → Slack's onboarding gets copied constantly. What is it actually doing, step by step? Signup is three steps and asks almost nothing, then the teaching happens inside the real product rather than in a tour on top of it. Slackbot sends... How the best do it 5 resources → We are in India selling to global users. How do the best Indian companies onboard buyers who are asleep when we are awake? They stop treating the timezone gap as a staffing problem and treat it as a product requirement. The winners front-load everything a new user could... How the best do it 5 resources →

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