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

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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 4 resources → I have a backlog of 30 activation ideas and no way to rank them. How do I decide what to build? Rank by where the drop-off is largest, not by how clever the idea is. Break the path from signup to activation into every discrete step, count how ... Doing the work 4 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 4 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 4 resources → How do the best teams run activation as a continuous programme rather than a one-off project? They hold the metric definition still for a year and change everything else. A standing weekly cycle, one clearly stated hypothesis per experiment,... How the best do it 4 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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