Demo requests sit in a queue
High-intent enquiries are routed manually and answered in business hours. Speed to first contact predicts close rate more strongly than almost anything else in the funnel.
Technology & SaaS
Turn signups into activated, retained customers.
The funnel is measured obsessively at the top and thinly after signup. Most of the recoverable revenue is in activation and expansion, where the data usually exists but nothing acts on it.
The customer lifecycle
Every stage, including the ones that fail.
This is the path a customer actually takes in your sector. We’ve marked the stages where the business most often loses them — and it is rarely the marketing.
- Content or paid acquisitionDemand
- Signup or demo requestDemand
- Qualification & routingOperationsUsually breaks here
- Trial or onboardingOperationsUsually breaks here
- ActivationSystemsUsually breaks here
- Conversion to paidSystems
- AdoptionSystems
- Renewal & expansionOperationsUsually breaks here
4 of 8 stages are where this sector most often loses the customer.
Where it breaks
What that costs, specifically.
Onboarding is the same for everyone
A single generic sequence regardless of use case. Activation is where trials are won or lost, and it is usually the least personalised step.
Product usage never reaches the CRM
Sales and success cannot see what a customer actually does, so intervention happens after churn is already decided rather than before.
Renewals handled reactively
Expansion signals — seat growth, usage limits, feature adoption — are visible in the data and acted on by nobody.
What we measure
The numbers this work answers to.
Agreed before we start, reported throughout. No vanity metrics.
- Time from signup to activation
- Trial-to-paid conversion
- Net revenue retention
- Speed to first contact on demo requests
What we typically build
For technology & saas.
Let’s talk about your technology & saas business.
30 minutes, no pitch. If we’re not the right fit, we’ll tell you that too.