Replacing Sales People

with Great UX

Chandika Jayasundara

Personal Sales by a Savvy

Sales Person is the MOST

effective way to sell.

The Hard Truth.

It costs more though. So each sale must be a large sale.

Earlier: CIO makes call for

entire organization.

Earlier: CIO makes call for

entire organization.

Now: End users trial and

adopt, CIO confirms at end.

Selling Online

Thousands of SaaS Products

800K+

Product Focused, SaaS company

Users

Big Brand Customers

Platforms 5Cloud, Desktop, Server, Plugins

Company

100% Organic growth, $0 Ad spend

Selling Software Online: Step by Step

The Funnel

The Funnel

Site Visit

Educate On site / Trial

Trial, Emails etc.

$$$$

Happiness and Delight

Creately’s Default Funnel

Interest

Educate

Activate

Convert

Is this the best you can

do?

1. Understand the User

Speak their language

Remove roadblocks

User Context

BlogsSearch

Social

Ads

Referral

Word of

mouth

Infographics

White papers

Q + A sites

Affiliates

Forums

Comments

News / Media

Webinars

Context: Interest Trigger

Context: Intent

Context: Device / Tech

Context: Membership

Collect every data point

to build the customer profile

Understand the User

Adapt to your users expectation /

context

Speak their language

Real people build trust

Real people build trust

Activate

“40-60% of users who sign up for a free

trial of your software or SaaS application

will use it once and never come back.”

@patio11

credits: intercom.io

What did the successful

customers do?

Re-design Initial User

Experience with laser focus

on activation

Guide users through successful actions

Example Successful

activations

• Twitter - Follow 20 active users

• Creately - Create 2 diagrams, share with someone

• Dropbox - Sync photo collection

• Slack - Have 1000 posts per team

• Facebook - Add 20 friends

Convert to Paid

Be Nice. Time it well. Natural Limits are best.

Retain!

Keep them engaged, keep them happy.

Thank You!

chandika@cinergix.com