Follow up with stalled signups
People signed up, logged in, and stopped before the step that makes the product useful. Find where each one stopped and point them at the next step.
The conversation
Sample accounts and numbers, for illustrationYouFind people who signed up in the last 14 days, logged in at least twice and haven’t completed activation, grouped by the last step they finished, with their company and whether anyone else from it signed up. Draft a short note for each that points at the next step, and skip accounts with an open opportunity.
Unify3 checks · product events and CRM
- Read logins and feature events for everyone who signed up since 3 September and recorded the last step each person completed.
- Grouped them by that step and matched each signup to a company by email domain.
- Checked HubSpot for owners, open opportunities and other signups from the same domain.
Sixty-one people signed up in the last 14 days. Twenty-eight logged in twice and stopped short of activation, in three places.
- 61
- signed up in 14 days
- 38
- logged in twice
- 28
- stalled before activation in three places
- 10
- activated a first report shared
| Stopped after | People | Same-domain signups | In a deal |
|---|---|---|---|
| Created an account, never connected a source | 15 | 4 companies with 2 or more | 2 |
| Connected a source, no report built | 9 | 1 company with 3 | 0 |
| Built a report, never invited anyone | 4 | 0 | 1 |
Activation here is a first report shared with a teammate. Change the event and the groups change with it.
YouShow me the connected-but-no-report group. Who gets a note, and who goes to sales?
UnifyNine people at eight companies. Three of them are at Brightpath, which makes it an account conversation rather than three notes.
Connected HubSpot on Monday, then saw an empty dashboard. The note points at the pipeline report that reads it.
Uploaded a CSV on Thursday and stopped. The note points at any report built from the file.
Three signups from one domain, one source connected, no report. Nobody owns the account in HubSpot.
YouDraft the notes for the rest and route Brightpath to sales.
UnifyFive notes are drafted, each naming the source they connected and the report to build from it. Brightpath is in the routing list with all three signups attached.
ToDana Holt
SubjectThe first report from your HubSpot data
Dana, HubSpot is connected, so the pipeline report is one click from here. It reads your open deals by stage and owner; the link below builds it. If that is not the report you wanted, reply with the question and I will point you at the right one.
Set up
- Five drafts, one per person Each names the last step and the next one, with the link. They send from the owner’s mailbox once approved.
- Brightpath routed to sales Three signups, one connected source, no owner. Flagged as an account for assignment.
The note is about the step, not the product. Nothing sends until someone approves it.
Activation follow-up, with and without Unify
The signup happened. The question is where it stopped.
| Without Unify | With Unify |
|---|---|
| Signups land in a spreadsheet or a lifecycle stage, and activation is a percentage nobody can act on | Login and feature events from your product show the last step each person completed |
| Every stalled person gets the same three-email onboarding drip regardless of where they stopped | People are grouped by where they stopped, so the note points at the next step rather than the first |
| Sales only hears about a signup once it converts, so nobody calls the ones that were close | Signups at target accounts and multiple signups from one domain are surfaced to sales the same day |
| Accounts already in a deal get the drip too, and the rep finds out from the prospect | Accounts with an open opportunity or an owner are routed to the rep and skipped by the note |
Start from this prompt
Make it your own in Unify, then review the results.
Find people who signed up in the last 14 days, logged in at least twice and haven't completed activation, grouped by the last step they finished, with their company and whether anyone else from it signed up. Draft a short note for each that points at the next step, and skip accounts with an open opportunity.
What else you can ask for
The walkthrough is one path through this workflow. These are the turns people take most often.
- One stepWho connected a data source but never created their first report, and which of them are at accounts in our ICP?Try in Unify
- Several signups, one companyWhich companies had three or more signups this month with nobody activated, and who owns them in the CRM?Try in Unify
- Went quietWho was active every day in their first week and hasn't logged in for 10 days, and what was the last thing they did?Try in Unify
How it changes by who you sell to
- Software
- Developer signups stall at the first integration, not at the first login. Ask for people who logged in twice but never sent data or connected a tool, and point the note at the docs page for the step they are on.
- Financial services
- Signups from banks and insurers often stall on security review rather than on the product. Ask whether the account already has a signed agreement or an open deal, and route those to the owner instead of sending a note.
- Healthcare
- Signups at provider and health-tech accounts stall when the next step needs data they cannot share without an agreement. Ask which step each person stopped on, and offer the sample dataset or a call with the compliance material attached.
- Retail and e-commerce
- Retail and e-commerce signups stall on the store or catalog connection. Ask for people who created an account but never connected a store, and name the platform they use in the note so the next step is one click.
- Education
- At schools and universities, one person signs up on behalf of a department and stalls when the next step needs an admin. Ask who else from the same domain signed up, and address the note to the person who can actually take the step.
Next in product-led growth
+4Product-ledRun outbound on product usageThe strongest signal you have is what people already do inside your product.
+4Free-plan conversionTurn free-plan usage into upgradesFree-plan users who use the product every week have already made the case. Find them, and write to the one who uses it most.- +4Paywall hitsTurn paywall hits into upgrade conversationsSomeone hit a limit inside your product. Find out which limit, who else at the account is affected, and offer help before the upgrade pitch.
Connect what this workflow uses
Each guide covers the connection, what Unify reads and writes, and what to check before the first run.
- Connect PostHogConnect PostHog to Unify as a destination, choosing the product events and the person and company context to send.
- Connect SegmentSend supported Segment events into Unify through Webhook (actions).
- Connect SalesforceAuthorize Salesforce in Unify, configure CRM field mappings, and choose when to enable writing.
- Connect HubSpotConnect HubSpot to Unify, map Company and Person fields, and plan CRM exclusions and supported write-back.
- Connect GmailConnect Gmail to Unify for sequence emails and replies.
- Connect OutlookConnect Microsoft Outlook directly to Unify.
Questions about this workflow
How does Unify know where someone stopped?
From your product's own events. A login identifies the person and feature events mark each step they complete. The docs describe activation plays for users who started using key features but have not completed the activation criteria, and Unify groups people by the last step they finished.
What counts as activation?
Whatever you define. Name the event that means a person got value, such as the first report created or the first integration connected, and the prompt treats everyone short of it as stalled. Start with one step and refine later.
Will this email people who are already talking to sales?
No. Accounts with an open opportunity or an assigned owner in Salesforce or HubSpot are routed to the rep as context, not drafted to. The prompt says to skip them and the CRM check enforces it.
Is this a replacement for onboarding emails?
No. The onboarding drip still runs. This catches the people the drip did not move, and writes to each one about the specific step they stopped on rather than the sequence everyone gets.