A short guide on how we tested team plans at Jenni and closed $10k in revenue.
Hypothesis statements
- Team plans are a way to increase retention
- Team plans move upmarket toward users with more purchasing power
- Team plans are targeted at full-time researchers who have an ongoing product need
- Team plans afford the potential to land and expand (e.g. trial with industry researcher which expands as more accounts are activated)
I wanted to test this without any engineering or touching production.
Tool stack
- Framer
- Tally
- Zapier
- Google Sheets
- Cal.com
- Stripe
Implementation Steps
- Created a banner on the homepage for team plans
- Banner CTA opens a new tab which is a Tally form
- Tally form asks users several questions (I want to learn what type of people are interested in team plans and why)
- Responses logged to a Google Sheet
- Zapier trigger for new Sheets entry triggers a draft email with name, org name, and team size data dynamically populated
- Email sent to drafts (contemplated auto sending but prefer to check over in case of messy data)
- Depending on the nature of the enquiry I’ll either send my cal.com link or propose invoice creation
- Create an invoice and email it along with a user email collection form (seeing as this is not done in-app, I need to assign the plan to each user)
- Manually apply access to team users
Results
- Logged ~100 responses with ~$10k revenue.
- More importantly, at 100 responses we can do some pattern recognition to understand what profile of team is likely to convert (geo, size, field)
- For those who did not convert, we started to learn what was missing.
- Learned about pricing sensitivity and willingness to pay