Identifying and Recruiting Power Users on Your Site with FullStory
You can identify and score top prospects on your site as well as find individual power users to recruit for user testing using the FullStory platform.
“[With FullStory], you have already identified the power users. You don’t have to send out a survey to identify them. You have that captive audience identified just by their behavior.”
Transcript
Jim Morris:
Hi there, fellow product leaders. Here's a snippet from Erik Skurka describing how his teams identify and score top prospects on their site as well as find individual power users to recruit for user testing using the FullStory platform. Note that neither of us is affiliated with FullStory. Enjoy.
Erik Skurka:
We're a B2B tool, so a user is not a user is not a user. We have role level permissioning as well as vertical level provisioning. So if you're a restaurant you might use our tool a bit differently than if you're a bank. The combination of the role, like if you're an admin or a manager, and your industry drives home a lot of interesting insights that you can then filter down and study more deeply. It's also cool because now you have a targeted list of people who've actually interacted with the feature, so when you're going to recruit an improvement for it, you have already identified the power users. You don't have to send out a survey to identify the power users. You have that captive audience identified just by their behavior.
Jim Morris:
Does FullStory have CRM type abilities or do you flag them and then pull them into a CRM?
Erik Skurka:
They have some export. I mean they're, I'm one of their biggest fan boys. They have lots of integrations where you can do webhook, event-based stuff, so as soon as X, Y, Z criteria of a customer interacts with this, send a link or post it to their account record inside Salesforce. That's actually something that we're working on right now, where we have these free trials that span anywhere from 30 to 90 days. Our sales team is constantly in Salesforce, as they should be, and now we have interesting ways to notify the salesperson when their potential customer is actually using the product and show them how they're using the product to have a more consultative approach when they talk to them next time. That is all integrations directly into their account record inside Salesforce, which is pretty dang cool.
Jim Morris:
Thanks for watching. You can find more product discovery resources at ProductDiscoveryGroup.com.
Resources:
Jim Morris, Product Discovery Group
Jim coaches Product teams to collaborate with each other and seek customer input early and often during the design and ideation phase.
