Uncover untapped opportunities at customer accounts by calculating the user saturation rate. First, determine the total number of potential users at an account by counting all the contacts that have job titles, functions, and levels consistent with your typical user base. Then divide the number of their current user licenses into the number of total potential users.
Focus your efforts on expanding accounts that have relatively low saturation rates, but show enough adoption to indicate that they have bought into your product. Start by focusing on accounts with a user saturation rate between 10 and 60 percent.
- Calculate the user saturation rate to identify accounts that are not fully saturated
- Mid-cycle customer (not in a renewal window)
- Has a satisfactory adoption rate
- Initiate an email sequence