A play · one sale type
A user finds the product, tries it, reaches an aha moment, pays, and either expands or quietly churns.
Self-serve interest, activation, expansion.
The play
01 · Aware · 2 items
How do they learn the category and your name in the same week?
Seller-ops risk · 2
Still owns: Content writer
A named way
No named way on this item yet.
Still owns: Content writer, Seller
A named way
02 · Try · 4 items
What happens in the first session — and who helps if they stall?
Pain · 2
Felt by Visitor
Dissatisfied
They leave with the same question they arrived with.
Satisfied
They understand the offer and see one clear next step.
Delighted
The page answers as the company would, and they feel expected.
Avoid
A brochure that cannot answer a real question.
Mitigate
Governed answers on the page, brand voice, and a named handoff.
Opportunity
The first useful conversation happens before they hunt for a form.
Still owns: Marketer
A named way
Felt by Visitor
Dissatisfied
They drown in claims and never start.
Satisfied
One question, one answer, one next step.
Delighted
The page feels like a person who already knew what mattered.
Avoid
A first surface that tries to say everything.
Mitigate
One conversation, one next step, the rest on demand.
Opportunity
Less on the page is how they begin.
Still owns: Marketer
A named way
Seller-ops risk · 2
Still owns: Seller, Application engineer
A named way
Still owns: Marketer, SDR
A named way
03 · Activate · 1 items
What is first value, and how do you know they hit it?
Seller-ops risk · 1
Still owns: Success, Support
A named way
04 · Subscribe · 2 items
What removes doubt at the paywall or upgrade?
Seller-ops risk · 2
Still owns: Seller
A named way
No named way on this item yet.
Still owns: SDR, Seller
A named way
05 · Use · 1 items
How do they get unstuck without opening a ticket they will regret?
Pain · 1
Felt by Customer
Dissatisfied
They wait, and nobody takes the ticket.
Satisfied
An answer or a clean escalation, consistent with policy.
Delighted
They feel heard before they regret opening the ticket.
Avoid
A pile with no owner and no takeover.
Mitigate
Resolve what you can, escalate cleanly, keep answers consistent.
Opportunity
Care after the yes is why they stay.
Still owns: Support
A named way
06 · Renew & expand
Is expansion earned in the product, or only in a QBR?
No pain, risk, or opportunity written for this scene yet.