10 Advanced Segments to create to spot high-intent opportunities
There are certain Developer activities that deserve to be looked at with urgency.
Recent Forks
Multiple Stars, Watches
Issues and Comments
Engaging with Multiple Products in the Same Category
Recent Engagement with a competitor
CLI installs and Regular Docs visits
Engaging with High Intent Pages and Multiple Developers involved
Engaging on multiple platforms Product Signup and Activity on Github or Docs
Target Account with Recent Activity
1. Recent Forks
Shows strong interest in the OSS project. Developer might be tinkering around or there might be an enterprise use case.
Interesting if:
Developer works at an ICP Account
Your product is more relevant for an enterprise than for an individual developer
Compounded by one or more signals: Deal conversation going on, Regular visits to the Docs, Sign up, Pricing page visit, etc.
How to Identify Such Accounts:
Create a Segment with these filters:
Activity Type ‘Includes Any’ Fork
Data Range = In the last 2 weeks
Filter for ICP Accounts.
Option 1: Customer Fit Score = Strong/Moderate
Option 2: Add Filters for Location, Employee Range, Industry, etc.
Action
Reach out immediately and catch this Account early, they haven’t had a chance to actually deploy the open source project. You may be able to catch them at an early buy-vs-build decision
2. Multiple Stars, Watches
Why this is relevant?
If more than one developer from the same company is engaging with a project, it is highly likely that a team evaluation is going on
Interesting if:
Activity is from an Account that matches your ICP
Recent Actions are usually more interesting
There is triangulation with other signals like other activities like visiting docs, checking out your website, developers with the right designations.
How to Identify Such Accounts:
Create a Segment with these filters:
Activity Type ‘Includes Any’ Stars, Watch
Count of Deanonymised Devs > 1
Filter for ICP Accounts.
Option 1: Customer Fit Score = Strong/Moderate
Option 2: Add Filters for Location, Employee Range, Industry, etc.
Action
Reach out to the evaluating developers with content that showcases the strengths of your product and builds awareness.
Also reach out to the Buyer persona from the same geography with a targeted sales email.
3. Issues and Comments
Why this is relevant?
Developers create Issues and Comments when they are reporting a Bug or Requesting a feature.
Two scenarios here:
If the issues and comments are on your repository: The bug or the feature request can be a good conversation starter
If the issues and comments are on a competitor repo: Maybe your product solves that particular pain point or has the feature being requested. Again this can be a great opportunity
Things to watch out for:
Too many issues on a Competitor repo: They are already using the competitor product actively. Need a rip and replace approach. Or just start building a relationship for future opportunities
Multiple issues or comments on our own repo: They might be using the OSS in production. Need a strong reason to move from OSS to Enterprise
How to Identify Such Accounts:
Create a Segment with these filters:
Activity Type ‘Includes Any’ Issues, Comments
Filter for ICP Accounts.
Option 1: Customer Fit Score = Strong/Moderate
Option 2: Add Filters for Location, Employee Range, Industry, etc.
Action
Write a personalised email to the developer based on their specific issue or comment. Offer to bring a technical person onto a call to help solve their issue, or talk about their feature request.
4. Engaging with Multiple Products in the Same Category
Why this is relevant?
If an Account is active on your own Github, Docs, or Package Managers, as well as active on a competitor, or they have activities on multiple Competitors, then they are "In Market" for a product like yours.
This is a strong sign of intent, and in most cases, you need to act quickly here.
Important If:
Activity is from an Account that matches your ICP
Recency will play a role - you want to catch accounts before they get entrenched in your competitors
How to Identify Such Accounts:
Create a Segment with these filters:
Repository Type ‘Includes All’ Owner, Competitor
Filter for ICP Accounts.
Option 1: Customer Fit Score = Strong/Moderate
Option 2: Add Filters for Location, Employee Range, Industry, etc.
Action
Reach out to the evaluating developers with messaging around the problem they face, what factors to consider while looking for a solution in this space, and how your product shines vs other offerings.
Offer them some exclusive content/product freebies to help tip the scales in your favour.
Reach out to the Buyer persona from the same geography with a targeted sales email.
5. Accounts that just became active on a Competitor Repo
Why this is relevant?
Activity on a Competitor repo, especially recent activity can be a sign that an Account is “In Market”. They are checking out a competitor and hence the window to act is limited. Before the Developer adopts or starts building on the Competitor product it would be important to get in front of them and introduce our solution.
This is particularly important if that Account is an ICP account, or even slightly relevant.
How to Identify Such Accounts:
Create a Segment with these filters:
Repository Type = Competition
Filter for ICP Accounts.
Option 1: Customer Fit Score = Strong/Moderate
Option 2: Add Filters for Location, Employee Range, Industry, etc.
Action
Reach out immediately and catch the developers early, they haven’t had a chance to actually deploy the open source project.messaging around what factors to consider while looking for a solution in this space, and how your product shines vs other
Enroll the developers in an awareness campaign
6. Installations Initiated, Commands Executed + Regular docs visits
Why this is relevant?
Activity on Docs is a strong sign of intent, as it shows a deeper desire to learn about your product compared to mere website visits.
If someone is trying to run installations and executing commands from your docs, then there is a high likelihood that they have a use case.
They are either trying out your product to see how it works, or are now actively trying to build something.
More interesting if:
There is high degree of activity.
Activity is sustained over a period of days or weeks
ICP Qualified Account, Deal conversation going on
Things to watch out for:
In most cases, the identity of the developer is not known.
You can use Apollo or Sales Navigator to find people with the right personas in the location where the activity took place and reach out to them.
How to Identify Such Accounts:
Create a Segment with these filters:
Activity Type ‘Includes Any’ Installations Inititiated, Commands Executed
Activity Type ‘Includes Any’ Docs Review AND Count of Activity > 10
Filter for ICP Accounts.
Option 1: Customer Fit Score = Strong/Moderate
Option 2: Add Filters for Location, Employee Range, Industry, etc.
Action
If these developers are executing commands, they already know of your product.
If there are only a small number of commands, there could be a short window of opportunity to push them towards a build-vs-buy decision (in case your product has a managed offering)
If there are a large number of commands, then it is most likely that the open source product has been Deployed. Reach out with messaging that highlights the advantages of your paid product vs the open source version
7. Engagement on High Intent Pages + Multiple Devs involved
Why this is relevant?
High intent pages are pages with premium features, pricing, support etc.
If multiple devs from an accounts are checking out these pages then a silent evaluation might be going on.
More interesting if:
There is high degree of activity.
Activity is sustained over a period of days or weeks
ICP Qualified Account
Things to watch out for:
In most cases, the identity of the developer is not known.
You can use Apollo or Sales Navigator to find people with the right personas in the location where the activity took place and reach out to them.
How to Identify Such Accounts:
Create a Segment with these filters:
Tracking Source ‘Includes Any’ Tag of Relevant pages (You can tag the high intent pages in Integrations >> Tracking Beacon >> Website, Add Webpage URL)
Developers > 1
Filter for ICP Accounts.
Option 1: Customer Fit Score = Strong/Moderate
Option 2: Add Filters for Location, Employee Range, Industry, etc.
Action
Based on the pages the developers are visiting, we can ascertain the specific usecase that they are looking to solve.
Send the developers info on the use cases that can be solved with these features or the benefits of using these premium features.
Also send similar messaging to senior people on the same team.
8. Engagement on Github and Docs
Why this is relevant?
Checking out different platforms shows stronger intent to actually build something using your open source product.
More Interesting if:
If there are multiple developers from the same company active on your docs. This implies that it has moved beyond an exploratory experiment to a deeper evaluation
ICP qualified account, Right Persona
How to Identify Such Accounts:
Create a Segment with these filters:
Activity Type ‘Includes Any’ Github (all)
Activity Type ‘Includes Any’ Docs (all)
Filter for ICP Accounts.
Option 1: Customer Fit Score = Strong/Moderate
Option 2: Add Filters for Location, Employee Range, Industry, etc.
Action
The main goal here should be to nurture these developers, and help them with their usecase, as well as make them aware of the benefits of your product.
Invite these devs to a webinar, send them some exclusive content
9. Product Signups & Activity on Github or Docs
Why this is relevant?
If someone is signing in to your product, it’s usually a very high intent action and merits tracking. We check for some other activity to eliminate stray sign ups.
More Interesting if:
If there are multiple developers from the same company active on your tracked assets - this helps differentiate personal interest from a business use case.
ICP qualified account, Right Persona
How to Identify Such Accounts:
Create a Segment with these filters:
Activity Type ‘Includes Any’ Product Login
Activity Type ‘Includes Any’ Github (all), Docs (all)
Filter for ICP Accounts.
Option 1: Customer Fit Score = Strong/Moderate
Option 2: Add Filters for Location, Employee Range, Industry, etc.
Action
Once someone signs up on your product, you can try to reverse engineer what causes someone to sign up, and what kind of actions they take post sign up.
They already know of your product. Nurture these leads and send them content on interesting use cases, invite them to a webinar.
10. Accounts that are part of My Target List of Accounts
Why this is relevant?
If you are Targeting a set list of Accounts [typically relevant for SDRs and AEs] then you want to be top of every movement in those accounts
Also, it can help to monitor whether the sales interventions are leading to an evaluation or increased developer activity in those accounts
How to Identify Such Accounts:
First upload your target list of Accounts in the My Lists section. Let say this list is called “John Doe’s Target List”.
Next, create a Segment with these filters:
Source >> Lists >> “John Doe’s target list”
Actions
Everyday when you login into Reo.Dev, check out this segment. Newly added Accounts will be tagged with a “New” sticker
Any activity on these accounts deserve attention
SDRs and AEs should be running interventions to get these accounts to become more active.
They can judge the efficacy of their interventions by monitoring the Activity Timeline of these target accounts
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