(1) Bowling Alley Framework - need to build your bowling alley

• Straight Line path
• Product bumpers
• Conversational bumper

(a) Product bumpers

• Welcome message
• Tour (focus mode)
• Progress bar
• Checklist (3-5 items) endowed progress
• Tool tips

(b) Conversational bumpers

• Welcome email
• Usage tip email (if I miss a value feature)
• Sales touch email (not spammy)
• Testimonial email (tie this back to typical objections)
• Free trial ending email ( restate value, explain how to get help, do this in advance of trial ending)
• Customer welcome email
• Usage review emails (like what Slack does with Rahul)

(2) Van Westendrop Framework