Plan downgrade
A top-tier account downgrades, or signals it will at renewal.
A downgrade usually follows a change, such as a new leader, a budget cut, or a team that stopped using a feature. Caught within 30 to 45 days, most can still be saved with a conversation.
- Strength
- Good
- Act within
- Within 30 to 45 days of the downgrade
- Best for
- Subscription companies with tiered plans
How we detect it
Runs on PostHog, Clay, and HubSpot or Salesforce.
- Fire an event on any downgrade and on renewal notices.
- Check the account for leadership changes and usage drops.
What it triggers
An opening line, to show the angle. It never goes out as written.
Saw you moved to the team plan. If it was the reporting add-on you were not using, there may be a better fit than dropping a tier.
- Rep alert: Alert the account owner with what changed.
- Email: A call from a person about what they still need.
Where it goes wrong
- Sending an automated save offer.
Stack it with
A second signal on the same account moves it up.
Usage drop
A paying account’s usage falls sharply against its own baseline.
Decision maker left
The person who owned a tool or vendor at an account leaves, and the seat is empty or newly filled.
More your product signals
Every your product signalProduct sign-up from an ICP account
Someone from a company that fits your ICP signs up for your free plan or trial.
Product usage milestone
A free or trial account hits a usage event that predicts conversion, such as inviting teammates or connecting an integration.
Several users from one company
Several people from the same company sign up for your product separately.
FAQs about this signal
A top-tier account downgrades, or signals it will at renewal. A downgrade usually follows a change, such as a new leader, a budget cut, or a team that stopped using a feature. Caught within 30 to 45 days, most can still be saved with a conversation.
Fire an event on any downgrade and on renewal notices. Check the account for leadership changes and usage drops. Understory Agency runs it on PostHog, Clay, and HubSpot or Salesforce.
The window to act is within 30 to 45 days of the downgrade. Understory Agency routes it to rep alert and email. Alert the account owner with what changed. A call from a person about what they still need.
It works best for subscription companies with tiered plans. It is strongest alongside “Usage drop” and “Decision maker left”.
Or let us run it for you
Understory Agency's GTM engineers build the detection in Clay, wire it to the play that fits, and sync every touch to your CRM. Tell us who you sell to, and we'll show you where we would start.