Aircall launched a new self-serve onboarding flow for trial accounts in the web app, replacing a shorter setup with a guided checklist covering workspace creation, number provisioning, CRM integration, teammate invite, and first outbound call. Revenue from converted trials typically lags onboarding by 30-60 days, but the Growth team needs to know within 2 weeks whether the new flow is working.
In the 14 days before launch, Aircall averaged 4,800 new trial workspaces per week. Baseline funnel performance was: 92% created a workspace, 71% added at least one phone number, 38% connected a CRM or helpdesk integration, 44% invited a teammate, 57% completed a first call within 3 days, 29% were active on Day 7, and 11% converted to paid within 45 days. After launch, weekly trial starts stayed flat at ~4,900, but median onboarding time increased from 9 to 14 minutes. Product and Sales leadership want a metric framework that identifies leading indicators of future paid conversion without waiting for revenue.
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