If you find yourself flat or sinking, that’s an all-hands-on-deck situation. Don’t panic, though. Everyone has to negotiate their own OS moment. But now’s the time to ask the hard questions: Are there customers you should not be pursuing (at least not right now)? Are there customers you should fire? What are the real features and usage patterns that really equate to customers finding ongoing value? Are your customers just kicking the tires but never really becoming true ongoing subscribers? Do they need a little push? Could your service be designed or packaged in a different way?
