Only one person on each team uses your product
After a user gets value, prompt them to invite their team. Each invite is a warm lead with built-in social proof.
When to use
Your product gets better with more team members. One person per team is currently using it.
Hypothesis template
If we prompt users to invite team members after [activation event], team size will increase by [target]% because users who see value naturally want to share with colleagues.
Method
The problem: One person on a team signs up, uses the product, but their teammates use spreadsheets or a competitor. Your product stays a solo tool.
What Slack did: Made "Invite your team" the most prominent action after initial setup. The product gets better with more people, so invites are genuinely helpful — not just growth hacking.
The result: Each team invite is essentially a warm referral. The invited person joins a workspace where colleagues are already active, making activation near-guaranteed.
How to do it:
- Identify the moment where inviting others is genuinely helpful (after first value, not during signup)
- Make "Invite team" a prominent action: dashboard CTA, empty state prompt, post-success nudge
- Pre-write the invite message so users just enter emails
- Show what the team will get: "Your team gets access to all your experiments and playbooks"
- Follow up on pending invites: "3 of your 5 invites haven't accepted yet"
- Track: invite send rate, accept rate, invited user activation rate
Key insight: The invite works because it's a warm lead. The new user already trusts the person who invited them and sees an active workspace.
Success metrics
- •Invite send rate
- •Invite accept rate
- •Invited user activation rate
- •Team size growth
- •Revenue per team
Prerequisites
- A team or workspace concept in your product
- An invite flow that pre-writes the message
- Value that increases with team size
Common pitfalls
- •Prompting invites too early (before the user has gotten value)
- •Making the invite message feel spammy
- •Not following up on pending invites
- •Not showing the inviter whether their invites were accepted
Source: Slack. Team invites as a growth lever — each invite is a warm lead with built-in social proof.
Suggested ICE scores
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