RVNU #042: Startup MBA - Lecture 6

Why Product Usage and Adoption Details Determine Your Startup's Survival

Fig 1: The time it takes for a client to see value is inextricably linked to their appetite to both renew and expand their contract.

[STAGE: Prove Usage & Adoption]
[PROBLEM: Design partners sign contracts but don't use core features]
[FOR: Founders in B2B SaaS]
[TOPIC: Product Market Fit Validation]

The Challenge

You've acquired your first design partners and signed initial contracts, but a critical gap exists between contract execution and actual product adoption. The delta between when your client pays for your service and when they see measurable value—time to value—directly impacts your renewal rates and expansion opportunities. While your dashboard shows active accounts and revenue recognition, many design partners aren't using your product's core features, creating extended time to value that affects renewals and unit economics.