B2B SaaS Onboarding
Time-to-First-Value and Activation
A SaaS product team used C2O to cut time-to-first-value, raise Day-7 activation, and reduce funnel drop-off during onboarding.
Context & challenge
Healthy top-of-funnel demand did not convert into active teams; time-to-first-value was long and onboarding decisions were relitigated without clear thresholds.
Headline results
Median time-to-first-value dropped from 6 days to 2.7 days.
Day-7 activation climbed from 41% to over 60%.
Invite funnel drop-off fell from 38% to 17%.
Before / after metrics
Each metric links into the Metrics Dictionary for definitions and thresholds.
| Metric | Before | After |
|---|---|---|
| Time-to-first-value (median) | 6 days to reach the first meaningful value | Evidence |
| Day-7 activation | 41% of trials activated by Day 7 | Evidence |
| Invite funnel drop-off | 38% drop-off at the invite step | Evidence |
Decision snapshot
Selected decisions from the case, focusing on how outcomes, contributions, and evidence were handled.
- The team defined a crisp onboarding outcome with acceptance criteria and reliability guardrails.
- A DRB agreed activation and TTFV thresholds that gated variant rollouts and rollbacks.
- Build work focused on a guided setup behind experiments with standardised event names and dashboards.
- Run and Adopt phases used weekly readouts and enablement packs to reinforce the new onboarding path.
Read the KB case study
The Knowledge Base article includes lifecycle walkthroughs, thresholds, and links to supporting materials.