01
Free tier filling with non-buyers
Users match no ICP — wrong size, wrong use case
STRUCTURAL
02
CAC went up after free tier launch
More support load, more infra cost, no conversion offset
STRUCTURAL
03
Sales cannot act on product data
PQL undefined, data not in CRM, comp ignores it
PREREQ 5+6
04
No defined activation milestone
Cannot measure activation rate or identify drop-offs
PREREQ 1
05
Time-to-value exceeds 48 hours
Product cannot deliver aha without human assistance
ACTIVATION
06
Free-to-paid below 2%
Activation-to-conversion pathway is broken
CONVERSION
07
Growth team reports to marketing
No product authority, cannot iterate on activation
GOVERNANCE