System of Record
Running a Workflow Playbook
Short trials and thin onboarding for products that actually require data migration and governance.
Outcome
Underestimated setup burden & high churn
Intelligence Layer
Running a Developer Playbook
Focusing on APIs and technical proof when the real buyer needs high-signal business insights.
Outcome
Misclassified content & weak buyer fit
Workflow Tool
Running an Enterprise Playbook
Heavyweight sales and onboarding for a simple product the user could have adopted alone.
Outcome
Unnecessary friction & high CAC