The "Shelfware" Survival Guide

A founder noted a frustrating pattern - Large enterprise clients pay easily but then go "lethargic," slowing down adoption and creating a massive bottleneck for long-term growth.

The community’s playbook for moving from "Signed" to "Active":

→Beware the "Just-In-Case-Ware." Large companies often buy software based on a high-level mandate without a clear execution plan. This creates a "shelfware" risk where the product sits unused, leading to an inevitable churn at renewal time.

→Bridge the Decision-User Gap. The people signing the checks (Leadership) are rarely the ones using the tool (Operators). If the operators weren't part of the buying process, they often view your software as "extra work" rather than a solution.

→The "Bribe" Strategy for Insights. If users aren't engaging, conduct a "listening tour." Offer incentives (like gift cards) to get them to talk openly. Focus the conversation on their daily pain points and how they are evaluated not just your product's features.

→Map to the Big Two. Every successful product must either increase revenue or decrease costs. Re-confirm with the budget holder which bucket you fall into and ensure the operators understand how using the tool helps them hit those specific company goals.

Bottom line: 
Payment is not adoption. To fix lethargy, you must stop selling to the "Buyer" and start winning over the "User" by aligning your tool with their personal motivations and the company’s core objectives. 📈