{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Product Growth Stories","title":"The Post-Sale Sale — How Brainstorm Gets Enterprises to Actually Use the Software They Bought","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/0632b7a8\"></iframe>","width":"100%","height":180,"duration":1696,"description":"You closed the deal. The software's paid for. And almost nobody's actually using it. Todd Kirk has spent 25+ years fixing exactly that — starting with Microsoft.\n\nFeaturing Todd Kirk of Brainstorm, a software-adoption platform built to help enterprises change their behavior at scale.\n\nTodd breaks down why adoption — not the product, not the sale — is where most SaaS quietly loses. He explains the \"post-sale sale\" (the end user never went through your sales process, so you still have to win them), why \"everybody wants to change but nobody wants to do anything differently,\" how Brainstorm turned a single Microsoft relationship into a referral flywheel across vendors and their customers, why product tours barely move the needle, and how AI is reshaping both adoption and SaaS pricing.\n\n🎯 Why change fails: \"everybody wants to change, they just don't want to do anything differently\"\n🔍 The post-sale sale — the end user never bought your software, so you still have to sell them\n🤝 How one customer (Microsoft) became a referral flywheel of vendors and their customers\n🎙️ Why onboarding tours barely work: only 2% click through, and 2% of those actually read it\n⏳ How AI is reshaping adoption — and pushing SaaS toward usage-based pricing\n\n⏱️ Timestamps:\n00:00 Cold open\n00:16 Meet Todd Kirk & what Brainstorm does\n01:10 Why behavior change beats a technical fix\n02:04 \"Everybody wants to change, nobody wants to do anything differently\"\n02:30 Cutting their teeth on Microsoft's shift to SaaS\n04:17 Where adoption actually starts\n05:17 The post-sale sale: winning the end user\n07:42 Selling through partners — and losing touch with the customer\n10:39 The framework: get on the same side of the table\n13:07 \"Less but better\" — the shortest path to first value\n15:32 Why product tours fail (only 2% read them)\n17:34 Growing beyond Microsoft: the referral flywheel\n21:08 Relationships vs. marketing (and SaaS Therapy)\n23:00 How AI changes adoption & pricing models\n26:17 What excites Todd most:...","thumbnail_url":"https://img.transistorcdn.com/X4IT14P2xMDfcTDbs7hsQIK9BMr3b8jaJAuqZx6l-bo/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9iZmU0/OWYxNGQxM2EzNTA3/YmFiMzNiNDBjM2Qw/YTU1Yy5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}