Table Figure 1 Growth that compounds 4 September 2026

The time to value milestone matrix

Distinguish vendor administrative activity from observable customer economic outcomes across the onboarding timeline.

Milestone phase	Observable customer event	What it measures	Failure if unmonitored
Technical setup	SSO integration, user provisioning	Vendor delivery activity	Implementation claimed as success
First Value (TTFV)	First report run, first workflow live	Initial utility realization	Extended onboarding drives early buyer remorse
Full adoption	Over 70% target team active weekly	Operational embedding	Software shelfware risk increases
Economic payback	Measurable cost savings or revenue gain	Return on customer investment	Contract vulnerable at first annual renewal
Habitual renewal	Core system dependencies established	Defensive switching friction	Customer easily displaced by competitor

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Reference & Evidence

Source: Author's lifecycle governance framework grounded in customer onboarding velocity and retention research from Lemmens and Gupta (2020), Malthouse and Blattberg (2005), and Reinartz and Kumar (2000).

From the essay

What is time to value?

Time to value measures the elapsed duration from purchase to observable customer benefit. Distinguish technical completion from value realization.

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APA 7

Isoglu, S. (2026). The time to value milestone matrix [Table]. isoglu.com. https://isoglu.com/insights/exhibits/isoglu-2026-what-is-time-to-value-fig01/

BibTeX

@misc{isoglu-2026-what-is-time-to-value-fig01,
  author = {Isoglu, Sinan},
  title = {{The time to value milestone matrix}},
  year = {2026},
  howpublished = {Figure 1, isoglu.com},
  url = {https://isoglu.com/insights/exhibits/isoglu-2026-what-is-time-to-value-fig01/},
  note = {From the essay {What is time to value?}}
}

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