How game mechanics are changing B2B onboarding in 2026 | Karel Papik @ Product Fruits

Karel Papik spent 20 years making video games and then discovered that gaming principles for hooking users in the first hour are more advanced than most B2B onboarding. He brought that thinking to Product Fruits, then scrapped the entire roadmap to rebuild it around AI.We get into why his investors offered more money within 24 hours of hearing the pivot, how "forbidden mechanics" from gaming translate into SaaS adoption, why he stopped doing outbound and content entirely — and why he now tells founders to stop listening to customers about the future of their product.For SaaS founders, product managers, and operators thinking seriously about onboarding, AI adoption, and how to grow without chasing every trend.In this episode: → Why investors offered more money within 24 hours of the AI pivot → How gaming "forbidden mechanics" translate to SaaS adoption → Why they stopped doing outbound and content — and what replaced it → Personalizing onboarding at the user level, not the segment level → Why founders should stop asking customers about the future → The personal cost of critical thinking and going against consensus----------- Episode's Chapters -----------0:00 — Intro & Karel's Gaming Background1:13 — From Video Games to SaaS: How Karel Found Product Fruits3:17 — Gaming Principles That Apply to SaaS Onboarding6:59 — Why Product Fruits Went All-In on AI9:19 — AI Personalization & How Elvin Works15:07 — The "Annotation" Method: Teaching AI About Your Product20:33 — Data Privacy & Why Customer Data Stays Separate21:40 — Dealing With AI Uncertainty & Pricing Changes22:58 — Growth Strategy: PPC Over Content26:21 — Biggest Win: The Bold Bet on AI29:17 — Founder Hack: The Power of Critical Thinking🎙️ Karel Papik - linkedin.com/in/karelpapikProduct Fruits - https://productfruits.com Subscribe to our channel to be the first to see the interviews that we publish - https://www.youtube.com/@saas-groupStay up to date:Twitter: https://twitter.com/SaaS_groupLinkedIn: https://www.linkedin.com/company/14790796