The Post-Sale Sale — How Brainstorm Gets Enterprises to Actually Use the Software They Bought

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. Featuring Todd Kirk of Brainstorm, a software-adoption platform built to help enterprises change their behavior at scale. Todd 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. 🎯 Why change fails: "everybody wants to change, they just don't want to do anything differently" 🔍 The post-sale sale — the end user never bought your software, so you still have to sell them 🤝 How one customer (Microsoft) became a referral flywheel of vendors and their customers 🎙️ Why onboarding tours barely work: only 2% click through, and 2% of those actually read it ⏳ How AI is reshaping adoption — and pushing SaaS toward usage-based pricing ⏱️ Timestamps: 00:00 Cold open 00:16 Meet Todd Kirk & what Brainstorm does 01:10 Why behavior change beats a technical fix 02:04 "Everybody wants to change, nobody wants to do anything differently" 02:30 Cutting their teeth on Microsoft's shift to SaaS 04:17 Where adoption actually starts 05:17 The post-sale sale: winning the end user 07:42 Selling through partners — and losing touch with the customer 10:39 The framework: get on the same side of the table 13:07 "Less but better" — the shortest path to first value 15:32 Why product tours fail (only 2% read them) 17:34 Growing beyond Microsoft: the referral flywheel 21:08 Relationships vs. marketing (and SaaS Therapy) 23:00 How AI changes adoption & pricing models 26:17 What excites Todd most: helping AI work at work 🔥 Want to build qualified pipeline with B2B SaaS executives? Start here 👉 https://www.rapidproductgrowth.com 🔗 Website: https://www.rapidproductgrowth.com 🔗 Jean-Michel on LinkedIn: https://www.linkedin.com/in/jeanmichelthink/ #SaaS #SoftwareAdoption #CustomerSuccess #ProductGrowthStories #RapidProductGrowth