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What SaaS Buyers Really Want: How to Remove Friction and Drive Adoption

This is a special collab episode between The Adoption Curve and SaaS Therapy, where Sean Adams and Todd Kirk team up to explore what SaaS buyers truly value after the sale—removing friction, driving adoption, and turning tools into outcomes.

Todd (VP of Software Engagement Advisory at BrainStorm Inc.) and Sean (Chief Revenue Officer at iorad) blend their experiences from both sides of the SaaS table to unpack:

• Why features don’t sell—outcomes do• How IT champions think (and what they really want from vendors)

• The mindset shift from implementation to adoption

• Tactics you can use immediately to reduce post-sale friction

If you're a product leader, customer success manager, or SaaS founder aiming to increase adoption and reduce churn, this episode delivers a roadmap for building real, lasting value.

💡 FREE RESOURCE: THE PROACTIVE POST-SALE PLAYBOOK – https://drive.google.com/file/d/1hnHqqu8P58e5ha-sGa0u5ldejjxb-lmh/view?usp=sharing

SOCIALS

👨‍💻 Connect with Sean — https://www.linkedin.com/in/sean-adams-sales/

👨‍💻 Connect with Todd — https://www.linkedin.com/in/toddjeffreykirk/

🌍 IORAD website — https://www.iorad.com⏰

TIMESTAMPS

00:00 — Episode intro & podcast crossover

04:30 — What SaaS buyers are really looking for

10:15 — Common friction points in onboarding

17:45 — Strategies to remove friction and increase adoption

24:30 — How to surface unseen value for IT champions

30:10 — Translating adoption into expansion

#SoftwareAdoption #UserEnablement #SaaSSuccess #CustomerOutcomes #TechImplementation