Sample Revenue Leak Diagnosis
A simplified example of how Nasiba identifies the commercial break, explains why it exists, and maps what should change first.
This example is illustrative. It does not represent confidential client data or measured client results.
The scenario
A fictional product used throughout this example. Any resemblance to a specific company is coincidental.
A B2B SaaS workflow tool.
Free plan: solves the core individual workflow. Paid plan: mostly increases usage limits and adds minor convenience features.
Users adopt the product, but paid upgrades remain weak. There is usage and demand, but no strong commercial transition from free usage to payment.
The sample leak map
Structural map — not measured data
INTEREST
UNDERSTANDING
ECONOMIC VALUE
BUYING EVENT
Primary break
PAYMENT
EXPANSION
“The buyer never reaches a rational reason to pay — paid only offers more of what free already solved.”
The diagnosis
Free solves the core job.
The free plan already gives the user the outcome that brought them to the product. Paid mostly increases capacity rather than creating a meaningfully more valuable commercial state.
Commercial consequence
Users can like the product without developing a rational reason to upgrade.
Packaging is organized around usage, not increasing value.
The commercial boundary is defined by how much the user can do rather than by when the product becomes more economically important.
The upgrade currently asks
“Do you need more?”
It should ask
“Has this become important enough to pay for?”
Commercial consequence
Usage growth does not automatically create willingness to pay.
Paid needs to correspond to a more valuable state.
The paid tier should become rational when the workflow becomes more economically or operationally important.
Possible value signals
Illustrative signals — not measured facts, and not all will apply.
The buying event is operational dependency.
The rational reason to pay appears when the product stops being an occasional utility and becomes part of a recurring workflow the customer depends on.
Possible signals
Illustrative possibilities a diagnosis would test against product data — not measured facts.
What observable event tells us the user has crossed from experimentation into dependency?
Move paid value closer to the buying event.
Instead of making paid mostly “more free,” make the paid tier correspond to the point where the workflow becomes operationally important.
FREE
Prove the workflow
PAID
Operate the workflow repeatedly / collaboratively / reliably
EXPANSION
Support increasing organizational dependency
06 · Priority Map
Define the observable buying event.
Why first: Without it, packaging and upgrade prompts have no reliable commercial anchor.
Rebuild the free → paid boundary around increasing customer value.
Why second: The offer should reflect the commercial transition identified above.
Rewrite upgrade and homepage framing around the economic transition.
Why third: Messaging should express the commercial architecture rather than compensate for an unclear one.
If your SaaS already has users and demand but too little of it becomes revenue, start with the diagnosis.