[arcticfox]

It's pretty surprising to me that there was no way to shift enough of the value gain from "huge gains in efficiency" forward to keep people motivated about the product.

For example: use a chunk of the $500k as rewards to push people through the initial adoption. Then presumably the real gains would take over and they'd be happy customers.

[mdorazio]

Yes, but would that really be sustainable? Paying every single user to get them to actually use your product is generally a money-losing proposition in the long-term unless you plan to jack up your prices after you lock them in. It's also not at all clear if just offering rewards would be enough to get people to use the product in their daily contracts workflow. Switching from whatever system someone currently uses to a new one for contracts is a huge pain, so it would require a similarly huge up-front commitment. I've seen contract systems switchovers a few times at clients, and pretty much every single person in the trenches has hated it and only done it because it was forced on them from the exec team.