The same-day win 🏆
Build onboarding momentum by unlocking the power of Same-Day Wins
This is a preview of my new book, EUREKA: The Customer Onboarding Playbook for High-Growth B2B Companies (coming June 2025).
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Enjoy the preview!
Booking an Airbnb typically takes weeks—users need to research properties, coordinate with travel companions, and carefully consider dates and budgets before making their first booking (Airbnb's Ultimate Win). But, Airbnb's product team discovered that while users aren't ready to book immediately, they're excited to explore properties. That's why they prominently feature the "Save to Wishlist" button on every listing—a Same-Day Win that lets users take meaningful action immediately.
This insight transformed Airbnb's onboarding approach. Instead of pushing users straight toward booking, they guide them to a smaller, achievable victory that creates platform investment while building excitement for future trips. The strategy works because it aligns with natural user behavior—most travelers want to dream and explore before committing to a booking.
The same principle applies to B2B software adoption. While your product's Ultimate Win might be weeks away, users need a victory on day one to maintain momentum. I call these "Same-Day Wins"—meaningful achievements users can reach within their first session.
Real-World Examples
Here are three examples of Same-Day Wins from successful B2B products:
HubSpot:
Same-Day Win: Add your first contact and see their complete profile
Ultimate Win: Generate your first qualified lead through the complete marketing-to-sales pipeline
Amplitude:
Same-Day Win: See your first analytics dashboard with sample data
Ultimate Win: Make your first data-driven product decision based on real user behavior insights
Appcues:
Same-Day Win: Design and preview your first product tour
Ultimate Win: Publish and see engagement data from your first live flow
Notice how each same-day win is specific, achievable within minutes, and produces a tangible result that users can immediately share with their team. These aren't just task completions—they're confidence-building moments that validate the user's decision to choose the product.
Why Same-Day Wins Matter
Same-day wins are crucial for three reasons:
1. They Validate the Purchase Decision
B2B purchases involve multiple stakeholders and significant investment, often triggering post-purchase anxiety. When champions who advocated for your solution achieve a meaningful win quickly, it validates their decision and provides concrete evidence they can share with stakeholders.
2. They Build Implementation Momentum
Like taking the first step in a fitness journey, Same-Day Wins create positive energy that carries users through more challenging tasks ahead. When users see they can be successful quickly, they're more likely to tackle the complex setup processes that follow.
3. They Create Internal Champions
Same-day wins produce immediate, shareable results that users can demonstrate to their teams. A customer success manager scheduling their first meeting through your calendar tool or a marketer previewing their first email campaign gets concrete wins they can showcase.
What Makes a Great Same-Day Win?
Every effective Same-Day Win shares three essential characteristics:
1. Achievable
The win must be easy to accomplish within minutes. For example, Calendly users can create their scheduling link in just three clicks—no complex setup required.
2. Meaningful
The win should produce tangible results that matter to users. Wave Apps demonstrates this perfectly. Their former VP of Growth, Vivek Balasubramanian, explains:
"During customer interviews, the customers we talked to that saw what their invoice would look like with Wave said, 'Wow! This is great! This looks professional. It's beautiful.' That gives them a lot of confidence that the product is good. Wave is something that they can trust."
3. Confidence-building
The win should validate the user's decision and build trust in the product. It's not just about completing a task—it's about affirming they made the right choice.
Finding Your Product's Same-Day Win
To identify your product's Same-Day Win, ask yourself:
What's the smallest meaningful step toward your Ultimate Win?
How do you currently build early confidence with new users?
What challenges do you face in creating quick wins?
Remember: The goal isn't to demonstrate your product's full value on day one. It's to give users the confidence to continue their implementation journey.
That's all for now, folks!
I'd love to hear your unfiltered thoughts about this preview:
What same-day wins have you implemented for your product?
How do you currently build early confidence with new users?
What challenges do you face in creating quick wins?
Leave a comment below.
Same day wins feel like the secret ingredient that keeps users hooked from day one. It's fascinating how something as simple as saving a wishlist can set the right momentum. What's the most unexpected same day win you've seen turn casual users into product champions?