62% of our users have never invited anyone.

We treated collaboration as our core value proposition. Then we looked at invite behavior across 9,600 accounts.

Invited at least one person: 38%
Invited 2+ people: 19%
Invited 5+ people: 7%
Accounts with zero invites: 62%

We assumed solo users were a small segment waiting to be converted. When we interviewed them, most were not waiting. They had chosen us because we were the tool they could use alone without asking anyone. Collaboration was a feature they were actively avoiding, because involving others meant process, permissions, and waiting.

We had been spending 70% of our roadmap on collaboration features for 38% of users. We shifted to solo workflows — personal templates, private notes, export without sharing. Retention among zero-invite accounts rose 12 points, and they became our fastest-growing segment.

What are you calling your core value that most of your users are actively not using?