Time to First Value for E-commerce at Series B (SaaS Subscription)
2026 data · Sample size: 450 · Source: Tomasz Tunguz Venture Data 2026
25th %ile
9.5
Median
7.6
75th %ile
6.1
90th %ile
5.1
▼Trending down year-over-year
About This Metric
Time from account creation to the user's first meaningful success with the product.
Median time from signup to first value milestone
Lower is better · Unit: time
How to Improve
This is the single most important metric for product-led growth. Map every step from signup to first value moment and eliminate half of them. Use AI to auto-configure based on signup data.
Ehsan's Analysis
At Series B stage, E-commerce companies should benchmark against their own trailing 90-day performance, not industry medians. The absolute number matters less than the trajectory. I have funded companies with below-median metrics that showed consistent 8% monthly improvement over companies with better absolute numbers but flat trajectories. Velocity of improvement is the signal.
EJ
Ehsan Jahandarpour
AI Growth Strategist & Fractional CMO
Forbes Top 20 Growth Hacker · TEDx Speaker · 716 Academic Citations · Ex-Microsoft · CMO at FirstWave (ASX:FCT) · Forbes Communications Council
Frequently Asked Questions
What is a good Time to First Value for E-commerce at Series B?
Median is 7.6. Top-quartile achieves 6.1. Aim for top-quartile to attract investors.
How does SaaS Subscription model affect Time to First Value?
The SaaS Subscription business model impacts this metric through pricing mechanics and customer behavior patterns. Benchmark against companies with the same model for accurate comparison.
How to improve Time to First Value?
Focus on the primary driver for your stage. At Series B, the biggest lever is usually operational efficiency and product-market fit refinement.