What We Found
The cow tools problem.
A Far Side cartoon
shows a cow displaying a set of tools it
made. They're bizarre and useless β because
a cow has no idea what a human actually
needs. The joke is that the maker and the
user are so misaligned that the output is
incomprehensible. That was AI Workbench. The
platform was built by engineers who
understood the infrastructure deeply, but
hadn't sufficiently understood how the
people using it actually worked β what they
were trying to accomplish, where they got
stuck, what "done" looked like to them. The
result was a set of tools that made sense
from the inside but baffled people on the
outside.
I discovered that over 90% of churned users
were hands-on engineers and AI/ML
scientists, unlike the main assumption that
our metrics were underperforming due to
non-technical users abandoning our
technically geared product. One more cut
mattered: 71% of respondents were
mid-career, meaning that they already know
their trade, they have strong tool
preferences, and expect quick ROI inside a
sprint, not sometime in the future. These
users were workers in the middle of working
on a deliverable, with tight timelines and
high expectations. When that group comments
that a tool is "hard to understand," they
usually don't mean they can't figure out
what it's for; they mean it didn't justify
the time it took to figure out.
The people churning were exactly who the
platform was for β ~90% technical, 71%
mid-career. Not the wrong audience.
With the audience fit ruled out, the
tempting conclusion was a usability problem:
the UI is confusing, the docs are thin,
let's clean it up. But before accepting that
conclusion, I wanted to dive deeper into
what our churned users were saying.
First: This bucket is the
largest driver of drop-off from our users
with 10 mentions from burst and lapsed
users, and describes the same underlying
sentiment: the value proposition was not
strong or clear enough immediately to
justify continued use.
"What do you want me to use it for? I
don't understand outside of setting up
prompts."
β Lapsed user, mid-career staff
engineer
This response from a user stood out to me
the most. Here was a capable engineer,
asking us to just show them the point of our
product. Every version of the drop-off
traces back to that one unanswered question.
Second: This issue caused
dropoff even before the users can reach
value: Without an easy way to learn more
about the product and its value, users did
not return to the product after their
initial evaluation of the features. In some
cases, this lack of clarity made external
tools with more discoverable documentation
and learning resources a more attractive
alternative.
βMost internal tools are hard to adopt
because we can't use external ai to help
us figure out how to use them. The tools
change constantly, which is fine, but
the wiki pages never keep up. while i
can learn any external library or tool
quickly, i don't have that option for
internal stuff. they just aren't
ai-friendly yet. If i cannot use ai to
learn of how to use it, most probably,
i'll try to find other tool to use out
of Intuit solution.β
β Burst user, mid-career staff
engineer
These two points together reveal that the
real problem is not technical capability or
user sophistication. Value clarity was the
root cause; the docs and usability friction
only amplified it. Better external tools
weren't the main reason people left; they
were the default people fell back to once AI
development platform's value wasn't
immediately apparent, especially for newer
Intuit employees.
Interestingly, one group didn't fit the
pattern at all: our power users. They
complained about the same friction the
churned users did β same clunky setup,
missing docs, and the steep curve. Yet, they
stayed. So the question stopped being
"why is the product hard?" and
became
"why did the same friction end some
users and not others?"