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Stages represent defined periods of time during which your customers progress through sets of desirable behaviours. They are the foundational framework that enables Trig to understand the path customers take through your product.

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What are stages?

Think of stages as chapters in your customer’s journey. Each chapter has:
  • A beginning (entry criteria)
  • Things you expect to happen (objectives)
  • An end point (exit criteria)
By tracking progression through these chapters, Trig builds a picture of what “normal” looks like—and identifies who is ahead of normal, who is behind, and what patterns exist among each group.

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Why stages matter

Stages are the foundation that enables all other Trig capabilities:
Without StagesWith Stages
Each analysis requires separate configurationOne configuration enables multiple value drivers
No unified view of customer journeyComplete journey visibility across all customers
Interventions are disconnectedInterventions are contextual and timely
Measurement is fragmentedImpact measurement works across all stages
Manual identification of at-risk customersAutomatic pattern detection and early warning
The compounding effect: Once stages are configured, every new customer automatically progresses, data accumulates for pattern discovery, and the system continuously improves.

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Standard stages

Most B2B SaaS companies use four stages:

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Onboarding

Initial setup and first value milestones. Typically days 0-30. Key questions:
  • Has the customer completed initial setup?
  • Have they experienced first value?
  • Is the team getting involved?

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Adoption

Growing usage, team expansion, feature depth. Typically months 1-3. Key questions:
  • Is usage growing?
  • Are more team members engaging?
  • Are they using deeper features?

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Expansion

Signals of readiness to upgrade or expand. Variable timing. Key questions:
  • Are they hitting usage limits?
  • Are they exploring premium features?
  • Is the team requesting more seats?

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Renewal

Pre-renewal health monitoring and risk identification. Typically 60-90 days before renewal. Key questions:
  • Is the account healthy?
  • Are there risk signals?
  • What’s the renewal likelihood?

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How stages work

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Entry and exit criteria

Every stage needs clear boundaries: Entry criteria define when an organisation enters:
  • First seen date within X days
  • Completion of previous stage
  • Specific attribute value (contract_signed = true)
Exit criteria define when an organisation leaves:
  • All objectives completed
  • Time-based (after 30 days regardless of completion)
  • Specific milestone achieved

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Exit strategy options

Criteria-Based ExitTime-Based Exit
Customers can get “stuck” if they never completeEveryone moves forward
Clear signal of completionMay exit with incomplete objectives
Good for high-touch journeysGood for high-volume PLG models
Recommendation: Use time-based exit as a safety net, even with criteria-based completion. This prevents organisations from sitting in stages forever.

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Objectives within stages

Objectives are the specific milestones that indicate healthy progression. See Objectives for details. 
Stage: Onboarding
├── Objective 1: Created First Project
├── Objective 2: Invited Team Member
├── Objective 3: Connected Integration
├── Objective 4: Generated First Report
└── Objective 5: Completed Full Week of Usage

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Understanding “normal”

The primary purpose of stages is to establish what normal progression looks like, then identify deviations.

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How normal is calculated

As organisations progress through a stage, Trig calculates:
MetricDescription
Average time to complete each objectiveHow long does the typical customer take?
Average time to complete the stageHow long in this stage overall?
Completion ratesWhat percentage complete each objective?
Completion sequenceIn what order do customers complete?

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Above and below average

Once normal is established, every organisation is measured against it: Above average (faster completers):
  • Completed objectives in less time than typical
  • Often correlates with strong retention
  • Expansion opportunities
Below average (slower completers):
  • Taking longer than typical
  • May indicate friction or disengagement
  • Intervention opportunities

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Visual representation

Objective 1: First Invoice Created
├── ✓ Completed (Day 3)
├── △ Average: Day 7
└── Status: AHEAD (4 days faster than average)

Objective 2: Payment Gateway Connected
├── ✗ Not completed
├── △ Average: Day 14
└── Status: BEHIND (currently Day 21, 7 days overdue)

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Configuring stages

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Planning questions

Before creating stages, answer these for each stage: Scope:
  • What period of the journey does this cover?
  • How long does it typically last?
  • What comes before and after?
Entry:
  • What triggers entry?
  • Is it time-based, event-based, or completion of previous stage?
Objectives:
  • What 3 to 7 milestones define healthy progression?
  • What indicates each objective is complete?
  • What’s the “aha moment”?
Exit:
  • When does this stage end?
  • Completion-based, time-based, or hybrid?

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Configuration steps

1

Create the stage

Navigate to Dashboard > Stages and click Create Stage
2

Define entry criteria

Specify what qualifies an organisation to enter
3

Add objectives

Create 4 to 7 objectives with completion criteria
4

Set exit criteria

Configure when organisations leave the stage
5

Set duration

Add auto-exit timing as a safety net

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Best practices

Start with 4 to 5 objectives per stage. Too few loses granularity; too many creates noise. Define objectives you can actually track. Only create objectives where you have data. Align duration with business reality. If onboarding genuinely takes 60 days, don’t force it into 14. Consider parallel stages. Enterprise and self-serve customers may need different stage configurations.

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What stages enable

Once properly configured, stages become the foundation for:

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Pattern discovery

  • Which objective completion patterns predict retention?
  • What attributes are common among fast completers?
  • Where are the drop-off points?

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Early warning

  • Who is stuck in onboarding?
  • Which organisations are below average on critical objectives?
  • What revenue is at risk?

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Automated interventions

  • Trigger jobs when objectives are overdue
  • Send contextual messages based on stage and objective status
  • Notify internal teams when high-value accounts are at risk

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Impact measurement

  • Did the intervention improve completion?
  • Are job recipients completing faster?
  • Which messaging is most effective?

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Multiple concurrent stages

Organisations can be in multiple stages at once, though this requires careful design. Common use cases:
  • Different stages for different products
  • Parallel tracks for different user types within the same organisation

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Common questions

Without auto-exit, they remain indefinitely. Use time-based exit to ensure forward movement so you can analyse patterns of non-completion.
With 50+ organisations through a stage, averages become meaningful. With 200+, patterns become statistically significant.
Yes. Adding new objectives is straightforward. Modifying existing ones may affect historical comparisons.
The platform is optimised for B2B where organisations are the primary unit. For B2C, the “organisation” becomes the individual user.

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Summary

Stages are the foundational data structure in Trig that enables everything else:
  1. Represent periods of time — Each stage is a chapter in the customer journey
  2. Contain objectives — Milestones that define healthy progression
  3. Build “normal” — Establish baselines for comparison
  4. Enable everything — Pattern discovery, early warning, interventions, and measurement all depend on stages
Configure stages first. Everything else builds on top.