06 / Findings
PMF Lens Analysis
Key findings from April–May 2026 data organized across Adoption, Go-to-Market, and Product dimensions.
Adoption
All 4 locations active and uploading on time
Unlike the historical data gap (weeks 24–46), April–May 2026 shows complete weekly coverage for all locations. This is a strong adoption signal — the platform is being used regularly and invoices are being uploaded within the same period. Maintain this momentum with upload confirmation nudges.
Adoption
Kayao is the power user — 250 invoices in 9 weeks
Kayao's volume (27.7 orders/week) and 6-day ordering cadence (Mon–Sat) signals a highly engaged location. It's the ideal candidate for automated reorder suggestions, vendor alerts, and spend forecasting features — it has enough data density to make those features work well.
Go-to-Market
All locations grew spend May vs April
Kayao +25%, Matilda +21%, AyAyAy +11%, Akiro +7%. May acceleration across the board suggests seasonality or business growth. This is a GTM moment: showing operators their own growth trend in the platform creates an "aha" that pure cost-savings messaging doesn't.
Go-to-Market
Lime 150ct: all 4 locations, $60 price spread
Every location buys limes — it's the universal benchmark item. In these 2 months alone, prices ranged $51.86–$112.28 per case. This single item is a perfect hook for the "you're overpaying" demo. Low emotional risk (it's a lime, not a protein), high frequency, universal product.
Go-to-Market
Akiro's Martinez P&S concentration is a risk flag
Martinez Produce & Seafood accounts for $43.7K — 39% of Akiro's Apr-May spend. Single-vendor concentration of this magnitude is an ops risk. Surfacing this dependency to an Akiro manager is an easy, impactful insight that requires no complex analysis.
Product
Mahi Mahi bought from 2+ vendors at same location
Kayao buys Mahi Mahi from both Fortune Fish ($4,980) and Allen Brothers ($2,251) in the same period. Matilda does the same (Fortune Fish $5,990, Allen Brothers $3,247). Deduplication and item-level vendor comparison is a core product feature these customers would immediately value.
Product
Fuel surcharges: Matilda pays $994 vs Akiro $586
Over 2 months, fuel surcharge variance totals ~$400 between highest and lowest payers. Aggregated across the year that's $2,400+ in avoidable cost. Fuel surcharge tracking per vendor is a lightweight feature with clear customer value — easy to show, easy to understand.
Product
Wednesday is Akiro's busiest day — new pattern
In Apr-May, Akiro shifted to Wednesday as its peak ordering day (55 invoices), displacing Monday from the full-year pattern. Matilda's peak is now Friday (49). Day-of-week patterns shift seasonally — this means reorder nudge timing should be dynamic, not hardcoded, and updated monthly from actual ordering data.