Hubsessed Office Hours: Unified Revenue View

Time to value, not time to done

Chris Carolan · Friday, October 30, 2026

We have to explain the value of speed and agility. Speed to value, though, not speed to done. Business, all of it, is built on time to done equaling some value, not time to value. Whoever observes the value is what actually decides whether it's done or not, based on a bunch of nuanced human judgment factors, and that person deciding it's done is the value, because it means they're adopted and can create value now. So I'd say stop measuring time to done and start measuring time to value. That is not even a new phrase. It lets you compare against all of the dysfunction built on time to done, like SLAs that don't make any sense and "90-day onboardings". On the session I said "We can get them done in five days." If you run delivery or buy it, you get a different clock to hold the work against. What is your clock measuring today, time to done or time to value? Replay clip from Hubsessed Office Hours: Unified Revenue View. Ryan Ginsberg and I hosted as equals. Session page: https://www.hubsessed.io/office-hours/unified-revenue-view/2026-10-29