Originally published at vibeagentmaking.com
80% of features in B2B software are rarely or never used. 12% drive 80% of daily usage. This isn't a prioritization-framework problem. It's an argumentation problem.
The Hidden Warrant
In 1958, S. Toulmin published The Uses of Argument, decomposing practical argument into claims, grounds, warrants, and rebuttals. The part product teams almost always skip is the warrant -- the usually-unstated principle linking data to conclusion.
"We should build SSO" is the claim. The 62% request rate is the grounds. The warrant -- "enterprise feature requests reliably predict enterprise revenue" -- is never stated, never inspected, and might be wrong.
Where Arguments Die
Product management produces hidden warrants at scale:
- Customer requests predict usage. Pendo's 80% stat says otherwise.
- Competitor parity drives retention. More often, the competitor shipped it because their customers asked too, and nobody used it there either.
- Our biggest customer's feedback generalizes. The biggest customer is, by construction, an outlier.
Kohavi's 1/3 rule: when warrants are actually tested, one in three ideas is positive, one in three is flat, one in three is negative.
Why RICE Isn't Enough
Frameworks that make warrants visible (Kano, Opportunity Scoring) are discovery tools. Frameworks that hide warrants (RICE, ICE) are ranking tools. A culture relying on RICE alone stacks ranked claims on unexamined warrants.
The HiPPO Problem
The HiPPO rarely brings grounds. She brings a claim and a silent warrant: I have taste. The fix: require a warrant section in every proposal regardless of seniority. The HiPPO now writes her reasoning down where it can be cross-examined.
What Changes Monday
- Every proposal has a warrant section: "These grounds support this claim because [causal theory]."
- Every proposal has a rebuttal section: "This feature will have failed if [condition] by [date]."
- Reviewers attack the warrant, not the data.
- Same template for the HiPPO and the intern.
A small improvement in warrant quality compounds hard against that 80% baseline.