Case studies & customer stories.
We took a B2C company upmarket,
increasing Average Customer Value and expanding the total addressable market.
As a well-established SaaS company was preparing to go public, leadership sought new strategies to increase TAM, Customer Lifetime Value, and revenue. With user and market research, we identified an opportunity to move upmarket with B2B products and services. In less than 2 years, we conceived and developed market-competitive products to service high value and Enterprise customers and built the operational infrastructure to run and grow it, including establishing a cross-functional team from 2 to 30+ including Product, Engineering, Marketing, Revenue Operations, Sales, & Account Management.
Opportunity analysis Incubation Persona definition Executive communication Product management & roadmapping Operationalizing Acquisition pilots
✓ Surpassed $1M revenue in less than 9 months
✓ Exceeded year 1 and 2 revenue targets
✓ Increased ACV by 20% between years 1 and 2
✓ Increased landings by 27% between years 1 and 2
We established a $100M+ revenue pipeline from $0 in less than 3 months.
We consulted for a Series A social networking app to identify and establish revenue growth opportunities. Within 12 weeks, we tested a wide variety of acquisition tactics including newsletters, giveaways, & promotions, B2B partnerships, then authored a comprehensive recommendation.
Marketing pilots Sales pilots Channel optimization Executive recommendation Sales collateral
✓ Closed 8 pilot deals in less than 12 weeks
✓ Established a $100M+ revenue pipeline of B2B partners