Generating $25M in Revenue with a Comprehensive Go-To-Market Strategy

Challenge

When a leading not-for-profit education company saw its flagship product losing significant market share, they needed solutions.

• Why were customers increasingly opting for the competition?

• How could the company do better at meeting its customers’ needs?

• What consumer friendly product enhancements could they launch, and how quickly could they do it?

Approach: Think+Do

To determine which product enhancements should be pursued, we scoped the project and led a pricing strategy vendor selection process. Our team led the development of the business case for gaining C-level and board approval, and once the strategy was set, we managed a cross-functional team of product experts in designing enhancements and testing customer reactions. We then designed and implemented a comprehensive go-to-market strategy.

Results

• 550,000 customers used the new product features within the first four weeks of launch, translating to $25 million in gross revenue.

• New functionality was launched on time and under budget, with no operational or customer service issues suffered during launch.

• An impressive 80% of key stakeholders/customer influencers participated in use of the enhanced features.