Investigating the Invisible Barriers: How a SaaS Product Overcame Growth Challenges — Case Study from Strategy Area

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IT Cluster

In modern business, a strategic approach is critical for success, especially in the tech sector. Rapid changes and intense competition demand adaptation and the use of advanced solutions. For companies with a SaaS (Software as a Service) model, this means not only developing a product that meets market needs but also scaling and improving the user experience.

Olga Shapran, founder of the consulting agency Strategy Area, which specializes in strategy development and implementation, shared a story about how a strategic approach allowed a client company to take its SaaS product to the next level. We’re sharing this valuable case, which could also be useful for your company.

Initial challenges

The client company that turned to Strategy Area had over 120 employees, was actively working on a new SaaS product, and had an ambitious goal — to enter the enterprise client market in the shortest possible time.

However, their approach to strategy was chaotic. The marketing, development, and sales teams worked independently, without a clear coordinated plan or unified vision. As a result, the development process was unstructured, and achieving the goal seemed unlikely.

Strategic Solution by Strategy Area

Strategy Area took a multi-faceted approach to the client’s strategy.

«Instead of relying on a single consultant, we engaged four experts in product development, marketing, sales, and analytics. This allowed us to create a comprehensive action plan based solely on objective data and clear business goals», says Olga Shapran.

The key tool implemented by Strategy Area was the Product Growth Roadmap — a detailed product development map that helped structure all aspects of the client team’s work. Additionally, the Strategy Area team trained the client to independently manage strategic processes, enabling them to implement changes and make decisions more confidently and quickly.

Specific Results and Achievements

1. Customer Interviews: In the first week, 10 interviews with potential customers were conducted, providing valuable insights for further product development.
2. Completion of Product Tour: The team created a demo tour of the product for client meetings, which helped gather additional insights.
3. MVP Release Preparation: The client’s team actively worked on the MVP and is already preparing a list of potential customers for further interviews.
4. Waiting List: The pre-launch waiting list quickly filled up, indicating significant interest in the product even before its official launch.

«Thanks to strategic planning, we were able to identify key goals and focus on the outcomes of each sub-project. This greatly improved coordination between teams and allowed us to focus on priority tasks», noted the client of Strategy Area.

Conclusions for companies facing similar challenges:

• Use pre-launch strategies to create demand even before the product is launched.
• Clear, structured plans and designated responsibilities should be a key element at every stage of product development.
• Regularly validate your hypotheses through market feedback.
• Focus on clear market segments where quick results can be achieved.
• This case demonstrates how a clear strategy can not only streamline processes within a company but also help achieve success in a competitive market.

Case prepared by Strategy Area consulting agency with the client’s prior consent.

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