I help B2B SaaS and Information Services companies with product and new market strategy, Go-to-Market, and customer churn.
Creating competitive advantage and consistently driving growth takes work—including time-consuming, resource-intensive discovery and market assessment to identify and prioritize underserved needs and pain points.
I help B2B companies get customer research-backed answers to questions such as:
Which market segments should you prioritize?
What underserved and unmet needs do your customers have, and what will they pay for?
How should you go-to-market?
What is the profile of your ideal client?
What actions should you take to reduce churn?
What are the biggest levers to improve conversions from free trials and freemium plans?
If you want to make sure you have the insights you need to win in the market, keep your customers renewing, and beat the competition, let’s talk!
Project Highlights
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26% Increase in Membership Growth | 16% Increase in Engagement
Through customer research and journey mapping, directed overhaul of the end-to-end GLG member experience, resulting in 26% membership growth, 50% improvement in NPS, and 16% increase in engagement year over year.
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Customer Segment and GTM Strategy for B2B SaaS Platform
B2B data provider pivoting to introduce a new data platform. Led customer discovery to identify priority customer segments, use cases, and messaging by persona. Led competitive assessment and Alpha release program. Developed GTM strategy and product launch plan for beta release.
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Reducing Churn by Transforming the Customer Digital Experience
Developed strategy and led execution to address customer churn, resulting in 75% drop in churn leading indicator at a B2B SaaS company. Transformed customer digital experience.
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Customer Unmet Needs and Value Proposition Expansion
Led customer unmet needs research to identify opportunities to expand value proposition for GLG expert members. Built a community pilot.
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12 Point Boost in Marketing Program Win Rate
Led customer research and analysis on a Gartner multi-million dollar prospect program. Developed and executed strategy to overhaul program, resulting in 12 point win rate boost.
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Go-To-Market, resulting in 2X bookings
Developed and led global go-to-market strategy for Medidata’s new analytics platform, with new messaging, sales enablement plan, and demand strategy. Doubled revenue in one year.