Constant Contact, Inc.
BzzAgent (acq. by Tesco)
C3 (acq. by Apple)
Where (acq. by PayPal)
SaaS Company Expands Into New Markets
SaaS Company Expands
Into New Markets
WE WANT EXPAND INTO NEW MARKETS. What should our offering be for this new market?
Our client provides social media marketing software to some of the world’s biggest brands.The company asked High Start Group (HSG) to research additional markets and sales models to help determine if they should go down market, what their offering should be and which segments were most likely to buy.
We began by speaking with our client’s internal teams; by interviewing employees who interact directly with customers, we were able to swiftly collect a wealth of information. We then were able to dig efficiently into the minds of potential customers: conducting one-on-one interviews with current, former, and potential customers and partners, we explored several different potential user segments, use cases, and business models.
High Start Group was able to identify strong, unarticulated needs of a new target customer: a segment of the millions of small to medium-sized business (SMBs) that are underserved by existing products. We identified necessary product elements and designed a low-cost sales model that would be economically sustainable for the company and valued by target customers. The new product was defined and is in the development process.