Case Study · AI-Native Productivity Tool
Met pre-revenue through an accelerator. Re-engaged as revenue scaled. A 2-day workshop, a metric and packaging redesign, and a cohort-level rollout.
Published May 7, 2026
Problem
Met pre-revenue through an accelerator. As revenue scaled, the early model showed its cracks: flat expansion, high churn, low ARPC.
Method
Two days onsite with the leadership team. Dug into the data. Two issues surfaced: wrong value metric, wrong packaging tiers.
Solution
Redesigned the metric and tiers around customer outcomes and willingness-to-pay. Rolled out to new cohorts immediately. Grandfathered existing accounts.
Impact
New cohorts: +25-50% expansion, -15-50% churn, +15-30% ARPC. Compounds quarter over quarter.
Outcome
25-50%
Increase in revenue expansion by cohort
15-50%
Reduction in churn by cohort
15-30%
Immediate lift in ARPC by cohort
Capabilities used
More work
← All case studies