A leading provider of legal and financial information aimed to double its revenue within five years, but its existing market was too small to support this growth. To achieve its ambition, the company needed to expand into new markets, leveraging its core capabilities while validating demand for new product opportunities.
Challenges
- Unclear market expansion strategy: No validated path to new customer segments.
- Lack of structured discovery processes: No systematic approach to identifying and testing opportunities.
- Risk of unproven investments: Needed evidence-based validation before committing resources to new product development.
Solution
We led a 12-week product discovery initiative to identify adjacent markets and validate high-potential opportunities through structured experimentation.
- Market & Competitive Research: Assessed industry trends, customer needs, and competitive dynamics to uncover viable expansion opportunities.
- Traction & Customer Factory Modelling: Built analytical models to estimate potential market size, customer acquisition costs, and revenue opportunities.
- Customer Interviews & Prototype Testing: Engaged target customers to validate pain points and refine product concepts.
- Demand Experiments: Launched landing page tests to measure real-world interest and assess conversion potential before full-scale investment.
Outcome
By embedding a data-driven experimentation approach, we enabled the company to make informed expansion decisions:
- Identified and validated new adjacent markets aligned with growth ambitions.
- Developed and tested product propositions, ensuring product-market fit before launch.
- Established a repeatable discovery process, accelerating future market expansion efforts.
