A well-loved database software provider wanted to grow their business by expaning into the enterprise market but recognised that its suite of 19 independent products lacked the integration needed to appeal to enterprise buyers. To scale effectively, the company needed a unified platform that could deliver a seamless experience across desktop, server, and cloud-based solutions.
Challenges
- Lack of an integrated enterprise offering: Existing products functioned in silos, limiting enterprise adoption.
- Varying customer channels: Needed a cohesive strategy across desktop, server, and cloud environments.
- Market expansion needs: Required a scalable approach to reach mainstream enterprise segments.
Solution
We worked with the leadership team to develop a platform product strategy that would drive long-term growth and enterprise adoption.
- Market & Competitive Insights: Conducted research to validate platform potential and define key differentiators.
- Enterprise Proposition Development & Testing: Created and tested an integrated product suite tailored for enterprise buyers.
- Technical Collaboration: Partnered with solution and infrastructure architects to align platform strategy with business objectives.
- Strategic Platform Transition: Developed a roadmap to incrementally unify the 19 standalone products into a scalable PaaS (Platform-as-a-Service) offering.
Outcome
By shifting to a platform-first strategy, our client unlocked new enterprise opportunities and achieved significant growth:
- Reached $100M in ARR in 2024, achieving 20% growth over three years.
- Drove enterprise adoption, increasing deal size and retention through a seamless, integrated product experience.
- Enabled product expansion, launching new in-house developed products and accelerating integration of acquisitions.
This platform-led approach positioned our client for continued scalability, innovation, and long-term success in the enterprise market.
