Growth strategy for a SaaS company
Case study:
Growth strategy for a SaaS company
- Situation
- Leading software-as-a-service player had been acquired by private equity investors pursuing an aggressive growth strategy
- Company aimed to find high-potential segments where it could expand its leadership and deploy its technology with minimal adaptation
- Actions
- Developed a structured methodology and scoring system to screen, filter and assess market segments based on criteria such as market size and growth, customer structure, competitive intensity and fit with core competencies
- Screened more than 200 potential segments using market data from industry reports, research and expert insights and shortlisted three priority segments
- For shortlisted segments, assessed addressable market size and structure, trends, client needs, competitive landscape and barriers to entry and profiled key competitors including their position, strengths, weaknesses and recent moves
- Compared the company’s product offering with competitors, identified USPs and differentiation opportunities and assessed product–market fit and required enhancements
- For each priority segment, developed and evaluated strategic options including organic growth, strategic partnerships and acquisitions and analyzed feasibility, cost benefit and time to market
- Conducted expert interviews to validate market needs, use cases and willingness to pay
- Results
- Systematically screened more than 200 segments and narrowed the focus to a small set of high-potential opportunities with in-depth market insights
- Clarified market dynamics, client needs, competitive landscape and key success factors for the target segments and defined segment-specific market entry strategies
- Obtained board endorsement and secured resources to execute the growth strategy