What was needed
What should be your growth strategy when you’re already the #1 home-security camera?
And at the same time, how should you deal with increasing competition from new entrants like Google Nest and Amazon Ring?
This was the challenge Arlo brought to Revealed.
Arlo evolves their product line and grows their business
What we did
Revealed teamed up with Arlo to help them decide which of ten strategic initiatives to take to market.
We helped them re-imagine new ways of offering home awareness and security. They used GTM Prototyping to figure what new products would generate the most growth for Arlo.
The results
Arlo moved from being a single-product vendor, to selling a whole collection of products. This enabled them to offer new products in new markets, and gain 84.6% Paid Subscriber Growth Year Over Year, and increase revenue by 27.3%.
In 2020, Arlo also won multiple CNET awards, including best Video Doorbell and best Outdoor Camera.
“Revealed helped us launch our new Arlo product lines. We won CNET’s 'Best Home Security Cameras of 2020' best camera outright, best outdoor camera, and best doorbell.”
– Nate Becker, UX at Arlo
Asana understands a changing market
What was needed
Asana was curious about consumer perception of low-code, project management tools. And when consumers adopted one, how and why did they do it?
What we did
Revealed carried out an Insight Sprint for Asana.
We recruited and interviewed consumers who fit Asana’s ideal customer profile (ICP), and who had recently considered or started using a low-code tool for collaboration and project management.
The results
Asana used these insights to guide product strategy, launch key new features, and better position their product against these services.
(sorry, that’s the most we’re allowed to say)
Dreem accelerates new product development
What was needed
Dreem had numerous ideas on what its next offering should be, as well as its positioning, pricing, and packaging.
What they didn’t have, was insight into which concept and go-to-market strategy would deliver the most growth.
What we did
We partnered with Dreem for an Alignment Sprint, with the aim of creating a Growth Concept. The whole project took three weeks.
In week one and two, we reviewed their current ideas, arranged it into a Growth Concept for testing, and set up tests with shoppers
In week three, Revealed hosted Dreem for a week-long, off-site workshop in Paris. During the workshop, we tested and quickly iterated upon many different growth concepts.
The results
Dreem learned that the concept they thought was the best, failed to generate the demand they hoped it would. At the same time, they gathered data about new product concepts that did generate demand.
These insights are being used to plan for their upcoming Dreem3 offering.
In addition to these market insights, they adopted Revealed’s approach to developing products and go to market strategies.
“Revealed worked with us and gave us a new process that enabled us to predict which ideas would, and wouldn’t, work before we invested in them.”
– Damien du Chéné, Chief Business Officer at Dreem
Backless uncovers and pivots to a 10x market
What was needed
Backless Basics started as Model Basics - a company that would specialize in garments for models.
Soon after the company launched, however, the team realized their growth ceiling was much lower than they wanted.
Model Basics needed to figure out where to find growth.
What we did
Backless Basics engaged in a two week, Demand & Hiring Analysis sprint.
The results
Model Basics learned that its product was (nearly) perfect, but it was targeting the wrong market. The company thought it was in the business of making undergarments for models. What it learned, however, was that it was in the business of helping woman of all shapes and sizes wear backless dresses and clothes.
After rebranding itself to Backless Basics and making a few changes to their existing products, Backless Basics instantly lowered their Customer Acquisition Costs (CAC) by 58%, and saw a 5x jump in revenue.
“Revealed helped us develop the insights needed to pivot our business to the right market – with minimal changes to our existing product lines.”
– Emily Theyers, CEO of Backless Basics
Pipedrive unifies under a single vision
What was needed
In 2016, Pipedrive was adding employees to keep up with its explosive growth.
As the organization grew, leadership found it increasingly difficult to unify everyone under a strategic vision of what customers wanted, and how to deliver that value.
What we did
We combined an Alignment Sprint and Demand & Hiring Analysis, with a Progress-Directed Design workshop.
The initial sprint took place over the course of about a month. The Progress-Directed Design workshop happened about two months later.
What we did
Pipedrive used our approach to innovation and growth to create its own internal innovation language: “Fireballs”.
The fireballs represents the ways that Pipedrive’s leadership wanted to “upgrade” customers. Their Fireballs framework enabled them to unify their 12 product teams under one strategic vision.
“Revealed helped us get 12 product teams ‘sniffing the same glue’, so we could operate under one strategic vision.”
– Martin Henk, Co-Founder & Head of Product at Pipedrive
Workfront fixes the funnel
What was needed
Workfront identified two key revenue problems within their sales funnel:
1. Prospects who disappear after a demo
2. “Down-sell accounts” (accounts that renew but at a lower contract value).
While they had ideas about what was driving those two customer behaviors, they had no concrete data to align the team and guide action to address those challenges.
What we did
We launched two simultaneous research efforts: an Adoption Accelerator and Churn Reducer.
Revealed quickly moved to recruit, interview, and report on the key factors driving those mysterious funnel behaviors.
We presented data and findings back to the teams responsible for those funnel stages.
The results
Workfront made adjustments to their product and sales process, so more prospects would adopt the product after the demo.
bugle aligns Product, Marketing and Sales
What they needed
bugle had been in business for a while, but was struggling to figure out what their next growth initiative would be.
What we did
Over the course of two weeks, bugle and Revealed carried out a Demand & Hiring Analysis sprint.
The results
New alignment was created around the product development, marketing, sales and customer success teams. They were able to create a unified strategy that would help the company reach its next growth phase.
Thanks to Revealed, we now understand why our customers buy and use our product and support services. We will use this new knowledge to improve our decision-making about our Product Development, Marketing, Sales and Content creation efforts.
– João Ferro Rodrigues, Co-Founder & CEO at bugle
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