case study
VISPA
Refinement and execution of VISPA’s growth strategy to ultimately assisting in pivoting their mission based on crucial market insights.
case study
VISPA
Refinement and execution of VISPA’s growth strategy to ultimately assisting in pivoting their mission based on crucial market insights.
From scaling to pivoting
Service
Growth Marketing
Client
VISPA
Industry
SaaS
Year
2023
Website Visitors
55,000+
Free Users
2000+
Conversion rate
from free to paid users
10%
THE CHALLENGE
VISPA, after two years in the market with an innovative product ready for users, sought assistance with their growth strategy. Their goal was to acquire 25,000 free and 2500 paid users in a short timeframe while preparing for their next investment round. Expectations were high and everyone was excited to push and scale the product.
OUR APPROACH
Our collaboration with VISPA involved an array of growth strategies and tactics. We began by constructing a website, setting up tracking, and initiating an experiment roadmap. We ran paid campaigns across Google, Bing, and LinkedIn, optimized the website, and created educational blog content for user attraction.
We strengthened VISPA’s LinkedIn presence, increasing followers from 800 to 2000, and executed organic outreach to potential users. Over 5000 cold outreach initiatives were launched via LinkedIn, emails, and with the help of external sales agencies. Podcasts were employed as lead magnets to foster conversations with companies, and we transitioned from automated to manual, personalized emails.
THE OUTCOME
After several months of experimentation and data analysis, we discovered we were dealing with more significant challenges: lack of user engagement, identified use cases, team resistance to switch to a new collaboration tool, and difficulty converting free to paid users due to unlimited free subscriptions and not defined product market fit.
Acknowledging these insights, VISPA pivoted from purely an enjoyable team-building tool to fostering engagement and quality virtual interactions for remote and hybrid teams. This strategic shift involved defining new user personas, understanding their needs, and creating new hypotheses and a validation roadmap.
Although this mission didn’t result in the expected growth, it provided valuable lessons and highlighted the importance of pausing, reflecting, analyzing, and adjusting on time when something isn’t working effectively.
free users
conversion rate from free to paid users
website users
About VISPA
VISPA is a Stuttgart-based tech start up offering a virtual collaboration tool designed to enhance company engagement and team satisfaction. Its purpose is to assist businesses in accelerating the development of innovations, making the process smoother, more efficient, and enjoyable
Your contact partner
Miriam Boubachta
Head of Growth Marketing
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