Case Study SaaS United States of America Series A
Direction first.
Perfection can wait.
A SaaS company needed to know where to focus.
Content Testing
GTM Sprint
Messaging
Roadmap
Signal Analysis
Positioning
The Challenge
The right direction before the wrong investment.
A B2B SaaS company had messaging inconsistencies and no clear signal on what was resonating with their market. Before committing to months of strategy work, they needed a rapid, low-risk way to identify what was working — and what wasn't.
The brief was clear: avoid months of investment in the wrong direction. Find the signal first. Build the strategy around evidence, not assumptions.
The Approach
Three phases. Three clear outputs
A lean, structured sprint designed to generate real market signals quickly — without the overhead of a full engagement. Each week had one job, one output, and one result that fed directly into the next.
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Light discovery — map what's missing
Audited existing messaging against competitors. Studied current customer segments and flagged inconsistencies and misalignments. Sent targeted questions to the team and reviewed available sales and support calls to get close to the ICP quickly, without lengthy research cycles.
Output: Positioning gap brief — high-impact messaging areas to explore
2. Content vs. influencer signal test
Two parallel tests, both controlled end-to-end. For content: shipped a product-led post and distributed it. For influencer-style: repurposed an existing customer testimonial into a story-driven format. No external coordination delays, just a clean signal on format, tone, and engagement.
Output: Engagement signals on storytelling format and tone
3. Synthesis & roadmap
Analysed traction from both test plays. Highlighted what moved the needle and what didn't. Translated signals into a concrete recommendation on where to focus, with enough specificity to act on immediately, and enough clarity to avoid the usual trap of a strategy that goes nowhere.
Output: GTM roadmap with prioritised positioning direction.
What I Delivered
Three weeks of work. One clear direction.
Positioning gap brief
A focused audit of current messaging vs. competitors — identifying the specific gaps, inconsistencies, and high-impact areas to address first. Short enough to act on, specific enough to matter.
Story-driven testimonial reformat
Took an existing happy customer story and repurposed it into a narrative format, testing whether social proof lands better when it leads with a story rather than an outcome.
Product-led content post
Written, distributed, and tracked end-to-end. Designed to test product-led storytelling as a channel — with no external dependencies or coordination delays.
GTM roadmap & positioning recommendation
A synthesis of all signals from weeks 1 and 2, turned into a clear, prioritised recommendation on where to focus. Built to de-risk the next quarter of strategy work before a dollar is spent on it.
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