They were stuck renting to freelancers. Now they serve global businesses. 2.3X growth.
Pivot to Enterprise
You can't scale by renting laptops to freelancers for three months. We helped them see the enterprise play. They ran with it.
Problem-First Innovation: Designing For Breakthrough Products
From freelancer rentals to enterprise IT procurement.
Renting to solo entrepreneurs doesn't scale. We convinced them to kill the marketplace, rebuild for enterprise buyers, and let sales focus on big fish. A year later: 2.3X revenue growth, 95% retention.
Big marketplace. Small customers. Shrinking margins.
They were renting to solo entrepreneurs. Short leases. Tiny baskets. No upsells. Sales was drowning in small deals while enterprise opportunities sat untouched. New leadership needed results. The marketplace model wasn't going to deliver.
Marketplace attracted freelancers who rented for 3-12 months and left
No uptake on insurance or supplemental products
Sales buried in low-value deals
No path to enterprise customers
Kill the small play. Build for enterprise.
The marketplace was their baby. Killing it was a hard conversation. But you can't scale renting laptops to freelancers for some months. We helped them see the bigger play.
Kill the marketplace
Orders up to 10 devices now flow through automatically. No sales rep needed. Faster for customers. Frees the team.
Redesign for self-serve
Orders up to 10 devices now flow through automatically. No sales rep needed. Faster for customers. Frees the team.
Less than a year after the pivot, their CEO posted these numbers:
2.3X year-on-year revenue growth
Not incremental. Transformational. New customer base, new deal sizes, new trajectory.
95% customer retention
Enterprise clients stick. Freelancers didn't. Retention went from a problem to a competitive advantage.
50% LTV growth, lower CAC
Bigger customers, longer relationships, less spent acquiring them. The math finally worked.
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Evaluating vendors for your next initiative? We'll prototype it while you decide.
Your shortlist sends proposals. We send a working prototype. You decide who gets the contract.
