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How a B2B SaaS Platform Increased MRR by 385% Through Product-Led Growth
Client Overview
The client is a B2B SaaS project management platform built for remote and distributed teams.
Product-market fit was strong, but scaling revenue was inefficient due to trial friction and high acquisition costs.
The Challenge
Despite healthy demand, growth stalled because:
- Customer acquisition cost (CAC) was too high
- Trial-to-paid conversion was low
- Time-to-first-value averaged 21 days, causing drop-offs
- Pricing and onboarding did not clearly communicate value
They needed to fix the funnel, not increase spend.
Objectives
The engagement was designed around business outcomes, not vanity KPIs:
- Increase trial signups and paid conversions
- Reduce CAC significantly
- Shorten time-to-value
- Scale monthly recurring revenue (MRR) sustainably
Our Approach
SEO-Led Demand Capture
- Built high-intent SEO content targeting project management use cases
- Captured buyers researching tools for remote teams
- Reduced reliance on paid acquisition
Product-Led Onboarding Redesign
- Reduced time-to-first-value from 21 days to 7 days
- Introduced guided onboarding flows
- Highlighted “aha moments” early in the trial
Behavior-Triggered Email & Retargeting
- Implemented usage-based email sequences
- Nudged users toward key activation actions
- Retargeted stalled trials with value-driven messaging
Pricing Page Optimization
- Simplified pricing structure
- Clarified feature-to-value mapping
- Reduced cognitive load during purchase decisions
Result
Within months of execution, the impact was measurable and revenue-driven:
Growth became efficient, predictable, and scalable.
Why This Strategy Worked
SaaS growth doesn’t come from more leads — it comes from faster value realization.
By aligning marketing, onboarding, and product experience, the platform unlocked compounding MRR growth.
Services Used
SEO for SaaS
Product-Led Growth Strategy
Onboarding Optimization
Email & Lifecycle Marketing
Looking to Replicate These Results?
If you’re a B2B SaaS company struggling with trial drop-offs or high CAC, we help design product-led growth systems that turn usage into recurring revenue.