$1.1 million increase in sales through data-led strategies

The Mission

(we chose to accept it)

A popular magazine with a digital presence was facing waning growth and fears of an incoming recession. The team was busy and working hard, but the company was not seeing expected return for its investments.

They were not moving the needle on commercial KPIs. On top of that, project teams were working at an unsustainable pace with too many priorities, leading to low job satisfaction scores and continued attrition.

Leaders agreed that there was a big opportunity to use data to make more informed decisions and to increase confidence that when they shipped something it was going to move the needle in important ways.

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The Fix

We took our expertise in strategic product management and used that to transform the business' approach, emphasizing data-driven-decision making and customer research.

We identified that the business was led by top-down direction with limited analytics, little customer interaction and research, and inadequate discovery to prioritize the right work on the right focus.

We coached leaders on shifting away from a “big project” and feature factory mindset and started prioritizing KPIs and OKRs backed by data. This led to a more outcome-oriented mindset and a more agile approach. It also enabled faster iterative, incremental, and test-and-learn development processes while seeing the development teams execute more effectively under tight timelines.

Along the way, our product management consultant:

Implemented an analytics solution and data management suite, which revealed opportunities that had a multi-million dollar P&L impact

Enforced A/B testing best practices for all new features, functionality, and site experiences

Enhanced e-commerce product pages to improve add-to-cart, conversion, and average order value

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CONSULTANTS

Tech & Techniques

Product strategy
Product discovery
Product design
Product growth
Org design

The Results

We collaborated with client leadership to implement a culture of data-led decision making — which led to millions of dollars saved or generated.

Those revenue and expense impacts included:

identifying an e-commerce checkout opportunity causing lost revenue
adding upsells and reviews into product page descriptions leading to a dramatic increase in sales
providing insights after assessing consumer data that led to halting a project before full investment

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$7M