Growth can be a wild ride—but without a clear strategy, it’s a one-way ticket to burnout city.
When demand explodes, stakes go sky-high, and teams get stretched to the breaking point. Burnout, inefficiencies, and missed opportunities become the norm, making it feel like you're running in circles.
That’s exactly what happened to a fast-growing digital car platform. They sped from an idea to a five-figure VC-backed rocket ship, only to hit a wall: Conversions tanked, acquisition costs ballooned, and basic operations ground to a halt. Over 100 developers were churning out features nonstop, but none of it seemed to make a difference.
That's when Test Double stepped in—not just to make incremental tweaks, but to lead a business transformation. We implemented a fundamental shift in strategy, operations, and outcomes, completely overhauling how the product and business worked.
The result? A 3x sales increase, streamlined processes, and a more aligned, strategic approach. This type of comprehensive change goes beyond optimization—it sets the foundation for sustainable growth.
Here’s how we did it.
[Want a personalized conversation? Schedule a chat with the CPO who led the product transformation.)
Our approach to this product transformation
We kicked things off with two guiding principles:
- The entire business—from sourcing cars to handing over the keys—is a product.
- Great product management always starts with asking “why?”
To dig into that “why,” we led an in-depth discovery phase. We turned over every stone, examining how the company sourced, prepped, stored, maintained, photographed, sold, and delivered cars, and even how they managed warranties, loans, trade-ins, insurance and ancillary products.
This gave the leadership team a shared, crystal-clear understanding of each core function’s value and how success was measured. We also identified which metrics were driving or dragging down overall business performance.
Within three months, we had a solid, measurable strategy with clear accountability for each goal and an operating model designed to drive results.
But identifying problems wasn’t enough. We needed to lay a foundation for sustainable growth: upskilling product managers, strengthening teamwork, and turning data into actionable insights.
Scaling smart: a methodical, results-first approach
When we first arrived, the company’s strategy was, well… all over the place. They were trying to sell cars to anyone, anywhere, with no clear goal. Teams were working hard—but it felt like running in circles.
We changed that by narrowing the focus. Instead of trying to grow in 20 countries simultaneously, we picked one country and set a bold target: 500 cars sold per week.
This prioritization gave the team permission to ignore distractions and work toward a shared objective. Marketing, sales, and operations collaborated daily, fostering real-time problem-solving.
It didn’t take long to see the glaring issues. The company was getting visitors, but only 1 in 50,000 bought a car. So we paused marketing ads, fixed conversion issues, and ramped ads back up strategically.
This laser focus revealed operational gaps we needed to address, from CAC to delivery speed.
One by one, we tackled those challenges. We improved conversion rates, scaled delivery operations, and aligned every team on the top priority: hitting 500 weekly car sales. We also drastically cut the speed-to-market—reducing car prep time from 45 days to just 15. This shift created significant interest savings and cash flow benefits, allowing the business to scale faster and more efficiently.
From there, we expanded smartly, analyzing the best markets to scale. In Europe, we even adjusted to cultural differences in car buying.
By staying disciplined and focusing on key metrics like site visits, checkout time, and delivery speed, we positioned the company for sustainable growth.
Ready for your own product transformation?
We know the grind: working your butt off without a strategy to back it up, or watching chaos unfold as your team sprints endlessly.
At Test Double, we specialize in transforming that mess into measurable, sustainable wins. Our product management experts cut through the noise, align your efforts, and turn busywork into real impact.
Stop spinning your wheels and start making an impact. Book a free personalized consultation today to see how we can transform your product—and your business—for lasting growth.
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