Case Studies

CASE STUDY #98

330% Growth in 5 Months

IOpipe, an innovator in serverless observability for AWS Lambda, has built strong brand recognition in the developer community, much attributed to the credibility of its co-founders and engineering prowess. Facing a surge in industry adoption and an influx of competitors, IOpipe must elevate their market presence and adoption rates among both core users and enterprise leaders to achieve the exist plan the founders envision.

Challenges and Solutions:

  • Galvanizing the Team Around a Strategic Plan: Leveraged Shari’s unique one-day focus session to unify the team's vision, creating an effective execution plan that aligns with long-term innovation.

  • Clarifying Internal and External Messaging: Quickly identified essential messages through a self-diagnostic approach, ensuring clarity and cohesion in communication.

  • Preserving Authentic Culture and External Communication: Utilized internal clarity around core company attributes to maintain culture and guide marketing and sales decisions.

  • Evolving and Aligning Marketing Efforts: Developed a purpose-driven positioning statement by harnessing diverse internal opinions and collective knowledge.

Key Benefits Achieved:

  1. Rapid Consensus on Vision and Strategy: Within a single day, utilizing Shari’s accelerated process, the leadership team reached consensus on critical points that highlighted their unique market differentiators.

  2. Efficient Execution Plan Development: The clarity and focus achieved through the session simplified the decision-making process, enabling the swift development of a strategic plan and brand narrative.

  3. Substantial Growth Metrics: The newly aligned strategy and internal empowerment led to significant improvements in user acquisition and revenue, particularly through new messaging in advertising channels.

  4. Acquired by Relic Serverless: Gartner named IOpipe Cool Vendor in Performance Analysis. Function faster with serverless monitoring and observability into the most granular behaviors of your applications.

IOpipe's success is attributed to fostering rapid organizational alignment and growth by moving away from traditional, lengthy consulting processes to a more efficient, empowering, and purpose-driven approach.

Turn Growth Blockers into Breakthroughs— Like This Company Did.
Get your FREE copy of the Interactive Workbook: 10 Hidden Growth Blockers now.

CASE STUDY #42

3 months to product launch in 10,000 stores

Omojo, a seasoned health and beauty manufacturer, has a vast portfolio of products across various industries. Despite their sophisticated leadership team and extensive experience, Omojo struggled for 1.5 years to penetrate the American market. The turning point came when they collaborated with Shari to overhaul their go-to-market strategy.

Challenges and Solutions:

  • Understanding the American Market: Shari facilitated a deep dive into the American consumer psyche, helping Omojo's leadership to understand and adapt to local preferences and retail dynamics.

  • Product Adjustment and Rebranding: Collaboratively, Shari’s team reformulated the product offerings to appeal specifically to American consumers, including renaming and repackaging products to resonate with the new market an the core purpose and values of the company.

  • Messaging Alignment: They developed a comprehensive messaging strategy that addressed the needs and expectations of end consumers, large chain retail buyers, and distributors, ensuring coherence across all communication channels.

  • Rapid Prototyping and Market Entry: Shari's method enabled Omojo to quickly produce mock-ups that gained instant approval from the leadership, speeding up the time to market.

Key Benefits Achieved

  • Alignment and Rapid Execution: The team achieved swift consensus on product re-formulation, designs and strategic direction, facilitating quick alignment around mock-ups that were essential for rapid execution. The product and package design was designed with scaling in mind, creating an easy transition from mock-up to fulfillment.

  • Efficient Execution Plan: With a clear and effective execution plan and decision-making guidelines, Omojo was able to showcase their revamped product line at a major trade show in the United States, resulting in placement into 10,000 stores within three months.

  • Strategic Market Penetration: The strategic insights and redefined approach allowed Umojo to overcome previous market entry barriers, achieving unprecedented growth and market acceptance.

“Without leadership in agreement on the critical points, we would have never met out aggressive deadlines. You made my work so much easier.”.”

— Robin Price, Marketing director, Omojo

Turn Growth Blockers into Breakthroughs— Like This Company Did.
Get your FREE copy of the Interactive Workbook: 10 Hidden Growth Blockers now.

CASE STUDY #102

Doubled revenue & team in 10 Mths

nClouds had a history of deep technical capabilities but had not harnessed the full power of their biggest partnership to grow the business. There were clear opportunities for growth by demonstrating their credentials, competencies, and certifications to prospective clients and aligning their go-to-market plans. They brought in senior marketing, sales, and business development team members to grow nClouds and nOps. They required a clear vision and path to execution for every department within their organization if they were to reach their substantial goals.

Challenges and Solutions:

  • Develop focused, high-yield GTM in the shortest time possible: Leadership team crafted a positioning statement they had confidence in

  • Pinpoint clarity for their internal and external messaging: Identified the most important messages by buyer group Clarity for building an inspiring internal culture Shared the collective vision company-wide

  • Launching a software product while growing the consulting services:
    One-day GTM accelerator session with their leadership team for both brands

  • Partner Alignment: particularly around the Partner Business Plan

  • Sustaining customer satisfaction through aggressive growth and scale:
    Utilized their collective vision as decision-making guidelines Intentional about building an inspiring internal culture, but knew they needed clarity Gained consensus around an authentic vision for their entire organization

Key Benefits Achieved

  • Accelerated Partnership Advancement
    Shari provided a clear strategic foundation, enabling quick, unified decision-making and reducing distractions. Achievements included six weeks to Migration Competency and seven months to Advanced Technology Partner.

  • Sustained Rapid Growth with High Service Quality
    Revenue and team size doubled, leading in global recognition for technical achievement and securing a strategic partnership in Northern California, while maintaining high service quality and customer satisfaction.

  • Streamlined GTM Strategy for nOps
    Leadership alignment simplified decision-making for nOps' development and marketing. Clear customer insights and AWS alignment drove efficient product development and market strategy execution.

“Investing time in Shari’s process will pay back in spades. You’ll have a 10X return or better, simply by focusing the business on the greatest opportunity, highest return, and best differentiation.

We just did this exercise on our own, but this method gave us more clarity and allowed us to focus our resources for the greatest effect.”

— Randy, CMO, nClouds, AWS Premier Partner

Turn Growth Blockers into Breakthroughs— Like This Company Did.
Get your FREE copy of the Interactive Workbook: 10 Hidden Growth Blockers now.