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Case study

Global SaaS Company Expands Into the US Market Through Partnership With Mahdlo

More qualified leads, a higher conversion rate than any prior attempt, and a substantial revenue increase from the US market.

Client
Global SaaS company
US MARKET WONLEADS, CONVERSION AND REVENUE UPHOMEUS

The challenge

Repeated failed attempts at US entry, on a go-to-market model that worked at home and nowhere else.

Success at home, failure in the US

The company had real success in its home market and consecutive failures trying to replicate it in the US.

ONE MODEL, TWO MARKETSHOME MARKETReal successTHE SAME MODEL, REPLICATEDTHE USConsecutive failuresA go-to-market model that worked at home and nowhere else
ONE MODEL, TWO MARKETSHOME MARKETReal successTHE SAME MODELTHE USConsecutive failuresA model that worked at homeand nowhere else

Five problems, compounding

Five problems compounded, from a strategy that did not fit US buyers to outbound with no strategy behind it.

FIVE PROBLEMS, COMPOUNDINGGo-to-marketDid not translate to USbuyer behaviorValue propositionDid not speak to US painpointsDigital presenceToo thin to answer whydo anything, why now,why usNo defined ICPEffort went tounqualified prospectsOutboundNo strategy behind it,and poor response ratesCONSECUTIVE FAILURES IN THE US
FIVE PROBLEMS, COMPOUNDINGGo-to-marketDid not translate to US buyer behaviorValue propositionDid not speak to US pain pointsDigital presenceToo thin to answer why do anything, why now,why usNo defined ICPEffort went to unqualified prospectsOutboundNo strategy behind it, and poor responseratesCONSECUTIVE FAILURES IN THE US

The approach

We rebuilt the US expansion end to end.

One answer to each problem

An in-depth read of US market behavior produced a tailored go-to-market strategy, and each of the other four problems got its own answer.

EACH PROBLEM, AND WHAT REPLACED ITWHAT WAS NOT WORKINGWHAT WE BUILTA go-to-market strategy that did not translateA strategy tailored from an in-depth read of US marketbehaviorA value proposition that did not speak to US painA value proposition recalibrated in collaborative workshopsA digital presence too thin to make the caseA revamped website, explainer videos, and customer proofNo defined Ideal Customer ProfileA precise ICP from market and customer data, and a qualifiedprospect listOutbound with no strategy behind itAn outbound campaign against that list, with guidance onmessage, channel, and follow-up
EACH PROBLEM, ANDWHAT REPLACED ITWHAT WAS NOT WORKINGWHAT WE BUILTA go-to-market strategy that did nottranslateA strategy tailored from an in-depthread of US market behaviorA value proposition that did not speakto US painA value proposition recalibrated incollaborative workshopsA digital presence too thin to makethe caseA revamped website, explainer videos,and customer proofNo defined Ideal Customer ProfileA precise ICP from market and customerdata, and a qualified prospect listOutbound with no strategy behind itAn outbound campaign against thatlist, with guidance on message,channel, and follow-up

Why do anything, why now, why us

Collaborative workshops recalibrated the value proposition to answer those three questions directly, and the digital assets were built to carry it.

THE THREE QUESTIONS IT HAD TO ANSWERWHY DO ANYTHINGWHY NOWWHY USANSWERED BY THE VALUE PROPOSITION, CARRIED BY THE DIGITAL ASSETS
THE THREE QUESTIONS IT HAD TO ANSWERWHY DO ANYTHINGWHY NOWWHY USANSWERED BY THE VALUE PROPOSITION,CARRIED BY THE DIGITAL ASSETS

The results

Qualified lead volume rose sharply and converted at a higher rate than any previous attempt.

Better than any attempt before

Successful US penetration drove a substantial revenue increase, justifying the earlier investment. The case gives no figures, so the drawing says which way each measure moved and nothing more.

WHAT MOVED, IN THE USQualified lead volumeROSE SHARPLYConversion rateHIGHER THAN ANY PREVIOUS ATTEMPTRevenue from the USA SUBSTANTIAL INCREASEEnough to justify the earlier investmentClient results
WHAT MOVED, IN THE USQualified lead volumeROSE SHARPLYConversion rateHIGHER THAN ANY PREVIOUS ATTEMPTRevenue from the USA SUBSTANTIAL INCREASEEnough to justify the earlier investmentClient results

Strategy, and the team that executes it

The engagement also proved a second point the company took forward: growth comes from strategy and from the quality of the team executing it.

WHERE THE GROWTH CAME FROMSTRATEGYTHE QUALITY OF THE TEAM EXECUTING ITGROWTH
WHERE THE GROWTH CAME FROMSTRATEGYTHE QUALITY OFTHE TEAMEXECUTING ITGROWTH

RelatedInternational expansionGo-to-market strategySaaS, tech & AI

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