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InnerTrends Case Study

50% Increase In Customers In 6 Months

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Company

InnerTrends

Business Type

Actionable analytics software for product-led growth software companies

Services Inturact Provided

Growth consulting, inbound marketing, web design & development, team alignment

Technology Mix

HubSpot, FirstPromoter, Google Analytics

The Challenge

Positioning a new product category and finding scalability.

InnerTrends is an advanced product analytics tool that provides a framework for defining the concepts of your business up front before getting actionable customer behavior insights. Since there is up front work required to setup companies the product started as an Enterprise positioned tool. However, in working with Inturact we worked through JTBD positioning, restructured pricing and put in place a lower-touch onboarding and customer acquisition strategy to be able to accommodate a shorter sales cycle and close more customers.

Working with the Inturact team has provided us a new perspective on our business and clarity on how to achieve our growth goals. Outside of leveraging their overall SaaS expertise, one of the things I truly appreciated was the fact that they took the time to deeply understand our business and customers, from the jobs they need to perform, to their personas, and complete buyers journey. No wonder that every thing they deliver is spot on!

Case-Study-Quotes

- Claudiu Murariu - Co-Founder & CEO, InnerTrends

Action Summary

The Key Actions Attributing to Growth

Repositioning with JTBD

By using the Jobs-To-Be-Done framework and speaking with new and potential customers we were able to determine a new positioning that was:

  • Easily understandable
  • Immediately relatable
  • Put potential buyers at ease

New Pricing Strategy

By diving into the data, speaking with customers, and reviewing the wider market Inturact devised a revised pricing scheme with multiple tiers including a freemium offering. The new pricing enables InnerTrends to now better grow with their customers. 

Customer Acquisition Strategy

We worked together to create a Business Concepts Definition wizard that is a framework for defining the concepts of a software business in terms of data.  This includes both generating the Actionable Metrics Canvas and Tracking Definitions to drastically simplify the onboarding time and reduce the sales cycle.

The Results

Growth Breakdown After 12 Months
50
%

Increase in Customers in Q4 over Q3 2020

0%
%

Churn in Q3 or Q4 of 2020 after implementing JTBD & Pricing Changes

75%
%

Reduction in the Time to Onboard New Customers

InnerTrends-Improvement

 

Who We Are

Inturact is a SaaS Consulting and integrated SaaS Marketing Agency. Our focus is to align your digital marketing with your sales objectives, using the latest technological solutions to expand your reach, retain more customers, and increase your revenue. Our team’s specialties cover B2B SaaS Growth Consulting & Product Marketing, Inbound Marketing, Growth Hacking, Web Design & Development, Content Marketing, Graphic Design, Analytics Tracking & Setup, Data Analysis and the entire SaaS Marketing Journey – everything you need to turn your product from an immovable object to an unstoppable force.

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