After losing one of its largest clients, a growth stage company found itself under investor pressure to quickly replace the revenue and show a clear plan for growth.
The Challenge
The leadership team initially reached out to Aytza for help mining a large data set to uncover new opportunities within their existing customer base. After a quick review, we told them we didn’t think the data exercise would surface extensive opportunity and we suggested instead stepping back to revisit the broader market and hypotheses.
As the CEO said, “To your point, the data exercise is a waste of time without a hypothesis or story to start. I was going too fast and not even thinking. Thank you for saving me.”
The core challenge was clear: the company needed a fresh overview of the market and an identification of new segments to target, as well as clear action steps for their BD team.
Our Approach
Aytza worked with the team to step back from the immediate revenue pressure and take a structured look at the market. We combined strategic framing with quick, targeted research to identify the highest-potential directions.
We developed:
- A current view of how the market had shifted and where similar needs were emerging
- Ten new customer segments with rationale for why each made sense given the company’s capabilities
- A concise “hook” for each segment to guide positioning and outreach
- A shortlist of high-potential companies within each segment, ranked by relevance and revenue potential
- Draft language for outreach within each segment
The Impact
The leadership team gained a clear set of expansion paths, a tactical outreach plan, and a stronger narrative for investors about future growth. Within days of completing the work, they began conversations with several prospective clients in the new segments and are now using the findings to guide business development and planning.
“10/10. I knew this would be useful, but this is amazing. I love all the ideas - my brain is churning.”
