Is there an eight-figure opportunity hiding within your own customer base?
The importance of user base introspection.
- Product Strategy
- Enterprise
- Data Analysis
The problem.
- What I found
- The bet
- The result
There was no commercial clarity on how big the Enterprise expansion opportunity actually was. Roadmap decisions for Enterprise ran on intuition, not on the size of the prize.
What I found.
The active account base already held the signal we needed. Nobody had cross-referenced it with external data on company size and revenue to actually qualify it, and I remember being surprised that this hadn't been done before I did it.
The bet.
I built an analytical model using the email domains of active accounts, enriched with external data on company size and billing, simulating Enterprise qualification criteria against the existing base.
The result.
The analysis revealed about US$52M in potential annual revenue, an aggregate estimate based on annual revenue per user, not realized revenue, and showed that 30% of Enterprise upgrades came from Teams accounts, with 49% of Teams already fitting the Enterprise profile. That reshaped both the roadmap and the upsell strategy.
- 01Before you ask for a bigger research budget, check what you can learn from data you already have.
- 02Put a dollar number on an opportunity before you argue about priority.
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