Track Record: B2B2C
Transform
From agency mindset to product-led growth, in B2B2C
Many companies start by building bespoke solutions for individual clients. At some point, they realise they need to become a product company. It's one of the hardest transitions a company can make, because it changes how you build and how you make money.
Why this matters in B2B2C
B2B2C is one of the hardest product models to get right. You're building for two audiences at once: the channel partner who distributes your product, and the end user who uses it. Often you don't have direct access to end users, especially in white-label scenarios, which means your product insight depends on partner-mediated research and second-hand feedback. We've spent a lot of time in this space and know the tensions: partner customisation demands vs. platform scalability, competing priorities across the value chain, and the constant challenge of building a great end-user experience when you're one step removed from the people using it.
The outcome
A company that operates like a product business, with teams organised around outcomes and revenue that grows faster than headcount. The product serves the market as a whole.
Our approach
- 01
Assess readiness for product-led transformation across technology, team, and business model
- 02
Define the target product model and the transition path to get there
- 03
Restructure teams around product ownership rather than client delivery
- 04
Build the metrics, feedback loops, and decision-making frameworks for a product-led organisation