Our client, a software company is helping organisations, scale and become more efficient through innovative and digital transformation solutions.

However, being in a competitive market, this company needed to refine its operations, double growth and deliver customer-first solutions. Through a partnership with Stellafai, these goals were achieved by adopting an OKR framework and aligning all teams on shared priorities.

The Major Challenges

Despite its ambitious vision, this company faces several issues some of which include;

• Struggles with Scalability: There wasn’t enough alignment between its product and revenue operations team to efficiently validate roadmaps and scale its solutions
• Customer-Centric Gaps: Embedding a ‘customer-first’ thinking across the team was essential but it was challenging to implement
• Cultural Shifts: Due to driving significant operational and product changes, there were gaps in building a connected and confident team
• Expanding Revenue Streams: The company struggled with securing new customers and increasing its net revenue

The Stellafai Solution

Through weekly coaching sessions, the software company worked with Bella (a Stellafai coach) to drive collaboration and accelerate its growth. Together, they;

Clearly Defined its Strategic Outcomes

To create a purpose for its aligned efforts and clarify its priorities, these three core strategic outcomes were defined;

• Strengthen operational confidence and culture for the future
• Deliver customer-obsessed products and services that scale
• Build capabilities to predictably acquire and retain customers for 2x growth

Identified the Key Strategic Opportunities

With the strategic outcomes, Bella also helped this company identify strategic opportunities to take advantage of. These three key opportunities were to;

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• Align customer insights across all teams for account expansion
• Validate product roadmaps for scalability
• Build cultural alignment to ensure that all teams are also customer-centric

Adopted the OKR Framework

The OKR framework was the best way to align these cross-functional teams, drive collaboration and work towards scaling the business. This is because it provided a structured yet flexible approach, helping them navigate complexity while maintaining focus on outcomes.

This method ensured the company clarified its key objectives through measurable goals like;

• Conduct 20 customer interviews to get rich insights for roadmap validation
• Having a 12-month customer-validated roadmap with a 60% completion rate
• Get a 100% increase in net revenue retention (NRR)
• Secure 10 new partnerships to diversify lead generation

Track and Refine Progress through Weekly Check-Ins

During weekly check-in sessions, the coach supported this company by:

• Evaluating progress on OKRs and identifying priority tasks.
• Resolving immediate challenges, including optimising strategies and building additional OKR cycles to ensure constant alignment between teams
• Streamlining processes, tracking OKR progress and fostering accountability with the Stellafai platform

The Transformation and Key Results

The OKR framework, combined with actionable insights from Stellafai, helped this company achieve immense progress in achieving its goals. Here are some of the standout achievements:

1. An Embedded Customer-First Culture

• The entire company got a unified understanding of customer experiences by attending at least one customer call each
• Had over 20 customer calls which provided rich insights for roadmap features and sales strategies
• They also developed sales and service use cases based on customer pain points by tying them directly to the roadmap

2. Increased Revenue Growth and Retention

• 57% increase in net revenue retention (NRR) which shows success in expanding value with existing customers
• Created a 53% increase in its expansion goals through proactive customer engagement
• Diversified its lead generation channels  through 10 new partnerships secured from targeted outreach

3. A Validated and Scalable Roadmap

• Defined a 12-month customer-validated roadmap with 67% completion, ensuring alignment with customer needs and strategic growth goals.
• Released new pricing tiers for an existing vertical and achieved a 70% completion in accessing a broader market
• Completed 100% of its customer validation meeting goals to gather feedback for roadmap priorities

4. Strengthened Team Culture

• A 100% positive feedback was received during the team event and a 90% understanding of OKR fundamentals after training.
• Achieved a 50% confidence that all members feel connected with the team

Looking Ahead

The company’s focus on customer obsession, scalable growth and cultural alignment reflects a commitment to delivering both short-term wins and long-term impact. The company plans to;

• Address the gaps in its product pipeline identified during beta testing
• Increase its NRR by leveraging insights from its business reviews and documentation
• Expand its customer engagement and foster stronger connections through targeted events

By maintaining its OKR momentum and Stellafai’s continued collaborative insights, this company is well-positioned to achieve its ambitious growth objectives and deliver unmatched value to customers.

Wondering how we can help your teams become aligned so your business can scale and reach new heights? Book a free discovery session with Tim here to learn more.

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