Capstone Project
Scaling MoEngage's Revenue
1
Problem Statement
Develop a growth strategy to scale MoEngage's ARR from $60 million to $180 million within the next 12 months, ensuring that no more than 40% of the revenue is derived from Enterprise B2B clients, defined as companies with a ticket size exceeding $75K.
2
Process
To address the challenge of scaling MoEngage's ARR from $60 million to $180 million while limiting Enterprise B2B revenue, we conducted comprehensive research, including discussions with company executives and competitors. We carried out over 100 interviews across various organizational levels, gaining a deep understanding of the core issues. This informed our identification of key levers to successfully achieve the $180 million target.
3
Results
We found that a partnership with Shopify and allocating the budget to three business tiers would help MoEngage achieve this necessary delta.
Our growth model
Disclaimer: Due to certain restrictions I am unable to provide the complete work here.
Few screenshots of our work
