Work / Northpass
Repositioned in a pandemic. Acquired by Gainsight shortly after.
Customer education software. When COVID wiped out our gig-economy buyers, we repointed the whole company at a new market.
New ICPgig economy to software customer success teams
Acquiredby Gainsight, shortly after I left
The situation
Our customers were gig-economy operators. When COVID hit, they couldn't afford software anymore. The obvious move was to wait it out.
What we did
We repositioned the product, the website, and the GTM motion to sell customer education software into the customer success departments of B2B SaaS companies.
New ICP, new message, new demand engine, all while the market was moving under us.
The result
It worked. I left in 2022, and Gainsight bought the company shortly after. I don't claim the exit. I think, and hope, the repositioning helped get them there.
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