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Scaling to Success in the EdTech Arena
Case Study

Client Overview

This EdTech startup reimagined how cloud knowledge is imparted, offering flexible, self-paced online training that has empowered over a million students globally. Known for their innovative features such as Cloud Playground, they provide a unique, hands-on cloud environment experience. Positioned at the intersection of technology and education, they rapidly gained traction in both B2B and B2C markets, paving the way for a major acquisition by a large enterprise.

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Challenge

In a rapidly evolving educational landscape, the startup faced the challenge of aligning their growth strategy across multiple products while transitioning from traditional marketing approaches to more sophisticated, intent-based models. They needed a partner to guide them through hyper-growth and towards acquisition success, specifically within their B2B market.

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Solution

Enter LaunchWave Consulting's In-House Marketing Team package. Our dynamic approach integrated seamlessly with the startup’s operations, transforming their marketing strategy from foundational to futuristic. 

Accomplishments

ICP Identification & Predictive Modelling

We spearheaded the crucial initiative of identifying the Ideal Customer Profile (ICP) and developing a custom predictive model. This ensured that Sales, Marketing, and Product teams were finely tuned to the needs of target accounts across three distinct products.

Hyper-Growth Strategy

Our collaboration fueled extraordinary growth from $5MM ARR to $95MM ARR in under three years. We optimized their B2B marketing approach, shifting from traditional methods to intent-based, Account-Based Marketing (ABM) at scale, designing digital programs that accounted for one-third of the growth pipeline.

ABM Program Excellence

We established and scaled their first ABM program and team, responsible for achieving 36% of the ARR in a single year.

Marketing Operations Transformation

Co-leading the redesign and build-out of the marketing operations function, we laid the foundations for a powerhouse Revenue Operations (RevOps) team, setting the stage for sustainable growth and strategic acquisitions.

Results

Our partnership didn't just propel their immediate growth but positioned them for long-term success, culminating in the startup’s acquisition by a major enterprise. Together, we transformed their marketing capabilities into a strategic asset that drove innovation and excellence.​

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Conclusion

Working with the SMEs at LaunchWave Consulting transformed this EdTech startup's marketing strategy, leading them on a path not just to growth, but to becoming an industry leader. Our cheeky but insightful approach built the bridge to acquisition, proving that effective marketing doesn't just meet expectations—it creates future opportunities. Ready to embark on your journey? Let’s make it happen together!​

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