B2C Tech Launches B2B Video Platform & AI Growth
The Challenge
A large B2C company sought to monetize its tech infrastructure by launching its first B2B business. Leadership had minimal B2B experience, investment stakes were high, and the team needed to define a new product portfolio and GTM strategy from scratch—while ensuring choices were rigorous, defensible, and scalable.
Our Approach
Clarified strategic goals: Helped leadership decide whether B2B efforts prioritized short-term monetization or long-term strategic positioning, each requiring distinct approaches.
Narrowed product directions with rigorous research: Evaluated four major directions (data, video, AIML, infrastructure) using bottoms-up TAM modeling, competitor intelligence down to top accounts and GTM tactics, and realistic assessments of the client’s competitive edge.
Debated product focus: Selected the video platform direction—counterintuitively not the largest TAM, but where the client held a sustainable advantage—and defined a secondary sub-direction (livestreaming) with a concrete product vision.
Designed beachhead product & GTM: Defined top customer personas (e.g., eCommerce companies with existing image/video capabilities), refined markets by geography and industry, and built pilot sales programs with SDRs to test and validate GTM challenges, including shifts from SaaS to PaaS layers.
Piloted and iterated: Conducted handpicked account pilots, incorporated early learnings, and refined product scope, messaging, and launch strategy.
The Impact
Secured R&D investment equivalent to 70 headcounts, after presenting at Group CEO level
Within two years, the new B2B business grew from $0 to $40M, establishing a scalable product portfolio and validated GTM model.
Created a strong ramp into AI, leveraging the client’s video tech edge—now one of the company’s key exponential growth drivers.
