Situation
At OFD.ru, a FinTech company with B2B SaaS Products, I managed a portfolio of 3 products: a part of the main product (https://lk.ofd.ru/) and 2 new products.
OFD.ru is a fiscal operator, meaning that its main business is providing controlling services for all payments through fiscal devices.
At that time, in 2017-2018, there was a need to introduce a service for mall owners that would allow making data-based decisions about rental rates (depending on the dynamic data from cash registers and the sales volume of each point of sale).
This system was intended to get truthful sales volume and eliminate errors or deliberate statistics distortion.
So, I had to create an MVP for the new subscription service.
Task
I had to:
- Analyse all the input and data,
- Launch the MVP,
- Create a GTM strategy,
- Educate the colleagues (sales, support, and the other teams) on the product.
The key metrics that I was targeting were:
- Positive ROI,
- Minimal TTM (Time-to-Market).
Action
- I analysed the market trends, the competition, and the laws behind fiscalisation.
- I gathered input about the market from the commercial director, account and sales managers.
- I talked to potential customers to understand their user scenarios, pains, and expectations.
- I prepared a P&L model.
- I collaborated with the engineering team to identify the MVP scope.
Results
My team and I introduced a new product to the market.
- The product reached its breakeven point at the planned time and gained positive ROI.
- The product was launched in time and before some of the competitors.
Period
2017-2018
