Growth Strategy

A fast-growing European fintech had raised $120 million in Series C funding on a promise of rapid growth and a clear path to profitability. Eighteen months later, revenue growth was strong but the company was burning $4 million monthly with no clear timeline to break even. The board and investors were losing patience, and a down-round appeared likely without decisive action.

We conducted a granular analysis of the company's unit economics by product line, customer segment, and geography. The analysis revealed that while headline revenue growth was impressive, nearly 40% of revenue was generated from unprofitable customer segments and products. We developed a commercial strategy focused on three priorities: pricing optimisation, customer segment rationalisation, and cost-to-serve reduction.

Over eight months, we supported a comprehensive pricing redesign that introduced tiered service levels, implemented usage-based pricing for high-volume customers, and eliminated below-cost promotional rates. We redesigned the customer onboarding journey to reduce time-to-value and improve retention. The go-to-market strategy was refocused on the three highest-lifetime-value segments with tailored value propositions for each.

Revenue grew 65% in the following 12 months while the company achieved profitability in just eight months — six months ahead of the board's target. Customer acquisition costs declined by 30% and net revenue retention increased to 118%. The company subsequently raised its Series D at a 2.5x valuation increase.