Analysis
Go-to-Market Strategy for a B2B SaaS Scale-up
Overview
What this challenge is about.
You are a strategy consultant for TaskFlow. The company currently has 2000 self-serve customers (average $500/yr) and wants to target enterprise accounts (average $50k/yr). You have estimates: enterprise conversion rate 5-15%, sales cycle 6-12 months, cost of sales team $500k/yr. Your task: build a decision model comparing two strategies: (1) continue PLG only, (2) invest in enterprise sales. Include a value of perfect information analysis on conversion rate. Success means a recommendation with a decision tree, EV calculations, and a clear argument for or against hiring.
The Brief
What you'll do, and what you'll demonstrate.
Decide whether to invest in an enterprise sales team or remain self-serve, given uncertainty in conversion rates and deal sizes.
Earning criteria — what you'll demonstrate
- Model strategic decisions with multiple sources of uncertainty
- Calculate and interpret the value of perfect and imperfect information
- Use Monte Carlo simulation to assess risk and variability
- Integrate decision analysis with business strategy formulation
Program Fit
Where this fits in your program.
Sharpens the same skills your degree expects you to demonstrate.
Skills
Skills you'll demonstrate.
Each one shows up on your verified credential.
Careers
Roles this prepares you for.
Real titles. Real skill bridges. Pick the one closest to your trajectory.
Career mappings coming soon.