A new product space, worth roughly £10m in ARR.
Context
Orgvue's enterprise clients, some with over 100,000 employees, held their organisational data in people's heads rather than databases. Workforce planning stalled at data collection, before analysis could even start.
The problem
Build the product that gets that data out of heads and into the platform, for clients who would not tolerate a clunky survey tool.
The key decision
The board wanted the skills-based workflow first; it was the bigger strategic prize. I pushed back and sequenced the activity-based workflow first: faster to MVP, an architectural foundation the skills build could stand on, and earlier product-market-fit signal. I made the case with user research and beta clients embedded as feedback partners, not with opinion. It was the right call, and I would make it again with less diplomacy.
What I built
A configurable survey engine with conditional logic and an unassisted wizard that enterprise clients could run without our help, plus the workflow automation around it.
The outcome
Roughly £10m in ARR from a product space that did not exist before, plus around £1m in annual cost reduction, measured by about 25,000 working hours saved.
Stack
Enterprise SaaS platform, survey and workflow engineering, conditional logic systems.
Have a similar problem?
Tell me what you are trying to move, and I will tell you straight whether I can move it.