Driving new growth and margin opportunities for a leading electronic discovery service provider. Partnering with Waterstone, the company has successfully launched a cloud-based E-Discovery software product.

The Issue

An e-discovery service provider needed to explore new offerings, given market dynamics shifting from professional services to technology-based solutions. The company wanted to introduce a recurring revenue SaaS product, but their existing business model was optimized for highly customized professional services.

The Approach

Waterstone partnered with the executive leadership team to develop the go-to-market strategy and to execute product launch. To defend the current client base against encroaching competitive technology solutions and to reach new customer segments, Waterstone helped define and execute the go-to-market strategy. The team collaborated to develop market and account segmentation, new pricing models and price points, business development structure and approach, customer support tiers, and tactical pre-launch activities. The Waterstone team conducted complex financial modeling to size three-year revenue and EBITDA potential, potential cannibalization of the core business, and total cost of ownership (TCO) comparisons to competitive offerings. In addition to overall program management responsibilities, the Waterstone Partner acted as the interim executive leading the new business unit through product launch and early ramp phases.

The Results

The SaaS-based offering was successfully launched with several significant early client wins. Waterstone continues to assist the company through interim executive leadership, program management, driving service delivery improvements and scalability, and leading financial planning/forecasting for the new line of business.