Turning a sales-led platform into one that pulls users in on its own
100% YoY growth · top 2% in its industry
The challenge
A fast-scaling European recruitment startup was winning deals on the strength of a differentiated service model, but in-product user responsiveness wasn't keeping pace with commercial growth. For the model to compound — and for the company to keep growing the way it was — adoption inside accounts had to deepen. The open question was how to layer a product-led motion on top of an already strong sales-led one, without diluting either.
Our approach
We embedded with the product org and acted as a bridge between leadership and the teams shipping the work. Together we aligned on where in the product new behaviors and habits would actually move adoption, then helped reshape the roadmap around the resulting must-win battles. Where specific engagement problems needed deeper expertise, we pulled in specialists from our network. In parallel, we coached the internal product teams on behavior design — the goal was always to grow the team's own capability, not to substitute for it.
The result
Over the years of our engagement, the company sustained 100% year-on-year growth and ranked in the top 2% of its industry — the product of many things going right at once. Our contribution was one thread in that broader story: a clearer product north star, the first external integrations, a first-generation AI feature, and a product team that, by the end, was designing behavior-led moments by their own hand. The growth belonged to them; we were glad to have helped enable a small part of it.
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