Luna using data to replace SDRs in SaaS Companies, increased MRR by 20% in 2 months

Luna is a GenAI based app that replaces SDRs and writes personalised automated emails to prospects

 

Luna took a decision to be PLG based SaaS and they were looking to capture the all the data to make decisions on product growth. In the PLG methodology they were looking to get the answers on their product usage, growth loops, understand what is driving revenue

 

The product even though it looks simple but is a complex product as it involves replacing the complexity of creating a personalised email based on the user. There are about 40+ data points that the algorithm takes to write an email

 

Luna was looking to invest in tools to get insights and make sense of the data with the main objective of increasing revenue, decreasing churn, increasing expansion.

 

They were also looking to understand how the algorithm is working and what modifications are required to make it better

 

The Chief Growth Officer found us on Linkedin and reached out to us understand how Optiblack can help them in their PLG journey

 

Luna has already implemented Mixpanel and were looking to revamp their entire product analytics tech stack by Including Segment to the mix so that they can capture the right events from multiple touchpoints

 

 

 

We were looking for partners for Growth who understand the nuances of SaaS applications and PLG module.

-Jean-Paul Klerks, Chief Growth Officer, Luna

 

 

 

 

Luna identified Optiblack as the preferred partner for their PLG journey based on the track record, our partnership and familiarity with the tools in place and how we make it easy for anyone to start generating insights

 

Optiblack started interaction with the Luna team and understood the product. We also looked at the what the team was currently tracking and we kickoff with an objective workshop.

 

Optiblack worked with tech team to understand the implementation of various GenAI algorithms, we also worked with Leadership team, Marketing and Growth teams to understand what is important for everyone

 

We started with revamping their analytics strategy to capture important events happening in the entire customer journey, our working with various SaaS companies helped us open to ideas on how PLG based Luna can leverage customer intelligence to know whom to convert and what to act on

 

Luna had 10+ different apps in the mix which were creating signals on customer intelligence, we leveraged them to create the comprehensive tracking plan for their CDP

 

 

Department	How they get impacted?
Growth	Growth Campaigns PLG Strategy Activation and Free to paid conversion New feature validation Churn & Expansion
Tech - CTO	Similar to growth Measuring performance One tool to measure all events and performance
CSM	Expansion of accounts Churn Account analytics How are users using the product? How goods are emails to find leads?
Backend Developer	Implementation Performance
CEO	Investors dashboard, better sources Product Market fit, ongoing
Brand Manager	Word of mouth marketing
Agency	Marketing Agency Connect destinations with sources Marketing campaigns Marketing audience? Activate the audience on Linkedin, Facebook etc