How a half-baked roadmap turned into a €2 M seller win?
The seller’s leadership confidently pitched their “top three” roadmap items. Yet buyers pressed back—demanding proof of traction and customer demand. The deal risked a price cut.
Product DD Engagement
- Usage Data Extraction:
- Pulled event logs and feature-flag data across 8,000 active accounts.
- Churn & Activation Analysis:
- Identified a fourth feature—an AI-powered email-optimization module—that correlated with 40% of new-account activations.
- Customer Interviews:
- Spoke with high-value users; 85% ranked the AI module as “mission critical.”
- Prototype Deep-Dive:
- Built a click-through demo showcasing advanced customization, boosting buyer excitement.
Deliverables
- Adoption Heat Map: Visualizing usage spikes and revenue correlations.
- NPS Snapshot: Highlighting the AI module’s +4.5 average score.
- Roadmap Recast: Elevating the AI feature to lead-with prominence, with a tracked development timeline.
Negotiation Impact
Buyers re-anchored their offers, citing reduced adoption risk and clear upsell pathways. The final valuation rose by €2 M (~+8%) and the process closed three weeks early, with no post-close holds.
Key Takeaways
- Follow the Data: Your product “hunches” need quantitative validation.
- Elevate Your Stars: Lead with features proven to move the needle.
- Narrative Matters: A recast roadmap sparks buyer confidence far more than a generic slide deck.
Product DD doesn’t just tick boxes—it uncovers hidden gems that become deal-makers. By proving real-world value, you transform uncertainty into a compelling story—and a stronger offer.
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