Sample of Technical and Strategic Projects

Goal: Develop An Effective GTM Strategy To Drive $5M in YoY Revenue

‍Project Overview:

A leading Edtech company wanted to drive $5M in revenue from its Portuguese category in 2017. The Company's Portuguese-language courses had taken off almost seven times compared to 2015. They asked which Portuguese-speaking country provided the best opportunities for growth and revenue. 

Problem: 

The Portuguese-speaking countries, Brazil, Mozambique, Angola, Portugal, and Guinea-Bissau, all have different attributes. Portugal is a high-income country but with a small population. Brazil is an emerging market with a large population and internet use, whereas Mozambique, Angola, and Guinea-Bissau are developing countries with a growing population but limited internet connectivity. The Company, fully aware of these diverse needs, has limited resources for Portuguese-speaking people and is committed to prioritizing their efforts. 

Solution: 

For the EdTech company to achieve $5M in revenue, my analysis recommended the following:

• Focusing on Brazil and Portugal, as TAM is ~ 2M users combined.
• These two countries have high internet use and the capacity to pay for courses that provide an opportunity to grow these markets.
• Other Portuguese-speaking countries, such as Mozambique and Angola had low internet use, and given the average income in these countries, users would struggle to afford online EdTech courses, limiting the Company's ability to expand their user base.
• Therefore, to generate $5M in revenue, the Company needed to increase the number of users by 3x in Brazil and 2x in Portugal. The Company also needed to split the revenue with course instructions at 57% and 40 %, with 3% being the cost of financial transactions.

Note: This exercise was completed as part of a Udemy data analysis course in 2016