From 7 clients to 96 in under five months
I designed a product-led beta motion that took the platform from 7 to 96 clients in under five months, with about 85% beta-to-paid conversion and $110K in booked revenue through June 2026.
2 min read
beta-to-paid
booked revenue through Jun 2026
The problem
Clinics and school districts wanted faster behavior data, but few wanted to switch tools in the middle of a school year. Without a repeatable way to run pilots, growth was at risk of stalling in one-off trials that never turned into full deployments.
My role
I owned the beta strategy and co-authored the go-to-market plan with Sales and Business Development, including the commercial KPIs.
What I did
- Scoped every beta to one concrete use case, such as a single classroom, so pilots stayed small and the product stayed stable.
- Observed live sessions to see where RBTs and teachers struggled with data entry, then simplified those steps.
- Built reusable templates so clinics and classrooms could set themselves up without help from our team.
- Gave parents, schools and agencies limited-access logins, which turned invited collaborators into warm inbound leads.
- Formed an early-adopter council and asked its members for introductions to their peers.
The hard call
I focused on ideal ABA customer profiles, required a small pilot before any organization-wide rollout, and declined heavy one-off customizations outside the core product. That meant giving up some near-term revenue, and it made the beta motion repeatable.
Results
- Grew from 7 to 96 clients in under five months.
- Converted about 85% of beta clients to paid.
- Booked $110K in revenue through June 2026, including beta-to-paid conversions.
- Design partners expanded through templates and self-service onboarding, and successful betas became organization-wide deals.