Case Study
About
From Operational Complexity to Commercial Clarity.
A leading SaaS platform for contingent workforce management engaged Vibrance to strengthen their commercial strategy and accelerate growth. Despite a strong product and a clear market need, the business lacked the GTM structure, ICP definition, and team foundation needed to scale consistently.
We partnered closely with the client to redesign their go-to-market approach from the ground up - defining the ICP, validating it through test sales, streamlining internal processes, and building the team and leadership structure to support sustainable growth.
The engagement went beyond advisory. Vibrance invested directly in the company and took an active board role - aligning our incentives fully with the client's long-term success.
Scope
Sector
SaaS
A SaaS platform operating in the contingent workforce management space - a market defined by operational complexity and a buyer profile that requires precise commercial targeting.
Location
Stockholm
Stockholm-based company with ambitions to scale commercially across Nordic and international markets.
Duration
12 Months
A deep partnership that evolved from commercial advisory into direct investment and board involvement - reflecting the level of conviction Vibrance developed in the company and its potential.
Results
New GTM. New Customers. Vibrance Invested.
Increased revenue, a validated go-to-market strategy with a defined ICP, and a Vibrance investment and board seat - positioning the company for long-term scalable growth.
Our Approach
The engagement combined strategic design with hands-on operational execution - moving from GTM clarity to team building to direct company investment.
Step 1
Assessment & GTM Design
We began by mapping the commercial landscape - reviewing existing processes, understanding the sales motion, and identifying where the GTM strategy needed to be rebuilt to support consistent customer acquisition.
Assessed existing commercial processes and GTM structure
Identified gaps in ICP definition and sales targeting
Designed a refined go-to-market strategy aligned to business goals
Step 2
ICP Validation & Team Development
With the GTM strategy defined, we moved into validation - running test sales to confirm the ICP, while simultaneously building and coaching the commercial team to execute the new approach.
Defined and validated the Ideal Customer Profile through test sales
Streamlined internal recruitment and onboarding processes
Provided coaching and development to the existing commercial team
Step 3
Leadership, Investment & Board Involvement
As confidence in the company's trajectory grew, Vibrance moved beyond the advisory role - supporting leadership in shaping the organisational structure, making a direct investment, and taking an active seat on the board.
Supported leadership in organisational structure and decision-making
Made a direct investment in the company
Took an active board role to support long-term strategic direction
Result
A Sharper GTM, New Revenue - and a Partner Who Invested.
The engagement delivered on every dimension it set out to address - and went further than either party originally anticipated.
The company acquired new customers, validated a repeatable GTM motion built around a clearly defined ICP, and improved operational efficiency across the commercial function. The leadership team gained both the strategic clarity and the organisational structure to pursue scalable, sustainable growth.
Most significantly, the partnership deepened into something beyond advisory. Vibrance invested directly in the company and joined the board - a reflection of the conviction built through the engagement and a commitment to the company's long-term success.
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