Discovery
5 min
Jul 12, 2025
Turning an Idea into R$1M in Revenue
In 2024, after a historic ARR drop, I led the discovery of a labor law product — validated with users and visual tests, generating R$1M+ in recurring revenue for JOTA.
Published by
Marcio Rebouças
R$1M+
annual recurring revenue
R$1M+
annual recurring revenue
R$1M+
annual recurring revenue
43+
active clients
43+
active clients
43+
active clients
45%
high-engagement readers
45%
high-engagement readers
45%
high-engagement readers
Context
After a historic drop in ARR, we started a discovery process to explore new opportunities. Interviews with labor law professionals revealed a common pain: information is scattered, hard to trust, and time-consuming to filter — slowing down decision-making in critical moments.
Context
After a historic drop in ARR, we started a discovery process to explore new opportunities. Interviews with labor law professionals revealed a common pain: information is scattered, hard to trust, and time-consuming to filter — slowing down decision-making in critical moments.
Context
After a historic drop in ARR, we started a discovery process to explore new opportunities. Interviews with labor law professionals revealed a common pain: information is scattered, hard to trust, and time-consuming to filter — slowing down decision-making in critical moments.
Problem
Legal updates are hard to track — they come from many sources and lack consistency.
Professionals waste time searching, filtering, and validating information.
Most tools are generic or shallow, making it hard to assess impact and take action.
There's no centralized source focused on labor law with trusted analysis.
Problem
Legal updates are hard to track — they come from many sources and lack consistency.
Professionals waste time searching, filtering, and validating information.
Most tools are generic or shallow, making it hard to assess impact and take action.
There's no centralized source focused on labor law with trusted analysis.
Problem
Legal updates are hard to track — they come from many sources and lack consistency.
Professionals waste time searching, filtering, and validating information.
Most tools are generic or shallow, making it hard to assess impact and take action.
There's no centralized source focused on labor law with trusted analysis.
Objectives
Create a labor law content solution with fast, relevant legal updates.
Help professionals make informed decisions through expert analysis and summaries.
Deliver content in the right format and channel to fit users’ daily workflows.
Centralize reliable information to save time and reduce legal risk.
Objectives
Create a labor law content solution with fast, relevant legal updates.
Help professionals make informed decisions through expert analysis and summaries.
Deliver content in the right format and channel to fit users’ daily workflows.
Centralize reliable information to save time and reduce legal risk.
Objectives
Create a labor law content solution with fast, relevant legal updates.
Help professionals make informed decisions through expert analysis and summaries.
Deliver content in the right format and channel to fit users’ daily workflows.
Centralize reliable information to save time and reduce legal risk.
Research Plan
To guide the discovery, we defined early assumptions and structured our approach around three core goals:
Validate the problem: Understand how professionals access and interpret labor law updates
Test the solution: Explore content formats using a visual prototype
Name the product: Evaluate naming options for the new vertical
Research Plan
To guide the discovery, we defined early assumptions and structured our approach around three core goals:
Validate the problem: Understand how professionals access and interpret labor law updates
Test the solution: Explore content formats using a visual prototype
Name the product: Evaluate naming options for the new vertical
Research Plan
To guide the discovery, we defined early assumptions and structured our approach around three core goals:
Validate the problem: Understand how professionals access and interpret labor law updates
Test the solution: Explore content formats using a visual prototype
Name the product: Evaluate naming options for the new vertical
User Interviews
To understand daily challenges and validate our content approach, we interviewed legal and HR decision-makers from major companies using a simple visual prototype.
What we learned:
Labor law info is fragmented and hard to trust
Professionals waste time searching and filtering updates
Email is the preferred format for staying informed
Content must support fast, confident decisions
User Interviews
To understand daily challenges and validate our content approach, we interviewed legal and HR decision-makers from major companies using a simple visual prototype.
What we learned:
Labor law info is fragmented and hard to trust
Professionals waste time searching and filtering updates
Email is the preferred format for staying informed
Content must support fast, confident decisions
User Interviews
To understand daily challenges and validate our content approach, we interviewed legal and HR decision-makers from major companies using a simple visual prototype.
What we learned:
Labor law info is fragmented and hard to trust
Professionals waste time searching and filtering updates
Email is the preferred format for staying informed
Content must support fast, confident decisions
Solution
Based on user insights, we created a new labor law content vertical focused on clarity, speed, and trust.
We structured five core formats tailored to users’ routines and priorities:
Apostas da Semana – Key highlights from TST, STF, and TRTs
Direto da Corte – Deep dives into major decisions
Direto da Fonte – Updates from MTE, Congress, and INSS
Giro nos TRTs – Regional court decisions
Relatório Especial – In-depth reports on strategic topics
To try the protype, click here
Solution
Based on user insights, we created a new labor law content vertical focused on clarity, speed, and trust.
We structured five core formats tailored to users’ routines and priorities:
Apostas da Semana – Key highlights from TST, STF, and TRTs
Direto da Corte – Deep dives into major decisions
Direto da Fonte – Updates from MTE, Congress, and INSS
Giro nos TRTs – Regional court decisions
Relatório Especial – In-depth reports on strategic topics
To try the protype, click here
Solution
Based on user insights, we created a new labor law content vertical focused on clarity, speed, and trust.
We structured five core formats tailored to users’ routines and priorities:
Apostas da Semana – Key highlights from TST, STF, and TRTs
Direto da Corte – Deep dives into major decisions
Direto da Fonte – Updates from MTE, Congress, and INSS
Giro nos TRTs – Regional court decisions
Relatório Especial – In-depth reports on strategic topics
To try the protype, click here
Initial Results
Currently, 43 clients are subscribed to JOTA PRO’s new Labor Law vertical — including Ambev, Google Brasil, and Mercado Livre.The product has generated R$1.04M in annual recurring revenue, with outstanding engagement across platform and email:
Initial Results
Currently, 43 clients are subscribed to JOTA PRO’s new Labor Law vertical — including Ambev, Google Brasil, and Mercado Livre.The product has generated R$1.04M in annual recurring revenue, with outstanding engagement across platform and email:
Initial Results
Currently, 43 clients are subscribed to JOTA PRO’s new Labor Law vertical — including Ambev, Google Brasil, and Mercado Livre.The product has generated R$1.04M in annual recurring revenue, with outstanding engagement across platform and email:
R$1M+
annual recurring revenue
R$1M+
annual recurring revenue
43+
active clients
43+
active clients
45%
high-engagement readers
45%
high-engagement readers
R$1M+
annual recurring revenue
R$1M+
annual recurring revenue
43+
active clients
43+
active clients
45%
high-engagement readers
45%
high-engagement readers
Conclusion
This project showed how a structured discovery process and close collaboration with users can lead to real business impact. By deeply understanding legal professionals' needs, we were able to design a focused solution — one that not only delivers value daily, but also turned into over R$1 million in recurring revenue for JOTA.
Conclusion
This project showed how a structured discovery process and close collaboration with users can lead to real business impact. By deeply understanding legal professionals' needs, we were able to design a focused solution — one that not only delivers value daily, but also turned into over R$1 million in recurring revenue for JOTA.
Conclusion
This project showed how a structured discovery process and close collaboration with users can lead to real business impact. By deeply understanding legal professionals' needs, we were able to design a focused solution — one that not only delivers value daily, but also turned into over R$1 million in recurring revenue for JOTA.
Key Learnings
Design research is strategic: Interviews and synthesis shaped both UX and product positioning
Validate before building: Talking to users early helped us build the right thing — faster
Content is product: Format, tone, and delivery matter as much as the messageDiscovery and business are connected: Understanding user pain leads to measurable impact
Key Learnings
Design research is strategic: Interviews and synthesis shaped both UX and product positioning
Validate before building: Talking to users early helped us build the right thing — faster
Content is product: Format, tone, and delivery matter as much as the messageDiscovery and business are connected: Understanding user pain leads to measurable impact
Key Learnings
Design research is strategic: Interviews and synthesis shaped both UX and product positioning
Validate before building: Talking to users early helped us build the right thing — faster
Content is product: Format, tone, and delivery matter as much as the messageDiscovery and business are connected: Understanding user pain leads to measurable impact
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