Confidential
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
In 2024, following a historic decline in ARR, I took the lead in discovering a new product focused on labor law. Through user interviews and prototype validation, we turned this idea into a notable success: more than R$1M in recurring revenue for JOTA.
Context
In 2024, following a historic decline in ARR, I took the lead in discovering a new product focused on labor law. Through user interviews and prototype validation, we turned this idea into a notable success: more than R$1M in recurring revenue for JOTA.
Context
In 2024, following a historic decline in ARR, I took the lead in discovering a new product focused on labor law. Through user interviews and prototype validation, we turned this idea into a notable success: more than R$1M in recurring revenue for JOTA.
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
We created a centralized labor law vertical across platform, email, and WhatsApp, designed for clarity, speed, and trust:
Weekly Picks → spot key updates fast
Direct from the Court → understand impact and take action
Direct from the Source → official updates from government and authorities
Regional Courts Roundup → track regional court decisions
Special Report → deep dives on strategic topics
This helps professionals save time, rely on trusted analysis, and act quickly.
Solution
We created a centralized labor law vertical across platform, email, and WhatsApp, designed for clarity, speed, and trust:
Weekly Picks → spot key updates fast
Direct from the Court → understand impact and take action
Direct from the Source → official updates from government and authorities
Regional Courts Roundup → track regional court decisions
Special Report → deep dives on strategic topics
This helps professionals save time, rely on trusted analysis, and act quickly.
Solution
We created a centralized labor law vertical across platform, email, and WhatsApp, designed for clarity, speed, and trust:
Weekly Picks → spot key updates fast
Direct from the Court → understand impact and take action
Direct from the Source → official updates from government and authorities
Regional Courts Roundup → track regional court decisions
Special Report → deep dives on strategic topics
This helps professionals save time, rely on trusted analysis, and act quickly.
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
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
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 message
Discovery 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 message
Discovery 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 message
Discovery and business are connected: Understanding user pain leads to measurable impact
Role & Responsibilities
Discovery
UX Research
UX/UI Design
Prototyping
Figma
Data Analysis
Analytics
GA4
GTM
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