UX Strategy
5 min
Jul 12, 2025
Turning an Idea into $450K+ in Revenue
Creating a B2B legal intelligence product that helped recover subscription revenue for enterprise clients.
Published by
Marcio Rebouças
Case Summary
$450K
annual recurring revenue
43+
active clients
45%
high-engagement readers
Context
The company faced a significant drop in ARR as enterprise clients began cancelling subscriptions.
Problem
Corporate clients felt the content was too generic and not useful for strategic decisions.
Solution
I led UX Research and Product Strategy to validate a premium content vertical focused on labor law intelligence.
Research & Discovery
Through interviews with corporate clients and content analysis, I identified patterns behind subscription cancellations.
The affinity map helped synthesize the research insights and reveal a key opportunity: companies needed strategic legal intelligence, not just legal news.
Key Insights
The research revealed four important insights:
Content
Labor law information is fragmented across multiple sources, making it difficult to trust and synthesize.
Time
Professionals spend significant time searching and filtering updates to understand what actually matters.
Email is the preferred channel for staying informed about legal developments.
Speed
Professionals need clear and timely insights to support fast and confident decision-making.
Opportunity
Based on these insights, we identified an opportunity to create a premium content vertical focused on labor law intelligence.
Expert Legal Analysis
Deep analysis from specialists interpreting labor law changes.
Curated Insights
Strategic summaries designed for fast executive understanding.
Exclusive Content
Premium newsletters and reports available only to subscribers.
Solution
We designed a B2B product focused on labor law intelligence, combining curated content and expert analysis to support corporate decision-making.
Core components:
Exclusive legal analysis
Weekly expert newsletters
Strategic insights for executives
Results
The new product generated significant business impact:
$450K
annual recurring revenue
43+
active clients
45%
high-engagement readers
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
UX/UI Design
UX Research
Discovery
Prototyping
Figma
Data Analysis
Analytics
GA4
GTM
