Bambuser opened a self-serve path beside its enterprise sales

An opening beside enterprise sales

Bambuser, a B2B live video shopping platform, sold the way enterprise software in a young category gets sold: a proof of concept over months, guided setup, and a sales team walking each prospect to first success. That motion fits large accounts with heavy procurement demands. Heading into its biggest growth push, Bambuser saw an opening beside it. Smaller and more technical prospects could assess the product on their own. The sales team could then spend its time on the high-value accounts.

What the new path needed

Two things were already in place. The CEO owned growth personally. The team agreed on a north star metric that captured value for the customer and the business. The new path needed a funnel of its own, measurement built for it, and a habit of testing on it. scilla.studio put a three-person growth team inside Bambuser for six months to build those.

A growth model, a measured funnel, and a demo the buyer runs alone

The team built a growth model from visitors to leads to deals, with the live show as the unit of value. It instrumented the new lead-form funnel so every lead in the self-serve path could be scored and tied to the content that produced it. It designed the path itself: a new pricing structure, a demo environment a prospect could explore unassisted, and a self-serve buying flow for smaller customers.

Lead conversion rose 260 percent in four months

Prospects who explored the product on their own reacted above expectations. Satisfaction among them was very high. The sales pipeline got more leads. Those leads arrived closer to convinced. At handover Bambuser ran the growth model, the measurement and the self-serve path on its own.