Sample

BCG · Growth Strategy

SaaS Growth Acceleration

~32 min

Advanced

Your interviewer will present a business problem, share exhibits, and ask questions during the conversation.

What to do

Clarify the problem

Structure your analysis

Deliver a clear recommendation

Case Context

Interview

I'd structure this through the SaaS Growth Equation: Net New ARR = New Logo ARR + Expansion ARR - Churned ARR. The slowdown could come from any of these three.

Exhibit 1: ARR by Customer Segment

Stacked bar chart showing ARR growth from 2015-2024 broken down by SMB, Mid-Market, and Enterprise segments

The chart tells a clear story: SMB has flatlined for the past 2-3 years while Enterprise is growing steadily. Given the competitive dynamics you mentioned - new entrants at 30% lower prices - my hypothesis is that SMB is where we're losing ground. Can you share New Logo ARR and Net Revenue Retention by segment?

The diagnosis is clear: SMB is the problem, Enterprise is the opportunity. Enterprise has 125% NRR and only 4% churn - that's best-in-class. We're fighting the wrong battle in SMB where we can't win on price. **Sizing the opportunity:** - Grow Enterprise 40%: +$8M new ARR - Stabilize SMB churn: +$5M saved - Combined: ~25% growth, close to the 30% target **Recommendation:** Shift go-to-market focus to Enterprise and move SMB to self-serve only.

Two key risks: 1. **SMB is still 55% of ARR** - we can't abandon it overnight 2. **Enterprise sales cycles are 9-12 months** - growth impact won't be immediate **Mitigation:** - Don't kill SMB - move it to self-serve to reduce cost while maintaining revenue - Use Mid-Market as the bridge (faster close, 110% NRR) - Set board expectations: 18-20% growth in Year 1, then 30%+ in Year 2 as Enterprise pipeline converts

Results

Skills Progressed

You demonstrated growth in 2 skills

Business Intuition

Expert

Synthesis & Recommendation

Practitioner

Debrief

SaaS Growth Acceleration

32 min

Structure

Distinctive

Excellent SaaS-specific diagnostic framework.

Distinctive

Analytical

Strong

Strong exhibit interpretation and impact sizing.

Strong

Synthesis

Distinctive

Strong strategic pivot with risk mitigation.

Distinctive

Communication

Strong

Clear narrative from diagnosis to recommendation.

Strong

Key takeaway

Read exhibits for segment-level insights

The stacked bar chart revealed SMB stagnation while Enterprise grew. Always look for segment-level divergence in growth charts.

SaaS Growth Acceleration | Bcg Case Interview | MBB Interview

Sample

BCG · Growth Strategy

SaaS Growth Acceleration

~32 min

Advanced

Your interviewer will present a business problem, share exhibits, and ask questions during the conversation.

What to do

Clarify the problem

Structure your analysis

Deliver a clear recommendation

Case Context

Interview

I'd structure this through the SaaS Growth Equation: Net New ARR = New Logo ARR + Expansion ARR - Churned ARR. The slowdown could come from any of these three.

Exhibit 1: ARR by Customer Segment

Can you share New Logo ARR and Net Revenue Retention by segment?

The diagnosis is clear: SMB is the problem, Enterprise is the opportunity.

Enterprise has 125% NRR and only 4% churn - that's best-in-class. We're fighting the wrong battle in SMB where we can't win on price.

Sizing the opportunity:

Grow Enterprise 40%: +$8M new ARR
Stabilize SMB churn: +$5M saved
Combined: ~25% growth, close to the 30% target

Recommendation: Shift go-to-market focus to Enterprise and move SMB to self-serve only.

Two key risks:

SMB is still 55% of ARR - we can't abandon it overnight
Enterprise sales cycles are 9-12 months - growth impact won't be immediate

Mitigation:

Don't kill SMB - move it to self-serve to reduce cost while maintaining revenue
Use Mid-Market as the bridge (faster close, 110% NRR)
Set board expectations: 18-20% growth in Year 1, then 30%+ in Year 2 as Enterprise pipeline converts

Results