From sales-dependent demos to self-serve marketplace
As the sole designer, I transformed Revenue Base from a platform that required manual demos and internal coordination into a self-serve marketplace — cutting sales cycles from 30 days to under one week.
Year
2026
Client
Revenue Base
Website
revenuebase.aiContribution
Sole designer — stakeholder interviews, architecture, flow design, and full design system creation.
Problem Statement
Every purchase required demos and internal team coordination. The platform had no self-serve path — buyers couldn't explore, evaluate, or purchase data without going through the sales team first.
Constraints
01
Complex product definition
No initial structure existed. The product scope, user roles, and core flows all had to be defined from scratch before any design could begin.
02
Technical delivery constraints
Backend limitations around Snowflake, AWS S3, and Gigasheet shaped what was feasible — requiring close collaboration with engineering early on.
03
Sales-driven business model
Automating a process previously owned by the sales team meant navigating internal politics and designing for trust as much as usability.
Research Findings
"We spend the first two weeks just explaining what the data is. By the time they understand it, half of them have moved on."
The demo process was doing the job that the product should have been doing — educating buyers.
"Buyers don't think in infrastructure. They think in rows — how many, how fresh, how clean."
Users' mental model was rows-as-value, not infrastructure-based. Design had to reflect this language.
The goal wasn't to increase transaction volume — it was to increase user confidence. A buyer who understood the data would convert without a sales call.
Key Decision
Data health signals instead of row counts
Instead of showing raw infrastructure metrics, I designed the marketplace to surface data health signals — freshness, completeness, and sample previews — in the language buyers actually use.
This single shift made buyers confident enough to purchase without a demo, eliminating the need for sales-assisted evaluation entirely.
30→7d
Sales cycle reduced
↑64%
Self-serve conversion
↓40%
Demo requests dropped