Case Study: data.ai

 

​

Challenge

​

In 2017, App Annie (later rebranded as data.ai) was the top company providing data, analytics and insights to app publishers, serving 85 of the top 100 publishers worldwide. However, they lacked traction in Brazil and were seeking a solution to penetrate the market, which is one of the largest but most challenging globally.

 

Solution

​

Brane deployed an aggressive multi-threaded GTM strategy that included:

• facilitated decision-maker level intros at many of Brazil’s top brands

• secured exceptional local talent

• garnered significant PR and media exposure

• provided legal, labor, and tax advisory

 

data.ai avoided having to set up an operation in Brazil, thereby reducing overhead load and increasing effectiveness. Our boots on the ground delivered local knowledge and in-language support for both business development and account management.

 

At the direction of data.ai executives, our SDRs generated new business pipeline, our AEs closed deals, and our CSMs ensured client satisfaction, and secured robust contract renewals/upsells.

 

Within the first three years, Brazil/LATAM became a key market for data.ai, having closed multi-year contracts and renewals across many verticals including financial services, retail, telecom, e-commerce, technology, and notably, in the private equity and hedge fund space.

 

Logos included Banco Itau, Banco Pan, Banco Next, Banco Original, PicPay, Falabella, Dafiti, TIM, iFood, Grupo Pao de Acucar, Lojas Renner, Via Varejo, Magazine Luiza, MercadoLivre, and many others inside a robust roster of 50+ new clients closed.

 

Results Highlights

​

• ARR increased from $122k to $3.14 million in the first three years

 

• 88% of new client contracts were multi-year deals; $56K ACV

 

• data.ai established as the go-to player in the local market for app intelligence