Building a Consumer Segment Revenue Model for an Enterprise SaaS Deal
Owned a market sizing and revenue modeling workstream for an enterprise SaaS company expanding into a new consumer segment
Tushar Vigh
Junior Analyst at JPMorganChase
From their time as
Junior Analyst
JPMorganChase • 2025 - 2026
Overview
Tushar was assigned a research workstream on an enterprise SaaS company, an employee technology platform, that was exploring a move into the consumer segment. The play was a marketing strategy: acquire consumer users, then upsell and cross-sell into the company's core enterprise products.
The Story
Tushar was assigned a research workstream on an enterprise SaaS company, an employee technology platform, that was exploring a move into the consumer segment. The play was a marketing strategy: acquire consumer users, then upsell and cross-sell into the company's core enterprise products.
His job was to build a model that could justify forward revenue numbers for this expansion. He started by mapping the current client base and then looked at the addressable market: expected market growth, current penetration, and the incremental market share gain the consumer play could drive.
He broke the model down by employee size segment, assessing how the company's existing product differentiated in each band, what tailwinds or headwinds applied, and whether segments could be clubbed or needed separate treatment.
Once he had defensible growth assumptions and TAM numbers for each segment, he incorporated them into the model. He ran the output by his seniors, who pushed back on some growth rates and suggested additional areas to explore. The structure held; the assumptions were refined.