Elevance
Elevance is a developer tools platform serving 50,000+ software teams. Growing 40% YoY but burning cash and needed to reach profitability fast.
Services
Pricing & Packaging
Revenue Operations
Sales Optimization
Industry
Developer Tools
Company Size
280 Employees
Timeline
10 Weeks
How Elevance cut CAC by 62% and reached profitability four months ahead of plan.
The challenge
40% growth but $1.2M in monthly burn. Seven channels, no attribution, and a board deadline to hit profitability.
Elevance was measuring channel performance on lead volume rather than closed revenue. Paid search generated the most leads but those customers churned at 2x the rate. Content marketing looked expensive per lead but produced customers who expanded 3x more. The team had been optimizing for the wrong metrics for two years.
The approach
Kora rebuilt Elevance's growth model around unit economics rather than volume metrics.
We built a cohort analysis connecting every customer back to their acquisition channel and tracking their full lifecycle. The data was decisive: we cut paid search by 80%, doubled content and community investment, and redesigned pricing tiers to fix activation rates that were quietly killing unit economics.
The Results
Elevance cut blended CAC from $890 to $338, saved $2.8M annually, and reached profitability four months ahead of the board's timeline. LTV:CAC improved from 1.8x to 5.2x.
Blended CAC dropped from $890 to $338
$2.8M annual savings from channel reallocation
LTV:CAC ratio improved from 1.8x to 5.2x
Reached profitability four months ahead of board timeline
Free-to-paid conversion rate doubled after pricing restructure
"What sets Kora apart is their commitment to building our capabilities, not creating dependency. A year after our engagement ended, we’re still using the frameworks they taught us. That’s the mark of a true partner."
Jennifer Holland
CFO
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