"Really good job kicking off the new feature with the team. You've really hit the ground running and have been able to come in quickly to grok what we're doing and talk the talk."
Biz/Org
GatsbyJS
Year
2022
Developer Tools
Product Strategy
Product Overview
Gatsby’s Agency Plan opened a new revenue channel by empowering marketing agencies to manage multiple brands, campaigns, and creators from a single dashboard.
Identified workflow gaps in the existing platform for multi-client use cases.
Defined plan tiers, pricing, and premium capabilities tailored to agencies.
Collaborated across several departments to shape packaging and positioning.
Designed onboarding and permissions flows for complex account structures.
Validated features through targeted interviews with early agency partners.
Product Goals
How might we grow revenue by making Gatsby indispensable to development agencies?
While Gatsby served individual DTC brands well, it lacked the structure agencies needed to scale across accounts. We focused on turning high-value users into long-term partners.
Differentiate product tiers to reflect agency needs and growth potential.
Simplify onboarding for teams managing multiple clients.
Link feature value to measurable ROI (e.g., influencer engagement and conversions).
Provide internal visibility into agency usage patterns and churn risks.
Challenges
The platform wasn’t built for nested or multi-client accounts.
Billing and permissions were entirely manual.
Risk of scope creep and misaligned expectations.
Pricing needed to reflect real value - not just a feature checklist.
Solutions
Used interviews and funnel analysis to define launch scope.
Built agency-facing dashboards with access controls.
Streamlined billing and provisioning to reduce friction.
Outcome & Impact
Launched the Agency Plan via closed beta and expanded to general availability.
Unlocked a new channel of high-LTV customers.
Helped leadership frame a clear enterprise vision for fundraising.
Influenced Gatsby’s roadmap by grounding growth in real agency needs.
