Context
Turno is a marketplace connecting cleaners with short-term rental property managers. The company was looking to expand into Europe.
Research question: what is blocking growth in Europe, and where does investment make the biggest difference?
Approach
Revenue data shows where growth stalls, but not why. Interviews explain why, but on their own don’t show how big the problem is. The study combined both.
Findings
The barrier was technical and regulatory, not cultural.
The difficulties came from technical and regulatory requirements in the European market, not from differences in how people work or use the product.
Outcome
Investment was redirected to regulatory compliance, rather than cultural adaptations of the product.
By ruling out the most intuitive hypothesis with evidence, the research kept the company from investing in the wrong solution. Findings were presented to the VP of Product, the founders and cross-functional teams.
Some details have been omitted for confidentiality.