Case Study:
Flightright
On a market where only 3 in 100 flights qualify for EU261 compensation, GMV had to grow without growing case volume — so we tested fee transparency under a strict −5% conversion guardrail.
The Problem
Revenue was capped by a narrow market — only 3 in 100 flights qualify for EU261 compensation. Growing case volume alone wasn't enough. We needed to lift unit economics on the cases we already had, without scaring off price-sensitive claimants.
The Process
- check_circleHypothesis: showing lawyer fees post-POA signing increases trust and avoids deducting from payouts
- check_circleVariant B placed fee transparency after the Power of Attorney signature, the highest-commitment step
- check_circleConversion guardrail set at −5% relative — abort if Variant B underperforms
- check_circleTracked at Day 1, 3, 7, and 14 to capture early signals and longer-tail behavior
- check_circlePre-registered stop conditions and analysis plan with the data team
The Proof
Variant B lifted GMV by 27% — pure expansion on existing cases, no extra acquisition cost.
No statistically significant difference across both groups at Day 1, 3, 7, or 14. Guardrail respected.
Post-POA timing meant fee transparency only landed once trust was already established.
Product Deep Dive
3 in 100 flights
EU261 only triggers on specific delay, cancellation, and overbooking conditions. The total addressable claimant pool is small — every existing case has to count.
Trust before transparency
POA signing is the highest commitment in the funnel. Showing fees after that moment turns transparency into reassurance, not friction.
Read next
GetHalal — 200€ to ~1M€ raise
Bootstrapped Halal meat delivery for 500K underserved Berlin consumers during COVID-19. 250K€ GMV in year 1, 151% customer growth.
B2B SaaS · LogisticsEverstox — discovery-led roadmap
Applying the Opportunity Solution Tree to an inventory team with no roadmap, shipping stock reconciliation before peak season.
Ready to build the future?
Let's collaborate on your next high-impact product. I bring execution-focused design and strategy to complex problems.