Facing headwinds of high interest rates and a slowing housing market, Highway needed a win. We were tasked with reviving an old product, but a key insight flipped the company's flywheel and a short time later, the company's bottom line.
We had a good base, but needed a better business strategy.
The company had a dormant product that it'd hope would help it deal with a tough real estate environment. This product was not much different than the others you can find on bigger sites like Zillow, Redfin, and others. The task was simple, how do we differentiate our offering?
I was still in training at the time, learning the company's other products. That's when I learned something that reframed the entire product for me.
We had every closed home transaction in the United States flowing through our system. Every one of them could be mapped to one of our paid business users. These were loan officers who were already using the rest of the platform, and who already had access to all of their customer data in product already.