Research Company Blueprint

A framework for building a research company that competes with established players like Harvard Business Review, which generates $200M+ from case studies alone.

Core Business Model

• Target enterprise clients with high-ticket pricing ($20-30k annually)
• Start with focused niches, then expand broader over time
• Build an elite, prestigious brand identity
• Focus on recurring revenue through institutional subscriptions

Pricing Strategy

• Two-tier pricing approach:
  • Low-end: $99 impulse purchase to get customers in the door
  • High-end: $2-5k premium tier for serious customers
• Avoid the middle ground ($300-500) as it's neither impulse nor premium

Go-to-Market Strategy

• Hire dedicated sales team to target institutions
• Build credible, "scary" brand name (like Gartner, Blackstone)
• Start in specific verticals then expand horizontally
• Hire mix of writers:
  • Academic/research focused
  • Pop culture/broader appeal writers

Key Learnings from Existing Players

• Harvard Business Review model:
  • 400,000 subscribers
  • Sells 18M case studies annually at $10-20 each
  • Universities give professors direct purchasing power
• Universities are ideal customers:
  • Recurring revenue through institutional subscriptions
  • Less price sensitive due to educational budgets
  • Professors have purchasing autonomy

Common Mistakes to Avoid

• Don't price in the middle tier ($300-500)
• Don't undercharge enterprise customers
• Don't spread too thin across verticals initially
• Don't neglect building brand prestige