Zuka Kitiashvili

• $25+ Million — ARR Growth from Zero
• 74% — Year-over-year Revenue Increase
• 47+ Million — Organic Impressions in 12 Months

A US LLC formation startup needed to compete against well-funded national brands like LegalZoom with no existing product infrastructure, no acquisition channel, and a small team. Paid acquisition was too expensive to sustain, so the business needed organic growth to work as its primary engine while the product itself converted visitors into paying customers at scale.

I owned the product end to end: architecture and roadmap for a portfolio of 10+ digital properties, sprint delivery with a cross-functional team that grew to 20 people, and a conversion-focused funnel covering acquisition, activation, and purchase. I built the organic channel from zero through technical SEO and content architecture, shipped product tools like an LLC Readiness Checker and a Best State Selector to capture demand, and ran continuous A/B testing on landing pages, pricing presentation, and checkout flows.

I grew the product from zero to $25+ million in ARR with a 74% YoY revenue increase. The organic channel hit a top-10 average domain ranking, driving 47+ million impressions and 245,000+ clicks in 1 year—at a CAC roughly 60% below break-even.

• 8-15% — Projected Lift in Trial-to-paid Conversion
• 13 — Experiment Candidates Prioritized via RICE
• 4 — Tests Selected & Sequenced for Shipping

An AI aggregator subscription product was leaking users between signup and paid conversion. The team needed a clear diagnosis of where and why users dropped off, along with a prioritized experiment plan rather than scattered guesses.

Walked the full funnel as a user, diagnosed the primary leak at the signup-to-upsell step where investment rose but value dropped, and built a RICE-prioritized backlog of 13 experiments with baselines, instrumentation specs, and validation gates.

I delivered a sequenced plan of 4 tests led by a post-signup value-delivery experiment projected to lift trial-to-paid conversion 8 to 15%, with a day-1 Mixpanel validation step to confirm the diagnosis before any build effort was spent.

• $6.63 Million — 5-year Cumulative Profit
• 89% — Gross Margin Modeled for the AI Add-on
• 14 Million — Reader Tam Sized

An eReader platform needed a retention-driving AI feature evaluated for its next fiscal year roadmap. The original concept had been commoditized by competitors, so the pitch had to justify a strategic pivot and survive executive scrutiny on pricing, unit economics, and cannibalization.

I researched the market and competitors, pivoted the concept toward applied learning, defined the MVP and feature requirements, built the go-to-market and team plans and roadmap, and modeled a complete P&L with pricing tiers and unit economics.

I equipped a leadership audience to make a funding decision, with every assumption sourced or flagged, a 3-scenario P&L, and a defended pivot rationale that held up under a monetization-focused challenge.