ROI-First: How HumanQ Built a Group Coaching Platform Across 72 Countries

Every founder faces the challenge of proving ROI, but few build it into their company's DNA from day one. In a recent Category Visionaries episode, HumanQ CEO Nishika de Rosairo revealed how centering ROI in their go-to-market strategy helped the company expand to 72 countries while maintaining a 92 NPS score.

While most HR tech companies struggle to quantify their impact, Nishika recognized this pain point from her years in human capital: "What I noticed constantly, day in and day out, was the piece that was lacking was always the inability to communicate ROI." This insight shaped HumanQ's entire approach to product development and customer success.

Breaking the Traditional HR Tech Mold

Instead of following the typical HR tech playbook of selling exclusively to CHROs, HumanQ positioned itself as a technology solution for the future of work. "Every leader has a charter," Nishika explains. "We work with any leader who is looking for help in terms of accelerating their priorities and getting to their outcomes faster."

This broader positioning allows HumanQ to work with diverse stakeholders across organizations. Whether it's the chief digital officer driving AI adoption or the head of engineering transforming development processes, the common thread is human adoption of strategic initiatives.

The Power of Measurable Transformation

HumanQ's differentiation stems from its laser focus on measurable outcomes. "Everything we do has to translate into results and outcomes," Nishika emphasizes. The company backs this up with hard data: "94% of people who go through our programs are more engaged. We know that 95% are more equipped to add value in their jobs and in the workplace."

This commitment to measurement extends to their delivery model. Rather than offering one-size-fits-all solutions, HumanQ provides white-glove service regardless of customer size. As Nishika notes, "It helps us renew our contracts, it helps us maintain really long relationships, it helps us build multimillion dollar accounts."

Strategic Early-Stage Decisions

One of the most crucial lessons from HumanQ's journey is the importance of early decisions, particularly around investors. "Bringing investors who understand how to grow and build billion-dollar platforms, bringing investors who've seen market themes and trends before and they recognize those trends in you... it's not just about the money. It's so much more than the money."

For founders facing similar decisions, Nishika offers candid advice about risk-taking: "Take faster bets and bigger bets sooner." She advocates finding "a really fine medium ground where you take big bets soon and fast, but you also organically grow in some ways in that the wheels don't come off the bus."

Building for Scale

HumanQ's approach to scaling involves careful attention to their managed marketplace model. "We manage the different variables, which is the coach, the customer who buys from us, as well as the participant who actually goes through our programs," Nishika explains. This three-sided marketplace requires careful orchestration to maintain quality while growing.

Looking ahead, HumanQ aims to democratize access to professional development. Their vision extends beyond traditional corporate environments: "Whether you're the human who works at a company like Salesforce or Microsoft, or whether you're that human who works at the cash register at Walmart... I would love to see everybody on our platform having equal opportunity to participate."

For founders building B2B platforms, HumanQ's journey offers several key lessons: center ROI in your product DNA, position broadly enough to capture diverse stakeholders while maintaining focus, and build relationships with investors who understand your market dynamics. As Nishika puts it, "Find your passion... Find the thing that you love. Make sure it's something that not only you love, but others are looking for. They're hunting it down. They wanted it yesterday, and then I think the rest of it kind of falls into place."