This engagement began with a product that had strong technical performance but a positioning problem: the sales team was leading with specs to buyers who needed to understand business outcomes first.
The work covered buyer persona development, value proposition architecture, sales enablement materials, and launch campaign strategy. By reframing the product around the operational problems it solved — rather than the engineering that made it work — the commercial team had the tools to close faster and at better margins.
The result: $6.9M in revenue in the first quarter after launch.