Case Study · Industrial products
Industrial product reached first purchase orders in 7 weeks
An industrial product had no route to market and no traction selling direct. The firm built the go-to-market strategy and then used its own distribution reach to open the channels, turning a stalled launch into purchase orders.
Weeks to first purchase orders
7
Distribution channels opened
4
Channels before engagement
0
Situation
A company had a strong industrial product and no way to sell it. The team had been selling direct with little traction, no channel relationships, and no clear sense of how the product should be positioned or priced against the alternatives buyers already knew.
Approach
The firm built the go-to-market strategy from positioning and pricing through channel selection. Then, rather than handing over a plan and walking away, the firm used its own distribution relationships to open the channels the strategy identified. Strategy and execution came from the same place, which closed the usual gap between a plan and what actually happens.
Outcome
The product reached its first purchase orders within seven weeks of the engagement starting. Four distribution channels were opened against a plan that had previously produced none, and the company moved from no route to market to a working sales pipeline it could build on.
Same service line