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Pivoting a business
Moving from a service integration to SaaS provider
The customer: IoT Saas Provider
A company built on its AV roots as a service integrator used its vast years of experience and saw an opportunity in the market to become an SaaS provider.
It created a proprietary technology product and service with the hopes of integrating AV devices across various brands and purposes.
Before launching this new service, they wanted to make sure that they were communicating the right needs and solutions to the right customers, at the right time.
We approached this project through our tried-and-tested 3-step Go-to-Market approach to redesign its existing customer engagement model:
Value Proposition Design
We conducted an in-depth discovery session with internal stakeholders and potential business customers to identify pain points, gaps and motivations in the AV industry.
Product-market fit analysis
Key insights and takeaways
Sales journey mapping
2. Value Proposition Design
We facilitated a single day workshop with the internal stakeholders that brought everyone to a consensus and alignment, which eventually highlighted the unique values of the service, and the value proposition statements.
Value proposition statements
3. Marketing Strategy
Using the sales journey map derived from the discovery, we strategised and utilised only the necessary marketing channels and appropriate value proposition statements.
Marketing strategy overview
Sales engagement deck
Inbound content calendar
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