Company: AI/IoT company with B2B automation solutions for large scale manufacturers.

The Company was struggling to close paid pilots with new accounts, despite prospects showing initial interest over several months. The product and sales teams were frustrated because they were putting a lot of effort into cultivating relationships and curating individual demos, but they couldn’t pin down what wasn’t working.

Eric joined the Company in multiple sales calls and trade shows. He met with dozens of prospects and catalogued their automation processes, bottlenecks, and frustrations with current solutions. Ultimately, he identified gaps between the underserved automation needs of the Company’s prospects and how the Company had been showcasing the benefits of its software. Working closely with the Company’s CEO, COO, VP of sales, and VP of Product, Eric was instrumental in helping the Company to:

1.      Refine its product offering – revised its product strategy from a feature-centric approach to one that zeroed in on customers’ chief concerns of reliability and integration.

2.      Reframe its value proposition – shifted its narrative away from its technical differentiators toward prospects’ business needs and relevant industry use cases.

3.      Streamline its sales process – developed a dashboard for demo purposes that allowed prospects to simulate actual user experience without the Company having to train limited AI models for each pre-pilot demo.

These three iterations enabled the Company to address the more critical pain points of its target market and build greater trust with prospects at scale. As a result, the company increased its pilot closure rate by 4x in the first six months of adopting the new strategy.