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A business transformation consultancy.
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Sustainment is a SAAS start-up seeking to reenergize the American manufacturing base and provide simple tools and services to allow buyers of manufacturing services to find, engage, and manage US suppliers with ease. With a strong purpose and a compelling product vision in a stale market, the company was poised for success. But customer interest was tepid coming out of the gate. Sustainment leadership asked BILD to dig a level deeper on customer needs and help them refine their product/market fit and messaging to spark a new level of interest and engagement that they knew intuitively should be evident in the market.
client
Sustainment
industry
Software As a Service (SAAS)
services
Market Positioning, Product/Market Fit, Growth Strategy
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We began with a deep dive into the existing product functionality and market research and then supplemented with primary qualitative research in the form of customer interviews to understand deep pain points and opportunities to hone the offering. In exploring customer needs it became clear that Sustainment was focusing its offering on the initial step of searching for qualified manufacturers in a fragmented and opaque market. While important, customers were clear that the real pain points came afterward in the process of managing those vendors after they were hired. Together we identified a pivot toward communicating the product’s functionality in streamlining communication with, and management of, suppliers that helped reignite interest and sales.
