Challenge:

Improve customer adoption of an important new product platform by mainstream customers

Solution:

  • Analyze and address key ease-of-use attributes desired by Early Majority
  • Created a number of customer and sales tools to improve and promote usability hosted on company website
  • Examples – sample code website, user forum, key differentiation videos, napkin notes

Results:

  • Adoption of sales and user tools exceeded expectations (10k downloads in 4 months, etc.)
  • Global market share rose
  • Sales of this platform exceeds $3B annually today
  • Sales success improved using non-product differentiation