Case studies
A digital platform and marketing services company
- Sector
- Digital directories
- Duration
- 4 weeks
- Methods
- Whiteboarding, rapid prototyping, usability testing with sales staff
The question
The company had built an API that pulled together a business’s online channel presence. The team could see its potential as a sales tool, but nobody had defined what that should be. Meanwhile, sales staff were relying on workarounds and third-party services.
What we did
We led a collaborative process from whiteboard to prototype to testing with 8 frontline sales staff.
What we found
What sales needed was a comparison: how a client performed against their competitors. That framing gave them a far stronger sales conversation from the outset.
What changed
In four weeks, we went from an undefined experiment to a finished, user-validated product, more useful than the original concept.
What sales needed was a comparison: how each client performed against their competitors.