01
Define the customer situation before the demonstration
CONCRETE OUTPUT
Commercial effort focused on relevant customer opportunities.
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ILLUSTRATIVE SCENARIO / 07
Connected Worker & Safety
The technology attracts interest. Adoption needs more than a demonstration.
Developing industrial sales for digital tools supporting industrial worker safety.
THE PRODUCT
Connected safety equipment and software
THE CUSTOMER
Industrial sites with mobile or isolated workers
THE COMMERCIAL MODEL
Connected devices, deployment and software subscription
Illustrative scenario. The deliverables and progress described are envisaged, not achieved results.
01 / COMPANY CONTEXT
A real-world technology business.
A technology scale-up provides connected equipment and software to support safety-related communication on industrial sites. It targets sites with different working environments and operational needs. The offer includes hardware, connectivity considerations and a recurring software service.
A safety manager is interested in an evaluation. Demonstrations generate useful discussion, but the project stalls when site operations, IT and supervisors become involved. The buyer has not established who would receive an alert, how the proposed workflow would fit existing procedures or what frontline users would need before adopting the system.
02 / COMMERCIAL CHALLENGE
What is slowing commercial progress?
The commercial conversation has concentrated on device features while the buying decision also depends on operating responsibility and user acceptance. Safety interest alone does not define a purchase. The supplier needs to understand the customer’s intended use, decision-making process and practical conditions for evaluating the offer, without presenting the technology as a substitute for the customer’s safety organisation.
03 / PEOPLE INVOLVED
Who is involved in the decision?
- Safety manager and site leadership
- Supervisors, frontline users and relevant employee representatives
- IT, procurement and the supplier’s specialists
04 / POSSIBLE Market Tandem CONTRIBUTION
Turning commercial priorities into action.
The work below would be scoped with the company after reviewing its actual situation.
02
Bring the relevant people into the evaluation
CONCRETE OUTPUT
Customer and specialist discussions coordinated through the evaluation.
03
Progress the commercial decision and deployment scope
CONCRETE OUTPUT
A defined commercial offer and active follow-up towards a purchasing decision.
05 / SIGNS OF PROGRESS
What meaningful progress looks like.
A defined user group and operational owner for the proposed solution.
Agreement on what must be established before a purchasing decision.
Commercial discussions involving the people responsible for use, budget and deployment.
06 / SPECIALIST RESOURCES
Clear roles and responsibilities.
Market Tandem could lead qualification, stakeholder engagement and commercial follow-up. Device performance, safety validation, connectivity, privacy and legal questions would require appropriate specialists. No reduction in incidents or fitness for a safety-critical use is assumed here; the company would need evidence appropriate to the actual application.
YOUR SITUATION
Are you selling a connected device, or helping the customer organise a credible decision about an operational solution?
Use the assessment to explore your priorities, or get in touch to discuss the specific commercial situation you face.