Product Management Case Studies
Real-world success stories in product management strategy and implementation.
IoT Modernization for Water Infrastructure Firm
Business Challenge
A venerable water infrastructure firm, over a century old, aimed to modernize by integrating IoT technology into its products. This initiative encountered two major hurdles: Industry inertia (the conservative water utility sector struggled to adopt innovative technologies) and a short-term sales focus (the company's sales team prioritized immediate deals over cultivating long-term growth opportunities).
Business Solution
- Developed and implemented a Product Strategy focused on collaboration.
- Worked closely with key customers to identify critical industry challenges.
- Co-developed future solutions tailored to address these specific challenges.
- Fostered long-term strategic partnerships to ensure sustained growth and adoption.
Results
- Developed internal capacity to thoroughly investigate customer challenges and collaboratively devise solutions.
- Achieved notable improvement in client rapport and trust through co-development initiatives.
- Realized a 40% increase in the uptake of new IoT technologies among customers.
- Attained 25% sales growth from technology-enabled solutions within a two-year period.
Smart Label Manufacturing Scaling & Strategy
Business Challenge
Scaling manufacturing of printed battery-powered BLE smart labels faced two key obstacles: Technology Adoption Resistance (Customers resisted moving from familiar coin cell batteries to unproven printed battery technology) and a significant Market Intelligence Gap (Limited data existed on manufacturers and use cases, hindering strategic decision-making and market positioning).
Business Solution
- Developed and implemented a Product Strategy focused on market validation and partnership.
- Cultivated robust relationships with major label manufacturers to uncover viable use cases.
- Collaborated with select customers to execute real-world field trials, proving technology value.
- Established enduring strategic alliances to build and strengthen the sales pipeline.
- Engaged with diverse manufacturers to gain crucial insights into market adoption barriers.
Results
- Architected a market strategy propelling the Zinc Mg battery business from zero to $560M projected revenue by 2030.
- Forged strategic partnerships with various bodies to advance supportive legislative frameworks.
- Managed the comprehensive sales cycle from prospecting to closing, generating $25M in forecasted revenue over three years.
- Cultivated executive-level relationships with key industry leaders (e.g., Avery Dennison, Zebra, Linxens, Brady).