What buyers saw
A tour, one feature at a time
The demo moved through coaching, collaboration, business-case tools, integrations, and reporting. Buyers understood each feature. But they still had to work out why the features were worth more together.
Case study
Lean manufacturing software: one equation, a new buyer, and 40 percent more lifetime value per user.
The product made sense. But the sales story was basically “it does all this stuff.” Buyers got a tour of every feature and had to connect the dots themselves.
Bring the explanation that keeps breakingWe describe the client by industry and numbers, not by name. Details are simplified.
Short answer
A company selling software to Lean manufacturing teams explained its product as a tour of features. We changed two things. The company started selling to consultants who bring the software into their own client work, and we put the value into one equation, the Triple Multiplier Effect. Longer engagements followed, and the lifetime value of a software user rose by 40 percent.
Before
The demo showed every feature. Buyers still had to assemble the value themselves.
The software helped Lean manufacturing teams coach improvement work remotely, spread what worked across sites, and make ROI visible. Smart product. The sales story was still a tour of every feature.
What it cost
Slow conversations and no clear route to market
Paid traffic underperformed. Enterprise conversations moved slowly. And nobody could yet say which buyer had the strongest reason to use the software.
What we changed
First the buyer. Then one equation.
A different buyer
We stopped selling to factories. We started selling to consultants who use the software with their own manufacturing clients. Now they had a reason to bring it into an engagement, keep the work going and make the changes stick.
One equation
Then we put the value into one model and called it the Triple Multiplier Effect.
More people delivering improvements × more improvements spreading across sites × more visible ROI = more value delivered faster
A consultant could draw it for a client and show where the value came from. No feature tour. No 20-minute explanation.
Result
Longer engagements, and 40 percent more lifetime value per user.
Consultants brought the software into longer client engagements, and the lifetime value of a software user rose by 40 percent.
The team used the same drawing with investors, operating companies and consulting partners. And that year, the company joined PwC's startup incubator and secured a second funding round.
+40% lifetime value per software user
This is offer-clarity and route-to-market work: what the product is worth, and which buyer gets the most out of it.
Bring the explanation that keeps breakingIs this your situation?
The same break shows up in other places.
Questions
Three questions about this case.
Why is the client not named?
We describe the client by its industry, what it sold and the numbers, not by name. Details are simplified.
What did Strategem deliver?
Two things. A different target buyer, consultants instead of factories, and one model, the Triple Multiplier Effect, that turned a list of features into one equation the company could use with clients, investors and partners.
What does it cost?
The Clarity and Roadmap package, which includes a workshop, starts at €8.000.
Introductory call
Bring the explanation that keeps breaking.
We will look at what is going wrong, and whether there is a useful visual model to build. If there is, that becomes paid work. If not, we will say so.