“Customers’ needs are changing faster than our product.”
How do we respond when customers, sales results, and the market are telling us the product is falling behind?
Fix what’s losing the deal.
Talk it over
Good enough to be considered, every time. Never good enough to win.
It costs you three ways at once: lost deals, support load, and churn. Usually only the lost deals get talked about. And sometimes you did not even build the thing that is losing. You inherited it.
You win the evaluation and lose the deal
Buyers cannot see the value you know is there
You are carrying three products from three acquisitions
You inherited a platform that is not working
“It was really hard for us to win bake-offs… I’ve had millions of dollars get into pilot, and then at the end of the day, we don’t win the pilot.”
Health-tech sales leader
Ask the buyers who chose someone else
Not sales, whose explanation has to protect them. Not your customers, who already bought. The people who saw both demos and picked the other one.
A better user experience is only worth paying for if it helps you win the deal.
Start with a Blueprint
Find out why buyers choose someone else before you redesign anything. A Blueprint gets research, a validated prototype, and a build-ready plan in front of your team in one to four weeks.
Research with the people who decide
User interviews and a competitive review, so you know where the product loses people.
A prototype buyers can see
The four-week Blueprint adds working software tested with real users.
A build-ready plan
The architecture and a development plan with milestones and a budget.
Yours to keep
The research, the designs, and the IP.
The ToolsGroup redesign followed the same path: research with leadership, customers, and sales, then a user-validated prototype and a design system the team could build from.
If the board needs a business case for a redesign first, start with an Assessment.
Not sure which fits? Call us to talk it over.
Tell us about the last deal you should have won
Thirty minutes. Walk us through the bake-off and what you think happened, and we will tell you where we would look first.
Five other problems we solve
01 · New Product
“We have a product opportunity, but not the team to build it.”
Explore New Product →
02 · Roadmap Capacity
“Our roadmap is committed. So is our team.”
Explore Roadmap Capacity →
03 · Platform Modernization
“Our business has outgrown our platform.”
Explore Platform Modernization →
04 · Cost of Operations
“We need to do more work at a lower cost.”
Explore Cost of Operations →
06 · Innovation / R&D
“How do we build what’s next while running what we have?”
Explore Innovation & R&D →
Or start from all six.