A leadership team working through the strategy for a new digital product

Case study

Three committed buyers, before the product has even launched

A UK industrial equipment manufacturer · Manufacturing & industrial technology

How a strategy conversation with an industrial manufacturer became a digital product wrapped around their machines. The platform is still in build, and three clients have already committed to buy on the strength of the proof of concept.

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The situation

This engagement did not start with software. It started with the leadership team, working on the overall business strategy and direction of travel. Those conversations kept returning to the same theme: the future of B2B products lies in using information and data in a more insightful way, wrapping a digital product around the physical one.

For a manufacturer of industrial equipment, that raised a sharp question: what would a digital value proposition for their machines actually look like, what would customers pay for, and could they get there before the market did?

What we did

Strategy before software

We worked with the leadership team on business strategy and direction first. The digital product emerged from that work, rather than being pitched into it.

Define the digital value proposition

We shaped what a data product wrapped around their machines would offer: the insight customers would value, and why they would pay for it.

Prove it with a proof of concept

We built a proof of concept and put it in front of real customers, testing willingness to buy before committing to the full platform.

Build the platform

The platform is now in active development, shaped by what the proof of concept demonstrated customers actually want.

Selected screens

A look at the system

Representative screens from the delivered application. Data shown is illustrative. Real client and consultant information has been replaced.

Operational performance dashboard showing utilisation, a weld activity map and live alerts — The operational dashboard: utilisation against target, live activity on the map, and alerts that surface calibration and failure-rate exposure. Product name and data shown are illustrative.

Weld and asset management workspace with pass/fail counts, an activity map and a selected weld record — Every weld and every unit tracked across the estate, from an overview map down to the individual record.

A single weld record showing traceability fields and the waveform captured during the weld cycle — The depth behind the map: full traceability per weld, down to the waveform captured during the weld cycle.

An AI support assistant grounded in the manufacturer’s manuals and best-practice guides — An AI assistant grounded in the manufacturer’s own manuals and best-practice guidance, giving field operators practical answers in three languages.

Outcomes

The results

Three clients committed to buy, on the strength of the proof of concept alone
A clear digital value proposition for the product line
The platform in active development, de-risked by customer evidence
A digital direction that serves the business strategy, not the other way round

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