B2B Service-to-Product Creation

Services: Research Strategy• Quantitative Research • Qualitative Research • New Product Development (Pricing Strategy, Market Validation)
Timeline:14 Months
Client Type: Internal Strategy Initiative

The Challenge: To increase profit margins and scalability, the leadership team at Scale Strategic Solutions wanted to transform their high-touch consulting services into a standardized training product. I was tasked with leading this "productization" lifecycle, taking the concept from hypothesis to MVP.

My Approach I adopted a lean product framework (via the Vecteris Productize Pathway) to validate the market before building.

Market Research: Conducted 16 in-depth interviews and 2 surveys to map the B2B buyer journey and develop user personas.

Pricing Strategy: Executed a Van Westendorp Price Sensitivity analysis to determine the optimal price point for the new offering.

Concept Testing: Validated the initial roadmap against real customer pain points.

The Impact: My research prevented a costly launch into a high-risk market. While we successfully developed a training MVP for one market segment (Social Workers), my analysis revealed that the second target segment (Nurses) faced insurmountable regulatory hurdles and unfavorable political shifts. This insight allowed leadership to pivot resources early, avoiding significant financial loss on a non-viable market.