Strategy
Strategy
Strategy
Building a Global Strategy for a Revolutionary Product
Building a Global Strategy for a Revolutionary Product
Year
2024
2024
Client
Pilz
Pilz
Pilz Business Unit, pioneers in distillery automation, developed a groundbreaking product designed to transform how distilleries operate. The product had global potential, but breaking into new markets required more than innovation alone. It demanded a precise commercial strategy, a unified sales approach, and messaging that could resonate across diverse international audiences.
Pilz Business Unit, pioneers in distillery automation, developed a groundbreaking product designed to transform how distilleries operate. The product had global potential, but breaking into new markets required more than innovation alone. It demanded a precise commercial strategy, a unified sales approach, and messaging that could resonate across diverse international audiences.
Pilz Business Unit, pioneers in distillery automation, developed a groundbreaking product designed to transform how distilleries operate. The product had global potential, but breaking into new markets required more than innovation alone. It demanded a precise commercial strategy, a unified sales approach, and messaging that could resonate across diverse international audiences.
The Challenge
The Challenge
The Challenge
Pilz faced the classic challenge of moving from innovation to adoption. A product with disruptive potential was ready to scale, but the commercial infrastructure around it was not yet in place.
Unclear global strategy: Pilz needed a roadmap to define which international markets to prioritise and how to approach them systematically.
Sales team misalignment: Without a unified framework, the sales team lacked consistency in messaging and approach across pre-sale, in-sale, and post-sale phases.
Positioning and messaging gaps: The product’s revolutionary capabilities were not being articulated clearly enough to differentiate it from competitors and capture attention in new markets.
Data-driven targeting: While Pilz had a sense of their potential customers, they lacked a structured account-based marketing (ABM) approach to focus their efforts on the highest-value global opportunities.
The risk was that a breakthrough product would struggle to scale without a disciplined go-to-market strategy.
Pilz faced the classic challenge of moving from innovation to adoption. A product with disruptive potential was ready to scale, but the commercial infrastructure around it was not yet in place.
Unclear global strategy: Pilz needed a roadmap to define which international markets to prioritise and how to approach them systematically.
Sales team misalignment: Without a unified framework, the sales team lacked consistency in messaging and approach across pre-sale, in-sale, and post-sale phases.
Positioning and messaging gaps: The product’s revolutionary capabilities were not being articulated clearly enough to differentiate it from competitors and capture attention in new markets.
Data-driven targeting: While Pilz had a sense of their potential customers, they lacked a structured account-based marketing (ABM) approach to focus their efforts on the highest-value global opportunities.
The risk was that a breakthrough product would struggle to scale without a disciplined go-to-market strategy.
Pilz faced the classic challenge of moving from innovation to adoption. A product with disruptive potential was ready to scale, but the commercial infrastructure around it was not yet in place.
Unclear global strategy: Pilz needed a roadmap to define which international markets to prioritise and how to approach them systematically.
Sales team misalignment: Without a unified framework, the sales team lacked consistency in messaging and approach across pre-sale, in-sale, and post-sale phases.
Positioning and messaging gaps: The product’s revolutionary capabilities were not being articulated clearly enough to differentiate it from competitors and capture attention in new markets.
Data-driven targeting: While Pilz had a sense of their potential customers, they lacked a structured account-based marketing (ABM) approach to focus their efforts on the highest-value global opportunities.
The risk was that a breakthrough product would struggle to scale without a disciplined go-to-market strategy.
The Strategy
The Strategy
The Strategy
We partnered with Pilz leadership to design a global go-to-market strategy tailored to their revolutionary product. This included:
Defining the product’s unique value proposition in the context of international distillery automation.
Leveraging data to identify high-value target accounts and priority markets.
Designing an account-based marketing (ABM) framework to concentrate global sales and marketing efforts where they would drive the most impact.
The strategy provided clarity on where to focus and how to position the product effectively, setting the foundation for consistent global growth.
We partnered with Pilz leadership to design a global go-to-market strategy tailored to their revolutionary product. This included:
Defining the product’s unique value proposition in the context of international distillery automation.
Leveraging data to identify high-value target accounts and priority markets.
Designing an account-based marketing (ABM) framework to concentrate global sales and marketing efforts where they would drive the most impact.
The strategy provided clarity on where to focus and how to position the product effectively, setting the foundation for consistent global growth.
We partnered with Pilz leadership to design a global go-to-market strategy tailored to their revolutionary product. This included:
Defining the product’s unique value proposition in the context of international distillery automation.
Leveraging data to identify high-value target accounts and priority markets.
Designing an account-based marketing (ABM) framework to concentrate global sales and marketing efforts where they would drive the most impact.
The strategy provided clarity on where to focus and how to position the product effectively, setting the foundation for consistent global growth.
We partnered with Pilz leadership to design a global go-to-market strategy tailored to their revolutionary product. This included:
Defining the product’s unique value proposition in the context of international distillery automation.
Leveraging data to identify high-value target accounts and priority markets.
Designing an account-based marketing (ABM) framework to concentrate global sales and marketing efforts where they would drive the most impact.
The strategy provided clarity on where to focus and how to position the product effectively, setting the foundation for consistent global growth.
The Build
The Build
With the strategy established, we turned to equipping Pilz’s commercial teams with the tools and alignment needed to execute.
Sales Workshop in Cork: We facilitated an in-depth workshop with the head of the business unit and the sales team, mapping the entire sales process, pre-sale, in-sale, and post-sale, to ensure clarity at every stage.
Messaging Alignment: Together, we refined the product’s positioning, clarified its competitive edge, and developed consistent messaging that could be deployed globally.
Sales Enablement Tools: We created frameworks and approaches for capturing attention, building rapport, and guiding prospects through the funnel in a structured, data-driven way.
This phase ensured the sales team had both the confidence and the assets to present the product clearly and persuasively in global contexts.
With the strategy established, we turned to equipping Pilz’s commercial teams with the tools and alignment needed to execute.
Sales Workshop in Cork: We facilitated an in-depth workshop with the head of the business unit and the sales team, mapping the entire sales process, pre-sale, in-sale, and post-sale, to ensure clarity at every stage.
Messaging Alignment: Together, we refined the product’s positioning, clarified its competitive edge, and developed consistent messaging that could be deployed globally.
Sales Enablement Tools: We created frameworks and approaches for capturing attention, building rapport, and guiding prospects through the funnel in a structured, data-driven way.
This phase ensured the sales team had both the confidence and the assets to present the product clearly and persuasively in global contexts.
With the strategy established, we turned to equipping Pilz’s commercial teams with the tools and alignment needed to execute.
Sales Workshop in Cork: We facilitated an in-depth workshop with the head of the business unit and the sales team, mapping the entire sales process, pre-sale, in-sale, and post-sale, to ensure clarity at every stage.
Messaging Alignment: Together, we refined the product’s positioning, clarified its competitive edge, and developed consistent messaging that could be deployed globally.
Sales Enablement Tools: We created frameworks and approaches for capturing attention, building rapport, and guiding prospects through the funnel in a structured, data-driven way.
This phase ensured the sales team had both the confidence and the assets to present the product clearly and persuasively in global contexts.
The Growth
The Growth
To bring the strategy to life in-market, we integrated data-driven targeting into Pilz’s campaigns.
Precision Targeting: Using ABM tactics, we focused campaigns on high-value accounts in key international markets, ensuring Pilz’s product was seen by the most relevant decision-makers.
Global Campaign Execution: Paid media and outreach strategies were refined to cut through noise and deliver consistent engagement with priority prospects.
Iterative Expansion: The framework positioned Pilz to test, measure, and optimise campaigns, with scalability built in as adoption grew.
This moved the work beyond planning into measurable activation, giving Pilz momentum in their journey to global market leadership.
To bring the strategy to life in-market, we integrated data-driven targeting into Pilz’s campaigns.
Precision Targeting: Using ABM tactics, we focused campaigns on high-value accounts in key international markets, ensuring Pilz’s product was seen by the most relevant decision-makers.
Global Campaign Execution: Paid media and outreach strategies were refined to cut through noise and deliver consistent engagement with priority prospects.
Iterative Expansion: The framework positioned Pilz to test, measure, and optimise campaigns, with scalability built in as adoption grew.
This moved the work beyond planning into measurable activation, giving Pilz momentum in their journey to global market leadership.
To bring the strategy to life in-market, we integrated data-driven targeting into Pilz’s campaigns.
Precision Targeting: Using ABM tactics, we focused campaigns on high-value accounts in key international markets, ensuring Pilz’s product was seen by the most relevant decision-makers.
Global Campaign Execution: Paid media and outreach strategies were refined to cut through noise and deliver consistent engagement with priority prospects.
Iterative Expansion: The framework positioned Pilz to test, measure, and optimise campaigns, with scalability built in as adoption grew.
This moved the work beyond planning into measurable activation, giving Pilz momentum in their journey to global market leadership.
/KEY OUTCOMES/
Transforming a breakthrough product into a global growth strategy
Transforming a breakthrough product into a global growth strategy
Our collaboration gave Pilz the clarity, alignment, and tools needed to bring their revolutionary distillery automation product to international markets. By combining strategic focus, sales enablement, and data-driven targeting, we helped turn innovation into momentum.
Global go-to-market strategy developed for Pilz’s distillery automation product
Sales workshop delivered in Cork with full commercial team alignment
Data-driven ABM targeting framework launched to focus campaigns on high-value accounts
