The challenge
- A climate tech start-up (at MVP stage) needed business support in two areas -- domain expertise on carbon markets as well as senior business development experience
- The founders were seeking help formulating ideal client profiles that best fitted the product, while sharpen the product’s value proposition in readiness for securing pilot clients
- The start-up’s pricing strategy also needed more thought
- Once the above had progressed, the start-up’s founders expressed interest in laying down a repeatable sales strategy for lead generation
How we helped
- Support from Green Dialogues kickstarted this start-up’s revenue generation strategy
- We narrowed down three different client profiles that best suited this climate tech’s product suite
- A client-segmented pricing strategy was proposed and approved
- A clear picture of the competitive landscape emerged as part of the business development effort
- A number of introductions were facilitated to prospective clients and a CRM capability introduced
- A CRM tool was selected and populated for progressing future sales and marketing in a more sustainable way
The impact
- The start-up client had access to a number of prospective clients and a CRM tool with which to manage its relationship creating an operating rhythm it previously lacked
- The angel investors were supportive of the client-differentiated pricing strategy proposed, lending more confidence to the business model
- The founders had greater strategic clarity
- Client-facing presence in the UK provided by Green Dialogues, combined with domain expertise of carbon markets, added on-the-ground credibility to its business