Testing New Products in the Market
Netlife wanted to test their new product Designmaskinen in the market. During 3 months with ScaleupXQ they signed 4 new customers, shortening the sales cycle by 150%.
Company type
SMB
Growth stage
New product
Business model
SaaS
ARPA
Mid (€5-15k/year)
About Netlife
Client Target Details
Oslo-based Netlife has emerged as the leading design and product agency in Norway. Netlife seeks to disrupt the marketing sector with its internal product that helps organisations to stay on brand. The new product, 'Designmaskinen', is a design tool for non-designers. This digital solution enables all employees to create marketing materials like flyers, posters, social media posts, rollups and more, perfectly in line with the company’s visual identity.
"Partnering with ScaleupXQ enabled us to test our new product Designmaskinen in the market without stealing valuable internal resources working with clients. The result was clear – we had a product worth investing in."
Randi BB Govertsen
Business Developer & Product Lead
The Challenge
Netlife saw some initial market traction after working with internal sales resources and managed to secure their first significant customer for Designmaskinen. The next objective was to bolster sales efforts to prove Designmaskinen’s potential as a stand-alone product with its own dedicated sales resources independent from Netlife. While possessing the technical and creative resources in-house, they recognised the need for more extensive sales expertise to advance.
The Solution
Netlife partnered with ScaleupXQ to build a tactical sales framework for the new product, intensify sales activity, and gather market data and feedback for fast and cost-effective product validation. Following collaborative workshops, ScaleupXQ's outbound sales team, comprising sales management, prospecting, and sales development representatives, initiated targeted outreach to specific customer segments.
The objective was to generate sales-qualified leads, create market demand, and establish a foundation for consistent customer acquisition for Designmaskinen. ScaleupXQ ensured control and ownership of data by operating within Designmaskinen's own CRM system, using HubSpot.
The Outcome
Over a three-month period, ScaleupXQ built and operated the tactical sales framework on behalf of Designmaskinen towards the Norwegian market. Working systematically towards relevant segments identified in the strategy process, ScaleupXQ built a pipeline of prospects and sales-qualified leads, consistently generating valuable meetings every week for Netlife to conduct.
With this setup, the team at Netlife focused on sales for Designmaskinen only when highly relevant, and the meetings turned out to be 4 times more effective than previously due to the qualification and disqualification the ScaleupXQ team had already performed. In total during the period, Designmaskinen signed 4 new customers, shortening the sales cycle by 150% compared to earlier cases.
ScaleupXQ's initiatives yielded substantial market data and insights, affirming Designmaskinen's potential as a viable stand-alone product. With a documented framework and market data stored in the CRM, Netlife could scale their efforts on Designmaskinen up and down depending on internal priorities. The partnership with ScaleupXQ offered Netlife a faster and more cost-efficient way to test new products in the market, without diverting valuable internal resources working on other products.
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