Use Cases
Investor-Led Due Diligence
Customer Validation & Demand Signals
Investors evaluating early-stage healthtech, fintech, or vertical SaaS platforms often need to validate pain points directly from the field.
We connect clients with buyers, procurement heads, and frontline users to assess budget ownership, buying cycles, switching triggers, and urgency of need.
Recent engagements include assessing EMR feature demand among rural U.S. clinics and payment ops friction for AP automation software.
View Case StudyCompetitive Benchmarking And Market Landscape
Clients entering fragmented or legacy-dominated markets often need to benchmark competitors. We engage current and recent former sales leads, users, and buyers to understand differentiation across onboarding, pricing, functionality, and CS experience.
We've supported comparisons across global payroll software vendors, DIY retail tech providers, and clinical diagnostics platforms.
Market Sizing & Growth Levers
Beyond top-down TAM, clients use us to pressure-test market scope from the bottom up.
By sourcing regional sales heads, ex-P&L owners, and integration partners, we validate SAM/SOM assumptions and explore tailwinds like AI adoption, reimbursement updates, or reseller momentum.
Recent themes include CPG expansion feasibility in India and cloud ERP demand in industrials.
Channel Strategy & GTM Effectiveness
Whether clients are evaluating POS hardware sold via distributors or medtech diagnostics launched via IDNs, we source current and recent former channel leads and distributors to understand GTM friction, margin structures, territory coverage, and cross-sell patterns.
Use cases range from Canadian pharmacy adoption to water treatment resale economics.
Sales Motion & Conversion Bottlenecks
We help surface high-stakes sales friction points—from stalled conversions and pricing objections to complex implementation timelines and delayed enterprise onboarding.
Our network includes Chief Revenue Officers, SVPs of Sales, Enterprise Sales Leaders, and senior RevOps architects who’ve scaled sophisticated sales motions across industries.
Clients use this to evaluate scalability, identify red flags, and sharpen their GTM strategy.
Policy, Regulation & Reimbursement
In regulated categories, we bring clarity. Whether understanding FDA LDT reform, navigating CMS billing codes, or tracking shifts in Canadian retail banking policy, our experts include compliance heads, current and recent former regulators, and health system billing managers.
Clients de-risk assumptions around timing, approval, and regional differences.
Operational Norms & Cost Structures
Clients frequently request benchmarks for staffing ratios, logistics costs, or outsourced service models. We tap current and recent former ops leads and division managers to illuminate tech stack, staffing norms, and gross margin drivers.
Examples include benchmarks for fleet ops costs, CPG distributor markup, and BPO outsourcing quality.
Voice of Customer & Churn Triggers
We facilitate “voice of the buyer” campaigns for clients unsure of NPS validity, churn drivers, or perceived differentiation. Our approach surfaces onboarding friction, support bottlenecks, and unmet needs.
Examples include casino procurement behavior for loyalty software and grocer decision-making for new POS rollouts.
