The challenge
A scale-up that makes care at home possible, sold direct to consumers. One household at a time. Real demand, fragile engine. The growth question: could partners who see thousands of care situations refer clients at scale?
What we did
Phase 1 validated the channel: interviews with the end users, partner research, first partner conversations, and a B2B proposition built on the Sales Letter, Growth Engine and Unit Case. Then a go decision on data, not momentum. Phase 2 took it to market: outbound live on multiple partner segments, pipeline managed through to offer.
The result
4 offers out in 6 months
EUR 5.5 million total offer value
A B2B channel built next to D2C from zero