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Building the Bridge to Adoption

Turning Technology Potential into Customer Value

 

The Context

 

A small IoT chip company targeting the connected endpoint market faced significant adoption challenges due to unclear positioning. While many customers were intrigued by the technology, they struggled to see the real value in adopting it.

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The Problem

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Bringing a new technology to market is never easy, especially when customers struggle to see how it fits into their world. For this IoT chip company, the challenge wasn’t just about creating interest—it was about helping customers understand the tangible value and overcoming barriers to adoption.

 

Key Challenges

  • Value Communication Gap: Customers often fail to grasp the tangible benefits of a technology when its value isn’t clearly aligned with their specific needs.

  • High Technology Risk

    • Nascent technology with limited market validation

    • Lack of brand recognition

    • No existing products in the market to build confidence

 

For customers, the risk of adopting an unproven technology—and being alone in the market—didn’t seem worth it.

 

The Solution

 

The key to driving adoption lies in customer-centric product validation and risk-sharing through tools like Vision-Types. QuantumPath partnered with the company to bridge the gap between technology potential and customer value.

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1.  Customer-Centric Approach

  • QuantumPath identified critical use cases by engaging directly with customers, ensuring the technology was positioned to solve real pain points and deliver tangible value

2.  Developing a Vision-Type

​Leveraging customer insights, QuantumPath created a Vision-Type—a prototype or conceptual platform that vividly demonstrated the technology’s potential to address specific use cases. Even in the absence of a fully realized product, the Vision-Type shifted customer conversations from “What does this do?” to “How can we adopt this?”

Inspired by Marty Cagan’s “The Power of Vision-Types” (SVPG), Vision-Types make future potential tangible and actionable.

3.  Proving Business Value

QuantumPath validated the technology’s potential through:

  • Demonstrable performance improvements

  • Cost-effectiveness and scalability

  • Seamless integration with existing systems, lowering barriers to adoption

 

By connecting technology features to real customer outcomes, QuantumPath helped spark imagination, reduce perceived risk, and build confidence in the technology’s value.

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The Results

 

QuantumPath's partnership delivered measurable impact to the IoT chip maker.

 

1.  Improved Customer Conversations

The Vision-Type delivered an exceptional out-of-box experience that resonated with customers. They moved beyond intrigue, gaining clarity on how the technology could make a real difference and taking concrete steps to size adoption efforts.

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2.  Risk Reduction

Clear demonstrations of performance, scalability, and ROI built confidence across customer organizations.

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3.  Cross-Organizational Buy-In

QuantumPath addressed the needs of key  stakeholders:

    •    Technical Teams: Tangible evidence of performance and ease of integration

    •    Executives: A compelling business case showing ROI and scalability

    •    Brand Awareness and Market Positioning:

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The Vision-Type not only showcased the technology but also elevated the company’s brand, laying the foundation for long-term market success.

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Your Partner for Success

If your company is facing adoption friction in a new market, QuantumPath can help you overcome it. By partnering with you throughout the product journey—from identifying use cases to building customer-centric prototypes—we unlock market traction, reduce risk, and position your technology for long-term success.

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Let’s work together to turn your vision into market momentum!

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