As Head of Product Management of the company’s portfolio of software-enabled handheld devices for structural and material testing and condition assessment, in order to outpace incumbent competitors and create an air of exclusivity and scarcity, I collaborated with the Legal team and established a standardized, customizable legal agreement under which selected “Champion Customers” received early access to product and product-pipeline information in exchange for their experienced market and application insights, while also waiving any IP rights on their feedback.

This agreement enabled a “Champion Customer” discovery process for product scoping, development and improvement that made it possible to iterate on important product and business hypotheses, such as those regarding the charging model, software pricing vs. features, hardware pricing vs. ownership, T&Cs of the cloud-based data-storage service, etc.