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XOS / Danaher

Diversifying a High-Performing Product Portfolio

B2BGrowthHardware

Background

The petroleum analyzer vertical was XOS' highest performing product portfolio, but lacked an offering that would service the low-end refinery market. By keeping the lab tech's workflow in mind, we developed a semi-automated sampler that achieved 129% of its targeted revenue within 6 months of launch.

PetraMAX Autosampler
Analyzer Software Measure Screen

What I Did

  • Determined criticality of the offering by analyzing TAM and SAM, as well as working with sourcing to determine potential margins.
  • Worked with software, mechanical, and electrical engineering to develop critical testable milestones.
  • Visited customer sites with each build for user acceptance testing.
  • Partnered with marketing to develop whitepapers ahead of, during, and post launch.

Outcomes

  • Grew the petroleum product portfolio annual revenue by 14%.
  • Achieved 129% of 6-month revenue targets in booked and shipped sales.
  • Authored over 5 whitepapers and gave 2 conference speeches to drive high-intent leads.
  • Went live with a 95% FPY (first pass yield) by working closely with operations team ahead of launch.
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