Idea to Action
How Coronary Co. built a $150M services
pipeline in 9 months
Client Mandate
Create and launch a $150M portfolio of new businesses in the next 5 years
Our Starting Point
The leaders of Coronary Co saw their best-in-class products becoming commoditized. They knew they needed to reach new customers with new products AND new services to maintain growth and profitability.
They quickly assembled a team, brainstormed ideas, and started a pilot. But one year in, the pilot had no customers, no results, and no path forward. The team was afraid to admit the pilot failed and continued to pour time and money into it.
Sensing that things were not going well with the pilot, leadership hired Catherine (not her real name) to to get things back on track.
She quickly identified the root cause of the pilot’s failure and shut it down. Despite having freed up capacity and budget, the team was still stuck with no clear path forward.
Our Journey
Using From Idea to Action, MileZero helped the team rapidly build a validated opportunity pipeline from scratch.
We worked together to:
- Identify 6 stakeholder types driving patient care and hospital purchasing decisions
- Conduct 30 interviews across three continents uncovering 300 unmet customer needs
- Distill to 12 Market Opportunity Areas defining real customer Jobs-to-be-Done
- Develop dozens of service business concepts validated through 50 additional stakeholder interviews
- Build innovation business plans for highest-potential opportunities ready for funding decisions
Our Impact
6 months later, Catherine and her team had a portfolio that exceeded their $150M goal.
- Two Funded Opportunities
2 new businesses received funding for MVP development and pilot testing with $150M combined potential. - Validated Pipeline
12 additional opportunities queued for next funding round with 3-5 year strategy in place. - Customer Evidence Base
80 stakeholder interviews across three continents created foundation for confident decision-making. - Scaled Demand
Other business units requested same approach after seeing results.
The fastest path from idea to action is not more analysis. It is rapid customer discovery that generates evidence you can act on.
Client Mandate
Create and launch a $150M portfolio of new businesses in the next 5 years
Our Starting Point
The leaders of Coronary Co saw their best-in-class products becoming commoditized. They knew they needed to reach new customers with new products AND new services to maintain growth and profitability.
They quickly assembled a team, brainstormed ideas, and started a pilot. But one year in, the pilot had no customers, no results, and no path forward. The team was afraid to admit the pilot failed and continued to pour time and money into it.
Sensing that things were not going well with the pilot, leadership hired Catherine (not her real name) to to get things back on track.
She quickly identified the root cause of the pilot’s failure and shut it down. Despite having freed up capacity and budget, the team was still stuck with no clear path forward.
Our Journey
Using From Idea to Action, MileZero helped the team rapidly build a validated opportunity pipeline from scratch.
We worked together to:
- Identify 6 stakeholder types driving patient care and hospital purchasing decisions
- Conduct 30 interviews across three continents uncovering 300 unmet customer needs
- Distill to 12 Market Opportunity Areas defining real customer Jobs-to-be-Done
- Develop dozens of service business concepts validated through 50 additional stakeholder interviews
- Build innovation business plans for highest-potential opportunities ready for funding decisions
Our Impact
6 months later, Catherine and her team had a portfolio that exceeded their $150M goal.
- Two Funded Opportunities
2 new businesses received funding for MVP development and pilot testing with $150M combined potential. - Validated Pipeline
12 additional opportunities queued for next funding round with 3-5 year strategy in place. - Customer Evidence Base
80 stakeholder interviews across three continents created foundation for confident decision-making. - Scaled Demand
Other business units requested same approach after seeing results.
The fastest path from idea to action is not more analysis. It is rapid customer discovery that generates evidence you can act on.