Discovery Plan
How Equipment Co. created $25M
in net new revenue in 12 months
Client Mandate
Close a $6M revenue growth gap in 3 years with offerings that don’t currently exist
Our Starting Point
Equipment Co had built a strong reputation delivering mission-critical industrial products. But when leadership set ambitious revenue targets, a critical capability gap emerged: no innovation process, no validated opportunities, and no system to identify or de-risk new growth bets.
The company operated reactively, only developing products when customers requested them. Meanwhile, competitors were exploring adjacent markets and customer needs were evolving. Equipment Co could execute brilliantly but couldn’t see or pursue opportunities beyond current boundaries.
Our Journey
Using the Discovery Plan methodology, MileZero partnered with Equipment Co to build an evidence-based innovation pipeline, testing assumptions and validating demand before committing serious resources.
We worked together to:
- Map the opportunity landscape—starting with 100+ raw ideas, evaluating them through structured criteria, and narrowing to a dozen high-potential concepts focused on two adjacent markets
- Identify critical assumptions using “Need to Believe” planning—working backward from revenue targets to map every hypothesis that had to be true for each opportunity to succeed
- Test deal-killer assumptions first through discovery interviews, concept tests, and lightweight prototyping—validating real customer demand before real investment
- Build hypothesis-driven validation plans for each opportunity, specifying what evidence would prove or disprove viability at each milestone
- Establish a repeatable innovation framework (Discover, Design, Develop, De-Risk, Deliver) that teams could apply to future opportunities
Our Impact
$25M in net new revenue booked within 12 months. 4x the three-year target of $6M. Plus:
- Validated Innovation Pipeline
$100M+ in total revenue potential across validated opportunities in two adjacent markets, with clear evidence of customer demand before major investment - Assumption-Driven Validation
Critical hypotheses tested and validated through customer discovery—proving market demand, willingness to pay, and technical feasibility before scaling - Customer Relationship Transformation
Customers shifted from passive buyers to active collaborators in product development, co-creating solutions and de-risking new offerings - Repeatable Innovation Capability
Evidence-based system now embedded across the organization, enabling teams to validate opportunities systematically rather than gambling on instinct
Equipment Co proved that the fastest path to confident growth decisions isn’t more analysis, it’s taking the right actions at the right time.
Client Mandate
Close a $6M revenue growth gap in 3 years with offerings that don’t currently exist
Our Starting Point
Equipment Co had built a strong reputation delivering mission-critical industrial products. But when leadership set ambitious revenue targets, a critical capability gap emerged: no innovation process, no validated opportunities, and no system to identify or de-risk new growth bets.
The company operated reactively, only developing products when customers requested them. Meanwhile, competitors were exploring adjacent markets and customer needs were evolving. Equipment Co could execute brilliantly but couldn’t see or pursue opportunities beyond current boundaries.
Our Journey
Using the Discovery Plan methodology, MileZero helped Equipment Co build an evidence-based innovation pipeline—testing assumptions and validating demand before committing serious resources.
We worked together to:
- Map the opportunity landscape—starting with 100+ raw ideas, evaluating them through structured criteria, and narrowing to a dozen high-potential concepts focused on two adjacent markets
- Identify critical assumptions using “Need to Believe” planning—working backward from revenue targets to map every hypothesis that had to be true for each opportunity to succeed
- Test deal-killer assumptions first through discovery interviews, concept tests, and lightweight prototyping—validating real customer demand before real investment
- Build hypothesis-driven validation plans for each opportunity, specifying what evidence would prove or disprove viability at each milestone
- Establish a repeatable innovation framework (Discover, Design, Develop, De-Risk, Deliver) that teams could apply to future opportunities
Our Impact
$25M in net new revenue booked within 12 months. 4x the three-year target of $6M. Plus:
- Validated Innovation Pipeline
$100M+ in total revenue potential across validated opportunities in two adjacent markets, with clear evidence of customer demand before major investment - Assumption-Driven Validation
Critical hypotheses tested and validated through customer discovery—proving market demand, willingness to pay, and technical feasibility before scaling - Customer Relationship Transformation
Customers shifted from passive buyers to active collaborators in product development, co-creating solutions and de-risking new offerings - Repeatable Innovation Capability
Evidence-based system now embedded across the organization, enabling teams to validate opportunities systematically rather than gambling on instinct
Equipment Co proved that the fastest path to confident growth decisions isn’t more analysis—it’s testing the right assumptions in the right order.