Real results for real product teams.

AI-Driven HVAC Assistant for a Solutions Leader

We helped a B2C HVAC leader launch its AI assistant by refining GTM, messaging, and pricing, leading to a successful pilot and new revenue growth.

The Client
A commercial services company serving mid-market enterprise clients across the U.S. Their workforce includes hundreds of field technicians who manage diagnostics and service resolutions across complex systems. Innovation was strong, but productization and commercialization of internal tools was a new frontier.
The Challenge
The internal AI assistant showed promise—reducing troubleshooting time and providing real-time guidance to less experienced technicians—but there was no plan to commercialize it. The executive team lacked clarity on:

- Who the first target customer should be
- How to price and package the product
- Whether to offer it standalone, bundled, or licensed
- How to tell the story to buyers, users, and investors

They needed a structured path to validate, launch, and scale.
How We Helped
Defined the Target Audience

We conducted interviews with internal stakeholders and early beta testers to identify and validate buyer and user personas. These included field technicians (users), facilities managers (buyers), and operations executives (economic decision-makers).

Crafted Messaging & Positioning

We created distinct value propositions tailored to each persona—focusing on speed, consistency, and reduced downtime. Messaging emphasized the assistant’s ability to act as a “smart second set of eyes” for technicians in the field.

Built Pricing & Packaging Models

Our team evaluated three pricing strategies: usage-based, per-seat SaaS, and bundled licensing. We ultimately recommended a tiered SaaS model with optional OEM licensing for partners, which balanced revenue potential with adoption friction.

Developed a Real-World Pilot Strategy

We designed a 3-client pilot rollout plan to validate product-market fit and capture performance metrics. The rollout included onboarding flows, feature usage tracking, and structured feedback collection.

Enabled GTM Execution

We equipped the internal team with everything needed for launch—persona-based sales collateral, onboarding documentation, and KPI dashboards. We also prepared an investor-facing GTM narrative to support upcoming capital-raising efforts.

Created Expansion Framework

To future-proof the strategy, we outlined a framework for scaling beyond internal use—targeting OEMs, adjacent service verticals, and partner integrations. This provided a clear roadmap for ongoing business development and product evolution.

Impact

Our engagement helped this commercial services company evolve a promising internal AI tool into a revenue-ready external product. Key outcomes included:

  • Clear Customer Segmentation and Persona Alignment

  • Defined Product Positioning and Differentiation

  • Validated SaaS Pricing and OEM Licensing Models

  • Structured Pilot Program with Measurable KPIs

  • GTM Messaging and Investor Readiness Toolkit

The successful pilot rollout and go-to-market planning gave the client confidence to scale the product beyond internal use. The organization now has a structured commercialization path—resulting in a 50% reduction in average issue resolution time and a new revenue stream poised for growth.

Client Impact

50%

Reduction in average issue resolution time

Launching an AI-Driven HVAC Assistant for a Building Solutions Leader

We had a strong product, but no go-to-market muscle. This gave us the clarity and tools to move forward with confidence. We now know who to target, how to talk about our value, and how to scale all thanks to ProductivPM.

VP, Strategy & Innovation
B2B & B2C HVAC Equipment

You don’t have a roadmap problem. You have a decision-making problem dressed up as one.

Every quarter you stay the product brain is another quarter the team ships the wrong things — and another quarter further from a Head of Product hire that will actually work.

Diagnose the Bottleneck →