Buyer Intent and Channel Fit
We first identify the channel problem: a sporting goods buyer might need shelf impact, a clinic distributor may need durability and clear instruction, while an e-commerce brand often needs fast photography, spare parts and support scripts. This discovery phase decides whether a massage gun, compression boot, heated wrap or hybrid connected kit should lead the program. It also defines acceptable claims, target certifications, price corridors and the after-sales model. By the end, the buyer has a product brief that can be quoted without vague assumptions.