Raising standards with a sales app prototype

In the B2B world, it’s easy to lose track of important details when interacting with customers across multiple touchpoints. As an office furniture company with several enterprise clients, expediting these interactions makes it easier for both current and potential clients to see the value Steelcase offers.

For years, Steelcase had been kicking around the idea of creating a new sales tool. Basically, they wanted a type of customizable marketplace where each individual client could purchase products from Steelcase at a previously agreed-upon rate. Introducing such a platform would make work a lot simpler for both parties involved.

With so many issues and so little time to address them, No-Code was the perfect vehicle for exploration. That’s why we set out on a rather unique design sprint that involved two steps:

First, we created a prototype that tested Steelcase’s key assumptions about what they needed from a sales portal

Then, we created a test app that employees could use to manage relationships with clients

By the end, we had completely transformed Steelcase’s approach to solving their nagging customer experience problems. Best of all, their new approach led them to secure even bigger clients in the future. Here’s what we did.

Taking the ‘design sprint’ to the next level

We began our work with a 5-day design sprint that aimed to uncover every single problem that Steelcase experienced while serving their enterprise clients. This allowed us to quickly ideate potential solutions.

But as opposed to typical design sprints that involve a clickable prototype at best, we pushed things even further.

Essentially, we built a web application that connected to Steelcase’s internal data. As such, it empowered the team at Steelcase to create and organize custom websites for each client, and through it, they could offer specific services to them as a test. We wouldn’t have been able to act so quickly without using No-Code, web apps like these take a long time to create when built the ‘traditional’ way.

Mass adoption

With the web app in place, Steelcase tested their approach on several customers.Adoption happened quickly. And as a result, their sales teams were able to include the new app in their pitches to prospective clients. It was a no-brainer considering its functionality and attractive UI.

This gave them a reference point for internal discussions on new initiatives to cater to enterprise clients. The following year, Steelcase’s IT team used this app’s success to advance the development of a solution applicable to all sales teams around the world.

Overall, Steelcase VP Mickael Locoh recognized that our development speed – which is intrinsic to No-Code – was a critical factor in the success of this initiative. Building a working web app at such a rapid pace enabled Steelcase to test assumptions and validate new ideas quicker than they ever had before.

As a result, we’ve carved out a new standard for organizational agility. It’s a standard that will become increasingly relevant in the years to come.