case study: REBOUND TECH (FALL, 2024)

Rebound Technologies, an industrial cooling startup, was evaluating market expansion opportunities across several complex verticals: data centers, HVAC, agriculture, dairy, and pool dehumidification.

As a lean team operating in a high-stakes environment, they needed structured insight into where to focus resources for maximum ROI—and a streamlined internal system to support rapid go-to-market execution.

I was brought in to lead a strategic initiative that combined market research, competitive positioning, and process optimization. My mandate included defining vertical targets, developing go-to-market strategy, and aligning internal tools and workflows across teams.

• Identify growth opportunities across multiple industries through structured research and vertical segmentation.  
• Translate insights into execution by improving CRM (Odoo) workflows, clarifying roles, and building systems that enabled repeatable, cross-functional collaboration.  
• The goal was to build a repeatable process for market entry and product positioning while enhancing internal operational readiness across marketing, sales, and engineering. 

Market Research & Product Strategy

• Analyzed TAM, SAM, and SOM to prioritize verticals based on market size, buyer urgency, and competitive gaps  
• Created buyer personas and mapped value chains for agriculture and dairy to identify key decision-makers  
• Built 20+ pages of segmentation, competitive, and customer data in Confluence using structured taxonomy  
• Conducted competitive landscape analysis for data center cooling technologies  
• Developed differentiation and pricing strategy for underrepresented market segments  
• Collaborated with leadership to align product roadmap with vertical opportunity  

Systems Design & Business Analysis

• Mapped 3+ cross-functional workflows in Figma for project intake, sales qualification, and handoffs  
• Developed and deployed a RACI matrix to clarify ownership across marketing, engineering, and sales  
• Documented CRM (Odoo) field requirements and implemented standardized forms to improve data quality  
• Created an internal decision tree for recommending site visits, improving deal qualification  
• Coordinated with product, marketing, and operations using Agile sprints and retrospectives  
• Introduced a centralized documentation hub to support new hire onboarding and process repeatability 

• Prioritized 3 verticals for GTM investment, enabling Rebound to focus efforts on highest-value markets
• Positioned Rebound’s platform as a tailored solution for data center cooling and agricultural dehumidification 
• Improved campaign targeting and sales alignment, increasing conversion rates and segment relevance
• Reduced handoff delays between teams and improved CRM (Odoo) data quality through system enhancements 
• Enabled scalable execution across departments through standardized workflows and documentation
• Decreased time-to-insight for leadership through dashboard-ready research and strategic briefs 
• Supported faster onboarding and cross-functional clarity, reducing dependency on siloed knowledge
• Created a foundational GTM framework used in ongoing sales and product planning cycles

At Rebound Technologies, I worked across engineering, sales, product, and marketing teams to align go-to-market efforts with technical capabilities and customer needs in the industrial cooling space.

• Translated insights from engineers, sales conversations, and leadership priorities into clear market messaging and outreach plans 
• Facilitated working sessions to align on positioning, target sectors (e.g., data centers, food logistics), and sales toolkit content
• Coordinated timelines for marketing deliverables, sales enablement materials, and external-facing collateral to support active business development
   

Execution required bridging technical innovation with real-world sales use cases and vertical-specific messaging.

• Conducted market and customer research to support sales narratives and identify opportunity segments 
• Created sales workflows and outbound talking points in collaboration with engineering and leadership teams
• Mapped processes in Figma and documented workflows in Confluence to support scaling and onboarding
• Balanced short-term sales support with longer-term projects like market sizing, pitch deck development, and partner enablement 

Bringing structure to complex technical products helped accelerate outreach and clarify value in a growing industrial market.