Process
To get more municipalities to invest in AV1, we used interviews to systematically map the behavior of the decision-makers in the municipality. This provided unique insight into barriers and motivation related to purchasing.
From reactive one-time purchase to proactive investment
No Isolation's AV1 robot allows sick students to virtually attend class, but growth is limited by the municipalities' reactive purchasing. The question was: How do we change the municipalities' purchasing behavior?
Results
Based on the findings, we developed a new, targeted sales approach that positioned AV1 as an investment that improves education for a large number of students while saving schools valuable time and resources. The strategy was translated into a concrete toolbox with measurable interventions, including pointed sales messages and marketing materials that answer who to reach and how to hit the target audience. This gives No Isolation a framework for removing barriers, increasing motivation, and continuously improving the sales process.
"We will continue to systematically use behavioral insight and nudging as a method, as we have now experienced that it takes us further than traditional market analyses and user surveys."
Karen Dolva, CEO and founder of No Isolation
What coul be improved?
The established association of AV1 as a teaching aid for seriously ill children prevented decision-makers in the municipalities from seeing the potential for purchasing AV1 in larger numbers.
