From hardware pilot to purchase order
Six questions to connect technical proof to a buying decision and payment. Includes a working deal brief.
Quarry North / Insights
The four pillars are the library.
The pillars stay prominent. Field Notes are current working examples that make each pillar useful in a live hardware sale.
01 / Pillar
Why hardware doesn’t sell like SaaS
The buyer, product, and commercial clock change the work.
02 / Pillar
Proof to Pipeline
Turn technical evidence into a buyer decision.
03 / Pillar
Hiring the sales function
Build the team around the work that exists.
04 / Pillar
Pilot to Production
Make the first deployment lead to the next decision.
Latest Field Note
Pillar 02 / Proof to Pipeline · Published Sep 8, 2026
Hardware business case template
A seven-field working brief for the decision, evidence, implementation work, economics, and approval path behind one live opportunity.
Recent notes, connected to a pillar
Hardware startup first customers
Which early commitments count, and which are interest.
Selling utilization, site by site
Robotics GTM after the machine lands.
The channel came off the cap table
When access looks like demand but does not travel.
A contract vehicle is not a customer
Keep conditional awards out of the forecast.
Find the budget line that already exists
Buying committee and funding path.
The design win is the sale
Semiconductor GTM and the hardware clock.
Capital now follows deployment
Robotics proof after the pilot.
Construction robotics GTM
The jobsite pilot cliff.
Hardware sales cycle length
Whose calendar the clock actually belongs to.
The first sales hire at a hardware startup
Four hires that fail, and the screen that catches them.
The milestone is not the market
Technical proof does not convert itself.
Fractional CRO for a hardware company
Consultant, fractional CRO, or full-time hire.
Commercial Growth Benchmarks & Research
Published research, sources, and practical implications for commercial growth.
The hardware buying committee
The people who can stop a deal.
Go-to-market consulting for hardware startups
Why the first fix is rarely a sales hire.
Robotics GTM, capital follows deployment
Deployment, revenue, then capital.
Where the reading turns into work
Explore the questions. Start with a free self-assessment.
The free five-minute assessment lets you score twelve dimensions of your hardware go-to-market motion. The separate $4,500 Sales & Pricing Review is an engagement covering pricing review, discovery, and written sales findings. Book a fit call to discuss where you need help.