OVERVIEW
RevSpark is a sales enablement and revenue intelligence platform designed for B2B SMB founders and sales teams.
The product helps users capture leads seamlessly, prioritize the right opportunities, and take confident next steps with the support of AI insights and human guidance.
This project focuses on solving real-world sales challenges faced by small business leaders.
THE CLIENT
TMG Solutions Advisors
Innovative Consulting Firm , USA
NOTE :
Due to a non-disclosure agreement (NDA), this case study presents a high-level overview of the problem space, design approach, and solution direction without revealing proprietary details.
LOCATION
Indianapolis, USA
TIMELINE
August - October 2025
MY ROLE
I led the problem framing, research, product strategy, solution design, and validation.
TEAM
4 UX Designers
THE PROBLEM SPACE
B2B SMBs face constant pressure to grow revenue with limited resources. While data exists across CRM systems, sales tools, and market reports, it is often disconnected and difficult to interpret.
As a result:
Leaders rely on intuition instead of evidence
Sales teams lack clarity on priorities
Revenue decisions are reactive rather than strategic
The absence of a unified revenue view makes it difficult for SMBs to scale efficiently.
SOLUTION OVERVIEW
RevSpark is a guided sales platform that brings together automation, intelligence, and human support. The system is designed to turn daily sales chaos into clarity by helping founders focus on the right leads and take the right actions.
RESEARCH AND DISCOVERY
The research phase focused on understanding three critical layers:
the broader sales enablement environment,
the real challenges faced by SMB founders and sales teams, and
gaps in existing solutions.
The goal was to ensure that RevSpark addressed not just surface-level sales inefficiencies, but the deeper structural and behavioral issues limiting revenue growth.
ENVIRONMENTAL ANALYSIS
To understand the macro context, I analyzed trends in sales enablement, AI adoption, and SMB technology usage.
What we discovered :
While the total market opportunity is large, existing tools are often built for enterprise-scale operations, leaving SMBs underserved. This analysis revealed a strong opportunity for a lightweight, guided sales enablement product built specifically for SMB realities rather than enterprise complexity
USER INTERVIEWS AND USER JOURNEY MAPPING
User research focused on understanding the day-to-day experience of SMB founders and sales leaders. Through interviews and scenario-based exploration, I studied how founders currently discover, track, and follow up on leads.
A recurring pattern emerged:
Leads are discovered across multiple channels (emails, websites, LinkedIn, events, referrals)
Information is captured inconsistently or not at all
Follow-ups are missed due to lack of reminders or prioritization
There is no clear feedback loop to improve sales performance
COMPETITIVE ANALYSIS
The competitive landscape analysis examined CRMs, sales intelligence tools, and sales enablement platforms.
Key findings:
Enterprise tools offer powerful features but are complex, expensive, and difficult to adopt
SMB-focused tools often solve only one part of the workflow, such as lead tracking or outreach
Very few platforms combine lead capture, prioritization, and mentorship in a single system
This analysis revealed a clear gap for a solution that balances automation with simplicity, while also addressing the emotional and strategic needs of founders
MARKET POSITIONING & PRODUCT FIT
Based on the research, RevSpark was intentionally positioned between basic CRM tools and enterprise sales intelligence platforms.
The product was designed to:
Reduce tool-switching by centralizing key sales actions
Provide immediate, actionable insights rather than complex reports
Offer human guidance to support learning, accountability, and confidence
This positioning aligned well with SMB expectations around cost, usability, and value. The freemium entry point further reduced adoption friction, while premium tiers unlocked features that delivered daily, tangible benefits
RESEARCH OUTCOMES
KEY INSIGHTS
SMB founders need clarity and confidence, not just dashboards
Sales enablement must support both decision-making and execution
Combining AI-driven prioritization with human mentorship creates stronger trust and adoption
These insights directly shaped the final problem definition, feature set, and revenue model of RevSpark.
REDEFINING THE PROBLEM
Initial assumption:
Founders needed better sales analytics and reporting tools.
Refined problem statement
How might we help SMB founders capture, prioritize, and act on leads confidently, while receiving guidance that helps them close deals more effectively?
The core challenge was not lack of effort or data — it was lack of structure, prioritization, and guidance
FINAL SOUTION
RevSpark is a guided sales platform that brings together automation, intelligence, and human support. The system is designed to turn daily sales chaos into clarity by helping founders focus on the right leads and take the right actions.
FINAL SOLUTION
FEATURE 1 :SMART LED CAPTURE
A browser-based web extension that allows users to capture leads directly from websites, emails, LinkedIn, events, and business cards—without switching tools. Data is synced in real time to the platform
FINAL SOLUTION
FEATURE 2 : LEAD PRIORITIZATION & LIST BUILDER
AI-driven prioritization helps users organize leads based on relevance, engagement, and ICP match. This reduces guesswork and helps teams focus on high-impact outreach.
FINAL SOLUTION
FEATURE 3: ADVISOR CONNECT
An in-app feature that allows founders to connect with experienced advisors through scheduling and chat. This adds a human layer to the sales process, providing mentorship and accountability.
FINAL SOLUTION
FEATURE 4 : MOMENTUM HUB
A shared space for learning, peer cohorts, events, and resources. This feature supports continuous improvement and reduces the isolation founders often face.
USABILITY TESTING & RESULTS
Usability testing included:
Task-based walkthroughs of lead capture and prioritization flows
Feedback sessions on advisor interaction and dashboard clarity
Results:
Users could capture leads without breaking their workflow
Prioritization reduced decision fatigue
Advisor access was perceived as a strong differentiator
Participants described the experience as “natural,” “guided,” and “confidence-building”
KEY TAKEAWAYS
SMBs value clarity and guidance over complex features
Sales enablement is as much about confidence as it is about efficiency
Strong product positioning is critical for market adoption
This project strengthened my ability to design products at the intersection of user needs, business goals, and revenue strategy
