Naco: Advanced Materials

Naco is a Series A advanced-materials company with real traction and a steady flow of pilots. The question at this stage is the one most hardware companies meet once the first pilots land: why some deals move to repeat orders while others stall, and where commercial focus should go next.

The Commercial Review worked through the sales motion from the buyer side: sharpening who the best-fit customer is, reading where deals were getting stuck after the pilot, and prioritising the pipeline accordingly.

The team came out with a clearer commercial focus, and Q1 revenue came in 20% above plan.