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Defense technology company, Anduril, was facing a significant documentation challenge. With several core product platforms commercially available and many more in development, the company was struggling to keep its documentation up-to-date. The traditional method of using flat PDF documents with screenshots from CAD software was becoming obsolete as products evolved. Moreover, the creation of these documents was dependent on mechanical engineers, leading to bottlenecks and inefficiencies in the process. This outdated method of documentation was causing delays and resulting in stale data. Additionally, the company's business development representatives were limited in their ability to respond to product questions and requests from customers due to the restrictive nature of flat documents and screenshots.

The case study revolves around a Fortune 50 aerospace and defense manufacturer that was grappling with the challenge of visualizing complex engineering requirements for service and maintenance personnel. The maintenance staff, responsible for servicing sophisticated military jets, needed detailed instructions for every process, including the precise angle at which they needed to hold a pair of pliers to twist electrical wires. The challenge was to ensure absolute clarity in these instructions to avoid any costly mistakes. Furthermore, the company was dealing with issues of file compatibility due to the complexity of its product lifecycle tech and software stack.

Impossible Sensing, a space tech innovator and NASA contractor, is committed to changing the world through the development of technologies that enable learning on other planets and help combat climate change on Earth. The firm designs autonomous exploration tools that function in extreme environments, from deep ocean to deep space, and are used in life-seeking and exploration missions to other planets, climate change monitoring missions, and cleantech development initiatives. However, communicating the physical design, function, and capability of these sophisticated tools with absolute clarity is a significant challenge. This communication is essential for the tools to be used in deep space missions and climate change applications globally. The firm also faced the challenge of creating a personal connection between its customers and products, which is crucial for winning contracts. The pandemic further complicated matters by making in-person meetings, where 3D-printed models of the products were presented, difficult to achieve.

Titan Flow Control, an industrial pipeline equipment manufacturer, was facing a significant challenge in increasing its 'spec rate' - the frequency with which its products are specified in project plans by engineering or architecture firms. This specification is a prerequisite for sales in Titan's industry. Traditionally, companies relied on field sales teams making in-person calls to drive awareness and understanding of their product catalog. However, in the modern era, companies like Titan need to scale and accelerate this process. Furthermore, Titan's end customers typically require a significant level of customization of the firm’s core products, meaning customers need to be able to both understand the products and communicate their own customization requirements. Another challenge was the language barrier and lack of clarity in communication with suppliers, especially from China, due to reliance on text-based communication.