Finding the market for enterprise edge AI

The challenge

LGN.AI had built something genuinely hard to build. Neuroform is a cloud-native framework that solves one of edge AI’s most persistent problems: models that quietly lose accuracy once they are deployed into the real world, where conditions never stop changing. The technology was credible. The team had been through Intel Ignite and backers included specialist deep-tech investors. What LGN did not have yet was a settled answer to the question every hard-tech company eventually has to answer: who is this for, specifically, and who inside that organisation actually buys it?

Without that answer, brilliant engineering risks staying just that. LGN needed a partner who could help them find product-market fit in the field rather than in a workshop, then build a repeatable way of turning that fit into enterprise revenue.

The approach

1. Discovery before delivery

   Rather than picking a vertical on a hunch, Caption and LGN explored a wide range of candidate sectors together, testing real messaging on real enterprise buyers through direct conversations. That process, not a guess, is what surfaced mining and manufacturing as the strongest fit, alongside other industrial and infrastructure sectors with the same underlying profile: distributed hardware, harsh or changing operating conditions, and a genuinely high cost when an AI model silently drifts off-target. That combination is precisely the problem Neuroform was built to solve, which is why the conversations landed.

2. An account-based engine, built for the deal size

   With individual contracts ranging from six-figure entry points to eight-figure enterprise agreements, a high-volume approach was never going to be the right tool. Caption ran this as a dedicated, full-time programme, twenty working days a month behind LGN’s pipeline, identifying specific target accounts, mapping the buying committee inside each one and running coordinated outreach across call, email and LinkedIn in a single considered sequence per account. Touchpoint sequences regularly ran well into double digits before a meeting was ever requested.

3. In the room, not just on the phone

   Caption’s involvement did not stop at the calendar invite. The team attended enterprise meetings alongside LGN, selling side by side rather than handing off a lead and stepping back. In parallel, Caption worked directly with LGN’s team to build the business development assets those conversations needed, shaped by what enterprise buyers were actually asking rather than by what the pitch assumed they would ask.

At this deal size the job was never to book a call quickly. It was to find the one or two people inside a large, complex organisation who could champion a change to their industrial AI stack, and to earn a first conversation on the strength of relevance rather than persistence.

The results

• £22.2m of pipeline generated.
• £2.8m of revenue closed out of that pipeline.
• Validated product-market fit across mining, manufacturing and adjacent industrial and infrastructure sectors, tested with real buyers rather than assumed from the whiteboard.
• Designed and ran a full account-based sales development programme from a standing start, built for a long-cycle, high-value enterprise sale.
• Sourced a seven-figure enterprise account, among the largest in LGN’s pipeline.
• Built pipeline spanning six-figure entry-level contracts through to eight-figure enterprise agreements.
• Held an 87% meeting attendance rate, evidence that meetings were booked with the right people for the right reason rather than just booked.
• Stayed embedded with LGN through to the point its technology was acquired and carried forward into Atlas Merlin, a new industrial AI company.

Why it worked

• Partner in market discovery, not just execution. Caption helped decide where to aim, not only how to fire faster.
• Built for few, large, considered deals. An account-based motion designed around enterprise deal sizes rather than lead volume.
• In the meeting, not just booking it. Caption sold alongside LGN’s team, so nothing was lost in a handoff.
• Assets and outreach built together. Sales collateral evolved in step with what enterprise conversations actually revealed.

They have a way with words that gets people on board every time, genuinely a pleasure to work with.