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Provided bespoke value proposition messages for each target, taking into account customer challenges and incumbent competitors
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Enabled the client to rapidly penetrate target customers with a message that was customised and compelling from the start
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Provided sales intelligence support to customise offering based on customer requirements and business challenges
CLIENT CHALLENGES
- Identify key target customers and better understand their business challenges, with a view to positioning a new suite of offerings for the e-commerce sector
OUR APPROACH
- Team setup
- Provided sales operations support; administration professionals provided sales intelligence and origination support
- Initial target screening
- Identified the potential customer universe
- Compiled short customer profiles: customer overview, market positioning, geographical spread, products and services, and management information
- Valuation analysis
- Detailed customer profiling: Filtered the list of short customer profiles to focus on those that met the customer criteria, based on market positioning, size and business challenges
- Synthesis: Analysed customer-specific insights with competitive and market intelligence to ensure each value proposition message took into account the client’s strengths against competitor weaknesses and emerging industry trends
VALUE DELIVERED
- Identified target customers and created bespoke value proposition messages for each customer, considering their business challenges, market positioning and scale
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