-
Lead generation
-
Customer screening
-
Marketing message alignment
-
Customer need/gap analysis
CLIENT CHALLENGES
- The client, a global CEP service provider, wanted to set up a sales intelligence support team to identify key target customers and better understand their business challenges, with a view to position a new suite of offerings for the e-commerce industry
OUR APPROACH
- Initial Target Screening – Identifying the potential customer universe and creating short customer profiles that summarize the information about various companies operating in specific domains
- » Detailed Customer Profiling – Filtering the list of short customer profiles to focus on those who meet the customer criteria, based on market positioning, size, and business challenge
- Synthesis – Analyzing customer-specific insights with competitive intelligence and market intelligence to ensure that each value proposition message takes into account the client’s strengths against competitor weaknesses and emerging industry trends
IMPACT DELIVERED
- The team created bespoke value proposition messages for each target, taking into account customer challenges and incumbent competitors
- The client was able to rapidly penetrate target customers with a message that was customized and compelling
Thank you for sharing your details
Your file will start downloading automatically
If it does not download within 1 minute,
Share this on
