Client description: ERP software company

Practice area: Market Research and Analysis

Geographic scope: US

Industries involved: Software & technology, healthcare, financial services, telecom, and energy

Services applied: Customer satisfaction; brand perception and awareness

Business challenge: Client needed to determine how to maximize effectiveness of sales efforts.

Methodologies: Qualitative IDIs with CIOs, VP/Director of IT

The result: The client could pinpoint exactly what occurred with a given client or prospect that contributed to winning or losing the business. The client was also able to review themes in terms of their own strengths and weaknesses as well as those of top competitors, and how these were impacting sales. Armed with this critical intelligence, the client was able to adjust their sales and marketing strategy. In addition, through this study we identified several leads that had been given up for dead. The client then had a unique “blueprint” for how to best market to these leads and others.