Account Review and Market Entry Strategy
Breaking into a new customer is always difficult at first.
Incumbents occupy the day-to-day interaction with key customer contacts.
For a large overseas multinational vendor, breaking into one major potential customer was proving to be frustratingly out of reach.
So a new approach was taken; engage a partner that already knows the customer and that has a reputation for quickly understanding what really matters to them. Get them to find out where the customer’s needs are and furthermore find out why the many previous direct attempts have proven unsuccessful. Is it a question of approach, people, product? Ideally find out some areas where the company can realistically provide solutions that make sense.
Creator Tech was initially engaged to conduct an independent assessment to discover the customer’s perceptions of the company. This included:
- Identifying the likelihood of opportunity and success across portfolio areas;
- Reviewing the company’s strengths and weaknesses with respect to entering the account; and
- Identifying key areas for improvement.
As a result, a major new area of opportunity was identified: and also, radical internal changes were recommended.
In an immediate follow-on, Creator Tech was retained to orchestrate and project manage customer engagement for this major opportunity.
The results: significantly improved interaction at all levels between company and customer, and deeper collaboration in an area which represents significant new revenue opportunity for both parties.