Overview
Examples
Differentiation
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Examples
Case Study 1
Who is your target?
We help clients understand who best to target and importantly, who best not to target. These data are used not only by sales and marketing, but also by strategic planners and R&D staff to identify growth opportunities as well as design future generations of products and solutions.
| Company: |
US-based hardware and software solutions provider |
| Objective: |
Identify how to effectively enter the healthcare market with an existing product line |
| Research Approach: |
One-on-one targeted executive interviews with purchase decision-makers at large hospitals located throughout North America |
| Impact: |
Level-set executive team on purchase process and factors critical in go-to-market plans
Findings showed who to target, who to partner with and how to drive product adoption
Recommendations applied immediately to guide market segment strategy |
Case Study 2
What product should you offer?
Our objective perspective helps our clients ensure product development decisions, product requirement documents (PRD) and ultimate product solutions are designed to maximize market potential.
| Company: |
Leading provider of consumer services |
| Objective: |
Define the optimal combination of features, price and options for a new service to effectively attract existing and new customers |
| Research Approach: |
Phase 1: Focus groups to assess unmet needs and gauge reactions to the potential product concept
Phase 2: Choice-based conjoint research to measure feature impact and guide final product configuration |
| Impact: |
Results used to guide licensing negotiations and set sales targets
Data from attitudinal statements used to guide marketing strategy
Reactions to positioning used to create effective marketing tactics |
Case Study 3
How to communicate effectively?
Understanding the purchase process and factors that convert your potential customers into a 'win' or a 'loss' can help you focus efforts. We help clients test and create efficient communications strategies and tactics.
| Company: |
Fortune 500 Technology Company |
| Objective: |
Understand how to improve the effectiveness of its marketing activities to drive brand preference |
| Research Approach: |
Focus groups with purchase decision-makers and purchase influencers combined with one-on-one interviews with sales representatives |
| Impact: |
Understanding of the barriers and opportunities for the brand Identification of marketing tactics that will (and will not) positively impact preference
Project used as a template for testing marketing campaigns |
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