Customers

Global skills,

local knowledge.

We enjoy working across a variety of industries, although it may seem that we tend to have more customers in the technology space (technology does get us excited, after all).

Our customers range from fresh start-ups, start-ups that have got international funding, regional accounts, to renowned global organisations, and even global departments in blue-chip companies.

cloud-computing-technology-online-data-storage-business-network-concept.jpg

Pivoting a business
Moving from a service integration to Saas provider

The customer: IoT Saas Provider
BACKGROUND: A company built on its AV roots as a service integrator used its vast years of experience and saw an opportunity in the market to become an SaaS provider.

It created a proprietary technology product and service with the hopes of integrating AV devices across various brands and purposes.

Before launching this new service, they wanted to make sure that they were communicating the right needs and solutions to the right customers, at the right time.

Our solution
We approached this project through our tried-and-tested 3-step Go-to-Market approach to redesign its existing customer engagement model:

Discovery
Value Proposition Design
Marketing Strategy

1. Discovery

We conducted an in-depth discovery session with internal stakeholders and potential business customers to identify pain points, gaps and motivations in the AV industry.

Outcomes

Product-market fit analysis
Customer personas
Key insights and takeaways
Sales journey mapping

2. Value Proposition Design

We facilitated a single day workshop with the internal stakeholders that brought everyone to a consensus and alignment, which eventually highlighted the unique values of the service, and the value proposition statements.

Outcomes

Value proposition statements

3. Marketing Strategy

Using the sales journey map derived from the discovery, we strategised and utilised only the necessary marketing channels and appropriate value proposition statements.