Channel Strategies for Growth – Customer Challenges
Customers never tell you what they need, so how do you know what to do that they will really value?
Managers, designers and engineers are going to have to get their hands dirty understanding what happens on the front lines where work gets done and where customers experience the firm’s products and services. While this sounds like an ideal goal, building useful “customer learning experiences” is a much greater challenge to the innovation process than most understand.
Case Study: Waste Management Market
/0 Comments/in Case Studies /by grahamoA leading manufacturer of equipment to the waste treatment market was in need of a channel strategy that would grow its business.
Case Study: Pharmaceutical Process Equipment Manufacturer
/0 Comments/in Case Studies /by grahamoOur client was looking to expand their process equipment business within the pharmaceutical and biotechnology markets.
Case Study: Steam Equipment Manufacturer
/0 Comments/in Case Studies /by grahamoOur client turned to us to evaluate their existing channel structure’s ability to deliver long-term growth. We pinpointed end-user needs and categorized them into segments based on buying behavior and the type of purchase: new construction, retrofit and MRO.