Logisitics software vendor

Project 1 - Market feedback survey

See also

Project 2 - Sales process and collateral Project 3 - Industry award application Project 4 - IT Industry award application

Background

This Australian company had 30 years’ experience in logistics and development of logistics software, and an established reputation for superior functionality and service. The company had:

• over 500 sites in Australia and Asia using its products
• established sales, marketing, customer service and technical support teams
• a suite of marketing and sales tools including brochures, utility sheets, hard copy mailers, customer case studies, a PowerPoint sales presentation and a detailed sales proposal

Challenge

To determine the key decision drivers used by clients and prospects when choosing software for a specific logistics application.

Solution

We analysed the company’s offering and:

• created different interview scripts for prospects and clients
• included additional questions to gain feedback on product and company performance, desired product developments, competitive performance, sources of information, search terms used, industry trends and company plans.

Results

Within 3 weeks the company gained:

• a detailed analysis of client and prospect feedback and needs
• a clear understanding of decision drivers for the sector and how well the product met demand
• detailed feedback on product and company performance highlighting significant opportunities
• strong new positioning for the company aligned with market needs
• detailed recommendations for optimized client management  programs.
  
  
  

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