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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