NZ BPM software vendor
Project 1 - Thought leader presentation
Background
This NZ-based vendor is a regional leader in software and services for Business Process Management, operating since 1995. The company has:
- A strong regional presence with 4 offices in SE Asia
- Over 3000 clients, including many tier 1 organisations
- A fine strong reputation for technical and service excellence
- An opportunity to move into a new market with Software as a Service.
Challenge
To position the company as a thought leader in the new market; use this positioning to create a PowerPoint presentation targeted to an association of credit managers; to complete the project in 2 weeks.
Solution
We:
- researched the market, competitors, industry websites and analysts’ reports
- distilled our client’s competitive advantages into key features, benefits and competitive positioning
- identified the main drivers, authorities and priorities within the new market
- contacted the credit managers’ association to define its constraints for the presentation
- reworked our client’s offering to address the key issues for credit managers and to meet the association’s criteria by avoiding an overt selling message
- created a PowerPoint in 3 alternative formats, each with detailed presenter notes
- coached our client’s representative in presenting the material.
Results
- The PowerPoint was approved by the association before presentation
- Our client’s representative presented with confidence and credibility to 40 credit managers
- Our client received 7 sales enquiries as direct result of the presentation
- Our client gained 2 Powerpoint presentations, one generic, one specific, for future need
Feedback
“This presentation was exactly what we wanted. It achieved everything we sought and we are very happy with the results."
CEO, NZ BPM software vendor
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