This document discusses how firms can utilize intelligence to understand their strengths, weaknesses, and how they are perceived compared to competitors in order to win and retain clients. It presents some challenges firms face like win/loss ratios, qualified leads, and customer retention. It then discusses a cloud-based intelligence solution that provides real-time insights across divisions to help firms minimize weaknesses, enhance strengths, better communicate value, and drive improved win ratios and customer perceptions. Testimonials from CEOs discuss how the solution helped them understand lost prospects, retool products based on customer rankings, and cement customer relationships.
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Market Awareness Overview Presentation
1. Enabling firms to understand their perceived strengths and weaknesses and properly position themselves against their competition to win, maintain and retain clients
2. Some challenges… Win/Loss Ratios Qualified Leads Proposal Costs Existing Customer Retention New Product Value
3. Questions… How many projects do we actually lose Do prospects truly understand our value What % do we lose $%@?...! Why are some firms not selecting us Why are they selecting my competitors @$#@...! Are we repeating the same mistakes over and over What do they think are our weaknesses New product launch $%@?...!
5. There is a smarter way… “If I would have known the amount of critical intelligence that they were actually going to be able to obtain – I would have made this my highest priority long ago – truly amazing – and we actually thought we were obtaining win/loss intel prior to engaging Market Awareness.” CEO – National Consulting Company “We utilize their Monthly Intelligence offering in order to immediately see if our internal changes are making a difference to our prospects and existing customers.” Sales Director – Global IT Services Company
6. Cloud Driven Intelligence… Intelligence at your fingertips Across divisions Secure portal Logins based on roles Real time intelligence Monthly plus/minus Tactical input/tracking Executive reports, auto-generated Powerpoints, tactical tracking against rankings
8. Who uses the intelligence? Delivery Managers Sales Directors Delivery Project Managers M&A Directors Sales Managers Sales Professionals Product Managers New Product Development Directors Subject Matter Experts Sales Product Managers Executives Managers Business Users Directors Marketing
9. Two offerings… Baseline Intelligence Monthly Intelligence Lost Prospects Existing Customers Consolidate, Average, Trend Comparison & Trending Data Sets Data Sets Analysis Analysis
10. Intelligence components… “We brought Market Awareness in to not only step our lost prospects through what existing pieces of our software was not viewed as valuable – but also have them rank the functionality value for future enhancements we were planning to introduce. We ended up retooling our rollouts with just functionality that had high value rankings” CEO – National Consulting Company
11. Value add… Increased win ratio Tactical plan tracking Product offering alignment Position against competitors “The level of detail that we were completely unaware of will allow us to make focused educated strategic decisions about our customers and our products.” CEO – National Software Provider Minimize weaknesses Enhanced strengths Decision maker focus Marketing focus Buying cycle knowledge Future project planning Better communicate value Internal sales alignment “This cemented our relationship with our existing customers. Every one of them thought very highly of us doing this type of intelligence analysis and helped convey that we are focused on our future.” CEO – National Software Provider
