Sales & Marketing Management
Marketing Spend Management Across Customers and Channels Drives Share Gain and Profit Improvement
A leading component supplier to the Personal Computer market spends a significant amount of marketing funds to generate demand for their products.
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Redesigning the Sales and Marketing Processes to Enable Solutions Selling
A multibillion dollar computer and terminal systems manufacturer was facing increasing pressure from “me too” players and rapid innovations in technology, which were forcing commoditization of their core products.
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Redesigning the Knowledge Management Approach to Support a Customer-Focused Strategy
A telecommunications technology provider adopted a market strategy that emphasized leadership in the data technology marketplace and the broadening of customer relationships
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Helping to Find the Golden Links in the Value Chain
A leading manufacturer of materials handling equipment was feeling increasingly distanced from its customers.
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Integrating the Online Channel Within a Multi-Channel Customer Management Strategy
A major communications equipment manufacturer supplying incumbent players in the voice and data communications industries was moving aggressively to target a new market segment.
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Improving Customer Retention through Managing New Customer Experience
Insurer of autos experienced a decline in new customer retention and a an increase in calls from customers in their initial months with the company. New customer satisfaction was being eroded.
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Managing Product Portfolio Complexity: Applying a Demand-Shaping Approach to Match Customer Value With True Cost
A commercial and industrial products manufacturer had historically experienced sub-par profitability relative to its main competitors.
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Business-to-Business Channel Strategy Aligns Cross-Functional Teams With Market Opportunity and Cost
Technology company looked to expand into the Small & Medium Business (SMB) market with a more expansive product offering. To effectively reach this new market segment, the company needed to develop a new set of go-to-market capabilities.
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