Client Value Case Study

DELIVERING VALUE ACHIEVES 40% MARKET SHARE

Client Business Issues
  • Prove capability to the new off shore parent company
  • To ultimately become larger than the parent company
  • Develop a Value Proposition to drive growth
  • Achieve stretch targets
Perceived Opportunity
  • To bring a new technology to the marketplace nationally
  • To drive greater share of wallet across high potential customers
  • To become a major player in the industry
Insight Uncovered by Beyond 19 Partners
  • What looked like a robust customer segmentation model was under developed
  • Market segmentation was inadequate
  • Value propositions were poorly articulated and not being appropriately applied
  • The dialogue with customers was transactional
Outcomes
  • Achieved greater Share of Wallet in high potential accounts (increase of 30% in first 18 months)

 

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