Business Challenge
A leading filtration equipment manufacturer wanted to align its capabilities for filtration equipment to customer needs and emerging requirements, in order to acquire new customers.
Situation
The client wanted to fine-tune its customer strategies in order to target new customers, through analysis of the purchase criteria adopted by the customers, customer satisfaction, product preferences, and perception for their product and services, along with recommendations on the features desired by the customers.
Approach
We conducted an in-depth assessment of the customer landscape to identify major buying decision-makers across industries, followed by interviews and discussions with industry participants, procurement specialists, and decision-makers to develop an understanding of industry-specific key purchase criteria.
Impact
The client was able to discern the customer dynamics including the process for choosing products/services and suppliers, buying cycle and behavior, spend pattern, etc. and align its capabilities with service requirements for acquiring new customers.
