Market mapping and work with internal client teams identified two major issues:
- a lack of clarity surrounding customer targeting, leading to considerable wasted effort attempting to sell to low-potential customers and business sectors
- a lack of executive alignment in respect of the business’ core proposition. In effect, executives disagreed on what their selling proposition should be
Our Market Mapping and analysis enabled our client to identify and focus on a number of customer sectors with significantly higher growth potential for their business – their Growth Sweet Spot. Importantly, it enabled them to understand that in certain sectors competitors were much better positioned than they were, so they avoided those sectors.
We engaged with the client team to develop and validate an autopilot proposition to maximize their appeal in their highest potential categories.