Sector: Aerospace and Defence
Client profile: Software company
Starting score:
- Where are the customers? 0.50
- Do we have the information? 0.60
Problem given: A severely depleted sales pipeline with a high risk of short term sales revenue targets being missed. With a recent increase in competition, there was also a concern about the product pricing model and whether this was linked to a a sudden drop in sales.
Result: Using the Introductions to new customers package, within 4 months the growth of the sales pipeline was back in line with the business plan objectives. Also using the Value Proposition package, i-chasm found that the current pricing strategy was still acceptable to customers but may require updating within the next 12 to 24 months.
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Sector: Finance
Client profile: Software and web applications
Starting Score:
- Where are the customers? 0.50
- Do we have the information? 0.54
Problem given: This client wanted to investigate the opportunities of selling financial applications into the mobile phone market.
Result: Using the New Introduction to customers package, within 4 weeks i-chasm had arranged meetings with two of the worlds premier mobile phone operators both at the technical level and at the decision making level.
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Sector: Industrial
Client profile: Motor and drive manufacturer
Starting Score:
- Where are the customers? 0.25
- Do we have the information? 0.57
Problem given: This client required a low risk but credible sales presence in the USA to test the market.
Result: Using the new sales channel package i-chasm had arranged meetings with three of the top motor/drive distribution chains in the USA . i-chasm then helped the customer select the most appropriate distributor and then worked with that distributor to fill up a £multi million sales pipeline.
