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Market Awareness Overview

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Market Awareness Overview

Market Awareness Overview

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Market Awareness Overview Market Awareness Overview Presentation Transcript

  • Enabling firms to understand their perceived strengths and weaknesses and properly position themselves against their competition to win, maintain and retain clients
  • Some challenges…
    Win/Loss Ratios
    Qualified Leads
    Proposal Costs
    Existing Customer Retention
    New Product Value
  • Questions…
    How many projects do we actually lose
    Do prospects truly understand our value
    What % do we lose
    $%@?...!
    Why are some firms not selecting us
    Why are they selecting my competitors
    @$#@...!
    Are we repeating the same mistakes over and over
    What do they think are our weaknesses
    New product launch
    $%@?...!
  • Today, it’s impossible to stay on top of all intelligence
  • There is a smarter way…
    “If I would have known the amount of critical intelligence that they were actually going to be able to obtain – I would have made this my highest priority long ago – truly amazing – and we actually thought we were obtaining win/loss intel prior to engaging Market Awareness.”
    CEO – National Consulting Company
    “We utilize their Monthly Intelligence offering in order to immediately see if our internal changes are making a difference to our prospects and existing customers.”
    Sales Director – Global IT Services Company
  • Cloud Driven Intelligence…
    Intelligence at your fingertips
    Across divisions
    Secure portal
    Logins based on roles
    Real time intelligence
    Monthly plus/minus
    Tactical input/tracking
    Executive reports, auto-generated Powerpoints, tactical tracking against rankings
  • With our cloud solution – intelligence comes to you…
  • Who uses the intelligence?
    Delivery Managers
    Sales Directors
    Delivery Project Managers
    M&A Directors
    Sales Managers
    Sales Professionals
    Product Managers
    New Product Development Directors
    Subject Matter Experts
    Sales Product Managers
    Executives
    Managers
    Business Users
    Directors
    Marketing
  • Two offerings…
    Baseline
    Intelligence
    Monthly
    Intelligence
    Lost Prospects
    Existing Customers
    Consolidate, Average, Trend
    Comparison & Trending
    Data Sets
    Data Sets
    Analysis
    Analysis
  • Intelligence components…
    “We brought Market Awareness in to not only step our lost
    prospects through what existing pieces of our software was not viewed
    as valuable – but also have them rank the functionality value for
    future enhancements we were planning to introduce. We ended up
    retooling our rollouts with just functionality that had high value
    rankings”
    CEO – National Consulting Company
  • Value add…
    Increased win ratio
    Tactical plan tracking
    Product offering alignment
    Position against competitors
    “The level of detail that we were completely unaware of will allow us to make focused educated strategic decisions about our customers and our products.”
    CEO – National Software Provider
    Minimize weaknesses
    Enhanced strengths
    Decision maker focus
    Marketing focus
    Buying cycle knowledge
    Future project planning
    Better communicate value
    Internal sales alignment
    “This cemented our relationship with our existing customers. Every one of them thought very highly of us doing this type of intelligence analysis and helped convey that we are focused on our future.”
    CEO – National Software Provider
  • Intelligence that drives perceptions…