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Customer purchase decisions are complex. Spire assists companies in deciphering business-to-business (B2B) and consumer purchase decision dynamics. ...

Customer purchase decisions are complex. Spire assists companies in deciphering business-to-business (B2B) and consumer purchase decision dynamics.

We take all aspects of the business decision cycle into consideration. We believe that this would allow you to make more informed strategic decisions, as well as enable you to design and execute the right marketing mix, maximize advertising and promotion ROI, optimize pricing, pre-empt competitive threats, test messaging and collaterals as well as train your sales force.

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131010_Services_Customer Decision Dynamics Analysis Presentation Transcript

  • 1. 1 Spire Research and Consulting Customer Decision Dynamics Analysis
  • 2. 2 Spire Research and Consulting The leading research-based consultancy in emerging markets We were founded in the year 2000. We have 100 employees in ten full-service offices. We serve Global Fortune 1000 firms, governments and other leading organizations. Our opinions frequently appear in print, television and radio media. We provide a broad spectrum of research and consulting solutions for market growth and entry.
  • 3. 3 Why Spire? Our competitive advantages Solutions that include relevant facts and practical advice on how to get best market results from least effort. An in-depth and broad view of the market eco- system and how decision makers and influencers behave within it.
  • 4. 4 Research and Consulting Solutions Customer Decision Dynamics Analysis Customer purchase decisions are complex. Spire assists companies in deciphering business-to-business (B2B) and consumer purchase decision dynamics. We take all aspects of the business decision cycle into consideration. We believe that this would allow you to make more informed strategic decisions, as well as enable you to design and execute the right marketing mix, maximize advertising and promotion ROI, optimize pricing, pre-empt competitive threats, test messaging and collaterals as well as train your sales force.
  • 5. 5 Research and Consulting Solutions Customer Decision Dynamics Analysis Customer decision dynamics Customer base analysis Customer usage, attitudes & brand perception using qualitative & quantitative techniques Customer decision-making process and key decision makers/ influencers Drivers of customer loyalty and switching Database of customer procurement (B2B) Research on specific customers (B2B) Recommended best practices in marketing, sales and post-sales support
  • 6. 6 Research and Consulting Solutions Customer Decision Dynamics Customer Decision Dynamics Model Current purchasing plan – Purchase volume, preferred vendors, pricing (for both current & potential customers) Decision cycle – Purchase timing, sources of information for shortlisting vendors, tender process, key decision-makers and influencers Satisfaction level with current vendors, unmet needs & perceptions of client and other vendors Criteria for vendor selection, ranked in order of importance Focus on right customer segments and right establishments within those segments – those with greatest power to purchase most profitable products Integration of pull and push marketing programs to focus on right initiatives and on key decision makers and influencers Recommendations on optimal positioning in each segment – including product concept and design, key messages, unique selling points & effective marketing collaterals Best practices for sales & brand development
  • 7. 7 For more information, please contact us at info@spireresearch.com or visit www.spireresearch.com