Acquisition
Driving Higher Velocity Of Customer Acquisition
Industry
Engineering manufacturing; in the top 2 energy generation business, B2B.
Tools
Terragni experience assessment
Experiential segmentation
Terragni experience grid
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Problem
Capital intensive equipment shows an 18-month customer acquisition cycle. This leads to delayed revenues and slower growth.
Results
The experiential segments defined the differential journey that the brand had to offer. The experiential segmentation thus provided context; relevance and salience to the entire offering and the pitch communication, both of which were redesigned. This resulted in bringing down the acquisition cycle to 12 months instead of the earlier 18 months.
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Positioning Design
Industry
Pharmaceuticals & OTC drugs; Forbes global 2000 organizations, B2C.
Problem
Launch of a new over the counter oral supplement against established larger competitors.
Result
In-depth multiple mode research using quantitative, qualitative and neuroscience were used to look for brand alignment and brand salience.
Different versions of TV campaigns were tested on diverse demographic groups.
A final positioning was defined for the product with reference to the target customer base with an appropriate marketing campaign and communication designed & launched.
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Driving Sales Of Laggard Products
Industry
Agro & crop chemicals; one of the worlds largest Agro-chemical manufacturing, B2B2C.
Tools
Neuroscience based research Effort Assessment platform
Ethnography
Ethnography
Take A Look At Qualitative research
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Problem
Due to the presence of one blockbuster product, the other products in the range were being neglected.
Results
Redesign of the reward program for the dealer network.
Enhanced engagement beyond the blockbuster product.
15% increase in Laggard products.
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