A Terragni Case Study Driving Channel Engagement TERRAGNI CONSULTING (P) LTD PRIVATE AND CONFIDENTIAL
TERRAGNI CONSULTING (P) LTD PRIVATE AND CONFIDENTIAL Client Background Challenge Objective What We Did Channel & Customer Profile Strengths Opportunities Solutions Business Outcomes 1000+ Top 3 Employees Global Specialist in Electrical and Digital Building Infrastructure Offices Pan India Distributors 750 26 11500 Retailers
TERRAGNI CONSULTING (P) LTD PRIVATE AND CONFIDENTIAL Client Background Challenge Objective What We Did Channel & Customer Profile Strengths Opportunities Solutions Business Outcomes Establishing Distributor Partnership as Strategic Competitive Differentiator Creating a differentiated Distributor strategy for select High Potential distributors who will be the drivers of ambitious nearterm goals Define the attributes and criteria to identify High Potential distributor from the entire distribution population
Client Background Challenge Objective What We Did Channel & Customer Profile Strengths Opportunities Solutions Business Outcomes Channel insights and solutions towards Attributes and attitudes that differentiate “High Potential” channel members Current experiences of the channel and their impact on the channel’s performance with the brand TERRAGNI CONSULTING (P) LTD PRIVATE AND CONFIDENTIAL
Client Background Challenge Objective What We Did Channel & Customer Profile Strengths Opportunities Solutions Business Outcomes TERRAGNI CONSULTING (P) LTD PRIVATE AND CONFIDENTIAL 1 2 3 Phenomenological in depth interactions for episodic recall. One-on-One in-depth 55 interactions, 82 hours of interview transcripts Qualitative Insights 1300+ dealers Records – 4 Years Time Span Released to all the channel 1300+ respondents online studies testing: Premium Brand, Reliability, Growth & Ease Quantitative Insights Consumer Neuroscience Based Widespan Assessment
Client Background Challenge Objective What We Did Channel & Customer Profile Strengths Opportunities Solutions Business Outcomes Channel Urban, Rural, RURBAN End Customer - B2B Corporates, Builders, Project Developers (Industrial, commercial, residential) Government TERRAGNI CONSULTING (P) LTD PRIVATE AND CONFIDENTIAL End Customer - Retail: Urban, Tier II cities
Client Background Challenge Objective What We Did Channel & Customer Profile Strengths Opportunities Solutions Business Outcomes Seen as a strong brand Known for product innovation and quality Process focused and ethical High operational ease TERRAGNI CONSULTING (P) LTD PRIVATE AND CONFIDENTIAL
Client Background Challenge Objective What We Did Channel & Customer Profile Strengths Opportunities Solutions Business Outcomes Brand unable to translate its technology and product quality superiority into a strong engagement driver Channel management processes and policies constraining the high performers from achieving their full potential Weak obsolescence management leading to inventory blockage in the channel further impacting new product adoption “Top-line” focused promotional schemes and latent channel conflict creating cashflow pressure on the channel TERRAGNI CONSULTING (P) LTD PRIVATE AND CONFIDENTIAL
Client Background Challenge Objective What We Did Channel & Customer Profile Strengths Opportunities Solutions Business Outcomes Strategic framework for identifying and engaging with "High Potential" channel partners covering Classification of channel members as per above framework Re-orientation of channel members towards Internal “Channel Centricity” program Dedicated internal team to drive engagement & performance for the “High Potential” channel members Differentiated channel engagement processes and policies Promotional schemes redesigned to drive velocity in addition to “Top-line” TERRAGNI CONSULTING (P) LTD PRIVATE AND CONFIDENTIAL
Client Background Challenge Objective What We Did Channel & Customer Profile Strengths Opportunities Solutions Business Outcomes ⬆2X growth via High-Potential channel partners ⬆Increased rate of New Product adoption ⬆Increased Wallet Share within the channel TERRAGNI CONSULTING (P) LTD PRIVATE AND CONFIDENTIAL
India London Bucharest www.terragni.in www.buyerbrain.com TERRAGNI CONSULTING (P) LTD PRIVATE AND CONFIDENTIAL
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