Growth
Driving Customer Wallet Share
Industry
Manufacturing and infrastructure; global leader in factory & industrial infrastructure, B2B.
Tools
Customer centric culture assessment
Terragni experience grid
Terragni experience assessment
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Problem
To enhance revenue from cross-selling opportunities to a B2B market.
Results
Based on the assessment done opportunities were identified for knowledge and service-based offering as opposed to the earlier product-based offering.
Completely new business lines and revenue streams were defined.
These initiatives saw a 25% increase in overall revenue, most of these revenues being contributed by existing customers.
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Driving Faster New Product Adoption
Industry
Manufacturing engineering; German multinational, B2B & B2B2B.
Tools
Quantitative, qualitative & neuroscience research.
Customer journey mapping
Experience score
Experiential grid
Ethnography
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Problem
India is a price-sensitive market the company was losing market to cheaper local rivals. In order to counter this, the company customized an India specific range. The challenge was driving adoption and engagement for this range.
Results
The barriers to engagement and usage of the new product were identified including the product features and the customer journey.
The perceptions of “Perceived Effort” were identified.
Motivation was designed for adoption.
The new product saw sales doubling in an 18-month period.
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Channel Design For Driving Step Growth
Industry
Electrical & home products; world leader European International, B2B2C.
Tools
Friction (effort assessment)
Neuroscience research
Experiential segmentation
Channel assessment model
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Problem
Redesigning the channel to deliver 3X growth.
Results
Using the Terragni channel assessment model, identified the top 15% of high potential channel partners.
A specific program of product launches, communication, revenue share, cash flow support was created for this high potential target of dealers.
Redesigned the loyalty program for all channel partners.
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Driving Channel Wallet Share
Industry
Consumer & white goods; one of the top 5 consumer good companies, B2B & B2B2C.
Problem
Due to decreasing engagement with the brand, channel partners were shifting to the competition. This led to the slowing down of new opportunities and revenue growth from the existing dealer network.
Results
Eliminating points of friction in the dealer journey.
Redefining communication strategy with the channel.
Redesigning the loyalty program for the channel.
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