Case study 1

Customer profile & Challenge

Large conglomerate with revenue of $40 Billion was facing commoditization in textiles business

 

Outcome

  • Organization was able to quantify the value delivered to the customer and understand the extent of challenge and imminent danger from competition
  • They were able increase their profits by 20%!

Our offering

  • Launched an initiative with central Marketing organization
  • Conducted several workshops for cross-functional team of senior leaders that were part of the taskforce across different businesses
  • Handheld the taskforce in determining their position vis-à-vis competition
  • Redefined Customer Value Proposition (CVP) by including additional services
  • Assisted in evolving implementation roadmap
Current state
Having worked with the organization for over 3 years, we are assisting the customer in institutionalizing CVP across the entire organization for sustenance
Case study 2

Customer profile & Challenge

Leading Auto component manufacturer wanted to prepare the entire senior and middle management cadre to become more market oriented

Outcome

  • 80% of the organization is ready with the skills required for taking some of the solutions to the market
  • Participant ratings for the programs have been excellent

Our offering

  • Designed the program that included several topics required for developing market orientation skill among the target audience that comprised of Senior and middle management people
  • Periodic workshops on Marketing basics, Advanced Marketing, Key Account Management, Pricing decisions and Corporate Entrepreneurship were conducted to cover the entire target population
Case study 3

Customer profile & Challenge

Leading IT Consulting and Services organization needed assistance in enhancing key account management skills in their client facing teams

Outcome

  • Client facing teams from cross-functional divisions ready with the skills required for mining the existing accounts well
  • Capabilities helped the organization in growing revenue

Our offering

  • Designed and delivered the program to global account management teams that included several topics required for developing key account management and account mining skills in B2B scenario
  • Periodic workshops were conducted round the year to cover the entire target population
  • Account plans were reviewed periodically along with sales leadership team
Case study 4

Customer profile & Challenge

India unit of a large global conglomerate wanted to enter Indian market with new products

Outcome

  • Organization has been able to make quick progress in their journey to take the product to the market
  • Has helped minimize risks by detailed analysis of segments and clear articulation of CVP

Our offering

  • Assisted the taskforce entrusted with the “India Go-to-market “ responsibility in developing a business plan
  • Conducted several workshops to educate the team on the entire process of go-to-market strategy
  • Helped analyze the market opportunity, identify customer segments, define CVP and develop business model
  • Mentored the team in prospecting & customer acquisition
Other cases
  • Several of our leading customers have taken advantage of our services in enhancing the skills of the Sales, Marketing and other Customer facing teams to improve their business results
  • Periodic programs have been conducted for Tata Steel, Tata Motors, Tata Tinplate, L&T, SKF, WIPRO and several other customers by our faculty members