In contrast to many B2C markets, companies in B2B businesses often maintain long-term relationships with their customers which provide them with deep insights. They learn first-hand about pain points and requirements from their customers and they can observe their product´s application over the whole life cycle. This leads to the accumulation of a wealth of experience and knowledge which is divided over many individuals. SalesGain offers a methodology for gathering this divided knowledge and transforming it into a coherent picture. As a result of this, the management is provided with a solid, reliable basis for decisions.
Every day, managers are challenged with complex decisions which determine the future success of their business. Only detailed knowledge about customers and competitors enables managers to make successful decisions in the fields of product management, pricing and marketing.
Which features shall we extend?
Which attributes may be reduced or dropped?
Where and how can we achieve better prices?
What are the most effective arguments?
Should we increase or decrease the number of options?
Which are the contributions we have to expect from partners?
In which markets should we concentrate our resources?
Where are the opportunities for innovative solutions?
The knowledge is there, but it is distributed among individuals and distorted by various effects and biases. We make it accessible and usable!
We provide a pre-study
We plan the project with you
We carry out and evaluate the written survey
We moderate the workshops
We help to identify and eliminate distorting effects
We help interpreting the results and drawing conclusions
We prepare the continuous updating and accompany the implementation