Context
An Information & Communications Technology (ICT) integrator wanted to leverage its specific know-how in visual communication
Objectives
- Create new marketable products & services based on its technology that was based on centralized communication via screens (known as digital signage)
Our Approach
- Evaluate the worldwide Digital Signage market based on functional and technical requirements
- Select a technological partner based on the funnel-approach (i.e. narrow down a list of potential partners to finally select 1)
- Develop innovative Digital Signage product value proposition in collaboration with the selected partner
- Ensure alignment with client’s other products
- Assist the client in bringing the product to both existing and new global clients via sales support:
- segmented target market
- created a differentiated offer for each target segment
- trained sales staff to recognize segments and propose differentiated offer via a “product book”
- created sales brochures
Results
- The client successfully brought its new solution to market with sales >1M€ in 6 months
- The clients' sales teams learned a segmentation style sales approach
- The client came back to Avertim for support on additional projects
