Our services fall primarily in three areas: Sales and Marketing Intelligence, Competitive Intelligence Programs and Collection, and Product and Strategy Development.

Why People Call Us: Typical Scenarios…

Sales and Marketing

We need to know why we are really winning and losing deals so we can increase revenues; improve customer retention; and maintain our competitive edge by developing the right products.  We are losing a disproportionate number of sales against a certain competitor.

We have just reorganized and implemented a new company strategy, which will result in marketing our services in new territories.  Can you help develop an effective sales process that is in line with our new strategy and improves close rates?

We need to increase sales.  Can you create customer profiles for our major customers, so we can market to them more effectively with fuller knowledge of their business needs?

We would like to integrate our Sales and CI organizations. We cannot get Sales to share competitive tips and data with us.  How can we stimulate this process and sustain it?

Our Sales and Marketing people do not communicate.  Can you help us develop a Sales and Marketing intelligence process, so we can capture their collective intelligence, then build on it?

Competitive Intelligence Programs and Collection

We want to establish a competitive intelligence program.  Competitive analysis is conducted at many places in our company, but it is not coordinated, especially not with Sales!

We need to improve our company’s competitive intelligence (CI) awareness.  Can you teach us and get our management team both educated and engaged in CI!

We are being surprised by competitors who we had no idea were entering our market.  Can you help us build an early warning system so we can avoid these nasty surprises?

We know trade shows are a great source of competitive intelligence, but we are uncomfortable collecting it.  Our booth personnel need training to prevent giving away company secrets and to better qualify authentic sales leads.

We need a process to prioritize our current competitors and identify potential competitors.  We need help in structuring competitor profiles and keeping the information current.

We have plenty of great competitive data scattered around our company and in people’s heads.  Can you help us develop and implement a software solution to organize this data in one place, and find the right balance of push/pull of data to our CI sources and users?

Product and Strategy Development

We need help in penetrating a new market with our products.  Can you coach us through this process by facilitating a brainstorming session with our key people to take us to the next step—executing a roadmap into our new market?

We know we want to get into a new product area.  Should we develop it in-house or via acquisition?  If by acquisition, can you help identify the best candidates given our company goals and culture?

We have a new product idea, and need to identify the market for it.  Is there an adequate market for this product? If so, how should we distribute it? What does the competition offer, and what is the market’s willingness to pay for it?

Our major competitor is rumored to be acquiring another competitor.  How can we take advantage of the confusion in the marketplace?