The most important Digital Growth Factor for any organization is the connection with customers and prospects. It is THE enabling factor for generating Innovation, Growth, and Value.
Smart high growth companies know this, and they have a laser focus on building and extending the customer relationship.
- Review Commercialization function
- Pinpoint opportunities for growth through better customer discovery
- High Performance Sales Capability
- Strategic Account Management
- Channel and Platform Strategy
- Bi-directional Customer Experience
- Interim Executive & Coaching
- Information Process for customer 360 knowledge
- Value Metric and Pricing
75% of commercialization leaders at large/mid-sized companies surveyed at the recent Strategic Account Management conferences in Berlin and San Diego indicate a lack of repeatable process to acquire and act on critical customer knowledge.
THEY LOST AN ESSENTIAL PART OF THEIR CUSTOMER CONNECTION.
AND HAVE TO PLAY A REACTIVE AND DEFENSIVE GAME BECAUSE OF IT!
“KNOW YOUR CUSTOMER BETTER THAN THEY KNOW THEMSELVES”.
IS THE MANTRA FOR CORPORATIONS THAT WIN IN BUSINESS-TO-BUSINESS MARKETS
Focused Growth Partners, Inc. teamed up with Strategic Account Management Association to deliver workshops for Chief Commercial Officers and leaders of SAM programs to discover how digital tools can help develop deep customer knowledge and understanding of what drives value in their businesses. We have developed a proprietary tool to analyze client situations in regards to generating customer knowledge, understanding and most important: deliver INSIGHTS to drive the sales relationship.
Having a Customer Asset Base Strategy is vital in a world where:
- Technology drives the velocity of business
- Buyers look for efficiency in the process
- Providing clear, undistorted customer information, guides and focuses the Innovation and helps de-risks the go-to-markt efforts
- Superior Customer Experience is bi-directional
- Many value propositions can be enhanced with recurring revenue service components
The SECRET to mastery of Innovation through technology in a business is understanding how to create value for customers using that technology. Not just knowing, but understanding, how to create value for customers is key to Evidence-Based Innovation.
Strategic Account Management is one of the important tools that companies can us to discover hidden needs and drivers. Focused Growth Partners has a long history and deep experience in building effective efforts in this area.