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Case Study 1: North American Brokerage Company
We developed new acquistion and channel strategies for a leading brokerage company. Our work included:- Developing an understanding of how the client and its customers approach the buying process, identifying critical handoffs between branches, telephone reps and the web
- Redesigning the web channel to serve as an anchor interface with a fully-functional prospect experience
- Lowering acquisition and service costs by migrating customers to the web and reaching significant portions of the market that were not previously being well served
Case Study 2: Global Pharmaceutical Company
We developed a strategy to determine the specific information content, format and delivery needed to support desired representative behaviors in the field to help build strong relationships with physicians. Our work included: - Creating detailed descriptions of how reps currently use technology and identifying pain points to address in the near term
- Developing 2-yr and 4-yr forecasts for how sales reps are likely to use technology in the future to help guide where investments in IT should be made
- Creating a bridge between the business and IT by using a common, transparent and rigorous approach for evaluating and making choices about technology investments
Case Study 3: Global Medical Device Company
We maximized the impact of a multi-billion dollar product launch through more effective and efficient use of online channels. Our work included:- Refocusing online investments by investing more heavily on the 2-3 most effective 3rd-party websites in the category
- Launching the brand website and ensuring alignment of content with offline messaging
- Making adjustments to e-mail campaigns, resulting in a 5-6x improvement in reach at no additional cost
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