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Challenge

An Information & Communications Technology (ICT) integrator wanted to leverage its specific know-how in visual communication

  • Create new marketable products & services based on its technology that was based on a 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 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 client in bringing product to both existing and new global clients via sales support:
    • segmented target market
    • created 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