Uncovering the drivers of change in B2B markets with extended supply chains requires special expertise. Distilling and explaining complex findings to board rooms more so. Industrial manufacturers work with us because they know we can engage with their industry and give them B2B research which provides the clarity they need to make strategic decisions, with confidence.
Our client, a global market leading provider of high performance materials to the food, construction materials, paper, textiles and adhesives markets was seeing a downturn in revenues and profitability. Keen to reverse these trends, they came to us due to our B2B research expertise to explain why, and what they could do about it.
The Breaking Blue solution
Our B2B research team worked with the CEO and senior management team to develop hypotheses regarding the critical issues affecting their business today. We followed this up with an extensive global customer survey, gaining the customer perspective on these issues, and identified additional factors critical to future success. From this we provided a full analysis of the drivers of change within the industry, and we showed the significant opportunities and threats. We offered a thorough understanding of trends, performance relative to competition, critical success factors and key priorities for future development.
As a result our client streamlined and restructured their sales operations switching to a distribution partnership to cover a key geography which was in decline. This key region is experiencing unprecedented growth and we are now working on a key account and channel partner survey identifying what’s driving success and how this can be replicated in other regions.