Our Client a global leader in providing tourism services and wanted to increase business by 50%. But the decision maker was changing, making the sell more complex. A diversity of competitors were entering the market, department heads were no longer the sole decision makers and information technologies were growing in importance.
Rolendo provided solutions the opportunity to tailor integrated solutions to the needs of different segments. A first-in-kind industry segmentation uncovered three high-potential segments and revealed the requirements of new influencers within each. Segment “plans-to-win” were developed, including:
- Developing new product lines for each segment
- Creating new segment sub-brands
- Reorganizing the sales/service force
- Launching a new selling approach to target audience
- Integrating business process and information services to provide more complete segment solutions
Our client gained the ability to penetrate a greater portion of the market and impact more decision influencers. By expanding the dialogue from creation to need-based solutions, now our client stronger partner and has amplified its ability to develop future solutions.