CASE STUDIES
Below are a few case study snapshots. Feel free to reach out - we are happy to provide more detailed work examples and talk through our process.
snapshot: engineered fasteners
INDUSTRY: Consumer Electronics
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SITUATION: Stagnating growth within a small core customer base
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GOAL: Diversify customer base to balance portfolio and protect / expand share at core accounts
challenge
PROCESS: Voice-of-Customer interviews, global growth workshops (NA, EU & Asia), rep training, new digital service offering (digitized offering to engage design engineers), CRM customization
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INVESTMENT: $240K inventory / materials, $30K in digital marketing, $25K training & development
approach
INSIGHTS / DRIVERS:
Digital service platform to help OEM's reduce design cycles and facilitate early-supplier involvement (ESI)
Messaging & digital marketing enabled strong awareness with designers at focused set of new and existing targets
results
SUCCESS METRICS:
$11 Million incremental revenue in 18 months
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5.5% increase in gross margins on incremental business vs. historical basis
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4 new global OEM's secured (approved vendor)
snapshot: STAMPINGS / MOLDINGS
INDUSTRY: Consumer Electronics
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SITUATION: Slowing new business penetration at new electronics OEM's
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GOAL: Diversify customer base to balance portfolio within the consumer electronics market
challenge
PROCESS: Discovery Voice-of-Customer (VOC) surveys, gap analysis, growth workshops (Asia), re-fresh of company pitch deck and messaging to one segment.
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INVESTMENT: $20K in training & development, content creation (sales tools)
approach
INSIGHTS / DRIVERS:
VOC validated prior research with respect to ESI value and insight-based selling approach
New pitch materials sparked quick interest and validated approach serving as base for expanding outreach in next project phases
results
SUCCESS METRICS:
$2 Million in new quote activity within 2 months
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Validated new pitch deck messaging as successful in 1 focus micro-segment (POS devices)
snapshot: ENGINEERED FASTENERS
INDUSTRY: Alternate Energy
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SITUATION: Desire to enter solar segment and displace strong incumbent supplier
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GOAL: Define product gaps and innovation priorities, develop strong value proposition & messaging, train and enable reps with content
challenge
PROCESS: Cross-functional workshops (NA), rep / channel training, voice-of-customer interviews, solar field site walks, R&D funnel prioritization, messaging and content creation, sales playbook & CRM tracking
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INVESTMENT: $100K in training & development, creation of enablement tools, digital marketing (microsite creation & campaigns)
approach
INSIGHTS / DRIVERS:
Defined value-based advantage vs. incumbent within core product range
Significant up-time increase due to vibration advantage resulting in large OEM savings on CapEx ROI and energy generation efficiency
results
SUCCESS METRICS:
$8 Million incremental revenue in 24 months
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Re-focus of salesforce structure to targeted OEM's in NA and EU
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2 new global OEM's secured (approved vendor)
The fresh approach to messaging we developed with Heron and our re-imagined pitch deck had immediate impact in front of new customers leading to confidence and RFQ's.
how to get started
We want to ensure our experience and your needs are a fit.
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Contact Us now for a free 30 minute introduction call to discuss your situation, learn about our process, and gain some insights about how other precision manufacturers are dealing with growth challenges.