IT businesses still struggle taking their products to market. Do they sell direct? Do they use channels? What alliances would work best for them? The core challenge is still Jeffery Moore’s conundrum of “how to cross the chasm”. Technology companies have to move into the mainstream in order to capitalise on their investment cost. In a business-to-business market this means understanding the needs of customers and positioning the product as a solution to their problems and issues.
CCL has worked with a number of small and large IT companies to help define their market, their marketing strategy and their channel strategy – and then implement it. Our external perspective and experience in this area can help shed new light on new opportunities in the market and show you how to maximise them.
We also help our clients to navigate the customer management technology industry
For the prospective customer, there is a bewildering array of new technologies to consider. The demise of Siebel’s reputation (as the market leader in CRM) over the last 5 years has been dramatic. This was predominantly caused by a lack of demonstrable results and the huge cost of implementation in many of their client accounts. New web-based technologies are proliferating, as is the science of voice analytics. Everyone is going mobile and talking about convergence. But what does a company really need to better manage its relationships with its customers? Again, our impartial view help clients understand what technology they need and how to secure it, so they make the right choices and optimise on their investment.
CCL’s clients in this sector include SAP, Morse, TSYS Europe, Integrity Software and VISA.
Visit Case Studies for in-depth examples of our work in the Technology sector