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case Study

Business Scaling

We guided a cloud computing company on its client acquisition strategy, supporting the prioritisation of sales efforts.

Client Description

Cloud-Based Collaborative Platform Service Provide

Our client is a cloud computing company founded in 2012, with a focus on developing and operating a collaboration platform. In addition to offering its collaboration tool as an operating system via PaaS, the client also manufactures hardware tailored to cloud collaboration.

Problem Statement

With a working product with multiple use cases, the client wished to develop a client targeting strategy to ramp up its sales.

Project Approach

Market Validation

We analysed the existing collaboration software market, to determine market demand for the solution.

Wallet Opportunity

We estimated the market size and wallet opportunity across various industries and organisation types.

Client Prioritisation

We selected focus client groups for the client to target and mapped out a client acquisition timeline and sales strategy.

Key Achievements

Market Sizing

Estimation of market size for collaboration software, with breakdown across industries and org. types.

Client Strategy

Prioritisation of client groups, based on anticipated demand and value proposition.

Client Collateral

Production of client-ready marketing and comms. collateral to support sales efforts.

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