Are you facing the challenge of selling within a complex tech ecosystem?
Do you need to refine your sales and marketing messaging to stay competitive? In this short video, we reveal how we used In-Depth Interviews (IDIs) with senior decision-makers to gain a thorough understanding of the complexities at play. We explored the dynamics of buyer power and how it is distributed across the ecosystem. We also identified the similarities and differences in needs among various types of companies. The insights gained from these discussions were instrumental in developing compelling, updated sales and marketing materials.
Video Transcript
The Business Problem
What would you do if you were a SaaS company that had developed a solution of interest not to a particular type of company but to more of an ecosystem of companies that all work together in concert to meet a market need, and you needed to update and develop compelling marketing and sales messaging? Well, this is exactly the problem a client came to us with recently.
The Solution
And instead of just guessing as to what changes should be made, they chose to Act With Clarity™. And once they did that, they asked us to conduct a series of in-depth interviews with very senior audiences inside the types of companies in this ecosystem, predominantly with vice presidents and C-levels of revenue management teams and operations teams, and marketing and sales teams.
And over the course of these interviews, we dug deep so we could understand where buyer power was really centered in this ecosystem and how needs were similar or perhaps dissimilar across the different types of companies in the study. Ultimately, our client was able to gain a rich and detailed understanding of this ecosystem so they could develop compelling marketing and sales messaging that would help take their organization to the next level when it came to relating to the companies and this ecosystem we were focused on.
So if you have a similar challenge such that you’re selling to a complex ecosystem and you want to update your marketing and sales messaging, you can give us a call or drop us an email at [email protected] or you can visit cascadeinsights.com and fill out our contact form. And hopefully we can help you Act With Clarity™ too.