Challenge:
Manufacturer of multi-deployement Point-of-Sale Kiosk system saw its leadership position declining. Over time, competition saw the money to be made in the industry and entered the marketplace. Sales suffered and market share fell. Company needed to re-establish itself as the market leader and re-build market dominance.
Actions:
- Re-aligned corporate thinking to understand that the kiosk, while important, was not what would drive sales success. Buyers of the system would interact with the software that oversaw the deployed kiosks. Improving the software would be key to recapturing market leadership and sales success.
- Worked with R&D to redefine the software’s user interface and reporting options. Created easy-to-use and useful-to-have knowledge that buyers craved, and that competition did not have.
- Helped company re-focus on selling the integrated software and POS system, not just the “box.”
- Created new user-centric, benefits-driven sales brochures that explained both how and why our solution worked best to suit prospects’ needs.
- Created new web-site that “thought” the way prospects thought and answered the questions in the minds of visitors.
Results:
- Won major contracts worth millions throughout the US.
- Re-established company as tech leader in evolving marketplace.
- Created close ties with key partner cities to help company incorporate end-user feedback in design of new system developments.