Customer-driven offering to increase sales
Identifying top potential customers and effectively communicating Magic Cloud’s offering
Magic Cloud, a renowned cloud provider, was having difficulty communicating its value to IT experts skeptical of outsourcing. Our task was to identify their purchase motives and criteria as well as craft a productized cloud solution to suit their needs.
INDUSTRY
IT
MARKET
Finland
WHAT WE DID
Consumer Insight, Qualitative Research, Sales Assets
Identifying top potential customers and effectively communicating Magic Cloud’s offering
Magic Cloud, a renowned cloud provider, was having difficulty communicating its value to IT experts skeptical of outsourcing.
Our task was to identify their purchase motives and criteria as well as craft a productized cloud solution to suit their needs.
INDUSTRY
IT
MARKET
Finland
WHAT WE DID
Consumer Insights, Qualitative Research, Sales Assets
Creating a customer-driven offering required…
→ Validating cloud service solutions’ principles and value creation from the customer’s perspective
→ Identifying key factors differentiating customer needs and buying criteria of different types of customers within the target group
→ Packaging services into clear, visually appealing formats such as sales materials
“Through customer interviews, we gained insightful information about the target audience, which allowed us to create service packages tailored to their needs. This, in turn, helps us advance in sales discussions”
Mari Asmala,
Chief Growth Officer, Magic Cloud
A targeted cloud service offering for Magic Cloud
Outcome 1: Increased sales
The renewed sales materials have lead to increased sales for Magic Cloud in the target sector.
Outcome 2: Position as trusted partner
Magic Cloud can position itself as a specialized and trusted partner rather than a generalist IT service provider in the eyes of the target group.
Outcome 3: Focus on core business
By simplifying the sales process and service offering, we freed up resources to focus on core business activities and higher-value tasks.
A targeted cloud service offering for Magic Cloud
Outcome 1: Increased sales
The renewed sales materials have lead to increased sales for Magic Cloud in the target sector.
Outcome 2: Position as trusted partner
Magic Cloud can position itself as a specialized and trusted partner rather than a generalist IT service provider in the eyes of the target group.
Outcome 3: Focus on core business
By simplifying the sales process and service offering, we freed up resources to focus on core business activities and higher-value tasks.
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