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CASE STUDY BAINBRIDGE CONSULTING

Bainbridge Strategy Consulting | (858) 638-1800 www.Bainbridge.com

BAINBRIDGE WORLDWIDE COVERAGE

HOW WE HELPED: Through a proprietary research methodology, Bainbridge conducted in-depth primary source research to gain insights into the Client’s targeted customer base. Utilizing the primary-source research, Bainbridge developed deep-dive CAVATM customer account reports on prospective targets to uncover client-level intelligence on unmet needs, pain points, key purchasing criteria, decision-making processes and influencers. In addition, Bainbridge analyzed gathered data to develop meaningful trends, construct purchase decision-maker personas, and deliver recommended sales strategies for target customers. To further help the company better position themselves in the competitive market, Bainbridge delivered insights to facilitate a data-driven business strategy and needs-based microsegmentation within the sales organization.

THE RESULT: Bainbridge successfully delivered actionable primary-source research, a data-driven strategy, and microsegmentation, to be used by the Client to understand how to targeted customers make vendor selection decisions, optimize product offerings to current and future customer preferences, increase U.S. market share, and improve sales force effectiveness and utilization.

THE SCENARIO: A Fortune 500 SaaS (Software-as-a-Service) company sought Bainbridge’s expertise to study their targeted customer base and determine the sensitivities and needs that exist with their existing and potential vendors. This company wanted to understand, account-by-account, their customers’ preferences and decision making criteria in order to improve their strategic positioning and product offerings, refine sales tactics, and further develop sales force training and development.

� Conducted primary-source research to gain insight into the Client’s targeted customer base

� Uncovered the Client’s customers’ unmet needs, pain points, purchasing criteria, decision-making process, and influencers

� Delivered a needs-based microsegmentation and recommended a data-driven business strategy to help the Client better position themselves in the market and increase sales.

Bainbridge Conducts a Customer Account Vulnerability Assessment for a SaaS Company