The Foundation of your go-to-market strategy
One of the most powerful tools in shaping your go-to-market strategy is knowing what your Oil & Gas prospects really value in your company’s offering. The best business strategies are created in concert with customers. It sounds simple enough, but often technology providers do not have a sufficiently clear picture of the buying values of their customers. Frequently those values even change over time. That's where we can help. Our practice in helping shape our technology clients' go-to-market strategy is based on a clinical process called Voice of the CustomerTM (VOTC). Our VOTC methodology involves an investigation of the business impact of the prospective technology product or service. The results of VOTC are often stunning, revealing many things about the offering and provider, including
- Perception of value by customers,
- Potential impact on business and/or operations,
- Key trends in the industry relating to the offering, and
- Awareness of the provider and/or offering by prospects/customers.
VOTC also creates substantial good will. Prospects and customers appreciate technology providers who actively seek to obtain a thorough, objective view of their business needs. The VOTC methodology captures information from executives in a way that leaves a very positive impression and opens the door to follow-up by your sales team. |
