For many decades, this leading medium-sized manufacturer of screw and chain conveyors has had great international success. However, business in the core sectors of sugar and grain has become harder. It is necessary to find new areas of application for the existing products and to understand new prospective customers and their needs in these areas. New sales territories have to be defined. Particular new companies need to be identified so they can be acquired as new customers.
Neutrum Topic Navigator is used to determine which industries and types of companies would be interesting as potential customers internationally – and how to approach them in a meaningful way. Target industries and potential use cases are identified, and aspects that are particularly important in that industry have been made clear. After assessing the product-market fit for existing products, Neutrum Market Check is used to determine the best segments–exactly what engineers and buyers look for when looking at new technology. The tool estimates how many potential customers are in the market, how the volume of demand changes over time (trends) and how intensively competitors are courting prospective customers. The most attractive target countries and regions are thus defined. Using Neutrum KI Targeter, competitors within these markets and their market strength, sales channels and budgets are analyzed in more detail. For the most promising regions – with high demand and beatable competition – Neutrum B2B Client Finder identifies the right target customers: Companies with the right industry and use cases, along with an estimate of local demand, etc.
Based on the analyses with Neutrum, the manufacturer completely realigned its sales within its existing product offering within twelve months, identified and rapidly acquired new customers. It built up new customer references in the new target industries with new use cases. As a result, the company has continued to grow profitably despite declines in its core segments. It has further built up its in-house sales expertise.
German 