<img alt="" src="https://secure.rigi9bury.com/188572.png" style="display:none;">

Collecting Actionable Insights to Increase Target Account Penetration

Client: Aerospace & Defense Industry Service Provider 
Services: Market Assessment

Aerospace and Defense Market Assessment Analysis

The Challenge:

Our client was looking to better understand the future needs of a top tier account and that account’s perception of their services in order to provide better support and mine the account for potential new business opportunities.

The Solution:

ML took a phased approach with Phase 1 involving identifying and validating the list of executives for outreach, goal setting, and creating the interview template. Phase 2 included the creation of an outreach plan, intel gathering, analysis and reporting our findings back to the client.

ML Services Provided:

  • Define executive outreach list
  • Understand target account needs
  • Gain competitive insights
  • Evaluate level of brand awareness
  • Explore appetite for new business

Program Results & ROI:

  • Identified awareness of brand and service offerings, broken down by lines of business
  • Uncovered areas with the most opportunity for new business as well as vendor selection criteria
  • Gained insights into competitors and their strengths and weaknesses
  • Identified three areas where gaps exist that our client could fill and made recommendations to help them pursue the opportunities

Would you like to take a deeper dive into this case study?

Download the full story to learn:

  • Interview execution process
  • Types of questions and prompts
  • Examples of intelligence collected
  • Data analysis and reporting provided
  • Examples of the competitive and business development intel provided
Download Now

Ready to work together?

ML provides expertise across the full spectrum of B2B sales and marketing strategies to introduce your offering to the right buyers.
Decorative grid