Global Accounts Competitive Research

"We were awarded an exclusive $200 million global contract with a leading engineering company, primarily due to specific competitive recommendations from NewGrowth."


Situation

A leading IT hardware vendor wanted to increase wallet share with its global customers. NewGrowth was asked to investigate competitors' sales engagement model for global customers and benchmark against the client's own global sales program.


Solution

NewGrowth conducted a comprehensive investigation of competitors' global sales programs, including account management, sales and bid strategy and customer messaging. Research included interviews with global customers, sales representatives, and channel partners, as well as exhaustive secondary research.


Results

NewGrowth's report detailed competitors' strengths and weaknesses; in particular, where deals were being won at the client's expense. Areas of weakness for the client were highlighted, and specific recommendations were provided to improve global customer's purchase experience. As a result, the client closed key gaps in account management and bid strategy and logged a significant increase in percentage of deals won. The client's bid team credits NewGrowth's report as providing key information that led to a single $200M win, and attributes the report as providing valuable support in other large wins.