Industry:
Programmable Video Chip Design

Problem:
Moving from overseas ownership to build a new channel-based business

A great example of a channels-based ABC Analysis™ with a focus on improving business elicitation techniques in a very technical environment.

Very successful technical people at Cognivue needing to be able to engage at a more ‘sales-oriented’ level than they’d had to previously.  The situation was made more complicated by the unusually long ‘channel-chain’ to the end user of their offerings.

Output from the workshop was used successfully the very next day.

Industry:
HR Software & Solutions

Problem:
Moving from professional services consultancy to solutions provider

An example of a complete package of training, analysis and consultancy.

HRSG had a very specialised set of ‘competency-based’ services and software, but the price was often hard to support.  They were often valued as a ‘necessary HR cost’, not as an investment that would actually benefit the company’s bottom line.

The outputs that drove the subsequent changes in the company where a remarkably  few (but very strong) different ‘Business Drivers’ to buying their offerings.   These then drove changes in organisation, website, processes and personal engagements with customers.

Location:
Toronto, Ontario, Canada

Industry:
Data Visualisation Solutions

Problem:
Moving from software component supply to product-based solutions

A classic Fearless Selling^® engagement. Dundas has always been successful with a strong range of very technical software products that were used by other people (usually end users) to build solutions.

The workshops were carried out specifically to create business needs and ROI data for the launch of their new flagship offering that worked ‘out of the box’, saving time, risk and money for the customer.

The outputs were many and varied. But amongst all of the objective data that was produced, the most noticeable change was in the confidence of the team to use their new linguistic techniques blended with the buying drivers that they had created together.

Location:
Ottawa, Ontario, Canada

Industry:
Entrepreneurship Training

Problem:
Recruitment for Training Courses

A good example of an ABC Analysis^™ on a purely professional services training offering.

OCRI has a high value entrepreneur training course that has problems attracting buyers.  The outputs from the analysis were the buying drivers expressed in ways that would be quickly understood and appreciated by a business person.

The outputs from the analysis drove significant changes in the content of their advertising and cold calling.  Afterwards, the course uptake increased above previous periods.

Location:
Ottawa, Ontario, Canada

Industry:
Research Commercialisation

Problem:
Even more effectively creating IP Revenue for the University of Ottawa

An unusual example of a Channel ABC Analysis^™ that faces in two directions at once.

The Technology Transfer & Business Enterprise team has an unusual set of influence challenges. When facing ‘inwards’ (to researchers, professors, the Board of Governors etc), they had one set of needs to satisfy; when facing ‘outwards’ (to industry and government) they had another set.

The outputs from the analysis drove significant improvements in the way in which they influenced the different parties to work with them. It also drove changes in the collateral & documentation they used, as well as their internal processes