GrowthWise Strategies
Solution Growth Strategies
Identifying and exploiting customers' unmet needs
Typical Solution Growth Challenges:
- Identifying and evaluating new concepts and opportunities
- Delivering new value propositions
- Positioning new offerings
- Expanding share of wallet
Our Point of View
Customer requirements are changing at an unprecedented pace. Driven by improvements in technology, customer service and product access, supplier switching costs have been reduced dramatically. Buyers are operating with improved knowledge of their marketplace options and have increased their expectations of service excellence.
Is your company prepared to deliver products and services in new ways to meet the ever-escalating demands of customers?
Threat or Opportunity?
GeoStrategy believes that higher customer expectations are a positive and enduring trend. As a consequence, new opportunities exist for companies that are able to respond to emerging customer needs and wants with well-crafted Solution Growth Strategies. At the same time, the strategically proactive company is well-positioned to drive and capture entirely new market needs.
To succeed, an organization must develop the ability to successfully identify and exploit latent customer requirements. In particular, GeoStrategy Consulting recommends that clients develop the following competencies and leverage them in their strategies:
- Understanding customer needs and profitability by micro-segment
- Accelerating the development of products and more comprehensive solutions
- Testing and assessing new market concepts in high-impact, low-cost (i.e., lower risk) environments. (A profitable customer relationship often takes years to build but can be destroyed in a matter of minutes)
In our Solutions Selling case study, GeoStrategy examines how we helped a real-world client move from selling products to offering solutions by redefining its customer value proposition and marketplace positioning.
Contact GeoStrategy Consulting to learn more about how your company can drive growth by developing and exploiting new value propositions tuned into latent customer demands.