Our client is a global leader in signal transmission and security solutions for vital applications across industrial and retail markets. Their broad portfolio of high-quality products and capabilities helps to ensure that their customers experience maximum uptime, seamless connectivity and can have confidence in the security of their network.
However, the reality of serving a very diverse customer base left their leadership lacking confidence in how effectively they were meeting existing customer needs and questioning if they were informed and prepared to make the best investment decisions for future growth.
To support their efforts, they engaged with Luminas — using our Customer Value Xcelerator Scan™ — to facilitate dialogue with multiple customers in order to discover which elements of their product, service and capability offerings were either contributing or detracting value in some of their most important customer relationships.
Together, we discovered that each customer connection presented significant opportunities for further investigation and consideration – examining the value proposition from the customers’ perspective highlighted both areas of opportunity and concern.