CAM Software Market Expansion in China

 

The Client’s Challenges

• Low brand recognition of the client’s CAM software product

• Machining market having a low reception rate to new CAM software providers

 

Objectives

• Analyze and qualify the current market context of China’s high-end medical devices CAM market

• Identify and prioritize the potential sales opportunities

• Provide strategic market access recommendations

 

Deliverables (7 Weeks)

• Phase I: Market Context & prospective customer identification

• Phase II: Identity and Survey potential sector customers

 

Processes

• Over 170 telephone interviews to learn the overall needs and identify potential sales opportunities

• Telemarketing training program for client’s technology staff for approaching potential customers 

 

Results

• The client’s staff acquired independent and efficient telemarketing skills

• Professional sales’ follow up with the identified potential buyers with immediate needs

• Established relationship with companies that had shown interests in client’s software