MetraWeather has built a successful business supplying weather data and sophisticated graphics software to many broadcasters around the world. Their typical TV customer is a large national broadcaster like the BBC in the UK or NOS in the Netherlands.
MetraWeather has developed some new products more suitable for small to mid-sized broadcasters and wanted to both fine tune these products based on a better understanding of the market and to also accelerate its business development activities in Europe. MetraWeather approached 3Vision to help it rapidly meet both of these objectives.
We first conducted a market analysis to build a list of targets to approach. This included both companies who would traditionally be a target for MetraWeather, as well as a range of potential new customers.
We worked with MetraWeather to create presentation materials and video demos to clearly explain the proposition. 3Vision then approached all of the targets using our extensive network of contacts to obtain warm introductions to the relevant people in the companies being approached.
We gathered detailed feedback on the MetraWeather services by a combination of face-to-face meetings and conference calls. In some cases immediate sales opportunities were identified – we then worked closely with the MetraWeather sales team to convert these into immediate new business.
3Vision analysed all the data gathered and produced a detailed report for presentation to the company’s management.
3Vision provided valuable recommendations on how to best develop MetraWeather’s portfolio of products, suggestions on how to optimise sales strategy and identified a large number of sales opportunities that could be targeted to generate near-term revenue.
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