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 Implemented Salesforce for a Leading International Organization Case Study
Case Study

An Electronics Manufacturer in Europe Increased their ROI by 150% by Understanding Critical Purchase Triggers & Barriers

Client

The client is a European multi-national company that manufactures audio and video equipment that includes cameras and speakers as products of focus for this study. Some of the other products they offer include active noise cancelling headphones, wireless earbuds, video conferencing cameras, and fitness-tracking sports headphones which are designed for athletes to wear while exercising.

Industry

Manufacturing


Region

Europe

An Electronics Manufacturer in Europe Increased their ROI by 150% by Understanding Critical Purchase Triggers & Barriers

Challenges

Due to the pandemic, work from home trend increased for the flexibility it offers to the parties involved. This created a demand for work-related infrastructure which included cameras and speakers.

This change in global environment led to a change in trend for brand preferences, purchase behaviour and consumer assessment of the functionality/features they sought after. The client was thus keen to understand the specific impact of these new trigger points which range from brand selection, touchpoints, and key purchase drivers.

Solutions

Datamatics identified three target customer personas – Decision makers (B2B), Prosumers (executives who bought for work), and End users and designed a quantitative approach. Over 2000+ consumers were approached across three major markets: USA, UK, and China.

It helped the client to have a microscopic look at the purchase process, from the initial triggers to the selection of purchase source. Critical parameters which increased the purchase intent, the product/trade specific parameters that resulted in brand/product selection, and pain points causing attrition were also identified.

Impacts

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Increased speed & accuracy

In Decision making

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Improved ROI by 150%

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Increase in NPS

From 18 to 28

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Improved customer expectation management

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