Product & Market Growth

ACCELERATED CUSTOMER ADOPTION in NEW MARKET to MEET CORPORATE COMMITMENTS

  • SITUATION: General Manager needed to create a new product line, enter a new market and ensure $150M division met its revenue growth and profit commitments.  

  • ACTIONS: GM hand-picked me as 1 of 4 key product leaders.  Conducted indepth deep voice-of-the-customer interviews for the new market, segmented unique personas, and targeted specific customer needs.  My team created a launch strategy and developed differentiated products.  

  • RESULT: 3 new products, 3 major new customers and positive contribution to meeting division commitments with recent KPI showing over 1M units per year.

INCREASED SALES through SOLUTION SELLING TRAINING and STRONGER VALUE PROPOSITIONS

  • SITUATION: Increased competition pushed my sales force to become too price dependent.  

  • ACTIONS: Structured a training on Solution and Consultive Selling at our global sales meeting.  Trained global teams on three key factors:  

  1. Understanding the customers' true root needs and buying process,

  2. Selling the product's clear differentiated value proposition and,

  3. Removing the costs associated with buying our products through ancillary products and services.

After training I contracted with R&D to record "on-demand" training and customer-facing videos of key products to assist the sales process.

  • RESULT: New training changed the interaction with customers resulting in increased customer intimacy

 BUILT NEW PRODUCTS that POSITIONED LEADING WATER PURIFICATION COMPANY for ACQUISITION

  • SITUATION: Startup water purification company needed help prototyping a new consumer faucet and caraffe-style product.  

  • ACTIONS: Worked directly with designers and engineers to define exact prototype requirements.  Directed manufacturing plants in Japan and Korea to ensure production quality.  Directed assembly process and delivered perfect product.  

  • RESULT: Company positioned itself for sale to major CPG company resulting in an over 400% return on venture investment.  

CREATED MINIMAL VIABLE PRODUCT and MARKET VALIDATION for WORLD-LEADING INDUSTRIAL BARCODE PRINTER

  • SITUATION: Company needed major industrial design firm to develop and validate new industrial printer.

  • ACTIONS: Project required extensive interaction and alignment between the customers, the designers, engineers and production - as the project manager I worked to make sure the prototype development was successful.  Followed a "fail-quickly" strategy and interated a number of times to get to a final successful prototype to bring to production. 

  • RESULT: Product launched on time and became the largest industrial barcode printer in the world.

INCREASED SALES CONVERSIONS: TRANSFORMED SALES PROCESS through SALES ENABLEMENT TECHNOLOGY

  • SITUATION: My company was struggling with low closure rate and unacceptable ROI.  

  • ACTIONS:  I helped install four key technology enablement tools:  

  1. Helped install Salesforce.com to add CRM capabilities,

  2. Partnered with an Indian IT firm to create mobile application tools,

  3. Created product database which reduced time to quote from days to minutes and gave critical information to improve value and competitive selling.

  4. Strengthened customer engagement with customer-facing roadmaps, and a simplified product line portfolio.

  • RESULTS: Segment win-loss ratio increased by 18%.

    © 2016 Designed by Andrew H. Shepard