Value Chain and Channel Analysis

Measuring the Strength of B2B Relationships is a critical first step in the process of ensuring loyalty and commitment for companies who rely on service and relationships as key competitive differentiators.

These relationships may be with the company's customers, distributors, resellers or other channel members. By identifying and prioritising the key dimensions that define a healthy relationship, customer satisfaction and customer commitment levels can be strengthened. Most importantly, the actionable intelligence provided by the process can be used to develop specific sales and service strategies to build strong customer advocacy.

A cogent approach

We use a proprietary methodology that diagnoses the nature of these relationships at a deep and granular level. As a result you will gain a clear understanding of:

• How to grow existing relationships
• How to move existing customers from apathy to advocacy
• How customers position you within their supplier menu
• The nature of the deal breakers or constraints in the relationship
• Areas of strategic importance in the relationship
  
• Opportunities to create immediate value
• The broader job the customer is trying to get done and how your solutions fits this.

Gathering these insights can provide powerful input into growth strategies and adds hard objective data into actionable marketing and sales activities. To find out more about how Cogentum can work with you to grow your business click here