ConstructionCo. needed to find relevant case examples where their customers had been able to achieve both sustainability targets and cost savings using similar products. ConstructionCo.’s potential customers had many alternatives to choose from, and its product had yet to prove its value to the customer from a cost point of view.Read more →
ProcessCo.s’ industry has experienced high consolidation over the last 15-20 years. With only 4-5 large players in the market, ProcessCo.s’ customers now had limited options to choose from. Thus ProcessCo. was concerned with any changes in its customer supplier strategy as it could have a large impact on their financial performance.