Business Challenge
A global healthcare technology service provider wanted to understand the purchase decision-making process and key purchase criteria adopted by customers of blood banking data management services in Brazil.
Situation
The client wanted to assess the customer purchase trends, identify the key decision-makers, and understand their decision-making criteria for buying blood banking data management services.
Approach
We conducted 30+ in-depth interviews with major customers, purchase decision-makers, and influencers to evaluate the selection parameters for blood banking data management solutions.
Impact
The client was able to synchronize its sales strategy with the requirements of its customers by understanding the major factors that they consider while evaluating services, thus enhancing the satisfaction of its existing customers.
