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Roadblocks:
- We faced high competition from industry-leading companies for the IT tender.
Customer Needs:
- The customer required a technology refresh which involved computing terminals for their staff.
Smart Solutions:
- We understood their usage pattern and the nature of workloads by collaborating with the IT & projects team.
- Users were segregated into different segments.
- Normal users received regular laptops.
- Senior managers received power laptops.
- Management executives received premium laptops
- Application & graphics intensive users received Workstations.
Breakthroughs:
- To give the customer a look and feel of our products, we invested in hiring demo models for their users.
- We allowed the segmented users to test the machines and gauge their user experience.
- Our product scored well against the evaluation criteria such as customer reference and installation base.
- After the successful trial run, we proceeded for the tender documentation.
Insights:
- As we had sniffed the opportunity early, we had enough time to do splendid groundwork and outpace the competition.
