Voice of customer (VOC)

We supported an industrial player in building its Smart Monitoring offer and the deployment of this offer via an iterative approach collecting the “voice of the customer”.

Our team first carried out a benchmark of existing “Smart Monitoring” offers on the market, allowing us to build a first draft of a differentiating offer for the company. We then identified potential customers and then interviewed them in order to collect their needs and expectations, and pre-tested the first arguments. Then, 10 successive meetings with potential customers were organized to test their receptivity in order to refine the offer in an iterative manner. Alcimed also created promotional material for our client’s teams:  visual presentation of the offer, associated sales pitch, and an interactive video.

Ultimately, our client was able to finalize the development of its offer and identify many commercial leads to follow once its offer has been marketed.

For one of our clients, we conducted a study with a VOC approach of the needs of potential customers in the biotech field concerning the establishment of a production platform for therapeutic peptides.

After an initial phase of identifying key quantitative market data and understanding the competitive context, we collected the voices of potential customers. This made it possible to confirm that there was a market for such a platform, to identify the best positioning for our client and to better understand the key needs of its customers, which could be used as marketing levers.

With the results of our study, our client was able to build an offer better suited to the needs of its customers and differentiating from the competition.

We supported an aeronautics player in its desire to accelerate market access for low-power fuel cells by in-depth analysis of certain segments of interest (drones, armored vehicles, ground radars, generators of power for helicopters and business jets, and ground power generators).

After a quick bibliographical analysis and an analysis of the international competitive environment of the company, the heart of our intervention consisted in collecting the “voice of customers” in a VOC approach and thus to exchange with more than 20 key industrial players of these sectors in order to identify the applications of priority interest for this technology, the maturity of these applications, and the associated time to market.

Ultimately, with this data our client was able to confirm that there was a real interest in this technology and that it was urgent to accelerate its maturation on certain key applications. Discussions with customers also showed that our client was unknown to the players on this subject and that it was necessary for him to engage in marketing actions with these segments and the customers with whom we spoke.

Alcimed supported one of its clients in the aeronautics sector with the analysis of the PCA (pre-conditioned air) market. As our client was used to communicating only with its direct customers, the aircraft manufacturers, it wanted to understand its end users, the airlines, and submit a new innovative solution to them.

Our investigation therefore focused on discussions with these users and made it possible to obtain key information on their practices, their feedback, their satisfaction, their needs, and their pain points. Beyond market data and a receptivity analysis on the new innovative solution proposed by our client, feedback from the field also prompted a new product idea to be developed.

Following our mission, our client established a joint venture with one of his clients and is now successfully selling a new product.