1. Spire Research
and Consulting
Customer Value
Co-Creation
Consulting
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2. Spire Research and Consulting
The leading research-based consultancy in emerging markets
We were founded in the year 2000.
We have 100 employees in ten full-service offices.
We serve Global Fortune 1000 firms, governments and other
leading organizations.
Our opinions frequently appear in print, television and radio
media.
We provide a broad spectrum of research and consulting
solutions for market growth and entry.
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3. Why Spire?
Our competitive advantages
An in-depth and
broad view of
the market ecosystem and how
decision makers
and influencers
behave within it.
Solutions that
include relevant
facts and
practical advice
on how to get
best market
results from least
effort.
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4. Research and Consulting Solutions
Customer Value Co-Creation Consulting
Recognizing the Pareto principle, most
business-to-business vendors have
processes in place for Key Account
Management. But few have engaged their
key accounts to co-create new sources of
value.
Through customer value co-creation, Spire’s
consulting team works with clients to identify
potential key accounts (both captive and
non-captive), define their strategic needs as
well as the client’s own strategic
capabilities, benchmark best practices and
recommend approaches that would unlock
new value streams for both the client and its
customers.
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5. Research and Consulting Solutions
Customer Value Co-Creation Consulting
Spire’s customer value co-creation process involves the following steps:
Customer population
research to identify
key customers
making out-sized
contributions to the
industry profit
pool, whether captive
or otherwise
Consulting to enable
the client to
implement the
recommendations.
This may involve new
product
development,
organizational
changes or training
for front-line staff
In-depth interviews
within the client’s
organization to
demarcate the
organization’s
capability and
skill-set for
developing new
value propositions to
its customers
In-depth interviews
with decision-makers,
decision-influencers
and end-users within
key customer
accounts to
understand current
solutions being
purchased, pain
points as well as
known unmet needs
Ethnographic
research within key
customer accounts to
identify unknown
unmet needs
Workshops involving
Spire consultants and
client executives, to
review the
recommendations
and brainstorm next
steps
Gap analysis within
the Spire team to
develop
recommendations for
new offerings to
customers that would
enable both the
client and its
customers to create
new, viable and
profitable revenue
streams
Industry best practice
benchmarking to
understand
innovative value
propositions being
offered to customers
in functional areas of
interest, both inside
and outside of the
client’s industry
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6. Research and Consulting Solutions
Customer Value Co-Creation Consulting
New value innovations that may emerge
from this consulting work stream may
include:
Developing new product concepts
Interfacing client-customer CRM systems
to enable better sales forecasting and
more effective fulfilment
Training service staff to upsell novel
benefits to customers during interactions;
and
Introducing organizational changes to
enhance the competitiveness of Big Deal
tender procedures requiring special
internal approvals
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7. Research and Consulting Solutions
Customer Value Co-Creation Consulting
Customer Value Co-creation Consulting
Customer’s potential future
purchases of new solutions
based on unmet needs
Capability set
of Spire’s client
in developing
new value
propositions
Customer’s
current
purchasing
footprint
Spire will define potential for
customer value co-creation
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8. For more information, please contact us at
info@spireresearch.com or visit www.spireresearch.com
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