ISIS Press 0402

PRESS 0402

Innovation in Marketing & Sales

New Executive-Voice of the Customer^sm pilot produces over US$1.25 billion in near-term sales opportunities for its first client.

Monroe, CT USA - February 2004


The pilot run of ISIS's new Key Customer Sales Enhancement service, featuring Executive-Voice of the Customer^sm Discovery Sessions (E-VOC^sm), conducted for one of the world's leading chemical manufacturers, has been completed and results have exceeded expectations. Overall, more than 2.5 billion lbs/yr of short-term sales opportunities were uncovered, valued in excess of US$1.25 billion.
"While we were optimistic about the potential of this new value-generation service, we could never have imagined client results like this," noted Dick Siegel, ISIS' president and CEO.
"This takes customer needs identification and sales development to a whole new level," commented one of the participants.

The goal of this work is to capture important new business from a client's key customers (or would-be key customers), that can be supported with relatively new, semi-commercial, developmental or to-be-invented solutions. Another goal is to strengthen the strategic relationship between the client and these key customers.

Participants in the "E-VOC" pilot run included three top technical and commercial executives from the ISIS client and corporate leaders from each of three global customers of the client.

By design, there were three E-VOC Discovery Sessions in the speed-based sales development initiative. Strict 3-way non-disclosure agreements were put in place prior to the Sessions and all parties received specially prepared advance materials.

Specific results to date are as follows:
: E-VOC Session 1; Of the >450 MM lbs/yr of new global sales opportunities identified, projects representing 383 MM lbs/yr were committed to by the parties on the spot.; E-VOC Session 2; Of the >580 MM lbs/yr of new global sales opportunities identified, projects representing 140 MM lbs/yr were committed to by the parties on the spot.; E-VOC Session 3; Of the >1470 MM lbs/yr of new global sales opportunities identified, projects representing 1300 MM lbs/yr were committed to by the parties on the spot.

To set a conservative value on the sales opportunities uncovered, the client company multiplied the unit volume by US$0.50/lb, even though some material solutions will likely sell for $0.70/lb or more. Thus, >US$1 billion/yr of near term sales opportunities are already in play, with others backing them up.

"It's reasonable to expect some of the opportunities not to prove out technically... due to the law of averages," said Siegel. "However, given the advance planning, and the intense scrutiny given all material opportunities uncovered during the E-VOC Sessions by all of the technical executives from client and customers, it's equally reasonable to expect the majority to succeed."

Currently:: * Follow-up meetings are being held among the technical and business leaders of the ISIS client and the E-VOC customers to even more thoroughly detail performance requirements.; * ISIS is monitoring all progress to help avoid miscommunications and other misunderstandings. This continued oversight (intermediation) by ISIS has already rescued a number of sales opportunities from oblivion. ISIS continues this oversight.; * Joint development agreements are being put in place to protect the IP of all parties.; * Technical development work has already launched. That's just 6 weeks after the last E-VOC Discovery Session.

Given the confidential nature of the work, ISIS cannot yet identify the companies and products involved. However, as progress is made and parties agree, ISIS will be able to publicly share more detail.

E-VOC and the Key Customer Sales Enhancement service are currently structured for clients engaged in industrial and other business-to-business sales.

ISIS International, Inc. is a Connecticut-based services organization specializing in systematic and accelerated technology commercialization; technology assessment and acquisition; technology licensing; business growth and value generation; and breakthrough product innovation. ISIS operates in the Americas, Europe, Asia and the Middle East. For more information call +1-203-261-5300 or visit www.isisusa.com.