For our client – one of the world’s largest hardware/software manufacturers – management of sales leads and information requests on a global scale impacts profitability two ways: in revenue generation, and fulfillment costs. With Internet usage nearly universal among the target audience, digital delivery of collateral materials is practically a no-brainer, right?

Before making that move, given the high stakes, our client asked for help understanding the market’s receptivity to electronic delivery and preferences for delivery. We designed a detailed evaluation of certain delivery methods as well as the impact of eliminating others. Online research was conducted in the US, Germany, Spain, Brazil and Japan among senior level decision-makers who frequently request collateral materials related to hardware and software products. We developed an in-depth profile of each country’s collateral behavior and delivery preferences, providing our client the insight necessary to make the smartest move. The end result: our client significantly reduced the amount of paper collateral produced and stored resulting in dramatic cost savings. Simultaneously, customer satisfaction increased since materials could be instantly available online. A win-win no matter how you view it.