When the developers of an intelligent algorithm for websites, designed to display recommendations based on visitors' behaviour, wanted to enter the UK market, they turned to RHS Europe for help.
When the developers of an intelligent algorithm for websites, designed to display recommendations based on visitors’ behaviour, wanted to enter the UK market, they turned to RHS Europe for help.
E-commerce has been one of the major growth stories of the past decade with websites moving from providing a basic catalogue to delivering the personalised interactions characteristic of best practice today. The client had developed an advanced social filtering algorithm that enabled a web site to display intelligent recommendations based on a customer’s behaviour. Started by a couple of veterans of the dot-com era, the business rapidly gained customer traction in its native Sweden. Despite being only a two-person business, overseas expansion was next on the agenda, and with the UK having one of the most vibrant online retailing sectors in Europe it was the logical choice of target territory.
The client’s go-to-market method was direct sales. Our brief was, therefore, to research the UK market to create a pipeline of prospects that matched the client’s best reference cases and then commence the sales process with these prospects.
After an intensive immersion in the client’s technology (and what helped the client to succeed in its home market) we commenced our research to map the UK market dynamics and create the pipeline.
The research proved extremely valuable in determining the sales strategy, not least because of Amazon’s dominance in certain sectors of online retail in the UK.
As soon as the sales strategy was revised in the light of the research findings, we commenced the sales process with the companies we had identified as high potential during the research. Leading, guiding and supporting the client through the sales cycle enabled the client to sign their first three UK customers.
Having established its bridgehead, the client eventually went on to use our services on four subsequent engagements to broaden and deepen their penetration of the UK market. By the completion of our final engagement, the client had grown to having two full-time UK resident sales managers as part of their twenty-five employees.