OUR CASES

White Paper Marketing Strategy for 3PL Company

Client was looking for a partner to create high-quality and professional white papers on a regular basis.

Headway helped to client to:

  • Content marketing and creating regular and highly professional white papers was a core part of the client’s Asia marketing strategy. Previously the white papers had been developed in-house with mixed frequency and quality.
  • Headway developed an annual plan for white paper topics together with the clients and updated/improved the existing template. The team then researched and created a series of white papers over a 2 months period that was delivered to the clients marketing team.

Newsletter and CRM Database Development for Swedish Industrial Company

Client was looking to build a stronger local market profile in China and engage with customers through value-added content

Headway helped to client to:

  • Develop a newsletter concept and improvements to website
  • Plan and ongoing management of customer interaction through newsletter and other communication tools
  • Provide ongoing prospecting and CRM development

Newsletter and CRM Database Development for Swedish Industrial Company

Client was looking to build a stronger local market profile in China and engage with customers through value-added content

Headway helped to client to:

  • Develop a newsletter concept and improvements to website
  • Plan and ongoing management of customer interaction through newsletter and other communication tools
  • Provide ongoing prospecting and CRM development

Concept Testing & Customer Purchase Journey Analysis

As part of a wider market initiative to gain a stronger foothold in Asia the client needed to develop a better knowledge base of its key customer group in China, major Chinese shipyards. Specifically the client needed an understanding in regards to the purchasing and decision process, and what information sources and media channels the customers used.

Headway’s solution:

  • Phase 1: Identify the most potential customers. As the Chinese shipyards sector was going through financial difficulties with many shipyards expected to close, Headway chose to first develop a list of “shipyard champions”, shipyards that where in better financial state than others or had strong government backing, and where expected to remain potential customers.
  • Phase 2: Telephone interviews with identified customers and other parties of the value chain to understand the purchase pattern and relevant information channels
  • Phase 3: Focus groups in Beijing and Shanghai with 18 decision makers/influencers from the target clients to gain deeper understanding of the purchasing process and gain feedback related to a new online customer interface platform the client was about to launch in the market.
  • The client received an in-depth profile of their target customers in China, what channels used to gather information and how they made their purchase decisions. The input from the focus groups was used to modify the online platform to better suit the customer demands in China.

Graphic Profile and Social Media Marketing for Nordic Manufacturer of Components

Client was looking to build a stronger local market profile in China and engage with customers through value-added content

Headway helped to client to:

  • Overhaul of graphic profile and create new marketing material, including website.
  • Provide ongoing marketing support through content creation and social media management
  • Acting as bouncing board for China related marketing and communication topics for China management

Graphic Profile and Social Media Marketing for Nordic Manufacturer of Components

Client was looking to build a stronger local market profile in China and engage with customers through value-added content

Headway helped to client to:

  • Overhaul of graphic profile and create new marketing material, including website.
  • Provide ongoing marketing support through content creation and social media management
  • Acting as bouncing board for China related marketing and communication topics for China management

Trade Marketing Program Management

Our client, a world leading alcoholic beverage group was looking to launch a new trade marketing program across China, and was in need of a deployment partner.

Headway helped to client to:

  • Headway and SX Group was selected to setup a cross-functional program team consisting of designers, copywriters, market coordinators and sales staff to deploy the program. The team, working in close coordination with the client, to roll out, optimize and manage the program across key regional markets in China.

Prospecting and Pre-sales Support

Industrial systems provider within health and safety looking to increase local sales and support their sales & marketing team

Headway helped to client to:

  • Headway formed a dedicated customer pre-sales team working in close coordination with client to develop a CRM database ranked according to a propensity model, top ranking prospects where contacted by the pre-sales team to investigate needs and handed over to client sales director for pitching and negotiations.

Prospecting and Pre-sales Support

Industrial systems provider within health and safety looking to increase local sales and support their sales & marketing team

Headway helped to client to:

  • Headway formed a dedicated customer pre-sales team working in close coordination with client to develop a CRM database ranked according to a propensity model, top ranking prospects where contacted by the pre-sales team to investigate needs and handed over to client sales director for pitching and negotiations.

China Prospecting and CRM Population

In a new business development initiative our client was looking at targeting Chinese companies seeking to invest or establish operations abroad to introduce a new product offering.

Headway helped to client to:

  • Headway assembled a research team to gather secondary and primary data to create an inventory of all major Chinese foreign investors and rank them according to size and relevance to the client.
  • Headway delivered a high level overview report along with a detailed database of companies and investors filtered according to criteria set with the client at the outset of the project.

Group Clients