Riskenomics - promoting premises risk management

Asked Scaramanga to …

… Differentiate between their operational risk dependency modelling software and their critical engineering consultancy, expand market reach and bring in new business for the software tool, which is an excellent product highly regarded by clients but unknown beyond their core contact list.

There was no clear positioning, branding or proposition and clients (and the directors) were confusing the two businesses. Their critical engineering heritage was also restricting the clients’ perceptions of what the software could be used for.

We put our thinking hats on ...

We identified a brand and positioning strategy for the different businesses and different markets being addressed within each. We mapped the needs of the different target segments and developed propositions for each, particularly banks, utilities, telecoms and large data centres.

We developed a communications plan to reach past and present contacts, acquire prospect data and build a prospecting approach via a cloud-based CRM system. The marketing activity is across a wide range of media, including digital, print, events and social media.

We created new and professional collateral, including websites, brochures, exhibition material, presentations, demonstrations and stationery. We have also developed a pricing model to make it easier for prospects to understand what is involved

Our next stage is extending the positioning of Riskenomics as an enterprise wide premises risk management system, moving beyond critical engineering and statutory compliance.

And delivered these results …

The clear branding and positioning has won new clients and additional work from existing ones, including the development of further functionality and additional premises risk modules for a global bank which is being rolled out to all their mission critical and critical facilities worldwide.

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