Client Success Story
Paytronix is an expert loyalty program provider specializing in customer loyalty, acquisition and retention for multi-unit restaurants, retail stores, and convenience store chains. This B2B SaaS firm was founded in 2001 with a vision of developing loyalty and payment technology that would define the industry.
Business Challenge
A newly appointed Global Head of Sales concluded that Paytronix needed to refresh its understanding of its marketplace competition, lacked adequate intelligence about other vendor solutions in the space, and was missing a “distinctive competence” in head-to-head enterprise hospitality industry opportunities.
The Solution
Paytronix approached C2B Suite, and after meeting C2B’s team of experienced market and product strategists engaged the firm to shore up Paytronix’s competitive insights. The C2B team followed its normal practice and “looked both ways”: it looked inside Paytronix to understand the capabilities and shortcomings of the company’s product portfolio and looked outside the company to capture its sales processes and competition in various markets. With that background, the C2B team created a comprehensive portfolio of competitive intelligence.
Impact
In the wake of C2B Suite’s intense 90-day engagement, Paytronix’s competitive capabilities were very significantly enhanced. C2B armed the company with
a thorough assessment of its market positioning, sales presentations and marketing approaches, with detailed suggestions for improvement of each
in-depth intelligence on competitors’ capabilities and product positioning, which enabled Paytronix to better position their offerings
competitor-specific SWOT Matrices and Battlecards, which immediately strengthened the sales organization’s ability to respond to prospect objections and neutralize competitors’ perceived advantages
comprehensive Market, Technical and Functional capabilities assessments of the Paytronix product portfolio, which gave company executives the insights they needed to make strategic budget, resource and product roadmap decisions
