An equipment manufacturer in the Yangtze River Delta built solid products and was nearly invisible in its own industry. Its sales team would go out to pitch a large account, and the buyer could barely find a decent article about the company.
Its customers are large industrial groups with long procurement cycles, and they run a background check before they buy. Nothing to find means being filtered out at the first step.
Worse, the trade press had misunderstood the technical approach. Earlier coverage described the product as a different class of equipment altogether.
We proposed an annual retainer instead of a one-off placement.
