The Client
Taggle Systems is an Australian market leader in low power wireless area network (LPWAN) using devices to transmit small data packets across long distances.
Taggle’s primary market is councils and water utilities, who use the devices to transmit water meter readings and data from other utility sensors. This data is used to better detect leakage and provide more advanced analytics to the utility and to the end consumer and consequently, for better planning for new capital investment.
The Challenge
The market is evolving rapidly with new entrants, different technologies and standards emerging, creating some uncertainty for regulated utility customers who have a relatively low tolerance for risk and significant budgetary constraints.
The EMBA students were challenged to come up with the best approaches for Taggle to increase their short-term sales.
The Solution
The student team discovered that customers recognised many perceived benefits that varied according to their own strategic context and external pressures. This led the team to recommend several short and medium-term initiatives:
- The development of a tool that would be populated with the customer to produce a tailored business case that weighted the customer's specific drivers for the rollout of the complete Taggle solution. The students subsequently built a prototype tool to assist the Taggle business development team
- And that Taggle further invest in business development talent and account management and solution selling and training for the existing team
- The Taggle executive team fully accepted the recommendations
This was an outstanding piece of work that both demonstrated a comprehensive understanding of the market and gave us a very practicable solution to use immediately with our customers to increase the likelihood of future sales.
- John Quinn, Managing Director, Taggle Systems Pty Ltd