In-Office Beverage System – Attadale Partners

Challenge

We partnered with a company that sells beverage systems to various offices and workplaces. Their growth curve had flattened, and leadership felt their messaging wasn’t aligned to customer needs. The COO commented that this is a multi-million dollar challenge. Entering the study there were essentially two factions on the client team – one who felt the primary decision driver was the brand name of the system, the other faction thought price.

Solution

In just 9 business days, the team executed the QuickTurn project. In collaboration with key team members of the beverage system company, the team designed a questionnaire created to understand what decision makers look for in an offering, and what sources of information are most popular when researching a beverage system. To ensure the data collected produced accurate results, we worked with research panels to target the right survey audience – people who have decision authority on beverages ordered in their workplace.

Key Insights to Drive Actions

Results

To both groups surprise the results overwhelmingly revealed reliability to be the most important factor when purchasing a beverage system for their office. To determine this, Vennli used MaxDiff analysis, also known as best-worst scaling, which is an analytic approach used to gauge survey respondents’ relative preference score for a variety of decision factors. It was also discovered that product websites and online search engines are the top two sources decision makers go to when exploring beverage system options. Thus, driving traffic to the website is key.

Challenge

Solution

Key Insights to Drive Actions

Results

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