Creating a sustainable business model. BlueOcean were challenged to create a space in an already competitive market for a scaffolding company by perfectly aligning its values and customers.

THE CHALLENGE

As far as markets go, scaffolding and building access is as a red of an ocean as you can find. Market entry is easy, competition is high, loyalty is low, suppliers carry significant influence and so do the major customers in the market.

The challenge was to take a business with an incredible internal culture in a market that they weren’t going to be able to redefine, and position them with differentiation in order to grow market share.


APPROACH

A strategic shift from equipment supplier to solutions partner. Redefinition and refinement of segmentation, targeting and value proposition. Ongoing sales and marketing knowledge exchange to provide a two-way market feedback loop and shape communications execution.


IMPACT

“Our working relationship with BlueOcean is a vital part of our Marketing Strategy. By closely aligning with our sales team, BlueOcean turns our marketing wish list into a reality. The analytics provided in their feedback are vital to ensure we are getting the “bang for our buck” that we budget on.” – James Morren, Director Contour International

DELIVERED

  • Customer centric strategy
  • Sustained year-on-year growth
  • Increased alignment between sales & marketing
CAS CAS

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