Customer Centricity at Scherr
Products sold
Teomik
Selling Process
Capex based
Low frequency meeting with customer
Siiquent
Opex Based
High Frequency meeting with customer
Need data on the decision points by the customer
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Competitors
Launching low price equipment
Loss of entry barrier: Patent
Still maintain free service as an entry barrier
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Need data on the off patent sales Vs Patent sales
Process
Process different for Capex and Opex
Knowledge required is different
Employees
Sales people different for Capex and Opex
If Knowledge can be transferable can combine sales units
If loss of name and knowledge more and can effect sales - do not merge
Need data on profitability of products
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