Trapped value analysis through high-value learning experiences
About Client
Red Hat is one of the world’s leading providers of enterprise open source solutions. We have enjoyed a long relationship and delivered numerous services to them and their existing and prospective customers, to inform, activate and explore the benefits of open and initiate the Red Hat’s buyer’s journey. Services delivered include an online conference for public sector clients in Latin America delivered and translated live in 3 languages, masterclasses for global government clients, white label membership of our Interchange platform, researching and authoring books, revealing and releasing Trapped & Untapped Value, and more.
Project Details
Year: 2018-2022
Location: Global
Audience: CIOs, CTOs & Senior tech leaders in government agencies
Software Development, Culture, OD, Global Gov, Technology
The Ask
Voice of Customer, TUV Analysis, Collaboration Events
Working specifically with the North America Public Sector and Global Government teams at Red Hat, I helped to identify barriers to uptake and craft bespoke interventions for culture change and digital transformation.
My Contribution
Over the course of my relationship and many dialogue sessions, I was able to take the data points and identify the barriers to uptake in the product.
Services delivered include creating bespoke interventions: an online conference for public sector clients in Latin America delivered and translated live in 3 languages, masterclasses for global government clients, white label membership of our platform, researching and authoring books, revealing and releasing Trapped & Untapped Value, and more.
Supercharging the buyer's journey
Trapped Value
We found that most participants of dialogue sessions are not as well-informed on the nuances of open culture as believed or how digital transformation impacts the whole of the organization. This was hindering the uptake of products and services. The data insights allowed for minor educational tweaks to expand awareness and ease resistance to uptake.
Untapped Value
We identified gaps in the communication and follow up process that was leaving relationships and revenue opportunity on the table. Dialogue sessions also swiftly unveiled previously unidentified product and cultural champions.
