The Challenge
The Client wanted to have a better view of market activity to enhance lead generation and sales. The main insight they needed was on operational data such as contract duration, operator, day rate, country and who would be using the rig next. Although some of this information could already be found in the public domain, the Client needed a solution that they could quickly access when required in a single view.
Our Process
a) Understand the client’s business
- Who the target prospects were
- At what stage the Client would need to engage
- Importance of different prospects to the overall business
- Client USPs used to attract new business
b) Understand the Client challenge, questions and problems to solve
- The Client needed easy, fast access to data and data tools
- Had limited in-house analyst resource
- Required data that could help support the sales team when proactively pursuing leads
c) Assess how we could help
- Review requirements and assess existing Westwood Global Energy Group solutions for matches
- Clear communications with Client to refine specific requirements beyond overall goal
- Ensuring that all commercial boundaries were understood
- Check and test solutions with the Client for best fit
Delivering Insight
We determined the right solution was RigLogix, which enabled the client to:
- Receive emailed reports on a scheduled basis
- Access prebuilt Rig Tender reports that allow for customisation to display only specific details
- Quickly identify upcoming drilling campaigns to formulate strategies to capitalise on potential opportunities
- Understand market activity overviews via dashboards by region, operator and drilling managers
- Review daily news briefings to provide insight on potential contracts
The result? RigLogix, has equipped the Client with a powerful and more accurate way of accessing, evaluating and scoping new business leads – allowing them to potentially displace competitors.
