Case Study 1 - Sales Strategy

Introduction
Meero ​is an on-demand photography company headquartered in Paris. Meero uses
AI​ and ​ML​ algorith​ms to streamline photo editing, while also acting as a marketplace
of photographers around the world. The company aims to build a community of
professional photographers and serves as a platform to manage their photo shoots
from the beginning to post-production.
The Sales team is the revenue generation front of the company. It is supposed to
serve customers by selling Meero’s product offerings, giving the best first impression
of the company and meeting customer needs. Sales aligns client needs with the
services we offer, strongly believing in a Consultative Selling Skill approach.

Problem Statement:
The Sales Team in India has been working on the India market very actively for the
past 1.5 years, and now have been given the additional responsibility/opportunity to
work on the APAC market.
Meero’s target audience is the Marketing Department in companies from Real Estate
and Food verticals who see a value in Meero product offerings. But given the
pandemic, it is also one of the worst hit departments in any company. They have
been on budget cuts, and hence claim to have their “hands-tied” for any new
projects. Meero has to strategize it’s approach and make sure to hit the right nerves.

Objective of the case study:

APAC Sales
a. Conduct a market research on the countries- Philippines,Malaysia, Vietnam &
Indonesia- from the perspective of Online Food Industry, Online Real Estate
channels and E-Commerce.
b. What are the different photography/videography services currently used by the
top 5 companies in Online Food Industry, Online Real Estate channels and
E-Commerce in each of the markets mentioned in point (a)
c. SWOT for each of the vertical (photography and videography) in every market
mentioned in point (a)
d. What are the suggestions of best value offering/value proposition for Meero
(photography and videography) customised to each of the above mentioned
markets in point (a)
e. Give an overview of competition information and the products/services offered by
them in the above mentioned markets in point (a)
India Sales Strategy
1. How will you convince them and initiate a conversation in this situation in making
them believe in value addition of Meero offerings
2. What values do you think Meero can add to their company, given the global
situation?
3. What changes in our target customer base would you recommend?
4. What more services do you think Meero can offer, given our business model?

Your suggestions need to be backed by data and exhaustive research and market
analysis. Giving google information may not be helpful and will lead to direct
disqualification.

Case Study 2 - Kiko Sales

Introduction
Meero has developed an AI-driven image enhancement tool, called Kiko, which
helps to automatically edit, enrich and display client images in a matter of seconds. It
has been trained with millions of images edited by Meero across 100+ countries.
Note: This product offering is only applicable where the number of images provided
by a single client is at least 50,000 images/month.
Some of its advanced features are:
1. It automatically edits the websites' images to increase CTR, specially for
user-generated content (a real estate broker such as Zillow,Housing.com or a
Food Delivery platform such as Uber Eats)
2. It collects the data on these images to improve the accuracy of the listings you
find on these websites when you search for something;
3. It improves the way these websites store and display those images by reducing
the size to increase faster web loading

Problem Statement:
Create a sales strategy to push this product sales in India, Singapore, Philippines &
Indonesia whilst not hurting our core business of premium photography?

Objective of Case Study:

a. Find prospective customers/clients in each of the markets mentioned in
Problem Statement and state the reason for choosing them with detailed
supporting data and analysis
b. Conduct market research on Online Food Delivery Platforms and Online Real
Estate Channels in all the locations mentioned in the Problem Statement
which may be interested in Kiko and can be targeted to push sales
c. Find more verticals (other than real estate listings/ online food delivery) where
Kiko could have a strong value proposition for each of the mentioned
locations