From start-up to scale-up: Accelerating growth in construction technology.

Autor:	Blanco, Jose Luis, Rockhill, David, Sanghvi, Aditya, Torres, Alberto
Předmět:	NEW business enterprises BUSINESS enterprises
Zdroj:	McKinsey Insights; 5/3/2023, pN.PAG-N.PAG, 1p
Abstrakt:	One software company hired a retired construction contractor for its customer success function to better understand customer needs. And it is hard for AEC tech companies to grow efficiently due to several dynamics among AEC customers, including fragmentation, low IT spend (relative to other industries), and entrenched analog ways of working. For example, the largest AEC technology companies have customer success teams and run conferences and training for their users. They also continuously segment customers, targeting lower-potential customers through web sales/e-commerce and inside sales while increasing spend on the highest-potential customers. [Extracted from the article]
Databáze:	Complementary Index
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