Customer and partner Search
Customers and partners for AI technologies
Client overview
A global information communication technology company had developed a suite of technologies designed to complement existing artificial intelligence (AI) products. They had tested these internally and were looking to identify customers or partners to test and licence the technologies. They asked Strategic Allies Ltd (SAL) to coordinate a customer and partner search to firstly identify interested parties who could benefit from the technologies, and then engage with them to evaluate interest. The first priority was to find potential users for a technology that optimised graphic processing unit (GPU) usage, helping potentially lower infrastructure costs. Where appropriate, interest in the client’s other technologies was also to be assessed. Target organisations included companies developing AI models, cloud providers hosting GPUs, companies with products integrating AI, and companies using AI generally.
The search
SAL used two distinct approaches to engage with potential customers. Firstly, SAL performed targeted outreach to companies perceived to benefit the most from the priority technology. These organisations included: start-ups developing AI models for medical imaging, companies developing AI models for finance applications, edge AI developers where AI is integrated in devices like cameras, and global manufacturing organisations using AI. Secondly, SAL used a broad outreach program leveraging its network of contacts built through years of engagement. This broader outreach took the form of an email campaign designed to connect to companies who are working on AI but have not publicised it yet. SAL reached out to 201 organisations in the targeted outreach and >10,000 contacts as part of the non-targeted outreach. SAL interviewed organisations that responded to outreach to better understand their interest in the priority technology and other products. SAL captured additional insight into current AI needs and the receptiveness of the market to new technologies, and used this to form recommendations on market access.
“You spoke to lots of companies, that is really good”
“I really like the way you presented the work”
Outcome
Over 200 organisations were contacted as part of a targeted outreach
Over 10,000 contacts reached through a non-targeted email campaign
SAL provided insights from the engagement with companies to help the client and gave recommendations on market access strategy.