Aligning Sales Motion With the Right Opportunity Set
In the evolving landscape of the oilfield chemicals industry, companies are always in pursuit of strategies that refine their customer approach and enhance their business growth. The specialty chemicals company faced challenges in identifying and capitalizing on market opportunities.
Prior to adopting Enverus, the chemicals company relied on the vast experience and relationships of individual sales staff to guide where and who to sell its specialty downhole consumable products to. Without a data-driven approach that provided visibility beyond tribal knowledge, valuable opportunities could be missed, or the wrong accounts pursued which do not align with the company’s product lines. Gaining deeper insight into the market and competitive landscape beyond its current service areas would also be crucial to achieve their strategic growth objectives.
Illuminating the Competitive Landscape to Capture Market Share
Recognizing these challenges, the specialty chemicals company deployed Enverus PRISM®, the leading cloud-based energy analytics and data platform from Enverus. The company gains detailed insights into different chemicals being used downhole and where competitors’ chemicals are being used. This allows the sales team to identify markets it should target or avoid spending valuable time and money pursuing (e.g., operators who only use friction reducer vs. those who use crosslinked gels). What’s more, the company is better able to scale its commercial team and bring new sales staff up to speed in less time with Enverus support specialists providing personalized and responsive training.
Expanding into New Markets With Confidence
Enverus PRISM and analysis-ready data are enabling the company to expand into new markets. This includes helping the commercial team refine its growth strategy by identifying areas where it should operate its own facilities or lease part of another facility. As a result, they strategically deploy their vertically integrated supply chain into new areas of operation across the U.S., from the Gulf Coast and Permian Basin to the Bakken and Appalachian basins.
Furthermore, the implementation of Enverus fostered a unified understanding across various departments within the specialty chemicals company. From the sales team to scientists and supply chain management, every sector of the company gained a clearer vision of their roles in the broader objective of meeting and exceeding customer expectations.
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