Windows of Opportunity

Case Studies

Consumer Insights for a DTC Replacement Window Manufacturer

Our client, under new ownership, needed to revamp their sales and support strategy in order to better reflect their customers’ needs and, ultimately, grow sales.


Home Improvement Path to Purchase Study

  • Working closely with the company’s leadership team, we analyzed the sales process from the inside and out via executive and regional sales management interviews and accompanied sales calls.
  • We then studied the consumer’s decision-making process with a national online/mobile-enabled campaign involving recent competitive and client customers.
  • We followed this up with in-home interviews with target consumers in three key markets.


New Sales Strategy & Training Program

We provided buyer personas as well as a detailed mapping of the target’s purchase journey, identifying key triggers and influences along the way. Together with a subsequent, closely-integrated, quantitative A&U study, our work provided the framework of the new sales strategy, and drove sales training and support development.