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From trial to first order: how the deal was won
Customer interest is a start; the first order is a turning point. Getting there takes testing, revisions, and a convincing case for switching materials. Follow one supplier’s route from trial to revenue and discover what the customer needed to see before signing the first order.
• What did the customer need to see before placing an order?
• What was tested, and what had to change along the way?
• Why did the customer choose this material over the alternatives?
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