Why has Infor's CloudSuite Industrial seen a 15% drop in new customer signups over the past quarter?

Introduction

The 15% drop in new customer signups for Infor's CloudSuite Industrial over the past quarter is a significant concern that requires immediate attention. To address this issue, I'll employ a systematic approach to identify, validate, and resolve the root cause while considering both short-term and long-term implications.

Step 1

Clarifying Questions (3 minutes)

• Considering the timing, I'm wondering if there have been any recent changes to the product or marketing strategy. Have there been any significant updates or shifts in our go-to-market approach in the last 3-6 months?

Why it matters: Recent changes could directly impact customer acquisition. Expected answer: Yes, we launched a new pricing model. Impact on approach: If confirmed, we'd focus on pricing sensitivity and value perception.

• Looking at the competitive landscape, I'm curious about any new entrants or major updates from existing competitors. Has there been any notable shift in the competitive environment recently?

Why it matters: Competitive pressure could be drawing potential customers away. Expected answer: A major competitor launched a new AI-powered feature set. Impact on approach: We'd need to assess our product's competitive positioning and feature set.

• Considering the sales funnel, I'm interested in understanding where exactly we're seeing the drop-off. At which stage of the sales process are we noticing the most significant decrease in conversions?

Why it matters: Pinpointing the exact stage helps narrow down potential causes. Expected answer: We're seeing a decrease in demo requests after initial contact. Impact on approach: We'd focus on improving our initial value proposition and demo process.

• Given the nature of CloudSuite Industrial, I'm wondering about any changes in the broader industrial sector. Have there been any significant economic or regulatory shifts affecting our target industries?

Why it matters: External factors could be impacting overall demand. Expected answer: There's been a slowdown in manufacturing due to supply chain issues. Impact on approach: We'd need to consider how to position our product as a solution to these challenges.