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Chapter 4

Your Choice of Engagement Models

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Chapter 4
The Complete Guide To Doing Business With Intuiface

Your Choice of Engagement Models

Congrats! You’ve identified a new interactive project opportunity. How should you structure the relationship with the prospective client? We see two possible approaches.

Approach #1: Best Kept Secret

Your client has no knowledge that the interactive experience you're delivering has "Intuiface inside". You believe it is in your business interest to not disclose how interactive content is created.

Approach #2: Open Door

You inform your client that the interactive experience is Intuiface-based. Further, you encourage your client’s use of Intuiface as a supplement to your own usage.

The first approach is classic. It’s old school. You’re probably doing it today. The advantage – not to put a fine point on it – is that you can lock in the client. Your work is proprietary so there’s no way for the client to move on. They need you.

The second approach is gutsy. It’s foreign. Why take the risk? There are plenty of reasons:
  • Reassure your client that, if anything happens, s/he can get the "source code" of the app and move forward independently.
  • Prove to your client that you won't "lock” her/him into a solution requiring you as a vendor.
  • Illustrate to your client that you're using the latest and greatest technology because that's what you value most in your relationship with the client. For example, it's unlikely that an agency would protectively hide their use of Photoshop or Illustrator. (Although, be honest, some of you are even treating the graphics as proprietary!)
  • Provide a clear and distinct differentiating advantage over your competition who use the traditional Best Kept Secret approach.

Think about it. If your only advantage is Intuiface, if you are not providing value beyond its use, you’ve got far bigger concerns than whether you should take the Open Door approach. Ideation, content creation, execution -> this is where you make a difference.

The Open Door approach is a modern concept predicated on empowering the client. It is competitively differentiating but requires a closer relationship. We expect the "open door" model to become increasingly popular as prospects/clients increasingly seek independence, clarity and confidence in how they do business around content creation.

BUT – the choice is yours.

Oh, and we're now seeing RFPs that require Intuiface

Good for us, yes, but it also means you need to be prepared because it's happening more and more often. Specifically, we're seeing companies saying to themselves, "I"ve just spend a lot of money for an interactive project - but it's 2018. Is there really no easier way to do this sort of thing?" Then Mr. Google takes over and, would you look at that, there really is a powerful do-it-yourself option....

As noted elsewhere, your company's value isn't just derived from your choice of tool. (My gosh, we hope not!) You can deliver much more value than a prospective client can extract from their own use of Intuiface. But it's more than that. Your use of Intuiface will lead to a healthier relationship with your client.

Here is what we are telling folks who ask us why their outsourcers should use Intuiface.

  • Develop and collaborate on mock-ups and prototypes very early in the project, thus eliminating risk when it is quick and cheap to do so.
  • Significantly reduce cost for implementing changes, even in the production version.
  • Expect dependable quality (performance, stability, reliability, etc.) as evidenced by the maturity and deployment size of Intuiface deployments worldwide.
  • Gain access to plenty of capabilities that are built into Intuiface such as large-scale deployment, off-line execution, etc.
  • View real-time visualizations of essential KPIs via Intuiface Analytics dashboards fed with data collected by interactive experiences running in the field.

With all of these advantages, can you blame companies for looking elsewhere when their agency and integrator relationships are far too traditional?

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