Client: Top-Tier Manufacturer of Network Equipment
Problem to Solve: To penetrate the managed service market the vendor needed to understand success factors and areas of concern for selling products and services in this market.
ACG Research Retained: To survey top service providers to understand share of wallet, total spend and penetration strength and opportunities.
Results: Our research resulted in strategies for a several year plan to promote differentiation for service providers investing in this vendors.
What We Did: Conducted surveys of every account manager, analyzed results, and delivered strategic recommendations for improvement. Identified priority of penetration, spend, share of wallet in top strategic accounts. Targeted opportunities and success factors for the vendor’s 2011 plans. Designed go-to-market strategies leverage to the service provider investments and eliminate gaps.
Post a comment