Competitive Intelligence & Assessment Case Study 01
Please read the following case study outlining our competitive intelligence & assessment service delivery to a global banking enterpise software vendor.
A global Banking enterprise software vendor required competitive intelligence in the Japan market. StrategyCore research experts provided primary intelligence and analysis on client competitors and distributors of the Japanese Major Financial Groups. The final analysis report was utilized by client executives for new product launch purposes (competitive positioning), and for deciding on the most suitable distribution partnerships in Japan.
A US$120 million global software firm had been actively selling and supporting product deployments in Japan for over eight years. Having the number one market share for its particular software product, the client was interested to learn about possible competitors and distributors for a new product recently acquired via corporate merger. A competitive intelligence and assessment project was undertaken to provide the client with accurate quantitative and qualitative business intelligence and analysis on global and Japanese competitors; Japanese leading system integrators (SI's) selling application software, services, and systems to the Japanese banking industry; and to recommend possible distribution partners for the client in Japan.
Publicly published corporate information on Japanese competitors, system integrators, and distributors is not transparent. The client wanted to quickly assess the competitive landscape, target specific distribution partners, list key decision-makers, and evaluate each partner's overall strategic value and likelihood of partnering. Speaking directly to decision-makers in system integrators and asking the right questions was also a major hurdle for our client, as they did not have the direct relationships required to do so. StrategyCore proposed a competitive intelligence and partner research project.
The client agreed to StrategyCore's proposed project and research methodology. Primary research was supplemented with additional secondary research to verify competitive and company details related to competitive product and executive personnel data. StrategyCore focused its attention on understanding competitive product positioning; and recommending distribution partners for the client. System integration vendors studied in the project comprised large Japanese and foreign computer manufacturers, system integration firms, and traditional data processing organizations that develop, sell, deploy, and support proprietary or packaged enterprise software, services, and systems to Japan's Major Financial Groups. In completion of the project, StrategyCore outlined a detailed partner analysis grid, indicating the most likely and most strategic partners for the client.
Within three months, the StrategyCore research team in alliance with corporate advisors completed the 60-page report. StrategyCore provided the client with a competitive product positioning grid; and in-depth analysis on system integrator businesses across the following disciplines: consulting, data processing, education & training, network integration, network management, outsourcing, sales & marketing, software development, systems integration; and technical support. StrategyCore recommended to the client to focus its attention on eight system integrators, separated into two tiers. It was also concluded that for any future partnership to be successful, the client must support the local partner by establishing a local subsidiary to provide 2nd and 3rd line technical support & training.
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