Custom Research & Analysis Case Study 02
Please read the following case study outlining our custom research & analysis service delivery to a global CRM enterprise software vendor.
A global CRM enterprise software vendor required a market entry review of its solutions business. StrategyCore research experts provided primary intelligence and analysis on end-users, distributors, and market entry models. The final analysis report became the blueprint for the client's decision-making processes for entering the Japan market successfully.
This multi-billion dollar global entity had been actively selling and supporting product deployments in Asia pacific for over fifteen years. Having the number one market share for solutions in its space in every market it had previously entered in Asia pacific, the client was well aware of the difficulties and risks involved with trying to expand into Japan. A custom research and analysis project was investigated that focused on Japan market entry models (operational, sales, marketing, and support), distribution structure (tiered layers of channels), and end-user preferences (end-user technology adoption rates).
It is very difficult to obtain up-to-date, relevant, and actionable research data about Japan's financial services industry and the technology it uses. Speaking directly to end-users and asking the right questions was also a major hurdle for our client, as they required better understanding of current technology adoption rates and readiness of the industry in relation to their advanced financial applications. The client had also a global relationship with a large international market research firm, and StrategyCore was asked to compete locally with it by providing our service solution proposal.
The client successfully agreed to StrategyCore's proposal, and we immediately began to implement a three-phased consultation involving data acquisition, analysis, and production involving our market research alliance partner, the Mizuho Research Institute Corporation. StrategyCore initially developed secondary research from a number of industry related Japanese sources; then we began primary research by contacting End-users directly; and finally, we developed a roadmap of potential distribution and system integration partnerships that we thought were best suited to our client's requirements. Finally, an end-to-end market entry model was created that reviewed the key concept of direct vs. indirect sales in Japan in addition to cost comparisons for different models chosen by the client.
At the completion of three months, the StrategyCore research team in alliance with Mizuho Research Institute Corporation rendered a 225-page custom research report. The report was used by client executives to make strategic, operational, and commercial decisions concerning their market entry into Japan - fueling their Japan market business plan - and assisting them with developing a long-term successful business. Upon completion of this report, StrategyCore was asked to engage in a secondary consulting project with the client: partner search and selection.
Additional Case Studies:
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Strategic Advisory & Planning Case Study 03
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Partner Search & Selection Case Study 04
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