Strategic Advisory & Planning Case Study 03
Please read the following case study outlining our strategic advisory & planning service delivery to a global SCM enteprise software vendor.
A global Supply Chain Management (SCM) enterprise vendor required a market entry review of its logistics solutions business. StrategyCore research and strategy experts provided primary intelligence, analysis, and strategy on client products, major competitors and distributors, and the Japan logistics market. The final strategic report became the blueprint for the client's decision-making processes for entering the Japan market.
This US$500 million dollar global entity was interested in expanding sales of its product portfolio in Japan, and wanted to learn more about Japan's logistics systems market. A strategic advisory and planning project was investigated that focused on providing the client with accurate quantitative and qualitative data, in-depth analysis, and strategic direction concerning the strengths/weaknesses of client products (including product suitability, localization, and support requirements), business conditions of major competitors, current state of the logistics market and future projections, and recommended steps for client to enter Japan's logistics market.
Japan's logistics industry is fragmented having multi-leveled distribution relationships and both global and domestic software competitors. First movers already had developed deep relationships with end-users, and ROI from current systems had yet to be realized. The perception of market saturation was strong, and the client needed a 3rd party to investigate these market claims. Building correct market entry strategy requires Japanese staff gathering data on the ground, in close contact with competitors, end-users, and prospective distributors. StrategyCore proposed its advisory and planning service to develop client market entry strategy in Japan.
The client agreed to StrategyCore's strategy proposal, and we began to implement the project in service alliance with the Mizuho Research Institute Corporation. The first phase began with client product examination and review including target user segments, product differentiation, strengths/weaknesses, localization requirements, and recommended future product development and localization steps. The 2nd phase focused on the Japanese logistics industry including analysis of major Japanese and global logistics systems vendors, vendor product and service offerings, sales model used by vendor, market share, technology adoption, estimated market size and logistics industry outlook. A 3rd and final phase involved the development of major shipping company user studies. StrategyCore reviewed eight end-users, comprised detailed information on each end-user's logistics system, origin of solution (packaged, proprietary, or combination), usage of system, reasons for installation, criteria used to select the logistics system and support requirements. Each user study also evaluated the client product by potential users, learning specific conditions for selling and understanding the sales and decision-making process.
Within a six-month period, the strategic advisory and planning project was completed. The result was a detailed overview of the market structure, major competitors and their characteristics, user needs, projected pricing structures, and selling factors and techniques. StrategyCore also provided client executive with market projections, and the issues to be considered before entering Japan. Final recommendations for next steps in entering Japan's logistics market were outlined and integrated with the corporate planning cycle.
Additional Case Studies:
Competitive Intelligence & Assessment Case Study 01
Global banking enterprise software vendor case study: client competitors and distributors of major Japanese financial group
Custom Research & Analysis Case Study 02
Global Customer Resource Management (CRM) enterprise software vendor case study: market entry research and analysis of distributors, end-users, and entry models
Partner Search & Selection Case Study 04
Global CRM enterprise software vendor case study: signing of market entry distribution agreement with system integrator
Business Management & Operations Case Study 05
Global Knowledge Management (KM) enterprise software vendor case study: low risk, outsourced business model for entering Japan
Executive Search & Selection Case Study 06
Sales Force Automation (SFA) enterprise software vendor case study: the hiring of an alliance director