Introduction
| Experience
| Case studies |
Specialists | Resources
| Contact
practice head
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Sector expertise
and knowledge transfer
You know as well as we do that sector-specific expertise is
crucial in gathering meaningful business intelligence and creating
practical strategies. Our Information & Communication Technology
experience spans electronics, computing hardware, IT software,
IT services & solutions, telecommunication services, telecommunication
equipment and data communications equipment and services.
Our consultants bring you an understanding of how these businesses
work at the regional, national and local level, the issues that
concern you in the markets, and the growth opportunities we
can help you identify, for example:
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Recognising customer purchasing patterns to empower
sales and marketing teams. |
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Identifying best-fit channel partners to achieve wider reach
and deeper vertical expertise. |
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Benchmarking against Asia-Pacific based consumer technology
and digital mobile companies as they grow more adept at competing
in the global arena. |
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Understanding and applying supply chain best practices to circumvent
local infrastructure and cultural hurdles. |
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Advising on market entry and expansion opportunities in India
and Vietnam. |
Complementing our experience in the Information & Communication
Technology industry, we take what we learn from other industry practices
and use that knowledge to your benefit when we work for you. We call
it ‘knowledge transfer’.
For example, when analysing financial institutions, our Financial
Services practice has found that banking replacement of legacy
systems is a key banking sector development, insurance companies are
looking to analytical software to minimise fraud, and capital markets
are automating and streamlining the trading process by integrating
middle and back office systems and data.
In the industrial
sector the speed of transforming information into decisions is
important for business success, and high performing manufacturing
firms are increasingly allocating more than half of their IT investment
budgets to value loop applications that focus on innovation, growth
and productivity.
Contact us now
to find out how we can help you succeed in the Asia-Pacific region.
Please use our online
form or phone the practice
head, Reid Rasmussen, on +65 6423 1681.
| Gain from
our experience: Case studies
Customer intelligence
Investigated enterprise ownership and purchasing of PCs
in China. View | Download
case study |
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Value chain consulting
Benchmarked plasma screen channel partners to enhance sales
performance in China. View |
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Competitive intelligence
Improved a telecom hardware provider's competitiveness in
Korea. View |
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Customer intelligence
Analysed mobile solutions usage and purchasing among Greater
China enterprises. View |
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| Information &
communication technology industry case study: Customer intelligence
Investigated enterprise
ownership and purchasing of PCs in China
Client benefit
> Our analysis revealed a substantially larger market
than indicated by most industry estimates, lead by surprisingly
few key segments.
> The client used our findings to feed into regional
and global demand and sales forecasts, and the China growth
strategy.
> The client’s management, marketing, strategy,
sales and solutions teams all benefited from our segment
opportunity recommendations. |
Issue
An electronic components manufacturer required a comprehensive
and detailed assessment of the size, characteristics and purchasing
dynamics of the enterprise personal computer market in China.
Approach
Three-phase research methodology capturing all key aspects of
the market, covering 40 cities in four economic tiers, across
ten industries and eight organisation size categories:
> Desk research on the enterprise and government organisation
universe size and structure.
> In-depth interviews with purchasing decision-makers and
influencers.
> Nationwide survey of several thousand corporate customers.
Analysis
> Distilled the complexities of the 320 market segments into
meaningful strategic intelligence.
> Identified decision-makers and influencers at each stage
of the purchasing process.
> Prioritised 12 key target segments across three technology
adoption stages, and advised on marketing approach.
Download
case study
Find out
more
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| Information &
communication technology industry case study: Customer intelligence
Benchmarked plasma screen
channel partners to enhance sales performance in China
Client benefit
> Attained better sales support from resellers.
> Improved reseller relationships.
> Achieved better bottom-line results. |
Issue
The client needed to review and improve audio-visual equipment
reseller performance in China.
Approach
> Determined sales performances of resellers for key products
like plasma displays.
> Explored manufacturer brand relationships and perceptions
among resellers.
> Evaluated reseller margins on key products and their measures
for sustaining profits in face of increasing price erosion.
Analysis
> Analysed criteria for listing and evaluation of current
brands.
> Addressed current and future needs, pain points and areas
for improvement.
> Evaluated resellers' most preferred brands and ratings
against the various attributes.
Find out
more
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| Information &
communication technology industry case study: Competitive &
customer intelligence
Improved a telecom hardware
provider's competitiveness in Korea
Client benefit
> Clear understanding of key success factors and purchase
drivers.
> Client is able to stay ahead of competition more methodically
and consistently. |
Issue
A global wireless handset component solutions provider wanted
to improve its commercial success by understanding customers'
purchase drivers and competitors' offerings in Korea.
Approach
> Profiled competitors' capabilities.
> Determined customer purchase drivers.
> Identified demand and competitive opportunity areas.
Analysis
> Analysed strengths and weaknesses of each competitor's
offering.
> Benchmarked each competitor's key product technical features
against client's offering.
> Performed gap analysis comparing client's offering and
market preferences.
> Recommended a competitive strategy for the client against
each competitor.
Find out
more
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| Information &
communication technology industry case study: Customer intelligence
Analysed mobile solutions
usage and purchasing among Greater China enterprises
Client benefit
Client received practical customer intelligence on purchase
decision-making processes, mobile device purchase drivers
and inhibitors, and usage patterns among field service,
sales, management, and transport and distribution employees
in the ICT, healthcare, manufacturing, finance, real estate,
transport, utilities, construction, education and services
sectors. |
Issue
A global handset vendor wanted to understand the mobile solutions
usage and purchasing of enterprise customers in Greater China.
Approach
Obtained information on mobile solutions perceptions, usage
and purchasing through 75 phone interviews and 21 face-to-face
discussions with enterprise decision-makers in Beijing, Shanghai
and Hong Kong.
Analysis
> Mapped out mobile solutions purchasing process and key
decision-making stakeholders.
> Identified purchase inhibitors and potential drivers.
> Analysed competitive brand and mobile solution awareness
and perceptions.
> Determined current and future demand for mobile solutions
features and technology.
Find out
more
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