Case Studies: Company Analysis

The Asia-Pacific division of a large enterprise software provider was seeking to increase revenues by providing software solutions which addressed business opportunities and challenges specific target customers were facing. The company commissioned MangoStrategy to develop a Detailed Company Analysis of a large Japanese telecommunications company, one of its largest customers. This deliverable, developed in PowerPoint presentation format, generated market intelligence which provided input into the software provider's marketing and sales planning processes.

Objectives

  • Better understand the business and organizational structure of one of the client's largest customers, a large Japanese telecommunications company
  • Assess the key business trends and issues impacting the company
  • Gain insight into the company's IT structure and buying processes
  • Develop recommendations of potential opportunities for targeting the software provider's existing sofware solutions

MangoStrategy Approach

  • Worked with client to refine questions, determine scope, agree on deliverable outputs and finalize research methodology
  • Engaged an experienced Japanese research analyst, part of MangoStrategy's professional network, to participate in the project
  • Collected information from a wide variety of external sources in both Japanese and English languages
  • Synthesized information into structured frameworks and analyses
  • Created several tools, including a channel survey and opportunity maps, for the software provider's team to utilize
  • Developed final deliverables

Deliverables

  • Produced 70-page Company Analysis composed of target company business overview (customers, products, partnerships and relationships, competitors, ownership structure, organizational structure, recent major events and financial performance), key business trends and issues, IT organization structure and challenges, and potential software provider opportunities
  • Developed comprehensive survey guide, in English and Japanese, used by software provider's sales and marketing executives to gain additional insight about company's IT capabilities and buying habits

Impact

  • Provided customer insights to client's marketing and sales team used as input into their sales planning strategy
  • Delivered an account profile, based on MangoStrategy Company Analysis deliverables, extensible to other key clients
  • Created a survey guide and other tools that client used to improve their understanding of customer issues, and thus improve the value they provided with their solutions