Helping a Telecom giant save millions of marketing dollars
Challenge
The leadership team wanted to take a relook at prioritizing and de-prioritizing their target industries. They wanted a Malaysia only view into all their major target industries with a granular view into the state of ‘Cloud’ and ‘Security’ in each.
The Telecom giant also further wanted to learn about key priorities and challenges faced by their top competitors and their initiatives with each target industry.
Due to differences or diversity in opinion and possible biases, the telecom giant wanted to partner with a research firm. Hoping, this partnership could help them dive deep in order to make fact-based decisions.
Solution
Our analyst team covered all target industries with facts and figures in a three-tiered approach, i.e. Malaysia view, Asia Pacific view, and Global view. Our report covered key business priorities, challenges, major customers, key case studies, and sales and marketing plans of named customers.
Business Brainz team delivered ten account insight profiles to the leadership team answering all the ideal questions about each target account. We started with a pilot project to gather intelligence on a few of their top target accounts i.e. Tier 1 accounts. We built a customized template that would help them find answers to all their ideal questions.
Outcome
Our reports:
- Made it easier for the leadership team to de-prioritize two of the target industries
- Shifted major focus on the top four target industries
- Helped to save millions of marketing dollars, which otherwise would have gone into targeting the additional two industries
- Gained a closer view into competitors focus at a granular level, and based upon that were able to strategize how to position their ‘cloud’ and ‘security’ offerings
Next Steps
- The Pilot project has been approved and will be scaled across the company’s top 150 accounts every year
- Encouraged by this, Business Brainz will be building a custom solution to help the team priorities/re-assess target accounts every year for the following year.