Channel Check Support

The Channel Check Support practice at Phronesis™ is centred on servicing bespoke supply chain solutions that can respond to the clients’ specific objectives. The research process in this space commences with an open-minded, exploratory inquiry that aims, first and foremost, to impart a detailed understanding of the concerned supply-chain ecosystem. In the second, by aligning our research objectives with specific goals of our client, we augment this understanding with a comprehensive qualitative research offering that derives from subjective examination of certain aspects of the supply chain that are singled out in view of the client’s intent. Our services in this segment are equally adept in evaluating business and industry supply chains.

In providing our clients with invaluable information about distributor and retailer attitudes towards a product and its competitors, inventory levels, the success of marketing initiatives, pricing trends, local sales trends, and so on, we seamlessly shift from addressing their immediate needs to realising their aspirations. The benchmarking of client supply chain with those of competitors is used to diagnostic effect to demarcate focus areas requiring attention or review. By observing client supply chain operations in contrast with those of their competitors, we are also able to provide a prognosis of evolving practices and standards. An indicative research outlook for projects in this segment is given below.

Channel check support

Case Studies >>
  • Protective Apparel Equipment – Market Intelligence Study
    Case Study
    Sector | Energy & Utility
    • The research objective was to gather market intelligence for protective apparel equipment and support our client to strengthen its brand.

    • ASEAN Markets

    Approach

    • Secondary research was conducted to estimate the market size, potential and competition
    • Primary research and In-depth interviews were conducted with decision makers for protective apparel equipment
    • Job titles targeted were mainly COO, Director, Procurement Manager, Purchasing Manager
    • Mid size (100-499 employees) and large size (more than 500 employees) companies were covered operating in industrial segments such as chemical, general manufacturing, petrochemical and utilities

    Value/Results

    • Delivered English transcripts of interviews along with summary report of finding from secondary research. In addition to this, key profile of executives involved in decision makers were provided to help client for business development.
    • Client was able to analyse the critical factors and its impact on the business. Research findings were used by the client to develop targeted sales and promotion strategy. Key executive profiles were used by the client to target right people for sale of its products.
  • Content Delivery Network – Need Assessment Survey
    Case Study
    Sector | Media & Entertainment
    • Our client is a leading provider of content delivery network and wanted to understand the views of different multi-national carrier and telecom providers for content delivery network in terms of changing needs, demand, growth and features expectations.

    • North America, Asia, Middle East, Europe and North Africa.

    Approach

    • Secondary research was conducted to estimate the market size, potential and competition
    • Primary research and In-depth interviews were conducted with decision makers for protective apparel equipment
    • Job titles targeted were mainly COO, Director, Procurement Manager, Purchasing Manager
    • Mid size (100-499 employees) and large size (more than 500 employees) companies were covered operating in industrial segments such as chemical, general manufacturing, petrochemical and utilities

    Value/Results

    • Regional comparison of data was presented in a client specific format highlighting the actionable insights and critical information from verbatim responses
    • Client was able to identify the key areas for improvement and redesigned its service offerings to meet the customers’ needs
  • Protective Apparel Equipment – Market Intelligence Study
    Case Study
    Sector | Government
    • The research objective was to gather market intelligence for protective apparel equipment and support our client to strengthen its brand.

    • ASEAN Markets

    Approach

    • Secondary research was conducted to estimate the market size, potential and competition
    • Primary research and In-depth interviews were conducted with decision makers for protective apparel equipment
    • Job titles targeted were mainly COO, Director, Procurement Manager, Purchasing Manager
    • Mid size (100-499 employees) and large size (more than 500 employees) companies were covered operating in industrial segments such as chemical, general manufacturing, petrochemical and utilities

    Value/Results

    • Delivered English transcripts of interviews along with summary report of finding from secondary research. In addition to this, key profile of executives involved in decision makers were provided to help client for business development.
    • Client was able to analyse the critical factors and its impact on the business. Research findings were used by the client to develop targeted sales and promotion strategy. Key executive profiles were used by the client to target right people for sale of its products.
  • Protective Apparel Equipment – Market Intelligence Study
    Case Study
    Sector | Manufacturing & Construction
    • ASEAN Markets

    Approach

    • Secondary research was conducted to estimate the market size, potential and competition
    • Primary research and In-depth interviews were conducted with decision makers for protective apparel equipment
    • Job titles targeted were mainly COO, Director, Procurement Manager, Purchasing Manager
    • Mid size (100-499 employees) and large size (more than 500 employees) companies were covered operating in industrial segments such as chemical, general manufacturing, petrochemical and utilities

    Value/Results

    • Delivered English transcripts of interviews along with summary report of finding from secondary research. In addition to this, key profile of executives involved in decision makers were provided to help client for business development.
    • Client was able to analyse the critical factors and its impact on the business. Research findings were used by the client to develop targeted sales and promotion strategy. Key executive profiles were used by the client to target right people for sale of its products.
  • Comfortable Room Product Basket – HVAC
    Case Study
    Sector | Manufacturing & Construction
    • Germany, Austria, France and Belgium.

    Approach

    • Primary research included in-depth interviews with respondents who were worked in construction industry (higher level positions, at least manager or purchasing); installers; distributors of heating related products etc.
    • The research focus was mainly on the new and renovated buildings.

    Value/Results

    • Helped client to understand the end user market for HVAC
    • Delivered intelligence for specific OEMs’ and Distributors
    • Summarized the findings by following segments:

    -Commercial – New

    -Commercial – Renovation

    -Residential – New

    -Residential – Renovation

    -Industrial – New

    -Industrial – Renovation

    • Overall, the client was able to understand the current and future market potential for Comfortable Room Product Basket (HVAC*) and identify the key trends and changes that are impacting the Comfortable Room Product basket (HVAC) market.
  • Protective Apparel Equipment – Market Intelligence Study
    Case Study
    Sector | Oil & Chemical
    • The research objective was to gather market intelligence for protective apparel equipment and support our client to strengthen its brand.

    • ASEAN Markets

    Approach

    • Secondary research was conducted to estimate the market size, potential and competition
    • Primary research and In-depth interviews were conducted with decision makers for protective apparel equipment
    • Job titles targeted were mainly COO, Director, Procurement Manager, Purchasing Manager
    • Mid size (100-499 employees) and large size (more than 500 employees) companies were covered operating in industrial segments such as chemical, general manufacturing, petrochemical and utilities

    Value/Results

    • Delivered English transcripts of interviews along with summary report of finding from secondary research. In addition to this, key profile of executives involved in decision makers were provided to help client for business development.
    • Client was able to analyse the critical factors and its impact on the business. Research findings were used by the client to develop targeted sales and promotion strategy. Key executive profiles were used by the client to target right people for sale of its products.
  • Channel Partner profiling
    Case Study
    Sector | Tech & Telecom
    • Our client , a global IOEM wanted to profile major IT channel partners to maximize the distribution of its products across the Asia Pacific region.

    • — Target countries –Singapore , China, India , Indonesia & Philippines .

      — Majority of information was gathered through secondary research .

      — Information gaps were filled through primary research by interviewing owners/decision makers.

      — Channel partners with Gold membership were profiled who generate at least 70% of their annual revenue from client’s brand .

      — Target Si/VAR were profiled with primary focus of their business towards mid-sized enterprises (employee size ranging from 500-999) across Financial services (Tier -2 banks , stock brokerages etc.) , Manufacturing , Logistics , Hospitality , Education, Government , Media & Gaming , Healthcare and Retail.

      — Profiled 500 companies

    Approach

    Phronesis assisted the client in identifying and developing the database of key channel partners and conducting comprehensive profiling .

    Information covered during the research included Company name , Homepage , profile of key decision makers , ownership , headquarters , revenue , estimated revenue split as product vs. services , average company margins , employee size (broken down between sales and technical staff ) , number of offices & partners .

    Key topics like  geographical areas served , year established , vertical industry focus , classification between pure hardware seller and SI that resells hardware etc , company history , fiscal year end , competitors and sharing of wallet information were also explored during the research.

    Value/Results

    The client was able to shortlist major channel partners and used the data to execute follow up research to understand the current challenges and issues faced by them to promote clients brand in the Asia Pacific market.

  • Content Delivery Network – Need Assessment Survey
    Case Study
    Sector | Tech & Telecom
    • Our client is a leading provider of content delivery network and wanted to understand the views of different multi-national carrier and telecom providers for content delivery network in terms of changing needs, demand, growth and features expectations.

    • North America, Asia, Middle East, Europe and North Africa.

    Approach

    • Phronesis identified the relevant professionals who are responsible for content delivery network management within MNOs through their network and various secondary research and databases.
    • In-depth interviews were conducted with MNOs across different regions and quotas were set by tier 1 and tier 2 MNOs in each target region
    • Target respondents were Products Managers and Multimedia Content Engineers
    • A further sub-quotas were set by leading content delivery networks who are major competitors of the client

    Value/Results

    • Regional comparison of data was presented in a client specific format highlighting the actionable insights and critical information from verbatim responses
    • Client was able to identify the key areas for improvement and redesigned its service offerings to meet the customers’ needs
  • Competitive Intelligence Study
    Case Study
    Sector | Tech & Telecom
    • A leading telecom provider wanted to understand their competitors’ ongoing sales & marketing efforts, their product strategy and the sales trend for existing products; specifically in emerging markets.

    • Australia, New Zealand, Japan, Singapore, China, India and Malaysia.

    Approach

    • Helped the client to develop the key information areas for each required insight
    • Used a combination of primary and secondary research to dig out the key insights
    • Within the primary research, in-depth interviews were conducted with multiple stakeholders across multiple locations
    • Secondary research was used to validate the findings from primary research
    • Along with the key information on various data points, a detailed profile of each competitor was constructed

    Value/Results

    • Comprehensive Intelligence report containing Product, Channel & Marketing Strategies combined with Sales information about competitors helped the client in building more concrete and focused marketing plans
    • Peer group segmentation for benchmarking across various divisions of Clients provides “Food for Thought” to Senior Managers.
    • Analysis of channel, marketing and advertising campaigns coupled with sales numbers helped in understanding consumer needs
    • The analysis also highlights high growth markets and specific relevant trends
    • As a final point, intelligent mix of right information at the right time helped our client build effective plans and meet their business goals