Market Assessment

One of our most comprehensive offerings in the insight service line, Market Assessment envelops many of our other market offerings into a umbrella solution package that is tailored as per client requirements. This offering from Phronesis™ has, in the past, proven beneficial in scenarios involving forays into new markets, introduction of new products into established geographies, adapting strategy to sector trends, as well as addressing the changing macroeconomic and regulatory landscape in serviced markets. This practice is executed using a process design that runs the broad market-economy through a series of filters to sieve relevant forces and stakeholders for subjective analyses.

The procedural scheme begins by defining the focal point within the targeted market, which includes the identification of vertical and horizontal coordinated processes. This is followed up by creating a stakeholder map of the core market and the charting of correlative forces operating therein. This creates an overarching understanding of the macroeconomic forces and operating environment. After having created this atlas of market characteristics, attention is turned to understanding targeted customer groups, in the context of the cobweb of forces acting within this map. This includes analyses of segmentation, customer behaviour patterns, solution/market fit, price elasticity and ease of substitution. Next, the market analysis is subjected to a chemical test against data-points assessing competition and externalities. This filters a sub-set which is then submitted for identification of trends and an evaluation of their present and potential impact on the clients.

Case Studies >>
  • Connected stores – A research on how retail industry is shaping up
    Case Study
    Sector |Consumer Products
    • Our client , a leading IT research firm was interested to track the impact of new technological advancements  on the retail industry.  The mandate for our client  was to forecast the impact of digitalization in retail industry. The questions that needed answers were ,  how are retail stores innovating technologies to stay ahead in the game? Would ‘the connected stores” be the answer to all their woes?

    • Phronesis conducted 100 interviews across the globe with big box retailers.
      Interviews were conducted with CIO’s/CTO’s of retail stores with annual revenues of $1 billion and over.

    Approach

    A detailed discussion was held between Phronesis™ research team and client’s project team to understand the overall objective of study, key product lines for which information was required, profile of samples. Following to it the research team designed the detailed stud plan, methodology, sampling design, questionnaire and coverage plan for client’s approval

    The topics that were covered in the research included current/planned technology adoption , preparedness for connected retails, business priorities  and digital/technological innovation.

    The potential areas that could be explored in the future were , connected digital point of sales, assistive retail/customer technology ,currently installed in-store app , Robo-market and connected customer service experience.

    Value/Results

    The finding of the surveys helped our client to gain  insightful information on the impact of digitalization of the retail stores and the industry. The information helped our client to analyze their current status of  technological advancement and plan for future accordingly.

  • A global study on adoption of the term “The internet of things’
    Case Study
    Sector |Consumer Products
    • Our client , a leading IT research firm was interested to understand the adoption of the popular term “The Internet of things” within large organizations across various industries.

    • In depth discussions were conducted with CIO’s/CTO’s of large organizations with the focus of understanding the level of preparedness in their organization.
      700 interviews were conducted across 14 countries , covering a various number of industries.

    Approach

    A detailed discussion was held between Phronesis™ research team and client’s project team to understand the overall objective of study, key product lines for which information was required, profile of samples. Following to it the research team designed the detailed stud plan, methodology, sampling design, questionnaire and coverage plan for client’s approval

    The topics that were covered in the research included current/future usage , key drivers , IoT value propositions for enterprises, annual spending on IoT ,Infrastructure requirement , Enablers of IoT, Direction of technological development and adoption.

    Value/Results

    The finding of the surveys helped our client to gain  insightful information about the adoption of the term “The internet of things’ within large organizations. The information helped our client to analyze and interpret the importance of this term within organizations across the world covering various industries.

  • Evaluation of Marketing campaigns effectiveness on retail sales
    Case Study
    Sector |Consumer Products
    • Our end client is a global manufacturer of PC , tablets , laptops and ultrabooks.

      The business objective was to investigate the impact of marketing campaigns on sales growth from client’s certified and non-certified retailers. The purpose of the research was to understand the current growth trends that persist among the various local retailers selling.

    • –Comprehensive secondary research was conducted to develop the list of client’s non-certified retailers.

      — Certified retailers database was provided by the client.

      — A monthly tracker was conducted in which business owners , Sales managers and Marketing managers , sales representatives were interviewed.

      — Interviews were conducted with small retailers and independent retailers.

      — 350 interviews were completed monthly across USA , Canada , UK , France , Germany , Italy and Spain.

    Approach

    The client was assisted in questionnaire structuring , localization, translation and programming support. Preliminary analysis of data along with chart population was delivered in client specific format.

    Information covered during the research included the retail sales location of each retailer , number of sales people at each research store, size of the retailer , educational background along with qualifications and experience of sales staff employed by retailers , initiatives taken by the retailers to push the client’s brand in the market, track monthly sales data by each product type , level of engagement with the client’s local retailers.

    Key topics such as measuring the impact of marketing campaigns , retailer’s view towards the content and the impact of client’s campaign against competitor’s marketing initiatives , analyzing sales data by location and other key identifiers , collecting store sales data to differentiate the various marketing activities , segmentation of different format of retailers , satisfaction of certified retailers for sales employee training and content and comfort level of retailers for selling client’s brand.

    Value/Results

    The client was able to compare the monthly sales data and determine the impact of marketing campaigns on sales growth across target markets.

    Research findings were used by the client to understand the pain points of retailers and their views on client’s marketing communication for further improvement.

  • Smartphone trends study
    Case Study
    Sector |Consumer Products
    • Our client  ,a world leader in manufacturing consumer electronics and communication devices  wanted to fuel up the sales of its newly launched smart phone in Dubai, Qatar, Kuwait and Saudi Arabia based on the phone applications. The study was conducted among general consumers to measure their awareness and usage of various phone applications for the purpose of supporting the client requirement.

    • Research instrument was designed and administered online among current smart phone users and intenders with the sample size of 200 interviews in each of the targeted market to estimate the market size for client brand. Each respondent’s view  was captured on mobile phone application awareness and proportion of using each application to drive the sales of client launched smart phone.

    Approach

    Phronesis analyzed the awareness and usage of phone applications including gaming, internet, social networking, messaging and chatting.

    Identification of the key drivers in phone applications that influence the purchase behaviour of intended users of for smart phones.

    Research on  smart phone intenders to explore the potential base of new customers by reviewing and assessing their awareness level for smart phones and various applications which are accessible over it was also done.

    Each phone application was prioritized based on awareness level and penetration of usage to understand the popularity of mobile phone applications. Gaming, social networking and email messaging were major phone applications, identified with high level of awareness among the consumers.

    Intended users  were segmented based on their awareness level and current users were segmented based on their usage level for various phone applications. Market evaluation was conducted in terms of competitors’ offerings and client’s offerings and filled the gap based on the customer expectations, level of awareness and current usage behaviour to support the marketing strategies of client in fuelling up the sales.

    Strength and weakness analysis for client branded communication device was performed using SWOT and Core Competency model. Provided the qualitative insights of intenders and current users for phone applications to better enhance the marketing decisions of client

    Value/Results

    Our qualitative insights on awareness level of the customer enabled the client to successfully design its marketing campaign to boost the sales of its newly launched smart phone.

  • Margarine Usage in Hotels and Bakery
    Case Study
    Sector |Consumer Products
    • The research mandate was to understand the usage of margarine in bakery products and analyze the consumption pattern and bakery product wise usage of margarine.

    • Target countries were US, Canada, UK, France, Germany, Italy, Spain, Nordics, Netherlands, Brazil, Mexico, India, China and Australia.

      A total of 2000 interviews were conducted.

    Approach

    Phronesis assisted the client in defining suitable methodology, geographical coverage and various food service channels that are to be covered based on client’s research needs.

    Primary research was conducted among hotels, bakery shops, fast food chains and office canteens with multiple sizes. Interviews were conducted with purchase decision makers, chefs, and inventory managers who are responsible for buying margarine.

    Key information areas covered during the research included :

    • Purchase practice followed for margarine within the organization
    • Awareness and usage level of margarine
    • Average monthly spend and procurement levels for margarine in the last six months
    • Monthly consumption, spend levels in the last six months by different forms of margarine
    • Volume of margarine consumed by different applications such as liquid, soft/table and hard
    • Daily number of servings of various bakery products as the approximate usage of margarine
    • Top 5 dishes served using Margarine
    • Margarine purchase practice and overall market trends
    • Frequency of purchase / order placement cycle for margarine
    • Sources of margarine purchases
    • Awareness levels fat content in margarine items, in terms of percent
    • Major needs gaps faced and expectations from a margarine supplier

    Value/Results

    A topline analysis of research results were presented to the client along with the actionable insights. Results were interpreted by geographical coverage and food service channel type.

    Study findings enabled the client to assist its end client in identifying pain points of food service channels, usage and trends for margarine in bakery products.

  • Mayonnaise and Salad Dressings Usage Research
    Case Study
    Sector |Consumer Products
    • The end user of the research was a global supplier of mayonnaise and salad dressings and wanted to understand the typical usage, consumption pattern, needs and expectations of various food service channels.

    • 1,000 interviews were conducted across USA, Canada, Mexico, Brazil, UK< France, Germany, Italy, Spain, UAE, Saudi Arabia, Russia, Malaysia, Thailand, Indonesia, China, Taiwan, Singapore and South Africa.

    Approach

    The focus of the primary research was to cover hotel/resorts, full service restaurant, quick service restaurant, ethnic restaurants, mom & pop shops.

    Discussions were conducted with individuals having significant involvement on selecting different brands of mayonnaise and salad dressings, and purchasing decisions.

    Key information areas covered during the research included :

    • Understanding of overall mayonnaise & salad dressing usage &consumption levels
    • Types of mayonnaise & salad dressing used in last six months
    • Overall monthly spending on Mayonnaise
    • Overall monthly consumption of Mayonnaise
    • Overall monthly spending on Salad Dressings
    • Overall monthly consumption of Salad Dressings
    • Top 3 brands used for mayonnaise and percentage share for each of them
    • Typical split of mayonnaise & salad dressing consumed across different dishes
    • Typical usage per serving of mayonnaise & salad dressing across the different application areas
    • Top 5 dishes served using Mayonnaise
    • Factors relating to the selection of a particular brand
    • Frequency of purchase / order placement cycle for mayonnaise & salad dressing
    • Awareness and usage level of mayonnaise & salad dressing sub categories in last six months
    • Major needs gaps faced and expectations from a mayonnaise & salad dressing supplier

    Value/Results

    Research findings enabled our client to understand the usage and consumption of mayonnaise and salad dressings by different establishment types and their expectations from suppliers.

    The end user of the research successfully used these findings to develop beter products and position them across the target markets.

  • A global study on adoption of the term “The internet of things’
    Case Study
    Sector | Education
    • Our client , a leading IT research firm was interested to understand the adoption of the popular term “The Internet of things” within large organizations across various industries.

    • In depth discussions were conducted with CIO’s/CTO’s of large organizations with the focus of understanding the level of preparedness in their organization.
      700 interviews were conducted across 14 countries , covering a various number of industries.

    Approach

    A detailed discussion was held between Phronesis™ research team and client’s project team to understand the overall objective of study, key product lines for which information was required, profile of samples. Following to it the research team designed the detailed stud plan, methodology, sampling design, questionnaire and coverage plan for client’s approval

    The topics that were covered in the research included current/future usage , key drivers , IoT value propositions for enterprises, annual spending on IoT ,Infrastructure requirement , Enablers of IoT, Direction of technological development and adoption.

    Value/Results

    The finding of the surveys helped our client to gain  insightful information about the adoption of the term “The internet of things’ within large organizations. The information helped our client to analyze and interpret the importance of this term within organizations across the world covering various industries.

  • Identification and profiling of most sought after International management programs
    Case Study
    Sector | Education
    • Our client , a European University wanted to increase the international enrollments in its management programs. The client was interested in increasing both on campus and off campus enrollments particularly from the regions of Asia Pacific and Latin America. The client also wanted to understand the competition in the above defined market.

    • Phronesis Partners conducted exhaustive desk based research  to identify and asses top universities from around the world , offering both on and off campus management courses for international students.

      During the phase 2 of research , 3500 management aspirants who were planning to study internationally were surveyed across Asian and Latin American markets.

    Approach

    The objectives of the research were to identify the most sought after international universities by the Asian and Latin American students , asses key student segments and demographics , build detailed profiles of universities identified as top competition and suggest strategic recommendations and final insights.

    Various factors such as countries with maximum amount of student outflow for management programs along with  their desired destinations were evaluated.

    Detailed university profiles were prepared based on intelligence gathered through desk research and surveys.

    The results were collected and analyzed through statistical methods to churn out various insights.

    Value/Results

    The research and information helped our client to gain  insightful information about the current trends in the student outflow market for management study. Also , the reports helped our client to understand and analyze the competition. By the help of the results from the research , our client was able to see a rise in the number of international students from the intended regions.

  • Educational Technology awareness study
    Case Study
    Sector | Education
    • The research focus was to gage the awareness and usage of a specific education technology product among higher education professors .

    • A total of 14 interviews were conducted across Brazil , Mexico , Saudi Arabia and Turkey involving both professors and technology decision makers.

    Approach

    Primary research was conducted with professors and technology decision makers in higher education colleges and industries.

    Information was mainly focused on understanding the usage and attitude for TURNUITIN software to validate and authenticate the assignment the assignment , projects and dissertation work submitted by the students as a part of their curriculum.

    Value/Results

    Key findings of the study were delivered in the form of English transcripts which helped the client to comprehend and analyze the awareness and usage of their education technology product and plan their future strategy accordingly.

  • Education Sector – Market Opportunity Study
    Case Study
    Sector | Education
    • Education sector in UAE has great potential in terms of growth, expansion, demand and size. Our client is a leading international  education brand and wanted to enter into UAE.

    • UAE

    Approach

    • The main area of the study was to gather detailed understanding of UAE education sector such as:

    ̶Current market size

    ̶Macro and micro economic trends

    ̶Key drivers leading the growth of sector

    ̶Segmentation analysis in higher education

    ̶Government initiatives for sector’s growth

    ̶Demand potential

    ̶Market regulations

    ̶Competition analysis

    • Qualitative and quantitative research methods were used to collect the information with the combination of primary and secondary data
    • Secondary research was used to understand micro and macro environment factors, market regulations and major players in high education
    • Interviews were conducted with policy makers, influencers, key opinion leaders and experts to understand

    ̶Overall growth and potential of education sector in UAE

    ̶Key growth drivers, competition and estimated market share in high education sector and course offered under higher education

    ̶Deep dive on macro economic trends

    ̶Support from local and national government

    ̶Promising opportunities for private players

    ̶Barrier for entering new foreign players

    ̶

    • Competition analysis was applied using five forces model
    • Highlighted the factors driving the demand potential for higher education in UAE
    • Segmentation analysis was applied to support our client to understand various sub segments that exists in high education sector
    • Location analysis was conducted to help our client finding better place to set-up in UAE

    Value/Results

    • Detailed profiles of 3 major players were presented to the client.
    • Research findings enabled the client to identify the opportunity for entering into UAE education sector with effective market entry strategy.
  • A global study on adoption of the term “The internet of things’
    Case Study
    Sector | Energy & Utility
    • Our client , a leading IT research firm was interested to understand the adoption of the popular term “The Internet of things” within large organizations across various industries.

    • In depth discussions were conducted with CIO’s/CTO’s of large organizations with the focus of understanding the level of preparedness in their organization.
      700 interviews were conducted across 14 countries , covering a various number of industries.

    Approach

    A detailed discussion was held between Phronesis™ research team and client’s project team to understand the overall objective of study, key product lines for which information was required, profile of samples. Following to it the research team designed the detailed stud plan, methodology, sampling design, questionnaire and coverage plan for client’s approval

    The topics that were covered in the research included current/future usage , key drivers , IoT value propositions for enterprises, annual spending on IoT ,Infrastructure requirement , Enablers of IoT, Direction of technological development and adoption.

    Value/Results

    The finding of the surveys helped our client to gain  insightful information about the adoption of the term “The internet of things’ within large organizations. The information helped our client to analyze and interpret the importance of this term within organizations across the world covering various industries.

  • Oil & Gas Turbo equipment – Demand outlook study
    Case Study
    Sector | Energy & Utility
    • Our client was engaged with a global turbo equipment supplier and wanted to understand the Asian market demand for turbo machinery equipment and related services in the oil and gas market.

    • The target markets included China , Hong Kong , Malaysia , Indonesia , Thailand , Vietnam, Korea and Philippines.

      In depth discussions were held with plant managers, operations managers, engineers and technical support executives from the Oil and gas industry.

    Approach

    Phronesis assisted its in client in executing the demand outlook surveys and helped them in preparing a complete picture for turbo machinery equipment market.

    Phronesis also assisted the client in segmenting the Asian markets based on different machinery equipment usage and preparation of discussion guides.

    Discussions were held to estimate the demand for gas turbines , steam turbines , compressors and related services.

    Key information areas during the study were :

    — Estimation of installed base on each machinery across the plant locations

    — Identification of end user trends , frequency of usage and procurement challenges

    — Key decision makers and influence groups that buy turbo machinery

    — Views on supply and technical support from client’s competitors

    — Demand estimation by up-stream , mid-stream and down-stream segments

    — Servicing and maintenance of contract terms and conditions

    — Market size and demand forecasts for future

    Value/Results

    Actionable insights were delivered to client in terms of demand forecast , procurement challenges , servicing and maintenance contract analysis and demand forecast for a period of five years.

    Our client was able to conduct strategic assessment which helped the global turbo equipment supplier to optimize resource allocation for future opportunities , product specification , related demand and strategic structuring of distribution channels to address the end-user requirement and maximize the market share.

  • 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.
  • Market Opportunity Survey
    Case Study
    Sector | Energy & Utility
    • An upcoming telecom provider in a new region wanted to  assess the market opportunity for telecom services and users’ perception towards value added services offered by different telecom providers.

    • 2,000 surveys were conducted across US, Canada, Brazil, Mexico, Singapore, China, Hong Kong, South Africa and UAE.

    Approach

    • Secondary research was implemented to initialize the scope in which we identified target business segments, suitable sample size, key focused of the research, assessed client’s need and list out telecom offerings from major telecom providers
    • Based on the study objective and key requirements, survey questionnaire was designed in consultation with the client to capture the business customers’ perception towards telecom services and value added services from different service providers
    • 30 minutes long survey was conducted with ICT decision makers across businesses
    • We targeted businesses with different manpower sizes such as 100-249, 25-499 and more than 500 employees
    • The verticals covered were Financial Services, Healthcare, Retail, Manufacturing, Energy and Professional Services

    Value/Results

    • Key findings of the research were delivered in power point presentation format and raw data was delivered in SPSS format along with basic charts in PPT format.
    • The Client was able to understand the competition in telecom market for telecom and value added services and used these findings in its marketing strategy for developing the competitive advantage.
  • Regional Energy Market Scenario Future Market Opportunity Study
    Case Study
    Sector | Energy & Utility
      • The focus of the research was to understand the shifts in regional dynamics, local market fundamentals and evolving policy drivers across the EMEA and Asia Pacific region.
    • UK, France, Germany, Italy, Spain, South Africa, Nigeria, UAE, Saudi Arabia, Kuwait, Qatar, Egypt, India, China, Australia and Malaysia.

    Approach

    • 600 surveys were conducted with various business decision makers which were mainly CEO, COO, Head of Department, Strategy Director and VP Strategy.
    • Qualitative interviews were steered with Industry Experts, Key Opinion Leaders, Journalists and Government officials to understand their views on the industry outlook and future growth, key drivers shaping the energy industry policy, macroeconomic trends and policies, power sector and natural gas outlook.

    Value/Results

    Detailed insights and analysis report was delivered highlighting key recommendations in each geography for client’s assistance.

  • A global study on adoption of the term “The internet of things’
    Case Study
    Sector | Financial Services
    • Our client , a leading IT research firm was interested to understand the adoption of the popular term “The Internet of things” within large organizations across various industries.

    • In depth discussions were conducted with CIO’s/CTO’s of large organizations with the focus of understanding the level of preparedness in their organization.
      700 interviews were conducted across 14 countries , covering a various number of industries.

    Approach

    A detailed discussion was held between Phronesis™ research team and client’s project team to understand the overall objective of study, key product lines for which information was required, profile of samples. Following to it the research team designed the detailed stud plan, methodology, sampling design, questionnaire and coverage plan for client’s approval

    The topics that were covered in the research included current/future usage , key drivers , IoT value propositions for enterprises, annual spending on IoT ,Infrastructure requirement , Enablers of IoT, Direction of technological development and adoption.

    Value/Results

    The finding of the surveys helped our client to gain  insightful information about the adoption of the term “The internet of things’ within large organizations. The information helped our client to analyze and interpret the importance of this term within organizations across the world covering various industries.

  • Basel III norms – Banks Sentiment study
    Case Study
    Sector | Financial Services
    • The search mandate was to gauge the bank’s sentiments towards the Basel III norms, preparedness of banks to adopt Basel III norms, respective issues and challenges for implementation as well as adoption of these norms. Also, to understand the strategies used by the banks to deal with the challenges during the implementation of Basel III norms .

    • Quantitative research was conducted followed by the qualitative research with banks across North America , Europe and Asia Pacific.

    Approach

    Quantitative research was focused to understand a bank’s opinion and perception towards Basel III norms.

    Qualitative research was focused to capture detailed insights around preparedness , sentiments , issues ,challenges  and strategy to deal with Basel III norms.

    Primary research was conducted with senior bank officials who are responsible and knowledgeable about Basel III regulatory framework tier 1 , tier 2 and tier 3 banks.

    Information covered during the research included impact on cost of borrowings after the implementation of Basel III norms , impact on corporate customers for loan and funding requirement , bank’s capital management challenges , issues and concerns, fair value proposition for portfolio management  and strategies to deal with the challenges , risks and issues during the implementation phase.

    Opinion on developing the competitive advantage from Basel III norms ,  bank’s strengths and weaknesses for preparing to implement and follow these regulations and issues in managing liquidity portfolio were also amongst the key information areas covered in the study.

    Value/Results

    Research results were presented in a presentation format highlighting the major issues and concerns to develop an appropriate strategy to be adopted by banks for implementing the Basel III norms. Interview transcripts for qualitative research were prepared and delivered to the client to support the analysis.

    Our client  was able to feed the research results into publications and help banks to deal with the challenges issues and concerns that occur during the implementation phase of Basel III norms as well as highlight the advantage for banks in doing so.

  • Risk and Compliance Management study
    Case Study
    Sector | Financial Services
    • The research mandate was to understand the issues in managing financial risk and identifying the corporate risk priorities and perception towards risk and compliance management.

    • The target countries for this study were USA , Canada , UK , France , Germany ,Poland , Netherlands , Brazil and Mexico.

      Job titles covered were  CEO , CFO, VP Finance , Finance Director , Head of Strategy , Head of Risk & Compliance.

    Approach

    Phronesis assisted the client in defining suitable methodology , geographical coverage and firms to be covered based on client’s research needs.

    Primary research was conducted with medium and large companies defined as companies with a minimal annual revenue of US $500 million covering both client’s customers and prospects.

    Finance and Strategy decision makers who are responsible for risk and compliance management were interviewed .

    Information covered during the research included  financial risk challenges in target firms , corporate risk and priorities to deal with such risks , risk monitoring capabilities , challenges in complying with the regulatory guidelines to manage the risk and risk preparedness,

    Other key information included  methods and tools used to manage the risks within the company , how decisions are made for selecting the risk management tools and gaps in current and future needs in managing the risks.

    Value/Results

    Topline analysis of research results were presented to the client along with actionable insights.

    Results were interpreted by geographical coverage and organization size.

    Study findings enabled our client to identify pain points of organizations for managing the financial risks and gaps between the current and future needs .

    The client used the information to feed into product development for risk and compliance management solutions.

  • Potential Investment Assessment Study – Global Private Equity Firm
    Case Study
    Sector | Financial Services
    • The objective of the research was to  analyze a potential of investment opportunity in China and India ,to determine key drivers of growth for post investment and to identify growth strategy initiatives.

    • A number of interviews were conducted in both China and India.

    Approach

    This study was executed in two phases , the first phase was the assessment of key accounts and second phase was the asset analysis & key strategy initiatives of growth for post investment.

    In first phase, we undertook key account assessment by conducting interviews with key accounts of target company across 5 different regions in each country

    Identification of  product and service offerings of target companies in each country, and the value proposition as against its competitors  was done along with the determination of major threats the target companies face.

    In second phase, interviews were conducted with representatives of key account to identify the condition and net value of the companies’ existing assets, including both their physical holdings and their distribution networks.

    Questionnaires were designed  for each phase of interviews and  were administered in local languages.

    Phone based interviews were conducted by our qualitative research team to determine key drivers of growth for post investment and growth strategy initiatives.

    Priority area of investments were  identified in current target company division based on which key growth drivers were identified post investment in each country.

    Competitive analysis of key target company was conducted to provide a clear picture of investment opportunity.

    Value/Results

    Key findings of the survey were delivered to the client which included strategy drivers for improving distribution network of target companies, improving customer relationship management and leveraging of existing assets.

    Country by country comparison was provided separately to the client for better understanding of investment opportunity potential.

  • Investment Opportunity Analysis in Retail Market – Mid Size Private Equity Fund
    Case Study
    Sector | Financial Services
    • The objective of the research was to  understand the retail apparel sector and its key players in USA, Canada and UK and to identify and analyze investment opportunity in retail market across target countries.

    • A number of interviews were conducted in USA, Canada and UK.

    Approach

    Interviews were conducted with various shareholders to assimilate current market perceptions and future expectations.

    Discussion guide was prepared and administered among experts and senior management of target companies .

    Identification of  potential investment opportunities based on an analysis of market size, forecasts, emerging trends and growth drivers through secondary research was done.

     

    Leading market participants were classified based on distribution formats in each region and conducted a thorough operational analysis of key performance indicators including the number of stores, new store additions, average store size, sales, footfalls, conversion ratios and per capita expenditure.

    Determination and prioritization key targets based on growth prospects, market positioning, operational efficiencies, valuations, and synergies with the existing portfolio was done.

    In-depth financial analysis took into account by our business research team to understand revenue growth and working capital analysis, profitability and return ratios, as well as valuation multiple comparisons.

    Country wise key findings were presented in power point presentation format

    Value/Results

    Market-specific insights were provided which enabled the client to determine potential investment opportunities at significantly lower cost than if the analysis had been sourced from a bulge bracket strategic consulting firm .

  • Networking Security Issues and Challenges among Businesses
    Case Study
    Sector | Media & Entertainment
    • An IT client wanted to understand the issues, challenges and concerns about current network, desktop, and server enterprise level security among mid to large businesses.

    • Belgium, France, Germany, Italy, Netherlands, Spain, Sweden, Switzerland, UK, UAE, Saudi Arabia and South Africa.

    Approach

    • 1,800 surveys were completed quarterly across Financial Services, Manufacturing, Retail & Wholesale, Energy & Utilities, Construction & Material, Hi-Tech Engineering, Industrial Engineering, Media & Entertainment, Travel & Transportation, Chemicals and Public Sector
    • Organizations with annual revenue between $100-$999 Million were targeted
    • Primary research was conducted among IT decision makers and influencers responsible for networking and IT security decisions which were mainly CIO, CTO, CSO, CISO, CCO, Network Administrator and IT DM

    Value/Results

    • Study results helped the client to develop a comprehensive analysis of various challenges and issues facing mid to large size businesses and how these challenges are changing over a period of time
    • The client was able to successfully deliver the inputs to its client to design the marketing and sales campaign for Network security consulting services and products.
  • A global study on adoption of the term “The internet of things’
    Case Study
    Sector | Media & Entertainment
    • Our client , a leading IT research firm was interested to understand the adoption of the popular term “The Internet of things” within large organizations across various industries.

    • In depth discussions were conducted with CIO’s/CTO’s of large organizations with the focus of understanding the level of preparedness in their organization.
      700 interviews were conducted across 14 countries , covering a various number of industries.

    Approach

    A detailed discussion was held between Phronesis™ research team and client’s project team to understand the overall objective of study, key product lines for which information was required, profile of samples. Following to it the research team designed the detailed stud plan, methodology, sampling design, questionnaire and coverage plan for client’s approval

    The topics that were covered in the research included current/future usage , key drivers , IoT value propositions for enterprises, annual spending on IoT ,Infrastructure requirement , Enablers of IoT, Direction of technological development and adoption.

    Value/Results

    The finding of the surveys helped our client to gain  insightful information about the adoption of the term “The internet of things’ within large organizations. The information helped our client to analyze and interpret the importance of this term within organizations across the world covering various industries.

  • Articulated Arms – User Insight
    Case Study
    Sector | Media & Entertainment
    • Our client was interested in gathering user insights for articulated arms and use such insights to strengthen its marketing program.

    • US, UK, France and Germany.

    Approach

    • Research was conducted among end users and decision makers for articulated arms
    • In-depth interviews were conducted among OEMs, tier 1 & tier 2 suppliers across various industries – Automotive, Aerospace, Heavy Equipment (trucks, trains and farm equipment), Recreational Vehicles and Power Generation
    • Quotas were set by business size in terms of number of employees such as less than 100, between 100-249, 250-499, 500-1000 and more than 1000 employees
    • End user surveys were focused to derive strategically relevant insights to understand the customer behaviour and attitudes
    • Helped the client to analyse the key insights from end user surveys

    Value/Results

    Client was able to use the insights to realign the product and marketing strategies with the aim of attracting and retaining the customers. Research findings further helped the client to develop the competitive advantage in the long run and prepare a sustainable business development strategy.

  • A global study on adoption of the term “The internet of things’
    Case Study
    Sector | Government
    • Our client , a leading IT research firm was interested to understand the adoption of the popular term “The Internet of things” within large organizations across various industries.

    • In depth discussions were conducted with CIO’s/CTO’s of large organizations with the focus of understanding the level of preparedness in their organization.
      700 interviews were conducted across 14 countries , covering a various number of industries.

    Approach

    A detailed discussion was held between Phronesis™ research team and client’s project team to understand the overall objective of study, key product lines for which information was required, profile of samples. Following to it the research team designed the detailed stud plan, methodology, sampling design, questionnaire and coverage plan for client’s approval

    The topics that were covered in the research included current/future usage , key drivers , IoT value propositions for enterprises, annual spending on IoT ,Infrastructure requirement , Enablers of IoT, Direction of technological development and adoption.

    Value/Results

    The finding of the surveys helped our client to gain  insightful information about the adoption of the term “The internet of things’ within large organizations. The information helped our client to analyze and interpret the importance of this term within organizations across the world covering various industries.

  • 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.
  • Networking Security Issues and Challenges among Businesses
    Case Study
    Sector | Government
    • An IT client wanted to understand the issues, challenges and concerns about current network, desktop, and server enterprise level security among mid to large businesses.

    • Belgium, France, Germany, Italy, Netherlands, Spain, Sweden, Switzerland, UK, UAE, Saudi Arabia and South Africa.

    Approach

    • 1,800 surveys were completed quarterly across Financial Services, Manufacturing, Retail & Wholesale, Energy & Utilities, Construction & Material, Hi-Tech Engineering, Industrial Engineering, Media & Entertainment, Travel & Transportation, Chemicals and Public Sector
    • Organizations with annual revenue between $100-$999 Million were targeted
    • Primary research was conducted among IT decision makers and influencers responsible for networking and IT security decisions which were mainly CIO, CTO, CSO, CISO, CCO, Network Administrator and IT DM

    Value/Results

    • Study results helped the client to develop a comprehensive analysis of various challenges and issues facing mid to large size businesses and how these challenges are changing over a period of time
    • The client was able to successfully deliver the inputs to its client to design the marketing and sales campaign for Network security consulting services and products.
  • A global study on adoption of the term “The internet of things’
    Case Study
    Sector | Manufacturing & Construction
    • In depth discussions were conducted with CIO’s/CTO’s of large organizations with the focus of understanding the level of preparedness in their organization.
      700 interviews were conducted across 14 countries , covering a various number of industries.

    Approach

    A detailed discussion was held between Phronesis™ research team and client’s project team to understand the overall objective of study, key product lines for which information was required, profile of samples. Following to it the research team designed the detailed stud plan, methodology, sampling design, questionnaire and coverage plan for client’s approval

    The topics that were covered in the research included current/future usage , key drivers , IoT value propositions for enterprises, annual spending on IoT ,Infrastructure requirement , Enablers of IoT, Direction of technological development and adoption.

    Value/Results

    The finding of the surveys helped our client to gain  insightful information about the adoption of the term “The internet of things’ within large organizations. The information helped our client to analyze and interpret the importance of this term within organizations across the world covering various industries.

  • Brand Tracker study
    Case Study
    Sector | Manufacturing & Construction
    • The study was conducted among general consumers to measure their awareness and usage of various home appliance products for the purpose of supporting the client requirement.

      Large monthly tracker was conducted for 12 months with sample size of 200 interviews per month in each country.

    Approach

    Phronesis Partners analyzed the awareness and usage of home appliances including washing machine, refrigerator , microwave , LCD and food processor. Identification of key drivers in applications and key features that influence the purchasing behavior of consumers for home appliances was also done.

    Market potential was researched to explore the potential base of new customers by reviewing and assessing their awareness level for client’s brand against competitor brands. A research instrument was designed and administered among households to estimate the market size for client’s brand. Each respondent’s view was captured on home appliance product application awareness and proportion of using each application to drive the sales of client’s brand.

    Each product was prioritized based on features , awareness level and penetration of usage to understand the popularity of using various home appliances. Energy saving , high resolution , multi features and low prices were identified as the key drivers for purchasing home appliances.

    Intended users were segmented based on their awareness level and current users were segmented were based on their usage level for various home appliance products. Market evaluation was conducted in terms of client’s offerings and competitor’s offerings and the gap based on the customer expectations , level of awareness and expected usage behavior to support the marketing strategies of client in fuelling up the sales.

    Strength and weakness analysis for client branded communication device was performed using the SWOT and core competency model. Qualitative insights of intended users and current users for phone applications to enhance the client’s marketing decisions were provided.

    Value/Results

    Our qualitative insights on awareness level of the customer enabled the client to successfully design its marketing campaign to boost the sales of its existing brand of home appliance products.

  • Oil & Gas Turbo equipment – Demand outlook study
    Case Study
    Sector | Manufacturing & Construction
    • The target markets included China , Hong Kong , Malaysia , Indonesia , Thailand , Vietnam, Korea and Philippines.

      In depth discussions were held with plant managers, operations managers, engineers and technical support executives from the Oil and gas industry.

    Approach

    Phronesis assisted its in client in executing the demand outlook surveys and helped them in preparing a complete picture for turbo machinery equipment market.

    Phronesis also assisted the client in segmenting the Asian markets based on different machinery equipment usage and preparation of discussion guides.

    Discussions were held to estimate the demand for gas turbines , steam turbines , compressors and related services.

    Key information areas during the study were :

    — Estimation of installed base on each machinery across the plant locations

    — Identification of end user trends , frequency of usage and procurement challenges

    — Key decision makers and influence groups that buy turbo machinery

    — Views on supply and technical support from client’s competitors

    — Demand estimation by up-stream , mid-stream and down-stream segments

    — Servicing and maintenance of contract terms and conditions

    — Market size and demand forecasts for future

    Value/Results

    Actionable insights were delivered to client in terms of demand forecast , procurement challenges , servicing and maintenance contract analysis and demand forecast for a period of five years.

    Our client was able to conduct strategic assessment which helped the global turbo equipment supplier to optimize resource allocation for future opportunities , product specification , related demand and strategic structuring of distribution channels to address the end-user requirement and maximize the market share.

  • Private Infrastructure Investment Perception
    Case Study
    Sector | Manufacturing & Construction
    • 100 interviews each in US, UK, France, Germany, UAE and Saudi Arabia were conducted.

      Target respondents were fund managers, investment managers and investment analysts who evaluates the investment options

      Phone based interviews were conducted with companies having more than USD 1 billion under asset management.

    Approach

    Primary research was conducted amongst pension funds and sovereign wealth funds to gauge their perception towards investment in private infrastructure

    The topics covered during the research were :

    • Investment perception in private infrastructure
    • Infrastructure investment scope
    • Investor’s suitability for private infrastructure
    • Investment vehicles
    • Investment methods/financing
    • Asset risks and consideration
    • Views on public private partnership

    Value/Results

    The finding of the surveys helped our client to gain  insightful information on perceptions of institutional investor on providing finances for private infrastructure. Also ,  the information helped our client to analyze their current status of  their infrastructure and construction services and plan for future accordingly.

  • 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
  • A global study on adoption of the term “The internet of things’
    Case Study
    Sector | Oil & Chemical
    • Our client , a leading IT research firm was interested to understand the adoption of the popular term “The Internet of things” within large organizations across various industries.

    • In depth discussions were conducted with CIO’s/CTO’s of large organizations with the focus of understanding the level of preparedness in their organization.
      700 interviews were conducted across 14 countries , covering a various number of industries.

    Approach

    A detailed discussion was held between Phronesis™ research team and client’s project team to understand the overall objective of study, key product lines for which information was required, profile of samples. Following to it the research team designed the detailed stud plan, methodology, sampling design, questionnaire and coverage plan for client’s approval

    The topics that were covered in the research included current/future usage , key drivers , IoT value propositions for enterprises, annual spending on IoT ,Infrastructure requirement , Enablers of IoT, Direction of technological development and adoption.

    Value/Results

    The finding of the surveys helped our client to gain  insightful information about the adoption of the term “The internet of things’ within large organizations. The information helped our client to analyze and interpret the importance of this term within organizations across the world covering various industries.

  • Oil & Gas Turbo equipment – Demand outlook study
    Case Study
    Sector | Oil & Chemical
    • Our client was engaged with a global turbo equipment supplier and wanted to understand the Asian market demand for turbo machinery equipment and related services in the oil and gas market.

    • The target markets included China , Hong Kong , Malaysia , Indonesia , Thailand , Vietnam, Korea and Philippines.

      In depth discussions were held with plant managers, operations managers, engineers and technical support executives from the Oil and gas industry.

    Approach

    Phronesis assisted its in client in executing the demand outlook surveys and helped them in preparing a complete picture for turbo machinery equipment market.

    Phronesis also assisted the client in segmenting the Asian markets based on different machinery equipment usage and preparation of discussion guides.

    Discussions were held to estimate the demand for gas turbines , steam turbines , compressors and related services.

    Key information areas during the study were :

    — Estimation of installed base on each machinery across the plant locations

    — Identification of end user trends , frequency of usage and procurement challenges

    — Key decision makers and influence groups that buy turbo machinery

    — Views on supply and technical support from client’s competitors

    — Demand estimation by up-stream , mid-stream and down-stream segments

    — Servicing and maintenance of contract terms and conditions

    — Market size and demand forecasts for future

    Value/Results

    Actionable insights were delivered to client in terms of demand forecast , procurement challenges , servicing and maintenance contract analysis and demand forecast for a period of five years.

    Our client was able to conduct strategic assessment which helped the global turbo equipment supplier to optimize resource allocation for future opportunities , product specification , related demand and strategic structuring of distribution channels to address the end-user requirement and maximize the market share.

  • Marine Lubricant market in the GCC region – Market analysis
    Case Study
    Sector | Oil & Chemical
    • Our client , a leading provider of marine lubricant wanted to have a detailed understanding of the marine lubricant market in the GCC region.

    • Interviews were conducted with decision makers for marine lubricant in the shipping companies and spot market agents.

    Approach

    The focus of the study was to estimate the current market size, key business drivers for decision making , competition mapping , understanding customer needs and competition and technical offerings in the local market.

    In addition to this , the client mandate was to understand the market size , segmentation, pricing m, key drivers and channels for selling marine lubricant oil across Saudi Arabia , Oman , Qatar and UAE.

    Competition , difference price points for key products , technical offerings , position strategy , strengths & weaknesses of competitors were analyzed using secondary research.

    The decision makers were interviewed to understand updated number/type of vessels , current lubricant oil requirement per annum , source of procurement , different price points , reasons for buying from their current source , views on usage ,future needs and expectations.

    Spot market agents were also interviewed to understand the current market size for oil , distribution channel and market segmentation.

    Comprehensive market analysis was conducted covering oil market competition , market size , segmentation , need-gap analysis and price benchmarking analysis.

    Value/Results

    A presentation was given to the client on actionable items to provide precise understanding of current marine lubricant market in the GCC region. Research findings helped the client to identify the areas of improvement and the direction for taking appropriate action to increase its market share.

  • 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.
  • Connected stores – A research on how retail industry is shaping up
    Case Study
    Sector | Tech & Telecom
    • Our client , a leading IT research firm was interested to track the impact of new technological advancements  on the retail industry.  The mandate for our client  was to forecast the impact of digitalization in retail industry. The questions that needed answers were ,  how are retail stores innovating technologies to stay ahead in the game? Would ‘the connected stores” be the answer to all their woes?

    • Phronesis conducted 100 interviews across the globe with big box retailers.
      Interviews were conducted with CIO’s/CTO’s of retail stores with annual revenues of $1 billion and over.

    Approach

    A detailed discussion was held between Phronesis™ research team and client’s project team to understand the overall objective of study, key product lines for which information was required, profile of samples. Following to it the research team designed the detailed stud plan, methodology, sampling design, questionnaire and coverage plan for client’s approval

    The topics that were covered in the research included current/planned technology adoption , preparedness for connected retails, business priorities  and digital/technological innovation.

    The potential areas that could be explored in the future were , connected digital point of sales, assistive retail/customer technology ,currently installed in-store app , Robo-market and connected customer service experience.

    Value/Results

    The finding of the surveys helped our client to gain  insightful information on the impact of digitalization of the retail stores and the industry. The information helped our client to analyze their current status of  technological advancement and plan for future accordingly.

  • A global study on adoption of the term “The internet of things’
    Case Study
    Sector | Tech & Telecom
    • Our client , a leading IT research firm was interested to understand the adoption of the popular term “The Internet of things” within large organizations across various industries.

    • In depth discussions were conducted with CIO’s/CTO’s of large organizations with the focus of understanding the level of preparedness in their organization.
      700 interviews were conducted across 14 countries , covering a various number of industries.

    Approach

    A detailed discussion was held between Phronesis™ research team and client’s project team to understand the overall objective of study, key product lines for which information was required, profile of samples. Following to it the research team designed the detailed stud plan, methodology, sampling design, questionnaire and coverage plan for client’s approval

    The topics that were covered in the research included current/future usage , key drivers , IoT value propositions for enterprises, annual spending on IoT ,Infrastructure requirement , Enablers of IoT, Direction of technological development and adoption.

    Value/Results

    The finding of the surveys helped our client to gain  insightful information about the adoption of the term “The internet of things’ within large organizations. The information helped our client to analyze and interpret the importance of this term within organizations across the world covering various industries.

  • Evaluation of Marketing campaigns effectiveness on retail sales
    Case Study
    Sector | Tech & Telecom
    • Our end client is a global manufacturer of PC , tablets , laptops and ultrabooks.

      The business objective was to investigate the impact of marketing campaigns on sales growth from client’s certified and non-certified retailers. The purpose of the research was to understand the current growth trends that persist among the various local retailers selling.

    • –Comprehensive secondary research was conducted to develop the list of client’s non-certified retailers.

      — Certified retailers database was provided by the client.

      — A monthly tracker was conducted in which business owners , Sales managers and Marketing managers , sales representatives were interviewed.

      — Interviews were conducted with small retailers and independent retailers.

      — 350 interviews were completed monthly across USA , Canada , UK , France , Germany , Italy and Spain.

    Approach

    The client was assisted in questionnaire structuring , localization, translation and programming support. Preliminary analysis of data along with chart population was delivered in client specific format.

    Information covered during the research included the retail sales location of each retailer , number of sales people at each research store, size of the retailer , educational background along with qualifications and experience of sales staff employed by retailers , initiatives taken by the retailers to push the client’s brand in the market, track monthly sales data by each product type , level of engagement with the client’s local retailers.

    Key topics such as measuring the impact of marketing campaigns , retailer’s view towards the content and the impact of client’s campaign against competitor’s marketing initiatives , analyzing sales data by location and other key identifiers , collecting store sales data to differentiate the various marketing activities , segmentation of different format of retailers , satisfaction of certified retailers for sales employee training and content and comfort level of retailers for selling client’s brand.

    Value/Results

    The client was able to compare the monthly sales data and determine the impact of marketing campaigns on sales growth across target markets.

    Research findings were used by the client to understand the pain points of retailers and their views on client’s marketing communication for further improvement.

  • WAN Services – Drives and challenges for enterprises
    Case Study
    Sector | Tech & Telecom
    • The research focus was to understand the main challenges by enterprises for WAN services , identify the business needs driving the implementation of WAN solutions along and to uncover the potential for WAN deployment in near future.

    • 450 online surveys were conducted with companies having more than 1000 employees worldwide.

      The target markets were USA , Canada , Brazil , UK , France , Germany , China , India and Australia.

    Approach

    Primary research was conducted with IT decision makers responsible for IT purchase , procurement and deployment within their organizations.

    The questionnaire was focused towards the following set of information areas :

    — Demographic questions

    — Current business challenges for WAN solutions deployment and how businesses are dealing with them

    —  Governance, Risk and Compliance

    —  IT security over WAN network

    —  Business drivers for implementing

    Value/Results

    Key findings of the study were delivered in the SPSS format which helped the client in designing its marketing and sales strategy for its services.

  • Machine to Machine Technology - Market Assessment Study
    Case Study
    Sector | Tech & Telecom
    • Our client , a worldwide provider of machine to machine technology  wanted to assess the market potential by gaining deep understanding of deployment of such technologies among SMBs & large business and their needs.

    • Quantitative interviews were administered among decision makers for connected machines across Americas, Asia, Europe and Middle East region.

    Approach

    Identification of the potential industries that are currently using or have huge potential to use connected machines in the near future.

    Target verticals were professional services, Construction, Retail & Wholesale, Healthcare, Manufacturing, Real Estate, Transportation and Financial Services.

    Information covered during the research included :

    • Different types of connected machines installed and running
    • Frequency of using each type of connected machine
    • How needs are changing over a period of time for each SMBs and Large organizations
    • Current gaps in what is available/offered in the market and what is expected
    • Reliability and efficiency of current products to meet the business objectives
    • Future market demand and potential for such technologies
    • Most critical factors that drive the need to deploy M2M technologies

    Value/Results

    Survey data was populated into client specific charts and graphs in a Power Point Presentation format along with Executive Summary. It helped the client to quickly detail out the report with minimal efforts and develop a comprehensive solution for its product development and marketing team for further actions.

    Research findings were used by the client to support its new product development initiatives and helped the marketing team to develop and execute the robust marketing plan across the targeted markets.

  • Smartphone trends study
    Case Study
    Sector | Tech & Telecom
    • Our client  ,a world leader in manufacturing consumer electronics and communication devices  wanted to fuel up the sales of its newly launched smart phone in Dubai, Qatar, Kuwait and Saudi Arabia based on the phone applications. The study was conducted among general consumers to measure their awareness and usage of various phone applications for the purpose of supporting the client’s requirement.

    • Research instrument was designed and administered online among current smart phone users and intenders with the sample size of 200 interviews in each of the targeted market to estimate the market size for client brand. Each respondent’s view  was captured on mobile phone application awareness and proportion of using each application to drive the sales of client launched smart phone.

    Approach

    Phronesis analyzed the awareness and usage of phone applications including gaming, internet, social networking, messaging and chatting.

    Identification of the key drivers in phone applications that influence the purchase behaviour of intended users of for smart phones.

    Research on  smart phone intenders to explore the potential base of new customers by reviewing and assessing their awareness level for smart phones and various applications which are accessible over it was also done.

    Each phone application was prioritized based on awareness level and penetration of usage to understand the popularity of mobile phone applications. Gaming, social networking and email messaging were major phone applications, identified with high level of awareness among the consumers.

    Intended users  were segmented based on their awareness level and current users were segmented based on their usage level for various phone applications. Market evaluation was conducted in terms of competitors’ offerings and client’s offerings and filled the gap based on the customer expectations, level of awareness and current usage behaviour to support the marketing strategies of client in fuelling up the sales.

    Strength and weakness analysis for client branded communication device was performed using SWOT and Core Competency model. Provided the qualitative insights of intenders and current users for phone applications to better enhance the marketing decisions of client.

    Value/Results

    Our qualitative insights on awareness level of the customer enabled the client to successfully design its marketing campaign to boost the sales of its newly launched smart phone.

  • Customer Satisfaction Research
    Case Study
    Sector | Tech & Telecom
      • Our client is a leading provider of unified communication products and services for medium to large size businesses worldwide
      • The objective of the study was to understand the satisfaction level among client’s customers towards unified communication and capture the views of competitors’ customers towards client service offerings and their switching behavior.
    • US, Canada, UK, Germany, France, Italy and Spain.

    Approach

    • The research focus was to assess the satisfaction level among its current customer, service offerings of competitors and competitors’ customer views towards client services
    • Questionnaire development process included designing two set of questionnaire by coordinating it with the client

    Customer’s questionnaires was focused towards

    -Current usage

    -Service quality

    -Service experience

    Competitors’ customer questionnaire was focused towards

    -Current service offerings

    -Price sensitivity

    -Switching

    • Primary research was carried out where in-depth interviews were conducted with current customers of client and competitors customers via phone. 100 interviews were conducted for client customers and 200 interviews for competitors’ customers
    • Data Analysis:

    -Advanced statistical techniques were used to understand the relationship between specific aspects of customer experience, overall customer satisfaction and customer loyalty

    -Competition analysis was conducted using Porter’s Five Forces Model

    -Need gap analysis was conducted for competitors’ customers

    -Basic charts and graphs were produced as per client ‘s requirement

    Value/Results

    • A detailed report was presented which enabled the client to understand that:

    qPackage price, bundle price, picture quality, downtime, customer support are the key drivers for customer satisfaction

    qCompetitors’ customer were ready to switch to other service providers if receiving better service quality, low price and channel selection facility

    • Drivers of customer satisfaction was also highlighted during the study and provided separately to the client

    Finally, the key findings of the research were successfully integrated by client in its marketing plan to beat the unified communication market competition and increase the market share.

  • Communication Service Providers – Industry Trends and Issues
    Case Study
    Sector | Tech & Telecom
    • The research objective was to gather opinion of decision makers around trends and issues in communication industry worldwide.

    • North America, Europe, Central and Latin America.

    Approach

    • Primary research was conducted among decision makers responsible for budget to buy carrier Ethernet customer reporting and performance management solutions and employed in IT or OSS functions
    • Job titles targeted were VP, Director, Sr. Solution Manager, Sr. Engineer, Sr. Manager Network Services, OSS Architect, Technology Engineer and Network Planning Manager
    • Target organizations were Telecommunication Service Provider, Wireless Carrier, Cable MSO and Alternative Access Vendor covering tier 1 and tier 2 network/carrier

    Value/Results

    Using the quantitative and qualitative information, client was able derive actionable insights and improved the sales targeting approach. Qualitative information also helped the client to understand customer pain points, decision making criteras, preferences and concerns to buy software and hardware equipment for performance management and customer reporting.

  • Managed IT Services – Demand Analysis
    Case Study
    Sector | Tech & Telecom
    • A leading telecom provider wanted to understand the demand assessment, purchasing process and vendor perception for Managed IT Services among telecom service providers.

    • North America, Latin America, Europe, Asia Pacific and Middle East.

    Approach

    • Primary research was conducted with telecom service provider organizations
    • Senior level professionals for instance CIO, CTO, Director- IT, Senior Telecom Manager were targeted who were knowledgeable about Managed IT Services and are experienced about organization’s usage of managed services
    • 50 in-depth interviews were conducted in each country.
    • Phronesis also supported the client in discussion guide development

    Value/Results

    The client was able to understand the demand drivers for managed IT services among telecom service providers. Research findings were used by the client in its marketing campaign for Managed IT and Consulting services.

  • Market Opportunity Survey
    Case Study
    Sector | Tech & Telecom
    • An upcoming telecom provider in a new region wanted to  assess the market opportunity for telecom services and users’ perception towards value added services offered by different telecom providers.

    • 2,000 surveys were conducted across US, Canada, Brazil, Mexico, Singapore, China, Hong Kong, South Africa and UAE.

    Approach

    • Secondary research was implemented to initialize the scope in which we identified target business segments, suitable sample size, key focused of the research, assessed client’s need and list out telecom offerings from major telecom providers
    • Based on the study objective and key requirements, survey questionnaire was designed in consultation with the client to capture the business customers’ perception towards telecom services and value added services from different service providers
    • 30 minutes long survey was conducted with ICT decision makers across businesses
    • We targeted businesses with different manpower sizes such as 100-249, 25-499 and more than 500 employees
    • The verticals covered were Financial Services, Healthcare, Retail, Manufacturing, Energy and Professional Services

    Value/Results

    • Key findings of the research were delivered in power point presentation format and raw data was delivered in SPSS format along with basic charts in PPT format.
    • The Client was able to understand the competition in telecom market for telecom and value added services and used these findings in its marketing strategy for developing the competitive advantage.
  • A global study on adoption of the term “The internet of things’
    Case Study
    Sector | Transport & Logistics
    • Our client , a leading IT research firm was interested to understand the adoption of the popular term “The Internet of things” within large organizations across various industries.

    • In depth discussions were conducted with CIO’s/CTO’s of large organizations with the focus of understanding the level of preparedness in their organization.
      700 interviews were conducted across 14 countries , covering a various number of industries.

    Approach

    A detailed discussion was held between Phronesis™ research team and client’s project team to understand the overall objective of study, key product lines for which information was required, profile of samples. Following to it the research team designed the detailed stud plan, methodology, sampling design, questionnaire and coverage plan for client’s approval

    The topics that were covered in the research included current/future usage , key drivers , IoT value propositions for enterprises, annual spending on IoT ,Infrastructure requirement , Enablers of IoT, Direction of technological development and adoption.

    Value/Results

    The finding of the surveys helped our client to gain  insightful information about the adoption of the term “The internet of things’ within large organizations. The information helped our client to analyze and interpret the importance of this term within organizations across the world covering various industries.

  • Is Aircraft maintenance a viable business?
    Case Study
    Sector | Transport & Logistics
    • A renowned brand in the jet maintenance industry was exploring potential new markets for expansion.  Our client , a large strategy consulting firm was trying to understand the market for maintenance of private jets across China.

    • Phronesis Partners conducted research with business managers of UHNWI clients who own private jets.

    Approach

    What makes this research unique is the diversity in the management of jets. For some private jet owners , their jet is managed by their dedicated business managers whereas for some , it is managed by their organization’s logistics team.

    The challenge was to identify who specifically has the final say in terms of the management of jet. A multi-phased approach was used the Phronesis™ Research team wherein first the jet owners were contacted to identify specifically who is responsible for maintaining their jets.  According to the responses of the jet owners, the research was conducted with the concerned persons.

    Also, the willing to outsource the process of jet maintenance was evaluated.

    Value/Results

    The research and information helped our client to gain  insightful information about the jet usage behavior , awareness of jet management providers , experience of business managers in jet management and appealing attributes / decision drivers.

  • Passenger Vehicle Fleet – Market Potential Study
    Case Study
    Sector | Transport & Logistics
      • Our client, a European passenger fleet manufacturer wanted to expand into B2B segment.
      • The research was aimed to assess the market potential and explore new market opportunities for passenger fleet vehicles in B2B market across EMEA and Latin America.
    • Brazil, Mexico, Chile, Argentina, Saudi Arabia, UAE and Qatar.

    Approach

    • Phronesis identified businesses that are currently using fleets for client’s business operations.
    • A representative business population was covered by setting the quotas among 250-749, 750-999 and more than 1000 employees across Retail, Banking, QSR, E-Commerce, Transportation & Logistics, Government and Manufacturing.
    • Primary research, interviews were executed among Fleet Managers, Fleet Owners and Transport Admin. Manager who are the decision makers for buying fleet.

    Value/Results

    Research findings supported the client decision to expand its fleets into B2B segment across the target markets and helped the client to design the marketing and communication strategy to promotes its brand offerings across the target markets.

  • A global study on adoption of the term “The internet of things’
    Case Study
    Sector | Healthcare
    • Our client , a leading IT research firm was interested to understand the adoption of the popular term “The Internet of things” within large organizations across various industries.

    • In depth discussions were conducted with CIO’s/CTO’s of large organizations with the focus of understanding the level of preparedness in their organization.
      700 interviews were conducted across 14 countries , covering a various number of industries.

    Approach

    A detailed discussion was held between Phronesis™ research team and client’s project team to understand the overall objective of study, key product lines for which information was required, profile of samples. Following to it the research team designed the detailed stud plan, methodology, sampling design, questionnaire and coverage plan for client’s approval.

    The topics that were covered in the research included current/future usage , key drivers , IoT value propositions for enterprises, annual spending on IoT ,Infrastructure requirement , Enablers of IoT, Direction of technological development and adoption.

    Value/Results

    The finding of the surveys helped our client to gain  insightful information about the adoption of the term “The internet of things’ within large organizations. The information helped our client to analyze and interpret the importance of this term within organizations across the world covering various industries.

  • E-commerce for medical equipment and consumables
    Case Study
    Sector | Healthcare
    • The purpose of this research is to evaluate the opportunity of e-commerce for medical equipment and consumables across China , Thailand , Australia, South Korea and Japan.

    • Phronesis partners conducted a total of 250 interviews across Thailand , China , Australia , South Korea and Japan in their respective languages.

    Approach

    Primary research was conducted involving top national dealers/distributors of medical equipment and consumables with following job titles:

    — Owner

    — Marketing manager

    — Sales manager

    The respondents were selected over the phone, their profiles were screened to identify the right person to contact and explained the purpose of research to encourage their participation.

    Interviews with an average duration of 35 minutes were conducted.

    Value/Results

    English transcripts of interviews in MS Word format  as per the client requirement were delivered.

    Key insights were delivered in a PowerPoint presentation format.

    Our client was able to analyze the new market opportunity to develop the e-commerce market place. Research findings were used by the client for initial strategy development.

  • Market Trends and Usage for SMBG Strips
    Case Study
    Sector | Healthcare
    • The focus of the research was to understand the current market trends and popularity of prevailing brands of SMBG strips used in diabetes treatment and exploring the opportunities for our client’s brand.

    • A 25 minutes long questionnaire among pharmacists using Computer Assisted Telephone Interview (CATI) methodology was administered.

      Target countries were US, UK, Canada, Germany, Hong Kong, Singapore, Australia, Korea, China, India, Brazil and Mexico with the sample size of 150 interviews in each country.

    Approach

    Identification of the major brands of SMBG strip and  their respective market share through business research to define the scope of the study.

    Determination of the current market trends and popularity of prevailing brands of SMBG strip by interviewing pharmacists and drug retailers.

    Identification of the weak points in current brands and the significance for using them in treating diabetes to investigate the needs.

    Key information areas covered during the research :

    • Understanding of the key market trends and strategies of competitors for pushing out their brands to retailers and the incentives that are offered by these brands to retailers on sales
    • Identification of the most popular brand of SMBG strip selling in the market and its characteristics to understand the gap between such brand and our client’s brand.
    • Parameters used to increase the efficiency of the products.
    • Importance of the substances that are to be used in the manufacturing of SMBG strips
    • Opportunity and market scope of new SMBG strips

    Value/Results

    Research findings enabled the client to successfully understand the current market trends for SMBG strips and integrate these findings in exploring the opportunities in the innovation of the new strips in treating diabetes across the targeted markets.

  • Brand Awareness Study for Advanced Injection Devices in North America & LATAM
    Case Study
    Sector | Healthcare
    • A Leading Healthcare Consulting Company wanted to understand the current market trends and popularity of prevailing brands of advanced automatic injection devices used to deliver insulin in diabetes treatment and exploring the opportunities for their client’s brand. The main area of focus was:

      • To identify current market trends for injection devices used in curing diabetes
      • To understand gap between client offerings and competitors’ offerings by conducting competition analysis
    • USA, Canada, Brazil and Chile.

    Approach

    • Identified the major brands of automatic injections devices and respective market share through desk based research to define the scope of the study
    • Determined the current market trends and popularity of prevailing brands of automatic injection devices by interviewing pharmacists and drug retailers
    • Identified the weak points in current brands and significance for using them in treating diabetes to investigate the needs
    • Designed and administered a 25 minutes long questionnaire among pharmacists using Computer Assisted Telephone Interview (CATI) methodology
    • Understand the key market trends and strategies of competitors for pushing their brands to retailers and what incentives are offered by these brands to retailers on sales
    • Identified the most popular brand of advanced injection devices selling in the market and its characteristics to understand the gap between such brand and client’s brand

    Value/Results

    Research findings enabled the client to successfully understand the current market trends for advanced injection devices, integrated these findings in exploring the opportunities to innovate the new injections in treating diabetes

    The research also helped the client to:

    • Increase the efficiency of the products, and helped them understand that emphasis should be given on the substances used to manufacture it
    • Identify opportunity and market scope of new advanced injection devices by conducting the need-gap analysis