Strategic Research

At Phronesis™, we also provide Strategic Research services to top-level executives, particularly the C-suite. Following our dictum of favouring a solutions-based approach over adherence to a set methodology, we have created a framework that provides a structure for this practice while allowing room for manoeuvring a customised plan. The design behind this offering is to help the client achieve and efficiently sustain a dominant position in the market. We achieve this through strategic problem solving — aimed at conceptualising and executing strategic initiatives — using playbook techniques such as story boarding, role-playing and other proven creative exercises.

Our open-ended (laterally, not vertically) model entails the identification of problems and the formulation of empirically-justified hypotheses, through brainstorming and discussion sessions with relevant stakeholders and client representatives. In the next step, we conduct research (primary and secondary) around the hypothesis advanced in the first step. The next link in the chain requires the analysis and extraction of meaningful information, once it has been structured. Next, insights are synthesised by a collaborative effort of subject matter experts and seasoned analysts that answer key questions about the range of issues plaguing the client. Then, strategy is delineated in the form of actionable undertakings that can be readily implemented. As a final measure, we create a communications plan, outline metrics for monitoring and define the resources needed.

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.

  • BigData Analytics and Business Intelligence – Organizational usage study
    Case Study
    Sector | Consumer Products
    • The focus of the research was to understand how organizations are thinking about BigData in making current and future decisions.

    • — Target countries – UK , France ,Germany and USA.

      — Phronesis completed 150 surveys across Financial Services , Retail & Wholesale and Energy & Utilities.

      — Organizations with annual revenue of  $ 250 million and over.

      — COO , Chairmen , CEO , CFO , President , Controller , Treasurer , Executive VP , Senior VP, CIO , CTO , Dire tor IT , VP IT were contacted during the process of research.

    Approach

    Primary research was conducted among business executive directors that use/structure business data to asses organizational performance and assist with strategic planning exercises IT executives/directors who help in supplying data that their business needs.

    Information covered during the research included organization’s approach to data management , key people responsible for organization’s data management strategy , usage and planned usage of BigData in organizations, importance of data in decision making in the organization , sources of data collection or planned collection by organizations , the speed with which data is processed and how it is changing for the future.

    Key challenges faced by the organization when attempting to process data more quickly , importance of processing and acting on data to the organization in real time, functions for which real time analytics/decision making is important, BigData technology awareness and usage , Big performance analytics technology awareness and usage within the organization and technology companies seen as leaders in BigData were also assessed during the study.

    Value/Results

    Study results helped the clients to develop White Paper, Newsletter for their clients  and develop marketing/business material to present the capabilities in the market in a better way.

    Research findings were published by the client that has been used by organizations across verticals for benchmarking purposes. It also helped them in developing their thought leadership in the BigData space

  • 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.

  • 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.

  • Investment Opportunity Analysis in Retail Market – Mid Size Private Equity Fund
    Case Study
    Sector | Consumer Products
    • 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 .

  • 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.

  • Cross Border Challenges
    Case Study
    Sector | Education
    • Our client was a global research and consulting firm and wanted to understand how large businesses deal with the cross border challenges, cultural integration, economic volatility risk and business dynamics.

      • 400 interviews were carried out across various range of industries in US, Canada, UK, Germany, France, Italy, Switzerland, India, China, Korea, Australia and UAE.

    Approach

    • Primary research was focused to cover large corporations with annual revenue more than USD 2 billion including global 2000 companies
    • Discussions were conducted with individuals who were responsible for strategy development, payment management system, FDI collaboration and cross boarder transactions.
    • We targeted board members, CFO, COO, CEO and their direct reports Head of Strategy, Strategy Director, Vice President of Strategy, Head of Legal & Corporate Affairs

    Value/Results

    The research helped the client to identify cross boarder initiatives and respective challenges faced by corporations.

    Also, the client was able to understand the cross boarder issues and challenges faced by banks and integrated the findings of the research into its consulting services across the targeted markets.

  • Articulated Arms – User Insight
    Case Study
    Sector | Education
    • 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.

  • Changing Nature of Innovation
    Case Study
    Sector | Energy & Utility
    • Our client , a global consulting firm , wanted to understand the changing nature of innovation. The study required am understanding from the leading companies about the success of innovation in their company, their motivations for innovation, the steps they are taking to become more innovative and understand the challenges faced.

    • Comprehensive discussions were conducted with C-level executives – from the R&D, Operations , Strategy and Innovation departments  across a range of industry verticals such as Technology , Financial Services , Automotive , Chemicals etc.

    Approach

    Research was conducted to identify  and comprehend –

    —  The location of most innovative companies

    —  Importance of innovation for the success of their companies

    —  Annual revenues derived from major new products and services launched

    —  How defined is the innovation strategy for the companies

    —  Alignment of growth and innovation strategies

    —  Innovation investments

    —  Innovation priority areas- products/services/technology/systems and processes/supply chain/customer experience/business model etc.

    —  Percentage of innovated products and services co-created with customers

    —  Government funding/state ownerships/tax incentives used to support innovations

    —  Creation and fostering of innovation culture in an organization.

    Value/Results

    Insights to these discussions were collated and presented to the client as a white paper covering success aspects of innovation, positive implications of driving innovations in the firm and challenges faced by the firm to foster innovation.

  • BigData Analytics and Business Intelligence – Organizational usage study
    Case Study
    Sector | Energy & Utility
    • The focus of the research was to understand how organizations are thinking about BigData in making current and future decisions.

    • — Target countries – UK , France ,Germany and USA.

      — Phronesis completed 150 surveys across Financial Services , Retail & Wholesale and Energy & Utilities.

      — Organizations with annual revenue of  $ 250 million and over.

      — COO , Chairmen , CEO , CFO , President , Controller , Treasurer , Executive VP , Senior VP, CIO , CTO , Dire tor IT , VP IT were contacted during the process of research.

    Approach

    Primary research was conducted among business executive directors that use/structure business data to asses organizational performance and assist with strategic planning exercises IT executives/directors who help in supplying data that their business needs.

    Information covered during the research included organization’s approach to data management , key people responsible for organization’s data management strategy , usage and planned usage of BigData in organizations, importance of data in decision making in the organization , sources of data collection or planned collection by organizations , the speed with which data is processed and how it is changing for the future.

    Key challenges faced by the organization when attempting to process data more quickly , importance of processing and acting on data to the organization in real time, functions for which real time analytics/decision making is important, BigData technology awareness and usage , Big performance analytics technology awareness and usage within the organization and technology companies seen as leaders in BigData were also assessed during the study.

    Value/Results

    Study results helped the clients to develop White Paper, Newsletter for their clients  and develop marketing/business material to present the capabilities in the market in a better way.

    Research findings were published by the client that has been used by organizations across verticals for benchmarking purposes. It also helped them in developing their thought leadership in the BigData space.

  • Articulated Arms – User Insight
    Case Study
    Sector | Energy & Utility
    • 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.

  • Study on government policies and regulations for public sector infrastructure
    Case Study
    Sector | Energy & Utility
    • The objective of the study was to understand the infrastructure policies, procurement and delivery in government and public sector.

    • US and Canada

    Approach

    • Various policies and regulations for public sector infrastructure were identified using secondary research which was then used to design the questionnaire
    • Interviews were conducted with government officials in public welfare and infrastructure development who are familiar with infrastructure policies, procurement and delivery across US and Canada
    • 50% of the interviews were conducted across public sector & government organizations having annual operating budget of more than $500 million
    • Some qualitative interviews were also conducted with policy regulators to understand the regulations and challenges in infrastructure development

    Value/Results

    The client was able to integrate the information in its consulting services to assist infrastructure contractors for detailed understanding of issues and support in public infrastructure bids.

  • 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.

  • Changing Nature of Innovation
    Case Study
    Sector | Financial Services
    • Our client , a global consulting firm , wanted to understand the changing nature of innovation. The study required am understanding from the leading companies about the success of innovation in their company, their motivations for innovation, the steps they are taking to become more innovative and understand the challenges faced.

    • Comprehensive discussions were conducted with C-level executives – from the R&D, Operations , Strategy and Innovation departments  across a range of industry verticals such as Technology , Financial Services , Automotive , Chemicals etc.

    Approach

    Research was conducted to identify  and comprehend –

    —  The location of most innovative companies

    —  Importance of innovation for the success of their companies

    —  Annual revenues derived from major new products and services launched

    —  How defined is the innovation strategy for the companies

    —  Alignment of growth and innovation strategies

    —  Innovation investments

    —  Innovation priority areas- products/services/technology/systems and processes/supply chain/customer experience/business model etc.

    —  Percentage of innovated products and services co-created with customers

    —  Government funding/state ownerships/tax incentives used to support innovations

    —  Creation and fostering of innovation culture in an organization.

    Value/Results

    Insights to these discussions were collated and presented to the client as a white paper covering success aspects of innovation, positive implications of driving innovations in the firm and challenges faced by the firm to foster innovation.

  • BigData Analytics and Business Intelligence – Organizational usage study
    Case Study
    Sector | Financial Services
    • The focus of the research was to understand how organizations are thinking about BigData in making current and future decisions.

    • — Target countries – UK , France ,Germany and USA.

      — Phronesis completed 150 surveys across Financial Services , Retail & Wholesale and Energy & Utilities.

      — Organizations with annual revenue of  $ 250 million and over.

      — COO , Chairmen , CEO , CFO , President , Controller , Treasurer , Executive VP , Senior VP, CIO , CTO , Dire tor IT , VP IT were contacted during the process of research.

    Approach

    Primary research was conducted among business executive directors that use/structure business data to asses organizational performance and assist with strategic planning exercises IT executives/directors who help in supplying data that their business needs.

    Information covered during the research included organization’s approach to data management , key people responsible for organization’s data management strategy , usage and planned usage of BigData in organizations, importance of data in decision making in the organization , sources of data collection or planned collection by organizations , the speed with which data is processed and how it is changing for the future.

    Key challenges faced by the organization when attempting to process data more quickly , importance of processing and acting on data to the organization in real time, functions for which real time analytics/decision making is important, BigData technology awareness and usage , Big performance analytics technology awareness and usage within the organization and technology companies seen as leaders in BigData were also assessed during the study.

    Value/Results

    Study results helped the clients to develop White Paper, Newsletter for their clients  and develop marketing/business material to present the capabilities in the market in a better way.

    Research findings were published by the client that has been used by organizations across verticals for benchmarking purposes. It also helped them in developing their thought leadership in the BigData space.

  • 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.

    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.

  • Business Model Analysis of PE Firms – Billion Dollar Private Equity Firm
    Case Study
    Sector | Financial Services
    • The objective of the research was to  understand the private equity investor industry in terms of evolution and growth and  evaluate the business model and business dynamics of private equity investor industry.

      • Research was conducted across US, UK, France, Germany, India, China and Singapore to collect the views of PE firms about future growth drivers and basic business principles.
      • 2000 phone based interviews were conducted in mid to large size private equity firms.

    Approach

    Administration of extensive primary research among individuals who are responsible for s=investment strategy development in private investor industry.

    Survey instrument was designed in consultation with client.

    Identification of strategies adopted by PE firms when access to debt gets tougher and states which requires PE firms to restructure their business model.

    Identification of the necessity for re-examining the working model of PE forms in the context of competitive market.

    Evaluation of the impact of debt level on leverage buy out returns and corresponding strategy of PE firms to access the debt

    Assessed the various structures of PE firms to understand their business model.

    Determination of  fallacy in the assumptions in strategy development which could bring PE firms to the brink of bankruptcy.

    Value/Results

    A detailed report was presented to the client covering debate on the role of PE investors in failing to turnaround the companies taken over.

    Explored strategies and various alternative to make the PE firm’s business model more efficient and lucrative.

  • 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 .

  • HNWI Investment Behaviour – International Private Equity Fund
    Case Study
    Sector | Financial Services
      • Our client needed to understand the attitude and behaviour of High Net Worth Individuals when investing in private equity funds across the US, Europe, Asia Pacific, Middle East and Latin American geographies.
    • US, UK, France, Germany, Canada, Hong Kong, Singapore, Australia, New Zealand, China, India, Brazil, South Korea, UAE, Middle East and Saudi Arabia.

    Approach

    • Assessed the behaviour and attitude of HNWIs having more than USD 1 million in investable assets for investing in private equity funds
    • Identified the weak points in investing PE funds from HNWIs’ perspective to provide suggestions for areas of improvement.
    • Analysed the proportion of PE funds considered by HNWIs in their portfolio construction and mapped it with other investment options to uncover the opportunities in PE investor market
    • Survey instrument was administered over the phone covering the US, Europe, Asia Pacific, Middle East and Latin American geographies
    • The focus area of the questionnaire was to understand the investment behaviour and reasons for diverting investments from PE funds to other sector products

    Value/Results

    The research carried out by Phronesis helped the client to:

    • Identify that expert opinion from a strong management team, is the main consideration for HNWIs before investing into PE funds.
    • Understand that investors are more likely to invest in those assets which provide trust and security on their investments rather being attracted towards the market share and brand.
    • Identify important key drivers for HNWI’s investment in banking sector such as strong, honest and visionary management team which can build the confidence of investors for safe and secure environment

    Moreover, the report presented to the client listed out the pain points for HNWIs in investing PE funds, areas of improvement and key factors that should be incorporated in the offerings for building the confidence in investment.

  • Cross Border Challenges
    Case Study
    Sector | Media & Entertainment
    • Our client was a global research and consulting firm and wanted to understand how large businesses deal with the cross border challenges, cultural integration, economic volatility risk and business dynamics.

      • 400 interviews were carried out across various range of industries in US, Canada, UK, Germany, France, Italy, Switzerland, India, China, Korea, Australia and UAE.

    Approach

    • Primary research was focused to cover large corporations with annual revenue more than USD 2 billion including global 2000 companies
    • Discussions were conducted with individuals who were responsible for strategy development, payment management system, FDI collaboration and cross boarder transactions.
    • We targeted board members, CFO, COO, CEO and their direct reports Head of Strategy, Strategy Director, Vice President of Strategy, Head of Legal & Corporate Affairs

    Value/Results

    The research helped the client to identify cross boarder initiatives and respective challenges faced by corporations.

    Also, the client was able to understand the cross boarder issues and challenges faced by banks and integrated the findings of the research into its consulting services across the targeted markets.

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

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

    Approach

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

    Value/Results

    • Regional comparison of data was presented in a client specific format highlighting the actionable insights and critical information from verbatim responses
    • Client was able to identify the key areas for improvement and redesigned its service offerings to meet the customers’ needs
  • Changing Role of CFO in Risk and Compliance Management
    Case Study
    Sector | Media & Entertainment
    • A leading strategy consulting firm wanted to understand how CFOs are contributing in organizational strategy to administer the risk and compliance management.

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

    Approach

    • 2000 in-depth interviews were conducted with CFOs to understand the issues in financial risk management, corporate risk priorities of organizations and perception towards risk and compliance management in medium and large size companies.
    • Information was gathered through direct reports which included financial data of various companies through various secondary databases.
    • Companies were targeted across different revenue bands with annual revenue of more than $10 billion, $1billion-$10 billion, $500-$999 million and $100-499 million.

    Value/Results

    The final results were delivered in a PowerPoint format and our client successfully integrated the survey findings and analysis in understanding the role of CFOs in strategy formation, risk and compliance management.

  • Study on government policies and regulations for public sector infrastructure
    Case Study
    Sector | Government
    • The objective of the study was to understand the infrastructure policies, procurement and delivery in government and public sector.

    • US and Canada

    Approach

    • Various policies and regulations for public sector infrastructure were identified using secondary research which was then used to design the questionnaire
    • Interviews were conducted with government officials in public welfare and infrastructure development who are familiar with infrastructure policies, procurement and delivery across US and Canada
    • 50% of the interviews were conducted across public sector & government organizations having annual operating budget of more than $500 million
    • Some qualitative interviews were also conducted with policy regulators to understand the regulations and challenges in infrastructure development

    Value/Results

    The client was able to integrate the information in its consulting services to assist infrastructure contractors for detailed understanding of issues and support in public infrastructure bids.

  • Changing Role of CFO in Risk and Compliance Management
    Case Study
    Sector | Government
    • A leading strategy consulting firm wanted to understand how CFOs are contributing in organizational strategy to administer the risk and compliance management.

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

    Approach

    • 2000 in-depth interviews were conducted with CFOs to understand the issues in financial risk management, corporate risk priorities of organizations and perception towards risk and compliance management in medium and large size companies
    • Information was gathered through direct reports which included financial data of various companies through various secondary databases.
    • Companies were targeted across different revenue bands with annual revenue of more than $10 billion, $1billion-$10 billion, $500-$999 million and $100-499 million.

    Value/Results

    The final results were delivered in a PowerPoint format and our client successfully integrated the survey findings and analysis in understanding the role of CFOs in strategy formation, risk and compliance management.

  • 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.

  • 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.
  • Cross Border Challenges
    Case Study
    Sector | Manufacturing & Construction
      • 400 interviews were carried out across various range of industries in US, Canada, UK, Germany, France, Italy, Switzerland, India, China, Korea, Australia and UAE.

    Approach

    • Primary research was focused to cover large corporations with annual revenue more than USD 2 billion including global 2000 companies.
    • Discussions were conducted with individuals who were responsible for strategy development, payment management system, FDI collaboration and cross boarder transactions.
    • We targeted board members, CFO, COO, CEO and their direct reports Head of Strategy, Strategy Director, Vice President of Strategy, Head of Legal & Corporate Affairs.

    Value/Results

    The research helped the client to identify cross boarder initiatives and respective challenges faced by corporations.

    Also, the client was able to understand the cross boarder issues and challenges faced by banks and integrated the findings of the research into its consulting services across the targeted markets.

  • Articulated Arms – User Insight
    Case Study
    Sector | Manufacturing & Construction
    • 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.

  • Study on government policies and regulations for public sector infrastructure
    Case Study
    Sector | Manufacturing & Construction
    • US and Canada

    Approach

    • Various policies and regulations for public sector infrastructure were identified using secondary research which was then used to design the questionnaire
    • Interviews were conducted with government officials in public welfare and infrastructure development who are familiar with infrastructure policies, procurement and delivery across US and Canada
    • 50% of the interviews were conducted across public sector & government organizations having annual operating budget of more than $500 million
    • Some qualitative interviews were also conducted with policy regulators to understand the regulations and challenges in infrastructure development

    Value/Results

    The client was able to integrate the information in its consulting services to assist infrastructure contractors for detailed understanding of issues and support in public infrastructure bids.

  • Changing Nature of Innovation
    Case Study
    Sector | Oil & Chemical
    • Our client , a global consulting firm , wanted to understand the changing nature of innovation. The study required am understanding from the leading companies about the success of innovation in their company, their motivations for innovation, the steps they are taking to become more innovative and understand the challenges faced.

    • Comprehensive discussions were conducted with C-level executives – from the R&D, Operations , Strategy and Innovation departments  across a range of industry verticals such as Technology , Financial Services , Automotive , Chemicals etc.

    Approach

    Research was conducted to identify  and comprehend –

    —  The location of most innovative companies

    —  Importance of innovation for the success of their companies

    —  Annual revenues derived from major new products and services launched

    —  How defined is the innovation strategy for the companies

    —  Alignment of growth and innovation strategies

    —  Innovation investments

    —  Innovation priority areas- products/services/technology/systems and processes/supply chain/customer experience/business model etc.

    —  Percentage of innovated products and services co-created with customers

    —  Government funding/state ownerships/tax incentives used to support innovations

    —  Creation and fostering of innovation culture in an organization.

    Value/Results

    Insights to these discussions were collated and presented to the client as a white paper covering success aspects of innovation, positive implications of driving innovations in the firm and challenges faced by the firm to foster innovation.

  • 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.

  • Cross Border Challenges
    Case Study
    Sector | Oil & Chemical
    • Our client was a global research and consulting firm and wanted to understand how large businesses deal with the cross border challenges, cultural integration, economic volatility risk and business dynamics.

      • 400 interviews were carried out across various range of industries in US, Canada, UK, Germany, France, Italy, Switzerland, India, China, Korea, Australia and UAE.

    Approach

    • Primary research was focused to cover large corporations with annual revenue more than USD 2 billion including global 2000 companies.
    • Discussions were conducted with individuals who were responsible for strategy development, payment management system, FDI collaboration and cross boarder transactions.
    • We targeted board members, CFO, COO, CEO and their direct reports Head of Strategy, Strategy Director, Vice President of Strategy, Head of Legal & Corporate Affairs.

    Value/Results

    The research helped the client to identify cross boarder initiatives and respective challenges faced by corporations.

    Also, the client was able to understand the cross boarder issues and challenges faced by banks and integrated the findings of the research into its consulting services across the targeted markets.

  • 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.

  • Changing Nature of Innovation
    Case Study
    Sector | Tech & Telecom
    • Our client , a global consulting firm , wanted to understand the changing nature of innovation. The study required am understanding from the leading companies about the success of innovation in their company, their motivations for innovation, the steps they are taking to become more innovative and understand the challenges faced.

    • Comprehensive discussions were conducted with C-level executives – from the R&D, Operations , Strategy and Innovation departments  across a range of industry verticals such as Technology , Financial Services , Automotive , Chemicals etc.

    Approach

    Research was conducted to identify  and comprehend –

    —  The location of most innovative companies

    —  Importance of innovation for the success of their companies

    —  Annual revenues derived from major new products and services launched

    —  How defined is the innovation strategy for the companies

    —  Alignment of growth and innovation strategies

    —  Innovation investments

    —  Innovation priority areas- products/services/technology/systems and processes/supply chain/customer experience/business model etc.

    —  Percentage of innovated products and services co-created with customers

    —  Government funding/state ownerships/tax incentives used to support innovations

    —  Creation and fostering of innovation culture in an organization.

    Value/Results

    Insights to these discussions were collated and presented to the client as a white paper covering success aspects of innovation, positive implications of driving innovations in the firm and challenges faced by the firm to foster innovation.

  • 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 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.

  • Mobile Applications Usage Behaviour Study
    Case Study
    Sector | Tech & Telecom
      • Our client is a world leader in communication devices and wanted to fuel up the sales for its smartphones
      • The study focus was to measure the brand awareness and mobile application usage behaviour among business customers
    • US, UK, France, Germany, Italy, Spain, Russia, India, China, Hong Kong, Taiwan, Japan, Singapore, Australia, UAE and Saudi Arabia.

    Approach

    • Primary research was conducted among medium and large size companies across various verticals and 150 surveys in each target market were carried out
    • In-depth interviews were conducted with business users for smartphones to understand which mobile applications are mostly used in their day to day business, what they download from app stores, which are the most critical applications and what they would like to have and associated cost they are willing to pay for downloading such apps
    • Mobile apps were prioritized based on awareness level and penetration of usage to understand the popularity of each app

    Value/Results

    Study findings were used by the client to optimize the pre-installed mobile applications for its smartphones and make a better positioning of its brand for business users across the target markets.

  • 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 behaviour
    • US, Canada, UK, Germany, France, Italy & 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 criterias, preferences and concerns to buy software and hardware equipment for performance management and customer reporting.

  • Networking Security Issues and Challenges among Businesses
    Case Study
    Sector | Tech & Telecom
    • 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.
  • 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.

  • Cross Border Challenges
    Case Study
    Sector | Transport & Logistics
    • Our client was a global research and consulting firm and wanted to understand how large businesses deal with the cross border challenges, cultural integration, economic volatility risk and business dynamics.

      • 400 interviews were carried out across various range of industries in US, Canada, UK, Germany, France, Italy, Switzerland, India, China, Korea, Australia and UAE.

    Approach

    • Primary research was focused to cover large corporations with annual revenue more than USD 2 billion including global 2000 companies.
    • Discussions were conducted with individuals who were responsible for strategy development, payment management system, FDI collaboration and cross boarder transactions.
    • We targeted board members, CFO, COO, CEO and their direct reports Head of Strategy, Strategy Director, Vice President of Strategy, Head of Legal & Corporate Affairs.

    Value/Results

    The research helped the client to identify cross boarder initiatives and respective challenges faced by corporations.

    Also, the client was able to understand the cross boarder issues and challenges faced by banks and integrated the findings of the research into its consulting services across the targeted markets.

  • 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.

  • Articulated Arms – User Insight
    Case Study
    Sector | Transport & Logistics
    • 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.

  • Changing Nature of Innovation
    Case Study
    Sector | Healthcare
    • Our client , a global consulting firm , wanted to understand the changing nature of innovation. The study required am understanding from the leading companies about the success of innovation in their company, their motivations for innovation, the steps they are taking to become more innovative and understand the challenges faced.

    • Comprehensive discussions were conducted with C-level executives – from the R&D, Operations , Strategy and Innovation departments  across a range of industry verticals such as Technology , Financial Services , Automotive , Chemicals etc.

    Approach

    Research was conducted to identify  and comprehend –

    —  The location of most innovative companies

    —  Importance of innovation for the success of their companies

    —  Annual revenues derived from major new products and services launched

    —  How defined is the innovation strategy for the companies

    —  Alignment of growth and innovation strategies

    —  Innovation investments

    —  Innovation priority areas- products/services/technology/systems and processes/supply chain/customer experience/business model etc.

    —  Percentage of innovated products and services co-created with customers

    —  Government funding/state ownerships/tax incentives used to support innovations

    —  Creation and fostering of innovation culture in an organization.

    Value/Results

    Insights to these discussions were collated and presented to the client as a white paper covering success aspects of innovation, positive implications of driving innovations in the firm and challenges faced by the firm to foster innovation.

  • Study on Business Innovation in Pharmaceutical Sector
    Case Study
    Sector | Healthcare
    • The objective of the research was to understand the different types of innovation used by pharmaceutical companies to develop competitive advantage.

    • Specific target countries were US, Brazil, Mexico, UK, France, Germany, Italy, Spain, Portugal, Sweden, Netherlands, Switzerland, Russia, India, China, Australia, Hong Kong, Malaysia, South Korea, Japan, UAE and Saudi Arabia.

      A total of 2,000 interviews were conducted.

    Approach

    Interviews were conducted using a mix of  the online business panel and telephonic approach.

    Key information areas covered during the research were :

    • Identification of the creative approach and methods used by business to streamline their production process
    • Determination of the areas where businesses are looking to improve using creativity and innovation
    • Parameters used by businesses to benchmark their process performance before and after innovation
    • Talents and skill sets employed by businesses to bring into innovation
    • Critical business process, challenges and barriers to implement innovation

    Value/Results

    Benchmarking analysis was conducted to understand how organizations  differentiate in their business strategies, products and services using innovation.

    Study findings enabled our client to help and consult its clients with innovation across business models and prepare for developing competitive advantage in each of the target countries.

  • 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