A leading Indian IT outsourcing company wanted help to identify and target new corporate clients in the US market. The company wished to:
Identify potential customer companies
Prioritize them in terms of opportunity size
Improve the sales team’s approach
Understand the size of the potential market in order to benchmark sales performance better
The findings were delivered to the client as:
A list of potential customer companies by size
Key management and purchaser contacts
Estimated IT outsourcing budget and requirements by customer company
Market opportunity assessment
Tailored marketing strategy for penetrating key companies
We conducted a thorough research of the specific IT company: –
Primary research: Interviewing top level management, Decision makers, Sales Head, R&D Head, customers.
Research of proprietary company and contacts databases to identify target companies and executives.
Our Analysts (industry experts) used the information gathered from the above sources, analyzed the data and offered a detailed solution to the client.
4. Client Benefits & Feedback
The client achieved significant like-on-like sales growth through::
Clearer identification and targeting of potential customers.
More accurate and directed pitches and campaigns.
Benchmarking of sales team performance against the market opportunity.