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Marketing Support For An IT Service Provider On A Full Time Equivalent Basis
  • 1. Requirement
  • Requriement

  • The Marketing Team of one of India’s leading IT service providers was overstretched due to high business volumes.
    The team was unable to manage certain tasks including:
    Drawing key information from company reports and filings
    Drawing information from data resources the company had available to it such as Thomson One , Alacra, Factivia, FACTset.
    Finding target company and executive contacts.
    Setting up and conducting primary research interviews.
  • 2. Solution
  • Solution

  • TBRC regularly supported the client with:
    Lists of target companies and executive contacts.
    Secondary research data from annual reports, investor presentations.
    Information drawn from the client’s proprietary data sources.
    Scheduled interviews with key industry figures.
  • 3. Methodology
  • Methodology

  • TBRC developed a small and flexible satellite team which could support the client on an ongoing Full Time Equivalent (FTE) basis. The rules of engagement were guided by a clear Service Level Agreement.
    TBRC would:
    Work closely with the client on day to day requirements.
    Each TBRC consultant was be paired with a member of the client team.
    Provide work to support the client team’s work.
    Have a weekly project management team meeting with the client for feedback, timesheet management and review of the Service Level Agreement requirements.
  • 4. Client Benefits & Feedback
  • Client Benefits & Feedback

  • Target company and executive lists supported the sales team’s efforts.
    Secondary research supported more accurate market models and competitor shares.
    Pre-arranged Interviews with industry experts improved the client team’s market understanding of qualitative factors in the market.

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