Case Study
Company Background: An established offshore provider of Embedded Engineering Services
Business Issue / Situation: The organization had a long established history in providing embedded engineering services to US based high technology firms. The organization was experiencing stagnant growth due to a limited availability of embedded engineering skills in their home market. Senior executives desired to grow revenue organically by offering a broader range of IT Services. With limited experience in IT Services, the organization sought practical insight and direction of the IT Services marketplace.
Actions: Developed objectives for management to: a) understand vendor profiles of representative clients; b) gain insight on growth segments within IT services; c) gain understanding of buying levers. Led facilitation sessions with management team to develop and refine unique value proposition for IT Service offering. Developed a research study that tested value proposition and provided insight on US customer’s buying criteria, areas of demand for IT Services and current IT Service providers company size profile. Executed survey, gathered responses, interpreted results and presented to management. Interview client team members to gain insight on operational challenges that existed within the client.
Results: Refined and market tested value proposition for IT Services, insight into drivers for buying IT Services and growth segments of IT Services. Development of sections of corporate presentation for IT Services as well as the development of case studies to support entry into IT Services. Management has deeper insight into operational alignment – matching existing capabilities to growth segments, areas to invest in capabilities, competitive profiles of vendors serving target customers (via case studies) and initial development of a sales pursuit strategy.
