Client Challenge
The client was looking for a broad global voice of customer study across decision makers, influencers, and users of their products.
Industry
IT Hardware
Company Size
$75B in sales
Project Term
2 months
Project Topic
Growth Strategy
Team
To address client challenge GLG Projects put together a customized team of subject matter experts and consultants.
Management consultant with 20+ years of tech experience
Dedicated GLG Research and Survey specialists
Expert populations in 6 countries and 6 end use verticals for both survey and consultations
Research Approach
To cover the global market across industry verticals GLG fielded a survey of over 3,500 IT professionals in 5 languages; a range of decision makers, users, and influencers were also selected for 1:1 interviews.
Findings
The large sample was able to resolve details on perception across the customer journey while max-dif analysis highlighted critical decision factors.
Impact
The client was able to determine its current state market position, opportunities to differentiate, what will bolster their value proposition, and insights on future customer needs.
Follow Up
As the client uses these results to develop their sales and marketing strategy they are able to follow up with experts representing these same populations through their subscription, testing hypotheses and strategic options.
Client Challenge
Client executives had been long considering expansion into an adjacent material space but have had trouble reaching a go/no-go decision.
Industry
Basic materials
Company Size
$17B in sales
Project Term
2 Weeks
Project Term
Growth Strategy
Team
To address client challenge GLG Projects put together a customized team of subject matter experts and consultants.
Experienced market researcher with strength in industrial markets
Project associate added to accelerate work to meet client’s compressed time frame
Experts in material markets, application details and production technology
Research Approach
Engagement team developed detailed market perspective that segmented by specific products and applications, uncovering ‘on the ground’ realities in the market.
Findings
While on the surface the adjacent market is large, most of it is low margin commoditized material, only highly specialized subsegments are attractive. These niche markets were too small to be of interest.
Impact
Leadership at the client company was able to decide with conviction that they would not invest in exploring the adjacent market.
Follow Up
Resources were able to be deployed on other growth initiatives.
Client Challenge
A corporate M&A team needed market diligence on an e-scooter and electric vehicle charging infrastructure startup in Asia.
Industry
Consumer Products
Company Size
$4B in sales
Project Term
3 Weeks
Project Topic
Due Diligence
Team
To address client challenge GLG Projects put together a customized team of subject matter experts and consultants:
Expert with 40+ years experience in SE Asia auto, cycle, scooter markets
Former top tier consultant based in Korea with both DD and growth strategy
Consultations with experts in 5 ASEAN countries; secondary research on incumbent products
Research Approach
Engagement team focused on specific customer needs, value proposition, and product economics in each of the 5 target markets.
Findings
Research and analysis uncovered the fastest growing market segments and regions and which had the best fit with the target company’s operating model.
Impact
The client found the analysis to be rigorous and convincing in assessment of the market opportunity, supporting the decision to move forward investing in further diligence and in the bidding process.
Follow Up
GLG Projects was engaged in a second project to identify retail models that would help accelerate growth for the target.
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