One of the world’s largest IT equipment and services company, headquartered in Japan, wanted to evaluate potential clients in the Indian market. Knowing that every company is different, it wanted to gain a deeper understanding of target accounts so that its sales team could tailor their pitches to their needs. This included analyzing their financial health, strategic plans, specific IT implementation details, and identifying the key decision makers in each company.
Business challenge
The client, one of the world’s largest IT equipment and services company headquartered in Japan, was looking for support in evaluating prospective clients for a specific set of products for the Indian market. Knowing that every company is different, it wanted to gain a deeper understanding about target accounts to tailor sales pitches to their specific needs. This included their financial health, strategic growth objectives, and information about the key decision makers in the organization and IT implementation.
Solution
The company partnered with Netscribes for carrying out the project, who developed highlevel account intelligent profiles of the shortlisted companies.
The research incorporated a mix of secondary and primary research to gather specific
information about the target companies, including:
- A complete synopsis of business facts and details
- An exhaustive financial health analysis of the company
- Study of the strategic alignment and business goals
- End-to-end IT implementation analysis, including the budget, investment plans, pain points, etc with a focus on the company’s IT infrastructure
- Insights on the organizational structure, the correct persons to contact, and how to best reach them
Based on the strategic goals and current IT implementations of the company, Netscribes provided insights into specific pain areas and requirements of each company. We also provided recommendations about the specific services or products it should pitch to the identified profiles.
Benefit
Netscribes delivered high-level profiles in a very short turn-around time, which helped the client in successfully implementing its strategies and acquiring new clients.
