Besides causing unprecedented business disruptions, the COVID-19 outbreak has rendered a chockful of market reports and company analysis redundant. Eager to get back on track with its sales outreach and pursue the right accounts, a telecom major sought quick, reliable, and actionable impact analysis insights. Ready with a pre-pandemic list of 1100 focused accounts for FY21, the firm knew it would need a timely perspective on the post-pandemic market pulse to identify high-resilience industries with low-risk target companies. They wanted to evaluate and analyze the most lucrative accounts that would prioritize digitization, even in the face of the pandemic.
Objective
Given the global economic uncertainties triggered by COVID-19, our client, a leading telecommunications
major sought to formulate an appropriate macro and microeconomic response policy to neutralize its impact
on their sales outreach decisions.
In a nutshell, it wanted to:
- Better understand and analyze the impact of COVID-19 across the value chain of various industries
- Evaluate the resilience of these companies and their ability to bounce back to normalcy at the earliest
- Leverage the findings to formulate and modify their focused target list of industries for FY 21
- Zero in on the least-affected, highresilience industries to cull out the most lucrative prospects
- Design a productoriented sales pitch to neutralize industry-level concerns and maximize conversion rate
Approach and Solution
To arm the client with data to distill out these insights, Netscribes:
- Discovered common factors/parameters that impact business continuity across industries
- Combined industry resilience parameters (to determine bounce-back ability) and regional nuanced parameters (triggered by COVID-19)
- Segregated the identified parameters into subparameters to provide holistic coverage and systematic scoring
- Assigned percentage weightage to each parameter and subparameter (based on the business continuity process) to derive an analytical model
- Defined a scoring methodology to eliminate potential inconsistencies and adhere to a predefined framework for better standardization
- Undertook scoring across industries to identify respective positions, gauge the impact, understand industry resilience, and regional nuances
- Mapped the client’s FY21 target list with our industry coverage for an account level view
- Developed multiple modules, such as global, regional, and client-lens views to ensure minute details are visible to stakeholder
Results Delivered
Netscribes delivered
- Comprehensive industry reports in the form of visual dashboards.
- Granular impact analysis frameworks offering a predictive insights.
Benefits
Through this study, the client was able to:
- Understand the impact of COVID-19 across the industries they focus on, from both, global and regional points of view
- Get a holistic view of industries expected to regain normalcy faster post the pandemic, in order to plan a well-informed approach strategy
- Determine ready-to-target industries based on least impact on business continuity and high-ability to adopt digital as an alternative business channel
- Chart out the course of action for highly impacted industries and develop solutions to make their operations more effective and drive business continuity
- Inform decisions across various departments of the client, namely marketing, strategy, regional campaigns, and sales
Read more: Impact analysis: A powerful tool for informing growth strategies
