Extensive experience in custom market research engagements and syndicated studies specializing in IT/Internet/Telecommunications/Cloud solutions aimed at small and medium businesses (SMBs).
Actionable global SMB market intelligence on the implementation, usage, buying patterns and preferences for Information & Communications technology solutions using structured research methodologies and data collection tools (including web surveys, telephone depth interviews and statistical forecasting methods)
- Market opportunity assessment for a large security software maker in the U.S. to increase market share and establish brand dominance for two of its leading security software brands
o Created a brand mapping framework by SMB segment to provide insights on brand awareness and positioning based on SMB security, storage and IT services related needs and usage behaviors
- Market intelligence to assess and increase share of wallet for servers and storage solutions of a large US based software company
o In-depth interviews and quantitative web surveys with business partners in the U.S. to better understand partner engagement, pricing strategies, product margins and vendor satisfaction for x86 servers and storage offerings.
o Identified gaps in partner engagement and key sales growth opportunities to increase share of x86 offerings among mid-market clients.
- Market intelligence on the SMB software applications market to identify software companies/brands/solutions most relevant for joint offerings with a large software company in the US
o Identified the top software companies with the highest proportion of solutions among SMBs in terms of installed base and recent purchases of software applications
o Recommended target SMB segments and the specific set of solutions most suited for joint offerings in each target segment.
- SMB market segmentation for a large US-based software company to provide better definition for a new software offering and sales approach based on differentiation in IT/business needs, strategic goals, company size, industry focus etc.
Other responsibilities entailed supporting annual SMB syndicated studies, developing white papers focusing on SMB emerging technology trends, contributing to topical research bulletins and consulting engagements including client visits and presentations.