Information & Communication Technology (ICT)

Conducting a Market Study Regarding an ICT Provider’s Options for Differentiation

Challenges

How can the client be relieved from the increasing price pressure caused by the competition and notwithstanding the client’s strong expertise and close relationships the automotive OEMs?

 

How can the product and service portfolio be advanced to prevail a maintainable price premium—en route to a portfolio build upon innovative ideas and new approaches to It architecture from the typical tender business with predefined specifications and a high price pressure?

Problem-Solving Approach

Identifying a relevant range of topics and pressing issues relevant for the departments of selected automotive OEMs and suppliers and developing a comprehensive understanding for the respective relevance to IT based on secondary and primary research (40+ interviews with target and actual customers of the client) along 4 main fields of interest:

  • Research & Development
  • Procurement, Production, Logistics
  • Marketing, Sales, After Sales
  • Connected Car

Analyzing current trends and classifying them in a framework according of their maturity

 

Discussing the specific operational challenges and their implications on the interaction between IT solutions and the needs of the relevant customers’ departments

 

Deriving possible approaches for resolution

 

Comprehensively documenting the results and preparing follow-up meetings of the client with their (target) customers

 

Tentative appraisal of …

  • The general attractiveness of various interest areas per customer
  • The commercialization potential incl. identifying internal and external obstacles to the realization
Results

Internal capability profile sharpened

 

Modular document for customer- and department-specific discussions with the client’s customers prepared and a first draft of account profiles for the (target) customers developed

 

Roadmap to the adaptation and future advancement of the product and service portfolio worked out

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