EVALUATION OF DISTRIBUTION STRATEGIES FOR AN IT COMPANY
When a global IT company wanted to evaluate different distribution strategies to better understand their competition and expand their market reach, we conducted interviews and analyzed the research to generate key insights for the client.
CHALLENGE
A leading, global IT company was seeking to evaluate different distribution strategies, with a focus on master distributors, to understand competition and expand their reach in certain emerging markets.
SOLUTION
Interviewed industry participants and executed secondary research to identify the distribution strategies adopted by the client’s key competitors in specific geographies. Analyzed the findings to help the client understand the benefits and risks of each strategy, evaluate the different types of master distributor‐engagements, and chart the extended value chain, with a focus on outsourced services.
Gathered Data and Analyzed the Findings to Generate Key Insights
Conducted in‐depth secondary research to identify product offerings and distribution strategies of key competitors in select geographies. Created profiles of key master distributors and evaluated their service offering.
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Conducted interviews with distributors and industry experts to verify secondary research findings, understand the benefits and risks of various distribution strategies, and evaluate the terms of engagement in the master distribution model.
Synthesized and analyzed the findings to generate key insights to help the client evaluate the suitability of the master distribution model in the selected countries.