exëvo : research. redefined.

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The Objective

	We were retained to conduct Competitive Intelligence & Benchmarking study to understand the Vendor Management and Channel Partner strategies of major IT Companies operating in Asia – Pacific region.

The Challenges

	Understand the competitive offering of up over 10 competitors operating in 7 Asia-Pacific countries, including route-to-market structure, tactics and profitability analysis. Evaluate relative competitiveness of different technologies, service and support and predict winning strategies. Provide recommendations on opportunities and forecast scenarios on IT Channel partner and Vendor management. The study involved in-depth discussions with Market Movers & Influencers such as CEO, COO, VP of strategy, or senior executives in charge of vendor relations.

The Solution

Planning

Market scan of published information on the competitor’s profile. In addition to online databases, CD-ROMs, the Internet, and exëvo’s proprietary subject files, we consulted and scanned print media, libraries, and economic development groups for hometown perspectives.

Administration

Procuring sample database from accredited agencies as
per the requirements of the study
Conducted several high level discussions with CEO, COO, VP of strategy, or senior executives in charge of vendor relations

Presentation

A multi-market benchmark report that prioritized the opportunities by country

Quality Assurance

Profile of each competitor and their Channel Partner strategies
Analysis of opportunities and likely scenario for IT services

The Benefits Achieved

	Based upon exëvo’s analysis, the client was able to assess the channel partner structure of its competitors by product group, as well as to benchmark quality standards, vendor’s performance, and costs involved. The study findings assisted the client in formulating and implementing sharp and effective market and channel partner strategies including improvements to the existing channel partner programs.