Bridging the Gap: How SGA Enabled US-based ERP Vendor to Launch Industry-Specific Cloud Solution for Media & Entertainment

SGA STRATEGIC APPROACH
 

The seven-week project encompassed a thorough secondary investigation of competitors, trends, third-party reviews of existing cloud-based ERP technology stacks, newer functionalities launched, historical surveys on cloud-based ERP adoption across different markets, etc. This approach enabled us to accelerate the validation of our data points from the survey resulting in the delivery of the project a week prior to the committed timeframe.

Also, the secondary research enabled us to define and streamline the overall respondent quotas aligned with the changing market dynamics (across the five M&E segments). A good example to be shared is the majority of reviews for cloud-based ERP through third-party aggregators such as Trust Radius and G2.com came from broadcasters, OTT, and publishing companies.

Thus, a primary investigation respondent allocation of 65% was across these three segments to improve the reliability of the findings for the client. 

ENGAGEMENT

SGA conducted a survey with n=100 financial line of business managers (LOBs) along with CTO/CXO executives responsible for usage and budgeting of ERP solutions across the five segments within the M&E space.  

Sample selection for the survey was done from SGA’s participant panel who were users and budget holders of ERP systems for less than ten years either in their current role or overall experience within all or either of the five segments highlighted above. 

Designed a structured questionnaire to understand cloud-based ERP’s current landscape (product offerings, Go-To-Market channels, pricing models, and deployment modes), current challenges with on-premises solutions, vendor characteristics needed from a cloud ERP provider, etc.  

For example: 

• How many ERP solutions do you have? 
• How will you rate your current cloud ERP vendor? 
• In the next 12 months, what are the most important strategic initiatives the organization will embark on with respect to cloud ERP solutions? 
• What are some of the key factors essential before selecting a cloud ERP vendor? 
• What will drive this migration? 
• Do you plan to migrate the existing EP system to the cloud? 

BENEFITS & OUTCOME

Two key deliverables for the client stood as: 

• A marketing asset in the form of a whitepaper enabling the client to accelerate awareness-based customer acquisition strategy within the cloud ERP M&E space.
• A two-hour workshop on key findings with primary internal stakeholders along with indirect channel partners (resellers, SI’s, consulting partners, etc.)

KEY TAKEAWAYS

It’s crucial to build a multi-layered thought leadership asset portfolio i.e. whitepaper and a couple of hours workshop with product & solution-centric architects, sales, marketing, and business leaders to meet the overall objective and ROI.