Client
Premium business solution provider with focus on cross-divisional technology themes
Engagement
Increase the efficiency of clients’ quarterly commercial sales process
Key business problems
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Improve marketing and communication strategy with reference to value added resellers and buyers
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Understand the commercial sales trend for client’s brand vs competition
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Understand drivers that influence purchase for each quarter
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Top attributes in the consideration set when buying “all - flash arrays”
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Identify demand across converged/hyper-converged appliances
SGA methodology
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SGA designed a quarterly tracker study which covered 150 interviews with value added resellers across APAC region
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SGA conducted telephonic interviews with the value added resellers of the client’s brands across Japan, Australia, India and Korea
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SGA’s target respondents were the gold and silver partners of our client, who sell solutions to large and medium businesses
Benefits
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Our client was able to understand the shift in the sales for each quarter
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Identify trends related to commercial sales vis-a-vis competition
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Purchase drivers and intention to purchase for large and medium businesses
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Understand the demand and requirement for “all-flash arrays” and converged/hyper converged appliances on a quarterly basis
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Based on inputs shared by SGA, the client designed a framework for marketing and sales campaigns for converged and hyper-converged appliances across APAC
Additional Value-adds
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Perception (through percentage representation) of workload movement towards public cloud from traditional platform
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Detailed analysis of the impact of discounting factor while purchasing or evaluating various brands across the market
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Holistic view of the demand across different approaches to cloud storage (i.e. public cloud and private cloud) across the APAC market
