Hyper-converged tracker study for a consulting and storage disk solution provider

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

  • Improve marketing and communication strategy with reference to value added resellers and buyers
  • Understand the commercial sales trend for client’s brand vs competition
  • Understand drivers that influence purchase for each quarter
  • Top attributes in the consideration set when buying “all - flash arrays”
  • Identify demand across converged/hyper-converged appliances

SGA methodology

  • SGA designed a quarterly tracker study which covered 150 interviews with value added resellers across APAC region
  • SGA conducted telephonic interviews with the value added resellers of the client’s brands across Japan, Australia, India and Korea
  • SGA’s target respondents were the gold and silver partners of our client, who sell solutions to large and medium businesses

Benefits

  • Our client was able to understand the shift in the sales for each quarter
  • Identify trends related to commercial sales vis-a-vis competition
  • Purchase drivers and intention to purchase for large and medium businesses
  • Understand the demand and requirement for “all-flash arrays” and converged/hyper converged appliances on a quarterly basis
  • 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

  • Perception (through percentage representation) of workload movement towards public cloud from traditional platform
  • Detailed analysis of the impact of discounting factor while purchasing or evaluating various brands across the market
  • Holistic view of the demand across different approaches to cloud storage (i.e. public cloud and private cloud) across the APAC market

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