Conducted European Government Market Assessments

Crimson identified and prioritized top government agency market opportunities within key European geographies. We developed a market-driven analysis of the solutions currently driving IT uptake/migration within European governmental agencies. We recommended regional partner identification/selection criteria in order to accelerate our client's market penetration among Europe's governmental agencies. In addition, we constructed profiles of the top five government agencies within each of the following countries: UK, Germany, France, Italy, and the Netherlands.

Conducted Global Competitive Channel Pricing and Policy Studies

Crimson conducted extensive review of existing research and managed detailed primary research to provide our client with recommendations related to pricing and policies in the channel, especially as it pertained to chief competitors. In related work, the same Crimson team examined the global pricing policies of these competitors and made recommendations for changes in the client's approach.

Conducted Global Partner Market Research to Enable Increased Engagement

A major enterprise technology vendor needed to better understand their ISV partner ecosystem in two main global markets - North America and the European Union.

CHALLENGES

• Crimson's client was a global leader, but did not have a good grasp of the intracacies of region-specific needs in two of their major markets
• The ISV channel was critical to their success, but had not been prioritized within the organization

SOLUTIONS

• Crimson provided a comprehensive study utilizing the 'Crimson ISV Ecosystem Capx Model,' an analytical process that yields coverage and investment recommendations into a specific partner category
• Crimson used a combination of online panel interviews and telephone interviews to identify key influence partners in the ISV category in order to gauge their fit with client’s strategy and their programmatic support needs

RESULTS

• Crimson’s ability to swiftly execute online and telephone interviews in various countries in the North American and EU regions was critical to the success of the project
• The projected created an increased level of understanding and engagement in the client's global focus areas

Cross-industry Customer Satisfaction Study and Action Plan

Crimson conducted a cross-industry study benchmarking our client’s customer satisfaction levels relative to their primary competitor.

CHALLENGES

• Our client was experiencing a drop in adoption rates on a key product line. They attributed this to competitive incursion
• They needed to identify change motivators within their client base to increase their market share

SOLUTIONS

• Crimson conducted primary research among key technology decision makers to understand how the products in the category compared and where the relative strengths and weaknesses lay
• Crimson examined customer satisfaction across a wide variety of parameters to attain a qualitative as well as a quantitive view

RESULTS

• Crimson provided a comprehensive deliverable, outlining possible courses of action to help our client achieve results
• The Crimson deliverable included a market-facing document that our client used to promote their new messaging

Developed Route-to-Market Processes in Key Vertical Markets

Crimson's client was in the process of launching a new solution and needed to understand the most effective route-to-market in the global healthcare vertical market.

CHALLENGES

• The client needed to identify how to best tap into key partner verticals, evaluate the application/solution opportunity, market alignment, market and revenues routes, and understand the partner value proposition

SOLUTIONS

• Using a combination of primary and secondary market research, Crimson conducted healthcare vertical analysis, including partner identification, solution selection and ecosystem assessment
• Crimson's approach included delineating key partner selection criteria in order to rapidly and effectively prioritize partners

RESULTS

• The resultant Crimson report identified potential partners with discrete influence over both the customer acquisition and the solution-definition processes
• The study enabled our client to successfully launch their product into a new vertical

Researched and Implemented Global Product Launch Framework

Crimson developed a strategy for a global product re-launch for a leading software companies’ software distribution Website and marketplace.

CHALLENGES

• The client needed to be more globally aware with its product launches
• The current strategy was not addressing the cultural needs of the market

SOLUTIONS

• Crimson analyzed country specific requirements, prioritized and recommended countries for a sequenced rollout, segmenting those in emerging and established markets
• We researched, identified and recommended requirements for localization
• We assessed high-level business cases by country for internationalization and localization of the marketplace, and supported our client in the development of go-to-market planning frameworks and content

RESULTS

• Crimson managed communications and built consensus within the various involved groups to ensure that the strategy was in-line, and the product framework was available for launch in a timely manner
• The program launch globally on-time and on-budget, and immediately paid dividends in client satisfaction and engagement