Case study 1

Market entrants need to identify their market potential, and what drivers and/or inhibitors would influence decision makers to adjust their existing strategies. Our telecoms client had created almost 2,000km of fibre backbone network in the UK and was preparing to roll-out its end to end IP specific network provision.

With attentive consultation with the client PFA Research laid out a programme of research across 6 key vertical markets. Developing a quantitative and qualitative phases of interviews exploring the planned/anticipated business developments that would require telecoms related solutions. The survey was designed to assess the implications/practicality of our client developing those solutions and delivering them effectively and profitably. An underlying yet essential part of the programme was to also assess the extent to which our client would be credible and/or acceptable as a provider of such solutions.

Face-to-face interviews at board level addressed areas of strategic importance raised in the telephone quantitative stages. Respondents were probed as to their views regarding their use of telecommunications with a strategic scope specifically exploring areas of competitiveness and drivers.

Case study 2

A US based eCommerce software provider was examining an alternative business strategy from its other worldwide locations - existing channels to market included resellers and VARS - our client was considering selling directly to end users. They had recently completed an internal review process to identify four potential markets, and wished to conduct a research process to identify which of these four potential markets will provide the highest likelihood of success and provide some insight into potential revenue figures.