Over a 2-year timeframe Strategic Analytics worked with a Fortune 500 supplier of ICT equipment. During this period, we worked in detail on 15 European geographies.
What we did
- Sized each market at an overall level and by industry
- Segmentation of markets into 3 categories - Large corporations/LMEs, public sector and SMEs
- For large corporations/LMEs detailed analysis of each company (300-500 in total) to calculate their market potential and clients' share in each company
- For public sectors further segmentation by sub-segments (e.g. central government, local government) and quantification of potential for each customer account
- Understood sales coverage through direct and indirect channels
What we delivered
- Quantification of market size and structure by country and by sector for each of the 15 geographies
- Identification of under-penetrated large corporations/LMEs and public sector accounts, enabling the determination of coverage model for each of these companies
- Rationalisation and development of salespeople territories
- Development of sales territories for 400+ individual partners throughout Europe