Information and Communication Technologies

Our ICT clients sell products and services to large corporations, the public sector, Large Medium Enterprises (LMEs) and SMEs.  Given such a large customer base, they face a number of issues.  We help our clients to:

• size the overall market at a greater level of detail;
• segment the market, identify the most profitable segments and develop applications for these segments;
• understand the purchasing behaviour of these segments;
• break down macro-segments (e.g. public sector) into distinct entities – in the public sector in France for example, we would break this down into central government departments, local authorities, communes etc;
• Determine the most appropriate coverage models as the number of establishments involved preclude direct coverage;
• Build equi-potenial territories for both direct salespeople as well as channel partners;
• Provide dashboards to monitor channel partner performance

The dark blue countries outlined in the map below indicate where we have undertaken projects related to this sector.