An Indian IT service provider needed GLG to perform a quick customer and market study to gain competitive insight into their top three major competitors.

In particular, they sought to understand their target customers’ IT vendor selection and implementation processes, the strengths and weaknesses of the different vendors, and how the client was perceived by their existing customers.

GLG facilitated a survey of 100 key IT decision makers and influencers who have worked with companies of more than US$1 billion in annual revenue. These respondents, all recent users of the client, were also familiar with their top three competitors.

In addition, GLG engaged four Network Members for interviews to gain further insights into the client’s top three competitors and vet survey questions.

The research helped the client gain insight into their target customers’ decision-making process and their own competitive advantage over the competition. With customers satisfied with their performance during COVID-19, the client was now well positioned to gain business from both existing customers and their competitors’ current customers.