Case Study
Setting up a multifaceted analyst team for a US-based technology major
Twenty-member team of business analysts and consultants | A robust delivery ecosystem
Business Need
- A major multinational technology corporation was looking for a knowledge partner for its Enterprise Strategy Practice.
- It wanted customised real-time market and company intelligence across sectors and regions to supercharge the activities of its sales and marketing, business and competitive intelligence teams.
- It planned to use the intelligence for managing and growing its key client relationships, as well as to identify new revenue opportunities for its products and services.
Customised real-time market and company intelligence across sectors and regions for managing and growing key client relationships.
The client outlined two key reasons for selecting RocSearch:
- Delighted with our consistent, high-quality, timely support over a six-month period, the client signed up for an ongoing dedicated relationship.
- Our extensive experience in building GCCs from scratch.
Approach and Methodology
- We set up a 20-member team of business analysts and consultants with strong backgrounds in technology and market research.
All team members were trained on client preferences, templates and style guides and were provided access to a variety of business information tools and resources
- Over time, we developed a robust delivery ecosystem in partnership with the client’s leadership, including service-level agreements, customised processes, quality guidelines, templates, training manuals and hiring processes to deliver service excellence irrespective of any planned or unplanned resource movements
Business Outcomes
- The GCC helps the client’s teams acquire a holistic view of the potential cross-sell and up-sell opportunities with existing clients and new sales opportunities with prospects in target industries and regions.
- They gain a deep understanding of prospects’ strengths, weaknesses, financial stability, market positioning and potential risks, enabling them to answer questions and address objections effectively.
- They develop tailored sales materials, presentations and demonstrations that speak to the specific needs and pain points of potential customers.
A holistic view of the potential cross-sell and up-sell opportunities with existing clients and new sales opportunities with prospects in target industries and regions.
