PointView Research worked with a multi-billion dollar software firm to benchmark competitor economic incentives that drive sales in the channel. In the US and EMEA, over 40 interviews with distributors and value added resellers were conducted to gather information on operational best practices and channel innovations around discounts, rebates, MDFs and spiffs for three leading competitive software firms.
Results: The client had the ability to quickly realize which programs were under and over funded in comparison to their peers, and customize economic incentives by product segments. In addition, thanks to analyzing operational best practices and channel innovations, the client was able to make short term fixes and long term plans to become a world class channel partner.
PointView Research worked with a multi-billion dollar enterprise software firm to benchmark technical support against industry peers including Cisco, HP, Oracle and Dell. End-users, resellers and former competitor executives were interviewed around key attributes such as self service, response time and on-site support.
Results: The project identified significant service gaps compared to industry peers and brought to light innovative services being used in the industry to improve service levels and lower support costs.
PointView Research worked with a multi-billion dollar networking company to map the entire process for network hardware purchases. Over 50 interviews were conducted with IT, Finance and Operations executives around the specifics of key influencers, decision makers and stakeholders.
Results: An IT buying decision “Map” was developed by industry that highlighted the most critical steps, departments and people along the process. The Map was used by the client to focus sales staff and to better target marketing messages and thought leadership efforts and materials.
PointView Research worked with an early stage water filtration company needing to match R&D costs to an estimated product price in order to show a profitable business model to investors. Over 30 interviews were conducted with current and former water company executives, resellers and retailers around barriers to entry, hypothetical price points and required margins for new product lines.
Results: A range of price points matched to R&D costs and reseller/retailer margin requirements were developed to manage production costs and legitimize the business model. In addition, key customer and reseller/retailer product requirement and buying characteristics were identified to help marketing efforts.
PointView Research worked with a multi-billion dollar software company in a “secret shopper role” to acquire the company’s software indirectly with the purchase of small business computers. Multiple computers were purchased in the US, EMEA and APAC. Sales conversations with OEMs, Resellers, Distributors, Systems Builders and Retailers were recorded. In addition, the steps necessary to activate and register the software were documented.
Results: The majority of partners were not proactively selling the new software version due to added customer support requirements and deteriorating channel economics. The software firm was able to make minor changes to economics and the software’s activation process resulting in increased sales, customer conversions and channel satisfaction.
PointView Research worked with a top procurement software firm to educate their sales staff on the strengths and weaknesses of a new competitor. The competing software suites were analyzed by comparing product spec sheets, interviews with former competitor engineers and discussions with industry analysts. Win-loss interviews were conducted to determine customer buying decisions.
Results: A 200+ item feature-function matrix was developed highlighting the strengths and weaknesses of the competing software suites, along with a “competitive playbook” for the sales team to use during customer presentations.