Market Entry Strategy Engagement: How an IT Solutions Provider Maximized ROI

June 1, 2018

Today, the challenges facing IT solutions companies are particularly daunting in the midst of increasing competition and empowered customers.

The global IT services sector is highly fragmented due to the presence of several players. This is prompting IT solutions providers to incorporate innovative technologies into their businesses endlessly. If businesses are not up-to-date with the latest technologies, it is highly likely that their operations will become outdated, putting their survival in the market at stake.

In today’s competitive market landscape, customers are much more empowered. They utilize social tools and personal networks to gather information prior to seeking out an IT solutions provider. Customers also want to experience solutions and products in their own environments prior to making a full purchase.  Moreover, as barriers to exit and solution-switching are declining, IT solutions providers must be more vigilant in driving continuous, quantifiable business value to customers as the days of “sell it and forget it” are over.

Business Issues

  • The client: A renowned IT solutions provider

The client, a well-versed IT solutions provider based out of the United States, approached Infiniti to conduct a market entry strategy. The client wanted to evaluate the market’s potential and identify the potential opportunities across the market space. The IT solutions provider was facing predicaments in understanding the value proposition in terms of positioning, revenue, and geography. The primary aim of the client was to devise a robust market entry strategy.

How Can a Market Entry Strategy Engagement Help IT Solutions Providers?

A robust market entry strategy engagement helps IT solutions providers to gauge information relevant to the company’s markets, determine market opportunity, devise a market penetration strategy, and gain actionable insights into the market development metrics. The engagement also helps businesses to comprehend the drawbacks associated with the offerings in terms of competitors, distributors, and compliance regulations.

Summary of our Market Entry Strategy Solution

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Client Journey

Infiniti’s market entry strategy experts tailored a comprehensive two-step research methodology, comprising of discussions and conferences with leading market stakeholders and product users in the IT services space. The experts also collated information from patented resources such as company publications, industry forums, and journals as a part of the secondary research to help the IT solutions provider devise an effective market entry strategy.

The Solution Benefits and the Business Impact

With the help of Infiniti’s market entry strategy engagement, the client determined long-term corporate plans and formulated strategies to maximize the ROI. The client also evaluated the product and service portfolios and pricing strategies for effective product positioning. Furthermore, the client gained detailed insights into the competitors in terms of product range, their commercial network, and service strategies.

The Future

As the demand is transitioning to a more solutions-based approach, IT solutions providers need to buy and build innovative solutions to unravel industry-specific issues for customers. This will require providers to move up the chain and create strong business and IT consulting competencies, so they can engage with business leaders.

A must-read case study for strategy specialists and decision makers looking to develop an understanding of the IT services industry

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