Category: Case Study

IR27

Clinical Chemistry Diagnostic Instruments Customer Study

Business Challenge
Our client, a leading medical and diagnostic devices company, wanted to assess the level of interest and satisfaction among the potential and current customers, respectively, of its clinical chemistry diagnostic instruments.
Situation
The client wanted to assess the level of interest in clinical chemistry diagnostic instruments among a specified set of customer segments, who use the products in different settings, in order to determine the potential for its products.
Approach
We conducted a blend of online and comprehensive telephone interviews for this engagement. The interviews, covering 75+ respondents, were conducted in five phases covering various set of respondents including doctors, physical office lab managers and technologists, clinical chemistry lab managers, and directors.
Impact
Based on our comprehensive insights, the client was able to determine the awareness, level of interest, selection criteria, and pain points of customers of clinical chemistry diagnostic instruments, which helped it better position its products to achieve greater customer acquisition and satisfaction.
ir9

Competitive Assessment of Healthcare Connectivity Solutions Market

Business Challenge
A global healthcare IT major wanted to benchmark itself against its competitors based on critical performance parameters.
Situation
The client was going through a major strategy overhaul and wanted to benchmark its performance against that of its major competitors to identify areas of improvement.
Approach
We identified the client’s top five competitors and developed a comparison matrix to evaluate their revenue, market shares, R&D expenditure, production, supply chains, and distribution strategies.
Impact
The client was able to evaluate its most successful competitors’ strategies and gain insights on their overall performance to make critical changes in its own strategies.
ir9

Patient and Doctors Survey for Type II Diabetes Drug Market in North America

Business Challenge
A global diabetic medicine manufacturer was interested in understanding the attitude of patients and doctors to diabetes treatment prior to the launch of its Type II diabetes drug in the US market.
Situation
The client was interested in determining whether the positioning statements and messages of its planned campaign would resonate with how and where patients obtain information on diabetes medication, as well as on understanding doctors’ criteria for prescribing the new treatment.
Approach
We conducted 150+ primary interviews including 30+ in-depth interviews with medical practitioners treating diabetes patients and 100+ in-depth interviews with patients suffering from type II diabetes, to obtain information specific to the client’s research needs.
Impact
We provided strategic insights to the client to help identify key end-user requirements and also to develop strategies for key marketing channels.
IR6

Multi-country Medical Device Testing and Certification Market Analysis

Business Challenge
A global standards organization wanted to identify the major markets that it should enter into as part of its global expansion strategy.
Situation
The client went through a corporate strategy overhauling, and as part of its global expansion strategy, planned to enter into major markets in Asia. In-depth research was required to understand which market segments to focus on, in which order, and further, to establish a market entry plan for various Asian markets.
Approach
We conducted country-specific studies in 10 markets in Asia and ranked the leading six potential markets based on opportunity, complexity of compliance, testing and certification requirements, number of competitors, growth rate, sales channels, revenue, and success factors.
Impact
Based on our insights, the client was able to identify the go-to markets in Asia, design a strategy for thought leadership to facilitate market entry, and launch its services in the two markets with the highest revenue potential.
IR4

Customer Preference Assessment for Blood Glucose Test Strips in India

Business Challenge
A pharmaceutical company was interested in understanding Indian doctors’ preference for various blood glucose test strips.
Situation
The client wanted to identify the existing and potential customers of glucose test strips – doctors who prescribe them to patients – to understand their perceived benefits, satisfaction levels, and attitudes toward various brands, and also to identify their purchase channels.
Approach
We conducted a customer survey covering 50+ medical practitioners using both telephone and online channels to ascertain the critical parameters that influence the preference for and purchase of glucose test strips in India.
Impact
Based on our insights, the client was able to determine the major purchase channels for glucose test strips and identify the attitude of customers toward local/ international brands, and it was also to realign its sales and pricing strategies to cater to changing customer requirements.
IR27

Competitive Benchmarking of Hernia Repair Devices Business Division

Business Challenge
A global leader in urology devices wanted to benchmark its hernia repair devices and business performance against its top five competitors.
Situation
The client was facing challenges in terms of the sales growth of its hernia repair devices while its competitors’ shares were increasing. To counter this the client wanted complete evaluation and benchmarking of the game changing efforts of competitors.
Approach
We identified the key performance indicators to evaluate the company’s sales performance and benchmarked its performance against that of its top five competitors in terms of product quality, technology, R&D, sales and distribution, and marketing spend.
Impact
The client was able to benchmark its performance against that of competitors by identifying the key success factors for sales growth, and their best practices which helped in substantial of its sales over the next 3 quarters.
IR13

Customer Survey on Purchase of Blood Banking Data Management Services in Brazil

Business Challenge
A global healthcare technology service provider wanted to understand the purchase decision making process and key purchase criteria adopted by customers of blood banking data management services in Brazil.
Situation
The client wanted to assess the customer purchase trends, identify the key decision makers, and understand their decision-making criteria for buying blood banking data management services.
Approach
We conducted 30+ in-depth interviews with major customers, purchase decision makers, and influencers to evaluate the selection parameters for blood banking data management solutions.
Impact
The client was able to synchronize its sales strategy with the requirements of its customers by understanding the major factors that they consider while evaluating services, thus enhancing the satisfaction of its existing customers.
ir10

Market Opportunity Assessment for Newborn Screening Instruments

Business Challenge
A leading medical and diagnostic devices company wanted to assess the potential for its mass spectrometry products in the newborn screening market.
Situation
The client wanted a comprehensive assessment of the dynamics – demand and supply, value chain strategies, end-user segment attractiveness, and competitive landscape in the newborn screening market.
Approach
We leveraged our existing database of key stakeholders and deployed our information source mapping team to identify additional contacts, who would be able to provide information specific to the client’s research needs and conducted in-depth interviews with the shortlisted key stakeholders, followed by insights development.
Impact
The client gained an understanding of the challenges faced by existing players vs. new entrants and also of the regulatory environment in the market. Using this information, it was able to develop the best market positioning strategy possible.
Connected Car Technology

Competitive Analysis of Personal Care Brands in Indonesia

Business Challenge
A personal care products manufacturer market wanted to evaluate its competitors’ marketing strategies in the Indonesian market, to make changes in its own strategies and improve market visibility.
Situation
The client was a new entrant in the market, and wanted to evaluate the marketing strategies of its major competitors, understand how they were approaching their target customer segments, and the kind of communication strategies used by them, in order evaluate if any changes were required in its own brand communication strategy.
Approach
We mapped competitors’ market growth, marketing strategies, communication channels, advertising messages, and promotion platforms to analyze how they were translated into market growth.
Impact
The client identified and ranked the most effective promotion channels, altered its marketing strategies and reallocated its marketing budget, such that it was able to focus on the best channels of customer engagement, and increase its visibility in the Indonesian market.
Pharmaceutical packaging

Competitive Analysis of Premium OTC Skincare Brands in Indonesia

Business Challenge
A leading skin care products manufacturer wanted to assess the competitive landscape for its skincare products.
Situation
The client wanted insights on its top three competitors in Indonesia, covering their strategic focus, market expansion plans, sales expectations, and marketing initiatives.
Approach
We conducted a detailed competitive assessment of the specified competitors, covering their sales and distribution structure, advertising spend, partnerships with vendors, and future strategies.
Impact
Based on our insights, the client gained a comprehensive understanding of its competitors’ upcoming strategies and was able to restructure its own sales and promotion programs to subvert competitive threats.