how to succeed in the digital cx and iot markets€¦ · the world of iot platforms can be a...

How to Succeed in the Digital CX and IoT MarketsAugust 2017

© CXP Group

CXP Group: providing customers with a healthy advantage

CXP Group is here to help vendors understand thecurrent market and take advantage of the growthopportunities in the digital CX and IoT markets todayand in the future.

Our top priority is to provide the absolute best analysisand research that enables our clients to outperform theircompetitors, and to leverage growth with their customerbase.

At CXP Group we know that change is happening quicklyand the digital CX and IoT markets can be challenging tokeep up with. CXP will help you to:

1. Grow your market understanding with access to ourresearch library.

2. Strengthen your sales pitches and optimize your go-to-market.

3. Improve your marketing communications.

In this brochure we will outline our digital CX & IoTproducts and services, and take you through our above-mentioned three main offering lines.

© CXP Group

The CXP Group offering

3

Our offering is simple. We give valuableinsight and support to our customers sothat they can make key IT and digitaldecisions based on comprehensiveresearch that they can trust.

We believe that important decisionsshould be based on quality insight anddetailed research that addresses theproblems you are trying to solve in detail.

The digital CX & IoT landscapes offertremendous growth opportunities for ITvendors, but only if you know where tolook. Our task is to highlight theopportunities and help our customersimplement strategies that will ensuretheir growth in this sector.

At CXP we are proud to support some of the leading players in theindustry in their digital and IoT development. Our three core offeringscan help you:

1. Grow your market understanding with ourdedicated digital CX & IoT research library:Gain access to hundreds of insight-driven researchdocuments on SITSI, our online research platform.

2. Strengthen your sales pitch and develop theright growth strategy: CXP Group offers a wide rangeof consulting services for the digital CX and IoT marketsbased on our unique 7 levers to growth® framework.

3. Improve your marketing communications:CXP Group offers a variety of independent vendorbenchmarks or sponsored thought leadership papers toconstantly improve your market perception.

How to Succeed in the Digital CX and IoT Markets 2017

© CXP Group

1. Grow your market understanding – introduction

What does SITSI have to offer?

The Internet of Things (IoT) will become a disruptive force for many different industries. Today companiesare challenged by the industrial IoT, connected cars or smart energy while the full potential of thesetechnologies may not be tangible just yet. PAC focuses on these topics in its latest extension of theSITSI® research cluster program.

SITSI, our comprehensive research library, offers you access to a wealth of insight into the digital CX & IoTmarkets across the globe, helping you form a stronger understanding of the market and aiding your digitaland IoT decision-making.

Using SITSI gives you a competitive advantage and allows you to leverage compelling research findings tostrengthen your market intelligence for better business planning & strategy, portfolio development, andsales & marketing enablement.

4How to Succeed in the Digital CX and IoT Markets 2017

© CXP Group

Digital ecosystem manage-

ment

Connected vehicles

Smart transport

Smart home & buildings

Smart energies & resources

Digital telco, media,

servicesSmart retail & CPG

Digital govt. & smart

cities

Digital finance

Digital health

Digital factory

Digital business innovation

Stra

tegy

Proc

esse

s &

orga

niza

tion

Tech

nolo

gy

Horizontal technologies & concepts

AnalyticsDigital

workspace (tech & orga)

M2M connectivity

Artificial intelligenceMobility

Security (ICT &

physical)Cloud Digital CX

New

bus

ines

s m

odel

s/se

rvic

esIT

opt

imiz

atio

n

1. Grow your market understanding – introduction


© CXP Group

Market figures & forecastsContexts addressed

Digital factory

Connected vehicles

Smart transport

Smart home & buildings

Smart energy & resources

Digital health

Digital govt. & smart cities

Smart retail & CPG

Digital finance

Digital telco, media & services

• Vendor rankings

• Vendor benchmarks

• Vendor profiles

Vendor reports

• IoT software and IT services bycontext (see list on the left) & bysegment:

• Local intelligence• Enterprise processes• Horizontal technologies

Crossing of 10 contexts with 3 segments in 30+ countries and 5 regions

• By horizontal technologies*,• By software• By servicesAvailable for world, EMEA, France, Germany, UK only

• Digital customer experiencecross-context

• By software & IT servicescrossed by

• Digital content &applications

• Digital sales & commerce• Digital marketing• Digital CX & service

Available for 30+ countries and 5 regions

• 30-40 global & local InSightAnalyses & Research Notes in2017

• 30-40 Expert Views on specificquestions & topics(short 2-pagers)

• IoT case database

Market reports

• 3-4 webinars

Webinars

*ERP, industrybusiness solutions

(SCADA, MES, SCM, etc.), marketing, sales

& commerce CX, analytics, machine

data cloud platform, AI, human-machine interaction incl.

workspace, IT security, mobility, connectivity

1. Grow your market understanding – our off-the-shelf content


© CXP Group

EXTEND MARKETS

IMPROVE PERCEPTION

OPTIMIZE PORTFOLIO

INCREASE AWARENESS

ENABLE SALES

ACTIVATE ECOSYSTEM

GROW IN-ORGANICALLY

Should you consider international expansion or develop new products? Enter new industry sectors or focus on different customer sizes?

Do customers know who you are and what you do?

Do customers listen to and understand your proposition? Do you achieve high conversion rates in your sales pipeline?

Do customers remember you? One of the main challenge in marketing is to be remembered by your customers asa relevant business partner.

Is your sales approach focused and quick enough?

Are you lacking delivery or sales capabilities?

Who might be the right partner to merge with or to acquire?

1 2 3 4 5 6 7THE 7 LEVERS OF GROWTH

2. Strengthen your sales pitch and develop the right growth strategy

The key to growth lies in identifying the most attractive market areas in terms of size, potential and competitiveness

Entering new markets brings with it the challenge of creating awareness and visibility. Besides, the digital transformation is disrupting entire markets and ecosystems, raising the level of competition.

The sales portfolio serves as your storefront; it shows your ability to meet customers’ needs. If not, your sales portfolio might not be sufficiently clear or comprehensive

And you have to compete for attention across a diverse set of channels, with a marketing budget that is under constant pressure.

In times of increasing competition, your sales force has to set the right priorities in identifying those clients with the strongest potential. A suitable strategy of attack and defense remains a critical success factor.

Differentiation is the key success factor – however, building an offering that meets the requirements of a specific market area calls for a robust ecosystem of partners.

Investors want to see growth, and sometimes organic development is too slow. There are market opportunities you would like to realize but you lack the required sales & delivery capabilities and capacities.

YOUR GROWTH OPTIONS

YOUR GROWTH CHALLENGES


© CXP Group

Competitive

assessment

Portfolio reviewProspect

identification

Market analysis

Focus groups

Message testingSales battle

cards

Partner

identification

M&A target

identification

Commercial due

diligence

Strategic analysis Recommendation plan

Content marketing services

Review of

marketing

positioning

and value

proposition

Workshops

Ecosystem

assessment

Research

Provider & plat-

form benchmark

2. We know how to do it!

CXP Group helps itscustomers tackle theirgrowth challenges byproviding support ateach of the sevenstages of development.

CXP GROUP CONSULTING SERVICES

EXTEND MARKETS

IMPROVE PERCEPTION

OPTIMIZE PORTFOLIO

INCREASE AWARENESS

ENABLE SALES

ACTIVATE ECOSYSTEM

GROW IN-ORGANICALLY

Should you consider international expansion or develop new products? Enter new industry sectors or focus on different customer sizes?

Do customers know who you are and what you do?

Do customers listen to and understand your proposition? Do you achieve high conversion rates in your sales pipeline?

Do customers remember you? One of the main challenge in marketing is to be remembered by your customers asa relevant business partner.

Is your sales approach focused and quick enough?

Are you lacking delivery or sales capabilities?

Who might be the right partner to merge with or to acquire?

1 2 3 4 5 6 7THE 7 LEVERS OF GROWTH


© CXP Group

CXP INNOVATION RADAR

The RADAR is an in-depth qualitative assessment ofservice companies for selected digital CX & IoT offersin Europe.

The RADAR report gives a visual representation ofthese stakeholders and how they can meet thecustomer's needs.

MethodologyAnalysis based on an assessment grid made up of 50criteria spread out into 4 “competence” criteria groupsand one “market strength” criteria group.Position on the RADAR according to the overall score.

Deliverable40-page document with detailed analysis tables andprofiles of the evaluated companies.

3. Improve your marketing communications

CXP multi-client trend studies

Multi-sponsor studies support user companies in theirIT strategy and their choice of service provider.

In our digital CX & IoT studies, we analyze the statusand potential of the specific market and technologytrends – on behalf of several stakeholders.

The studies are conducted in the form of representativesurveys based on the interaction with senior buy-sideexecutives.

Single-client studies offer a variety of high qualitycontent formats, exclusively on behalf of one client tosupport thought leadership initiatives.

Wherever you are on your journey, CXP Group can offeryou full support, independent and exclusive analysisand expertise based on a broad range of subjects.


© CXP Group

3. Current opportunities: CXP INNOVATION RADAR – IoT platforms

The world of IoT platforms can be a confusing place for ICT and businessdecision-makers who are trying to make the best choice of IoT platform fortheir company. Over the first half of 2017, PAC/CXP conducted anindependent, thorough assessment of the IoT platform market in Europe andranked its players across four sub-segments:

1. IoT platforms for device development2. IoT platforms for device management3. IoT platforms for rapid deployment4. IoT platforms for analytics applications

PAC/CXP aims to help IoT platform solution buyers cut through thecomplexity of the wide range of options available to them on the market andmake the right decision to support their needs.

As part of the CXP INNOVATION RADAR report on IoT platforms in Europe,we evaluated 60 IoT platforms (30 of which matched up against criteria foran IoT platform). Out of the 30 analyzed platforms, only 6 achieved the ‘bestin class’ position.We have published our findings, which are available to SITSI subscribers andto individuals purchasing the rights to the full report.


© CXP Group

3. Current opportunities: multi-client trend studies

Digital enterprise and IoT Coverage Launch date Publication

• Digital transformation of transport and logistics with the IoT EUR 28-Jun Q4 2017

• Smart retail & CPG EUR 25-Oct Q1 2018

• IoT for predictive maintenance: What are European companies planningto do?

EUR 29-Nov Q1 2018

Enterprise applications & services

• What can artificial intelligence bring to enterprise apps? EUR 27-Sep Q4 2017

• CRM: customer experience – trends in the German-speaking region DACH 04-Sep Q4 2017

We currently have a number of multi-client trend studies on topics relevant to the digital CX and IoT markets. Our researchanalyzes the latest market and technology trends – as well as changes in ecosystems – to guide user organizations in theirdigital transformation journey. If you would like to know more about any of the below studies, please contact your accountmanager.

For more information, please visit https://www.pac-online.com/multi-client-projects


https://www.pac-online.com/multi-client-projects

© CXP Group

If you as a vendor prefer to create your exclusive thoughtleadership content, CXP Group is the right partner foryou.

Within our single-client trend studies, together we designa dedicated campaign on your individual digital CX andIoT market topic that you want to push into the market.

The studies are conducted in the form of representativesurveys based on the interaction with senior buy-sideexecutives.

Wherever you are on your journey, CXP Group canoffer you full support, independent and exclusiveanalysis and expertise based on a broad range ofdigital CX & IoT subjects.

White papers

Infographics

Detailed analysis

Speaker engagement

A concise and compelling research document

to support your inbound marketing strategy.

Key figures to be communicated to the

press and circulated in the social media.

All the details of the survey,

commented on by our experts.

Presentation of the survey by one of

our experts during one of your events.

OU

RD

ELIV

ERA

BLE

SHow to Succeed in the Digital CX and IoT Markets 122017

3. Current opportunities: single-client trend studies

© CXP Group

Press/web partnershipsPress articles on specialized partner websites: 8 million visitors/month

Events 25 events (offline and online) gathering over 2,500 IT buyer executives

Promotion in our newsletters55,000 subscribers to our group newsletters

Promotion on our sites60,000 unique visitors per month

on the group websites

E-mailing campaigns25,000 contacts with decision-making power on the IT buyer

side

Social media reach25,000 followers on our social

media channels

CXP Group will support your marketing efforts and help reinforce your visibility using our multi-channel communication plan.


3. Our reach for your content

© CXP Group

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5-SEAT LICENCE DIGITAL CX & IOT RESEARCH FOR 12 MONTHS1 MULTI-CLIENT SPONSORSHIP SILVER40 HOURS OF ANALYST INQUIRY TIME

S €70K

14

5-SEAT LICENCE DIGITAL CX & IOT RESEARCH FOR 12 MONTHS1 MULTI-CLIENT SPONSORSHIP PREMIUM OR 1 WHITE PAPER80 HOURS OF ANALYST INQUIRY TIME

€80KM

ENTERPRISE LICENCE DIGITAL CX & IOT RESEARCH FOR 12MONTHS1 MULTI-CLIENT SPONSORSHIP PREMIUM OR 1 WHITE PAPER120 HOURS OF ANALYST INQUIRY TIME

€125KL

XL

ENTERPRISE LICENCE DIGITAL CX & IOT RESEARCH FOR 12MONTHS1 MULTI-CLIENT SPONSORSHIP PREMIUM OR 1 WHITE PAPER160 HOURS OF ANALYST INQUIRY TIME

€135KXL


4. Packages/bundles

© CXP Group

CXP Group is the leading independent European research andconsulting firm for the software, IT services and digitaltransformation industry.

We offer our customers a comprehensive support service for theevaluation, selection and optimization of their software solutionsand support them in their digital transformation journey. CXPGroup’s expertise covers a wide range of topics, such as BI,content management, ERP, finance, HRIS, CRM, BPM, ITmanagement and cyber security. Moreover, CXP Group supportsITC decision makers in evaluating and selecting IT servicesproviders and accompanies them in optimizing their sourcing andinvestment strategies.

Capitalizing on 40 years of experience, based in 8 countries (with17 offices worldwide) and with 140 employees, CXP Groupprovides its expertise every year to more than 1,500 ITC decisionmakers and the operational divisions of large enterprises and mid-market companies and their providers. CXP Group consists ofthree branches: Le CXP, BARC (Business Application ResearchCenter) and PAC (Pierre Audoin Consultants).

Klaus HolzhauserCluster HeadDigital CX & IoTPAC Germany Connected carDigital factorySmart home & buildings

Franck NassahSenior Vice PresidentPAC FranceDigital factoryConnected carSmart home & buildings

Digital CX & Internet of Things team

Nicole DufftIndependent Vice PresidentPAC GermanyCustomer experienceDigital telco, media, services

Olivier RafalPrincipal ConsultantPAC FranceDigital government & smart citiesCustomer experience

Joachim HackmannPrincipal ConsultantPAC GermanySmart energy & resourcesIndustrial IoT

Dr. Katharina GrimmePrincipal ConsultantPAC GermanySmart energy & resourcesBPaaS

Dr. Andreas StiehlerPrincipal AnalystPAC GermanyDigital workplaceDigital telco, media, services

Arnold VogtPrincipal ConsultantPAC GermanyDigital factory

David GautierSenior ConsultantPAC France

Digital health

Dr. Milos MilojevicIndustry AnalystPAC UKSmart citiesIndustrial IoTDigital healthSmart energy & resources

Bogdan CotoveleaConsultantPAC RomaniaSmart healthCustomer experience

Michael SailerAnalystPAC GermanyDigital factoryConnected vehicles


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