Client: Large print provider

Industry: Consumer Goods and Services

Business Impact: • Insightful decisions• Action recommendations• Competitive brand performance mapping

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Market opportunity assessment for identify the strength of potential partnership in print industry

Business Challenge

A large print provider specialized in partnering with businesses to provide high quality customized printing solutions for their customers, but did not have established metrics for evaluating potential partners. With a strong portfolio of products and processes to meet the needs of channel partners and heavy investment in state-of-the-art technologies, this print provider needed to ensure that any investment in a trade partner would be mutually beneficial. They wanted a way to measure prospects and make insightful decisions, but first they had to understand what was important to their end customers and how those customers used their services and products.

Case Study

Solution

• Developed a customized usage and attitude online quantitative study among 600 small businesses to learn about their habits and practices and path to purchase for business printing needs.

• Integrated the importance of key printing needs; the industry’s ability to meet those needs; and perception of potential partners’ strength in filling gaps as a means to build a Company Performance Index (CPI) and assign composite scores to companies for benchmark evaluation.

• Mapped competitive brands against one another to identify what printing characteristics were associated with what brands; identifying these links revealed insight into brand image perception, communication effectiveness and overall marketplace positioning.

• Evaluated performance of companies compared to the industry and current partners and measured brand strength and extendibility; market penetration; offer appeal; and the ability and willingness of the trade-partner to support the venture with marketing expenditure.

Outcome

By gauging a company’s CPI against industry norms and assessing this score along with the company’s competitive marketplace positioning, Blueocean Market Intelligence was able to identify the strength of potential partnership opportunities for the client. The result led to a more disciplined approach in assessing how and when this print provider launched into new relationships with channel partners and instilled more confidence in that decision. Blueocean Market Intelligence has repeated the market opportunity assessment several times since the initial launch using the established process and analysis in order to evaluate prospects and recommend action backed by insight.

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About Blueocean Market Intelligence

Blueocean Market Intelligence is a global analytics and insights provider that helps corporations realize a 360-degree view of their customers through data integration and a multi-disciplinary approach that enables sound, data-driven business decisions.

Since we live in a highly dynamic and multi-dimensional world, we believe the most effective business decisions come from a synthesis of data streams and not from one-dimensional sources.

Using our 360 Discovery approach, we ensure the comprehensive use of all available structured and unstructured data sources, enabling us to bring the best to bear against each engagement. Strong decision support is enabled through a combination of analytics, domain expertise, engineering and visualization skills brought together in harmony.

Leading companies have benefited from our partnership with financial growth, 360 views of their markets and competition, and improved customer acquisition, satisfaction and retention.

For more information or to request a consultation, please email info@blueoceanmi.com or visit us online at www.blueoceanmi.com.

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