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
5How to Succeed in the Digital CX and IoT Markets 2017
© 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
How to Succeed in the Digital CX and IoT Markets 62017
© 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
7How to Succeed in the Digital CX and IoT Markets 2017
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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
8How to Succeed in the Digital CX and IoT Markets 2017
© 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.
9How to Succeed in the Digital CX and IoT Markets 2017
© 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.
10How to Succeed in the Digital CX and IoT Markets 2017
© 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
11How to Succeed in the Digital CX and IoT Markets 2017
© 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
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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.
13How to Succeed in the Digital CX and IoT Markets 2017
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
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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
How to Succeed in the Digital CX and IoT Markets 2017
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
How to Succeed in the Digital CX and IoT Markets 152017
About us
© CXP Group 16How to Succeed in the Digital CX and IoT Markets 2017
About the CXP Group