unlocking competitive advantage in the digital economy/media/in... · 2017-02-27 · unlocking...
TRANSCRIPT
OvumOvumTMT intelligence |
Unlocking competitiveadvantage in thedigital economy
Introducing Ovum, expert, specialist TMT consultants
Ovum Consulting
Contents
A leading global TMT consulting firm
Our expertiseYour advantage
Making growth strategies succeed
How can we help you to succeed with your growth strategy?
Business success in the digital services, telecoms and technology markets is achieved by deep, cut-through insights informed by reliable up-to-the-minute data and analysis.
There are now more questions to ask, with disruptive technologies changing the rules of the game, and consumers’ expectations increasingly shaping new solutions and services.
Making growth strategies succeedFor digital service providers and their technology partners Ovum provides unique insight into the sizeable but highly contested revenue opportunities within the connected digital economy.
Ovum Consulting consistently delivers against our clients’ project objectives by combining longstanding TMT expertise with the most complete set of industry data available. With methodologies designed to deliver actionable advice we have a proven track record of helping organizations make the business decisions required to drive growth.
Global coverage and local market insight, with 19 offices across the globe.
150+ consultants and analysts working on projects for TMT clients.
02
Maximise the value of your IT investments
IT Strategy and Selection
We leverage our deep TMT expertise to help our clients identify and seize growth opportunities
Who to target: increasing sales
effectiveness to drive growth
Why us?: positioning our service
to deliver growth
We need to evaluatetarget market
segments and decide which are the most attractive to drive
growth
How to win: exploiting the growth
opportunities
We need to understand customer
demand, the competitive landscape
and how we shouldengage with the
market to win business
Sales Planning and Effectiveness
Where to play: identifying and
assessing growth opportunities
We need contentmarketing to raiseawareness of our
position in the marketand demonstrate
thought-leadership
Business and Strategic Planning
We need a more effective salesforce
that can better focus its efforts based on account-level data
and insights to build afast pipeline
We need independent, practical IT strategy and vendor selection insight to enable us to make the right decisions for our
business
Content Marketing Services
03
GTM Planning
Broad knowledge with deep expertise in TMT markets
Our TMT consulting capabilities:Sectors we specialise in:
Business and Strategic Planning
ContentMarketing Services
Sales Planning and Effectiveness
IT Strategy and Selection
GTM Planning
04
Consumer services
Wearables
Smart home
Connected car
AR/VR
Infrastructure
SDN/NFV
LPWA
App Virtualization
Network security
OSS/BSS
Enterprise services
Cloud
IoT platforms
Unified comms
Enterprise mobility
CX
Industry
Financial services: digital CX
Payments: distributed ledger
Media: Next-generation devices & CX
Telecoms: Hardware to virtual networks
Public sector: growth of smart cities
What our customers have to say about us
05
“Ovum consulting has a proven track record of delivering
projects, in a flexible manner, that allow us to understand and
approach new markets.”
Asia-Pacific telecommunicationsequipment provider
“Ovum consultants understand our space better than anyone
and, unlike others we have used in the past, produce highly
practical outcomes.”
EMEA-based global paymentssolutions provider
“Ovum is a leading player – they talk to the right operators, have
a good view of the market, know their technology and give a realistic picture of what the
market is saying.”
European Tier 1 network equipment manufacturer
“Ovum consultants provide practical outcomes, based on
deep subject matter expertise.”
US network solutions manufacturer
“Ovum consultants technical expertise, global coverage of our
market, and depth of analysis make for recommendations we
can action immediately.”
European Tier 1 telco
“Ovum consultants are flexible and challenging – unlike others
they are always coming up with something new and
important to say.”
US-HQ’d MNC Tier 1 technology vendor
Meet some of our experts
Ken LandolineCustomer Engagement,
Principal AnalystSan Francisco
Katherine HorowitzPrincipal
Consultant Boston
Nicole EngelbertTechnology,
Research DirectorNew York
Richard MahonyGlobal Director,
ConsultingLondon
Paige BartleyInformation Management,
Senior AnalystSan Francisco
Kieran HinesHead of
IndustriesLondon
Tony BaerInformation Management,
Principal AnalystNew York
Tony GunnarssonTV,
Senior AnalystLondon
Chantel CaryTelecoms Operations
and IT, AnalystNew York
07
Thecla MbongueMiddle East & Africa,
Senior AnalystJohannesburg
Meet some of our experts
Ian WattPrincipal Consultant
London
TZ WongService Provider &
Markets, Senior AnalystSingapore
Kris SzaniawskiTelco Operations and IT,
Practice LeaderLondon
Alexandra RehakIoT,
Practice LeaderLondon
Ronan de RenesseConsumer Technology,
Practice LeaderSan Francisco
08
Nicole McCormickBroadband & Multiplay,
Principal AnalystMelbourne
Kevin NoonanGovernment, Lead Analyst
Canberra
Mark OliverHead of Consulting,
EMEALondon
Andrew MilroyHead of Consulting,
APACSingapore
David MolonyEnterprise Services,
Practice LeaderLondon
Where to play: identifying andassessing growth opportunitiesWe help our customers determine:
We are able to provide a granular market view that allows our customers to focus their efforts on the most relevant and potentially lucrative areas of opportunity.
Size of the growth opportunity and
how it is forecast to change over time
Risks and challenges associated with a
new market
Disruption potential of emerging technologies
on models of distribution and consumption
Why this market represents a growth
opportunity given our customers capabilities
and strategy
10
The customer challengeOur client, a digital music service provider, aspired to be a fully global service and – in order to accelerate its internal expansion - needed to carefully evaluate the addressable market of users that can potentially buy its service. This meant identify the number of unique smartphone users, payment card holders and data usage across a large number of potential target countries.
Why Ovum?Ovum’s deep knowledge of the variables and potential distortions which impact on the Total Addressable Market (TAM) for a client-specific service, as well as the local conditions that exist in emerging markets, provided our client with credible and robust forecasts upon which it could make strategic decisions with confidence.
The final outcomeOvum Consulting helped its client identify the greatest opportunities among the mix of markets with differing smartphone and payment enablement dynamics, and launch its subscription service into the most attractive new countries. We also advised our client on how its business model could be adapted to capture the local opportunity.
Business and Strategic Planning: Total Addressable Market Analysis
11
We help our customers go to market to exploit growth opportunities by advising on:
Our market, competitor and channel expertise gives our customers the specific, actionable insight necessary for them to achieve commercial success.
Market demand, how it is changing, and what
is required to become a digital enterprise
The competitive environment and how others are supplying
the market
The strengths and competencies necessary
to claim a position in the market ahead of the
competition
Potential future partners who can
enable us to exploit these growth opportunities
How to win: Exploiting the growth opportunities
12
Go-to-Market Planning:TV & Media Services Market Study
The customer challengeAs the TV and media industry become digitised how could our TV and Media client become more competitive, efficient and attractive to consumers and help to drive business transformation in this challenging new environment?
Why Ovum?With a unique competence in both Media and IT services along with existing insights from surveys and proprietary data sets we already have, Ovum was best placed to help our client respond.
The final outcomeOur client was able to take Ovum’s key recommendations to
Identify the partner and acquistion targets required to develop a proposition to satisfy customer expectations
Re-position itself to exploit competitor weaknesses
Shift from a product-led to service-led sales strategy
13
We raise awareness of our clients’ position in the market and help them to gain maximum market exposure with customers, partners and prospects through a range of content marketing services that can be tailored to specific messaging needs. These include:
White papers
Webinars
Case studies
Infographics
Thought leadership studies
Web marketing
Market surveys
Speaking engagements
Video marketing
Internal engagement workshops
Why us?: Positioning our service to deliver growth
By building our independent views into our customers’ marketing campaigns, we deliver an authoritative and credible voice, that engages audiences, influences future buyers and drives lead generation activities.
14
Content Marketing:Unified Communications &Collaboration Research Study
The customer challengeHow could our data client develop an authoritative voice on unified communications, help enterprises establish UC development priorities, and engage more effectively with customers and new prospects?
Why Ovum?Our deep expertise in UC coverage, our ability to source and analyse custom data, and our on-the-ground analysts in the key regions of APAC and EMEA meant that we were the best placed to answer the challenge.
The final outcomeOvum’s custom data enabled our client to create a thought-leading maturity model to help enterprises establish priorities for their UC development. Ovum’s analysis, PR support and video interviews meant that our client became an authoritative voice on UC and was able to engage more effectively with customers and prospects.
15
We help sales teams to build pipeline and drive revenue by prioritizing their efforts and supporting them in focusing on the specific objectives of buyers with insight into:
Ovum’s proprietary data and custom research methodologies enable us to prioritize named customer and prospect accounts by granular ICT spend data, current supplier and investment strategy to provide your sales force with the tools to build in-year pipeline.
Customers’ buying habits and how they
are changing
Customer ICT budgets in very real
dollar terms
The business drivers for ICT investment
Detailed prospect profiles to help sales
teams sell more effectively
Who to target: increasing saleseffectiveness to drive growth
16
Sales Effectiveness:Account Prioritization
The customer challengeWith shrinking sales bandwidth, how could our client gain a better understanding of how to prioritise targets in order to improve sales effectiveness and achieve a target of £500m worth of new infrastructure services business?
Why Ovum?Ovum’s proprietary account-level spending data and insights into industry buying patterns and behaviors provided a solid basis for identifying specific targets.
The final outcomeOvum produced an analysis of 200 proposed target accounts, prioritized in order of greatest opportunity, as supported by a number of agreed criteria.
Within six months of delivery, the UK infrastructure services team had £250m of net new pipeline, £200m of which was directly attributable to Ovum’s account prioritization support.
17
We provide detailed, practical intelligence to assist in defining the IT strategy and implementing solutions which maximise the transformative impact of IT, including:
As the pace of digital transformation intensifies, Ovum has a combination of dedicated disruptive technology and industry-specific expertise required to create effective IT strategies and roadmaps.
Our enterprise consulting is underpinned by the breadth and depth of Ovum’s core data deliverables - including an annual primary ICT decision-maker mega-survey extending to 6,500 responses across 60 countries and 17 vertical markets.
Understanding technology trends and
best practice, by industry
Formulating and benchmarking IT strategy
and architecture
Evaluating vendors and technology solutions
Analysis to support business case ROI
IT Strategy and Selection: Maximise the value of your IT investments
18
IT Strategy and Selection:End-User Device StrategyThe customer challengeOur client, a large public sector organisation, wanted to modernise its working environment and so sought to undertake a major review of its end-user device (EUD) environment and IT capabilities.
Why Ovum?Ovum had the expertise to understand how the EUD environment supported the organisation currently and wider business strategy, how the current EUD environment compared to similar organizations and
general IT trends, and the technology options available – and cost implications - as our client modernised its EUD strategy.
The final outcomeBy taking Ovum’s expert analysis and modernisation recommendations, our client was able to transform its EUD environment to one that can be considered market-leading versus its peers, most appropriate for the overall objectives of the business and which catered for the needs of specific employee roles.
19
Asking the right questions will deliver theanswers that inform a winning growth strategy
Ask yourself the following questions to see if you have what you need to develop and implement the strategies for growth for your business:
Ovum Consulting can help you answer these questions and formulate a successful growth plan.
21
Together with our customers, we’ve made real impacts in the TMT markets.Today, TMT is an increasingly fluid and challenging environment, so theneed to keep pace and gain competitive advantage has never been higher.What’s your next move?
Let’s have an initial conversation to see how we can help youachieve your growth plans.
You can also visit our website atovum.informa.com
Mark OliverHead of Consulting, [email protected]+44 (0) 20 7017 4227
Tim PolackHead of [email protected]+44 (0) 20 7017 5370
Andrew MilroyHead of Consulting, [email protected]
Richard MahonyGlobal [email protected]+44 (0) 20 755 19209
ovum
ovum