PP&A developed a comprehensive market survey targeting executives at large organizations in the central United States. The strategy included assessing performance along five key ITSM service areas:

1. Operations management
2. Service management
3. Asset management
4. Project portfolio management
5. Team functionality

The survey process involved identifying IT executives and decision-makers who had previously used and discontinued, or evaluated but not selected, the target ITSM company's services. Respondents were carefully selected based on criteria such as company revenue, industry, business type, and concurrent ITSM users. The survey evaluated the importance of each service area and the company's performance versus competitors. Additionally, business line-specific deep dives were conducted to diagnose factors leading to discontinuation or non-selection of the ITSM company's services.

The comprehensive market survey provided the client with actionable insights into the ITSM provider’s performance from the perspective of potential customers. Key findings included:

• Identification of the most valued ITSM service areas by potential customers
• A clear understanding of the ITSM provider’s weaknesses compared to competitors, particularly in underperforming geographic regions
• Data-driven recommendations on how the client could adjust their value proposition to address these weaknesses and create a more compelling partnership offer for the ITSM provider

Armed with these insights, the client approached the ITSM provider with a strategic partnership proposal that demonstrated not only an understanding of their market challenges but also offered specific solutions to address them. This led to a more targeted and effective approach, ultimately enhancing the likelihood of a successful partnership.

1. In-depth market research can reveal critical insights beyond standard industry reports
2. Understanding customer priorities and perceptions is crucial for strategic partnerships
3. Targeted geographical analysis can uncover specific improvement opportunities
4. A data-driven approach strengthens value propositions in partnership negotiations
5. Addressing identified weaknesses can lead to improved market performance and customer retention

Ready to unlock strategic value in your next investment or partnership? Contact PP&A today to leverage our market research and strategic analysis expertise for your business success.