Resource Regions: Worldwide

• Consultation: IDC engaged with the client’s executive stakeholders on multiple occasions to ensure clear alignment and satisfaction.
• In-House Research: IDC utilized its extensive internal knowledgebase and research capabilities around managed network services.
• Thought Leadership: IDC provided a detailed White Paper to highlight the different business models created through full SDN/NFV/SD-WAN.
• Digital Content: IDC developed a quick-read visual infographic that the client could use to complement its marketing communications across various digital platforms.

• The client presented the White Paper to its partners and end users/prospects at its event and reinforced its key messaging via the IDC analyst’s speaking engagement.
• As part of its wider marketing strategy, the client made the White Paper and event presentation available on its website to enable further lead generation.
• The client gained a new independent and credible perspective on the subject matter, including actionable analysis and recommendations.
• The White Paper provided consistent messaging relating to various touch points along the digital transformation journey and raised awareness of the client’s capabilities in the managed network services domain.

• In-Depth Interviews: IDC conducted extensive discussions with the client’s top channel partners to better understand the benefits they have achieved by provisioning cloud services across the Middle East, Turkey, and Africa region.
• White Paper: IDC prepared a White Paper with key recommendations and guidance for channel partners to consider in order to build a successful business around cloud services

• The client presented the White Paper to its partners and end users/prospects at its event and reinforced its key messages via the IDC analyst’s speaking engagement.
• As part of its wider marketing strategy, the client made the White Paper and event presentation available on its website to enable further lead generation.

IDC provided qualitative insights into the industry as well as an overview of the macroeconomic situation, ensuring that the report guided the client’s handset team on recalibrating their targets and strategies for the post-VAT environment.

IDC’s methodology for this project incorporated the following components:

• Channel Interviews: IDC scheduled meetings with key channel players and VAT specialists to understand the implementation structure of the new tax, its impact on business, and the approaches being taken by various stakeholders.
• In-Country Insights: IDC utilized its in-country analyst team and relationships to gather inputs and present a detailed view of the market.
• Analysis of Macro/Micro Factors: The IDC team extensively analyzed various macro and micro factors, drawing on the best possible knowledge base to provide direction and supporting arguments.

IDC’s methodology for this project incorporated the following components:

• Market Assessment: IDC utililized its existing tracker reports and performed a series of face-to-face interviews with relevant vendors and channel partners.
• Industry Assessment: IDC conducted meetings with CIOs/IT managers of end-user organizations from five key verticals identified by the client, complementing this with its existing industry knowledge and vertical-based event surveys.
• End-User Survey: IDC undertook an extensive end-user survey across 120 organizations and subsequently performed an in-depth analysis of the results.
• Competitive Landscape Review: IDC utilized its relationships across the industry and arranged a series of face-to-face meetings to gather inputs from five of the client’s competitiors and their partners.

IDC’s detailed study provided the client with the following:

• A clear understanding of end-user organizations’ technology priorities and investment plans.
• An end-to-end perspective on the competitive landscape that identified potential gaps for creating an effective go-to-market strategy.
• Guidance on reshaping its portfolio and business mix to create a stronger focus on critical industries and segments offering substantial opportunities.
• An effective sales and marketing strategy that took into account the changing competitive landscape.
• A detailed roadmap drawn up in accordance with local market trends and future forecasts.

• IDC analyzed the ecosystem for RPOS devices and evaluated the role of these devices within the context of enabling digital transformation.
• IDC met face to face with the retailer’s CIO and head of marketing to develop a clear understanding of how and why they installed the system and the benefits it brought.
• IDC used its ‘Buyer Case Study’ solution to demonstrate how the client undertook the digital transformation of RPOS systems for the retailer, detailing the key challenges, solutions, use cases, and success factors.

• The report presented a holistic view of the industry and served as a tool for showing how RPOS systems can benefit end-user organizations.
• The report showcased immersive vendor–partner–end-user perspectives through the context of a real business case.
• The report validated the effectiveness of RPOS systems in enhancing end-user digitial transformation journeys.

• IDC worked with the client to develop a comprehensive framework for the White Paper framework and collated all necessary insights to author the paper.
• IDC detailed the client’s strategies for the four technology areas and delivered a snapshot of how the client is positioning itself for continued growth in the global market.
• The White Papers positioned the client as a leader in the document solutions space and highlighted its key areas of competency in addressing document lifecycle processes.

• The client was able to leverage marketing collateral—backed by IDC’s trusted brand—that positions it as a pertinent player in the print services and document solutions market.
• All four mini White Papers were delivered to more than 10,000 technology end users from various sectors to ensure that the mass mailing had the widest coverage and impact possible.

• IDC met face to face with both hardware and software solution providers in the country to understand the market’s dynamics and to determine revenue shares, vertical splits, and future growth potential.

• The face-to-face interviews resulted in a comprehensive sizing study that included vendor revenue shares across product categories, vertical distribution, and two-year market size forecast.
• The detailed report enabled the client to better serve its clients’ needs by reshaping its product focus and vertical strategy for the short and medium term.

• Competitive Profiles: These profiles were to explore the strategies of major players in the Middle East and Africa ERP and CRM applications market.
• Security Survey: This report was to explore the prevailing priorities, perceptions, and challenges of end-user organizations in the Middle East IT security market.

• Research: A team of in-country IDC analysts undertook extensive secondary research and conducted in-depth interviews with key vendors and channel partners in the ERP and CRM space.
• Focus: The idea was to understand their overall strategies, partner ecosystems, current states of play, focus industries, business models, and key customers.
• Survey: For the IT security report, IDC leveraged an online survey conducted over a period of three months and used the collated data to finalize the report.

• The competitive profiles helped the client to understand the positioning of its competitors and keep itself abreast of their strategic moves. This also helped the client to take strategic actions to ensure it remained competitive in the market.
• The IT security survey report helped the client to understand the areas where end-user organizations in the Middle East are allocating their security budgets and what factors are top of mind when selecting a security vendor to partner with.
• The report highlighted the opportunities that existed for the client in the IT security space and helped it to position itself in the market for better results.

• Indicators: IDC consulted with the client and the broader industry to develop suitable indicators.
• Survey: A nation-wide survey of commercial establishments and consumers was conducted to obtain detailed metrics and insights for each indicator.
• Index Model: IDC designed a connectivity index model that served as the input into delivery of a dedicated White Paper and workshop.
• Portal: IDC planned a portal and distribution strategy around the index.

• The client acquired an in-depth understanding of the level of connectivity across various user segments at a municipal level in South Africa – this data was never available before.
• IDC consultants led a series of internal executive workshops that provided inputs into strategic planning and suggested areas for future expansion and opportunity.
• The White paper provided valuable external public relations benefits within key customer groups and raised awareness of the client’s capabilities across the country.