• Taking into consideration the client’s own product and service set, IDC performed an in-depth analysis of the connectivity solutions ecosystem, including partners, customers, and suppliers.
• IDC engaged with senior executives, marketing heads, and product leads of selected competitors and customers to ascertain their views on the market and their position within it.
• IDC worked with the client to develop a framework for identifying targets and used existing desk data and internal sources to calibrate a market size and forecast model based on the client’s service portfolio.

• IDC developed a holistic view of the South African IoT and connectivity ecosystem, providing the client with factual datapoints on its total addressable market and identifying potential partners to enable future growth.
• Backed by accurate insights into the qualitative and macroeconomic factors that impact growth outlooks, IDC provided the client with forecast growth prospects on which to base its strategic planning objectives and sales performance targets.
• IDC provided the client with an in-depth, on-the-ground assessment of its competitors’ strengths and weaknesses, as well as independently validated market data to support sales, product, and service planning.

• Competitive Landscape Analysis: IDC analysts conducted interviews with all the country’s telecom operators and key ICT services providers.
• Stakeholder Interviews: IDC analysts engaged in detailed discussions with various stakeholders to assess the client’s portfolio and identify any gaps.
• End-User Surveys: IDC undertook extensive end-user surveys and in-depth interviews with large enterprises across different verticals and regions within the country.
• In-House Research: IDC conducted detailed analysis of its extensive local, regional, and global knowledgebase and research around telcos, IT services, and the overall ICT domain.

• IDC provided the client with a detailed market assessment of the current and future opportunities that exist within the country’s enterprise market.
• IDC delivered a comprehensive gap analysis of the client’s solutions, identifying the market’s key growth areas and contextualizing the client’s performance against its competitors.
• IDC provided concrete recommendations on the client’s go-to-market approach, identifying competitive threats identifications and providing strategic guidance on remaining competitive in the marketplace.
• The client gained direct access to local IDC analysts that understand the market and are able to provide research-backed recommendations aligned to market realities.

Drawing on extensive market research, insights, and analyst recommendations, IDC sought to provide the client with a clear market sizing and segmentation assessment that answered the following questions:

• What opportunity exists for the various services areas identified by the client?
• What are the key segments within the SME space and how should they be approached?
• How will these markets develop and grow over the next five years?
• Where will the future opportunities lie and how should the client address them?

• IDC presented the client with detailed SME segment profiles that included a view of the client’s market share in each segment.
• IDC mapped the client’s products to each segment profile with suggested services bundles showing a clear hierarchy of value from lowest to highest spend.
• IDC provided the client with detailed channel and partnership strategies aligned to each segment profile based on the complexity of the services to be consumed.
• IDC provided a competitive overview showing the strengths of each competitor and their respective market shares within each segment.
• To help the client capitalize on each segment’s unique requirements, IDC provided detailed guidance on go-to-market strategies aligned to each of the individual segment profiles.