1. The Business Research Company
Technology Case Studies

2. Case Study -Database of Companies for a Leading Research Publisher
Requirement
Solution
A UK client wanted us to create company profiles for 45,000 companies (public and private) across 25 industries and 60 countries.
The scope of our research included:
Collect key information from company websites. Data collected included:
Company corporate information
A brief overview of company’s business
Sector and geographic indexing
List and information on key executives
List of major products
Company locations
Historical events of the company
The client was provided with an efficient and reliable service that included:
Error free data collection and input
Thoroughly proof-read content
Comprehensive coverage of data points specified by the client
Online tool so the client could constantly monitor progress and input
Delivery in multiple formats including XML and PDF
Methodology
Client Benefits and Feedback
Research on company websites
Data collection from third party credible sources
Validation of data collected from all sources
Data entry into a purpose designed authoring tool
Proof-reading of written content
Multi-layer quality check process
The content is used in some of the world’s leading business information portals.
Client was able to save on costs due to the low US$ / hour service that we gave. We estimate the cost savings to be around 55% compared to the company’s captive center in India.
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3. Case Study - Market Analysis for a 3G Phone Provider
Requirement
Solution
The research and findings was delivered to the client as
An industry primer (brief dossier)
The detailed analysis included,
Executive Summary
Market Revenues of mobile phones
Technology segmentation
Market Dynamics
Sales
Product Pipeline
A leading mobile phone manufacturer wanted a study of the large and rapidly developing 3G phone market in Myanmar.
The scope of our research included:
Market size of mobile phones
Major players assessment
Market drivers
Pricing analysis
Market for 3G phones
Market Forecast
Methodology
Benefits and Feedback
We conducted a thorough research of the specific mobile phone manufacturers:-
Primary research: Interviewing top level management, Decision makers, Sales Head, and R&D Head.
Secondary research: Appleinsider, Techinasia, Phonearena, Cellphonesdb, US Patent Office, European Patent Office.
Our Analysts (industry experts) used the information gathered from the above sources, analyzed the data and offered a detailed solution to the client.
Our client was able to confirm its market entry strategy based on the existing market opportunity and strong forecast growth.
Pricing and competitor information helped it to identify how to position itself against competitors.
Specific local factors, identified through interviews with leading figures, fed into the client’s marketing strategy.
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4. Case Study- IT Outsourcing Sales Support
Requirement
Solution
The findings were delivered to the client as:
A list of potential customer companies by size
Key management and purchaser contacts
Estimated IT outsourcing budget and requirements by customer company
Market opportunity assessment
Tailored marketing strategy for penetrating key companies
A leading Indian IT outsourcing company wanted help to identify and target new corporate clients in the US market.
The company wished to:
Identify potential customer companies
Prioritize them in terms of opportunity size
Improve the sales team’s approach
Understand the size of the potential market in order to benchmark sales performance better
Methodology
Benefits and Feedback
We conducted a thorough research of the specific IT company:
Primary research: Interviewing top level management, Decision makers, Sales Head, R&D Head, customers.
Research of proprietary company and contacts databases to identify target companies and executives.
Our Analysts (industry experts) used the information gathered from the above sources, analyzed the data and offered a detailed solution to the client.
The client achieved significant like-on-like sales growth through:
Clearer identification and targeting of potential customers.
More accurate and directed pitches and campaigns.
Benchmarking of sales team performance against the market opportunity.
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5. Case Study - Optoelectronics Competitor Benchmarking
Requirement
Solution
A leading Optoelectronics manufacturer wanted a detailed competitor benchmarking study in order to:
Identify its key competitors
Evaluate them according to standard parameters
Assess competitor strength
Develop strategies based on a better understanding of its competitive position
The in-depth research and findings was delivered to the client as:
Overview and findings
Competitor peer group with justification
Competitor assessment by parameters including: product pipeline, patents, brand share, revenues, social media presence.
Weighted competitor ranking based on parameter scores
Assessment of the client’s competitive position based on its benchmarked strengths and weaknesses
Competitive strategy action points
Methodology
Benefits and Feedback
We conducted thorough research of the specific industry in Opto Electronics through:-
Secondary research: Company websites, annual reports, social networks, IEEE, FDA, US Patent Office, European Patent Office.
Primary research: Interviewing top level management, Decision makers, Sales Head, R&D Head, University Professors.
Our Analysts (industry experts) used the information gathered from the above sources, analyzed the data and offered a two-format solution to the client.
Based on the study the client was able to:
Identify its strengths and weaknesses and develop improvement strategies.
Understand which competitors posed the greatest threat.
Target competitor weaknesses.
Gain competitive advantage, helping to improve the clients’ competitive ranking over the next year.
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6. Case Study- Due Diligence on a Chinese Partner
Requirement
Solution
A commodities company wanted to know more information on a potential partner company in China. It wanted to know:
Overview of the Chinese commodities trading market and trading practices.
What was the financial and trading history of the Chinese company?
Did the company have the connections and existing contracts it claimed?
Were there any regulatory or reputational issues facing the company?
The research and findings were delivered to the client as a:
China Market profile of the Commodities Trading market
Company profile including:
Company overview
Financials
Key personnel
Company reputation
Regulatory issues
Methodology
Benefits and Feedback
We conducted thorough investigation through:
Face-to-face research (conducted by Chinese agent): 10 Interviews with the Chinese company’s employees, ex employees, customers and competitors.
Investigation of regulatory filings of the company (by a Chinese Agent) and the history of the leading sponsors and executives.
Checking of social media and newspaper comment on the company.
Our Analysts (industry experts) used the information gathered from the above sources, analyzed the data and offered a two-format solution to the client.
Based on the study the client was able to establish the following about the Chinese company.
It did indeed have the contacts and connections it claimed.
The company had long and steady history of profitable trading.
While there had been some complaints against the company there were no law suits.
On the basis of this the commodities trader was able to confidently go into partnership.
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7. Case Study- Marketing Support for a IT Service Provider
Requirement
Solution
The Marketing Team of one of India’s leading IT service providers was overstretched due to high business volumes.
The team was unable to manage certain tasks including:
Drawing key information from company reports and filings
Drawing information from data resources the company had available to it such as Thomson One , Alacra, Factivia, FACTset.
Finding target company and executive contacts.
Setting up and conducting primary research interviews.
TBRC regularly supported the client with:
Lists of target companies and executive contacts.
Secondary research data from annual reports, investor presentations.
Information drawn from the client’s proprietary data sources.
Scheduled interviews with key industry figures.
Methodology
Benefits and Feedback
TBRC developed a small and flexible satellite team which could support the client on an ongoing basis. The rules of engagement were guided by a clear Service Level Agreement.
TBRC would:
Work closely with the client on day to day requirements.
Each TBRC consultant was be paired with a member of the client team.
Provide work to support the client team’s work.
Have a weekly project management team meeting with the client for feedback, timesheet management and review of the Service Level Agreement requirements.
Target company and executive lists supported the sales team’s efforts.
Secondary research supported more accurate market models and competitor shares.
Pre-arranged Interviews with industry experts improved the client team’s market understanding of qualitative factors in the market.
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8. Case Study- Full Time Engagement for Consumer Company
Requirement
Solution
The Investor Relations head of a global drinks company wanted ongoing support for producing internal and external reports and presentations.
Work included:
Presentations on the company
Research for internal and external presentations on the company’s products, customers and markets.
Analytics on consumer surveys and panel feedback.
Press and social media response tracking.
The research and findings were delivered to the client as a:
Analyst presentations
Draft press releases
Financial Benchmarking studies
Product portfolio comparisons
Consumer feedback studies
Methodology
Benefits and Feedback
A consultant was assigned to the project on an Full Time Equivalent (FTE) basis.
The consultant was chosen for their intelligence, strong communications and good knowledge of the consumer markets. An MBA finance with 3 years research experience who also had a strong understanding of company financials was selected.
At the start of the project, the consultant spent two weeks on-site with the client to fully understand the need.
The Consultant was supported by an manager to help them utilise superior research processes, analytic frameworks and to drive the client’s output.
The engagement allowed the client to improve the volume of presentations and releases for its clients. the media and investors.
Closer tracking of social media and press response fed back into the company’s investor relations practices.
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Case Study- Short List of Potential Acquisitions for an Energy-Sector Software Services Provider
Requirement
Solution
A provider of software to the energy industry wanted to investigate potential targets to expand its business in the US.
It wanted first to identify a shortlist of potential targets. Criteria included:
Headcount 25+
Revenues $5m plus
Proven record of delivering high quality software solutions and support to the oil and gas sector in the US.
Strong network with the CIO level in North American oil and gas firms.
TBRC delivered the following.
Details of the initial short list of companies with accompanying metadata.
Company profiles of 4 companies meeting the client criteria with the following details.
Overview
Key facts
Basic financials
Services and capabilities
Clients and client feedback
Methodology
Benefits and Feedback
TBRC suggested the following approach
Use of financial and corporate databases to identify companies matching the basic criteria- industry, headcount and revenues- this identified over 200 companies.
Website and secondary source research in order to develop a more specific shortlist based on the exact nature of business and services offered – list reduced to c30 companies
Companies meeting this criteria were then researched in greater detail, including some primary research to establish whether they met the criteria in terms of product quality and network.
The client was satisfied with the list of potential targets and utilized the information in its investment decision process.
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Case Study- Financial and Operational Due Diligence on an Analytics Services Company
Requirement
Solution
The Private Equity (PE) arm of a global bank was looking for an investment in the expanding data analytics and text mining services sector. The company had identified 2 potential investment targets.
Both companies had provided an information pack giving details on financials, operations, strategy and plans. One of the companies was being promoted for sale by a bank, the other had been identified by the client.
The client wished to cross verify the information given in the packs, and make an independent assessment of the companies and their potential value.
TBRC delivered the following:
Financial
Annotated financials with feedback on any points to note.
Independent profit and loss forecast.
Ratio analysis and price benchmarking.
Business unit and geographic contribution break down.
Cost Analysis.
Operational
Verification notes on the documented operational information.
SWOT analysis of company’s operations.
Gap analysis of its competencies and services.
Benefits and Feedback
Methodology
TBRC adopted the following approach.
Financial due diligence
Line-by-line analysis of financials and definitions.
Independent forecast of major P&L lines.
Comparative ratio analysis against industry norms and recent deals for pricing guidance.
Comparison of different business units and geographies.
Operational due diligence
Interviews with the target company, its clients, and competitors.
Desk research on trends and growth in the data analytics market.
The research inputs helped the PE firm to finalize its investment target and price its offer.
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11. Case Study- Contacts Database – Email Appending for a UK Client
Scope
Solution
A UK client approached us to improve their contacts database and add IDs
The scope of our research included:
Check existing information of contacts provided, update recent and relevant changes
Check for correct name
Check if employee still works with the company
Check address, phone an fax details
Check if there is change in designation
Add ID for every contact
The client was provided with an efficient and reliable solution that included:
Up to date contacts database with added IDs.
Two layer quality checks on data processed
Yearly update of the database to keep it relevant and up-to-date
Methodology
Client Benefits and Feedback
Secondary research on company websites
Data collection from third party credible sources
Validation of data collected from all sources
Multi-level quality checks including statistical analysis
Client was able to save on costs due to the low US$ / hour service that we provided (around US$ 5.5 / per hour).
The client benefitted from our existing experience of handling people databases
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12. Case Study- Office Equipment Company Client Survey
Requirement
Solution
One of the world’s largest office equipment companies wanted to know more about attitudes to buying office equipment in leading companies, in the US including the following.
Which equipment types were of most interest to purchasers?
What features were purchasers looking for?
How were spending patterns likely to change in the next three years?
Attitudes to the company and its competitor’s brands.
TBRC delivered a detailed report covering:
Drivers and restraints of different equipment categories.
Increases and decreases in equipment budget.
Brand attitudes and opinions.
Results were broken down by geography and sector of respondent to highlight differences.
Methodology
Client Benefits and Feedback
A questionnaire was designed in close collaboration with the client.
Surveying and routing were designed using proprietary software.
Large in-house databases of CIOs and purchase managers globally provided the panel for the research.
Our Market Research Society -trained interviewers used their expertise in interviewing senior level business professionals, c-level executives and technicians.
The client was able to track the project’s progress in real time through an online portal.
Data analysis was conducted in-house and presented to the client.
Information from the report influenced:
Sales strategy and investment by geography.
Inputs into the product design based on feature feedback.
Media coverage based on survey results.
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13. Case Study – Competitive Analysis for an Healthcare IT Company
Requirement
Solution
A leading software technology company offering Healthcare Information Systems (HIS) wanted to understand why it was losing market share to a number of smaller competitors.
Specifically it wanted to know the following for three HIS providers
Operations set up
Sales by product
Research and Development spend and focus
Products launched and upgraded, technical specifications
End user feedback/ market attitude
Pricing benchmarks
A detailed presentation in PowerPoint on each provider included:
Operations centers, geographies, staff
Revenues split by geography and service line (estimated)
Products and services on offer and in pipeline
Research & Development – spend (global and regional) and focus areas (estimated)
Customer feedback on products
Social media response
Approximate pricing benchmarks,
Price/value perception of clients
Methodology
Client Benefits and Feedback
TBRC conducted research on each provider through:-
Primary research (5+ interviews with senior employees; 5+ interviews with customer hospitals)
Secondary research (company websites, journals and presentations)
Social Media monitoring – monitoring comments on consumer discussion forums and professional networking sites
Delivery of a comprehensive report on the competitor and the threat it posed to the client
The report on the operations of the providers helped the client to shape its strategic response.
Primary research revealed a range of important strategic information the client had not been aware of, including:
Lower than expected price points and higher discounts
Customer perceptions that the smaller companies were more responsive
Technology development focus areas of the providers
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Disclaimer
All Rights Reserved. These presentations and reports should not be reproduced, re-circulated, published in any media, website or otherwise, in any form or manner, in part or as a whole, without the express consent in writing of TBRC Business Research. Any unauthorized use, disclosure or public dissemination of information contained herein is prohibited. Individual situations and local practices and standards may vary, so viewers and others utilizing information contained within a presentation are free to adopt differing standards and approaches as they see fit. You may not repackage or sell the presentation. The facts of this report are believed to be correct at the time of publication but cannot be guaranteed. Please note that the findings, conclusions and recommendations that TBRC Business Research delivers will be based on information gathered in good faith from both primary and secondary sources, whose accuracy we are not always in a position to guarantee. As such TBRC Business Research can accept no liability whatever for actions taken based on any information that may subsequently prove to be incorrect.
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