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X2M believes that better decisions and superior results are built on
innovative research and market understanding. Our research services
deliver actionable results with a minimal investment of time and
financial resources.
The X2M research process is built on a cost-effective, comprehensive
analysis of secondary resources including the proprietary X2M
North American Channel Database;
research from organizations such as IDC, Gartner and Forrester;
technology and industry publications; publicly available resources;
business organizations; regional and national media; and data
collection organizations such as Dun & Bradstreet.
Our research analysts augment secondary research with primary research
to gather the specific information required for critical
decision-making. We interview existing and prospective customers,
partners, competitors, industry leaders, end-users, and our clients'
employees.
- Services
- > End-user
Identification, Profiling and Analysis
- > Partner
Identification, Profiling, Ranking and Analysis
- > Voice
of the Customer Surveys
- > Vertical
Market and Industry Research
- > Competitive
Business Intelligence
- > Geographic
Trends and Conditions
- > Technology
Market Outlook
- Benefits
- > Increased customer
acceptance for new solutions and services
- > Better positioning
within the competitive landscape
- > Stronger more
efficient partnerships
- > Improved value
propositions for client solutions
End-user Identification, Profiling and Analysis
Driven from a research perspective, versus a general marketing
campaign, this offering typically focuses on a particular industry,
geography or targeted audience. X2M pulls key demographic and
technology infrastructure information for each prospect. Using a
variety of sources, we provide a sales strategy and analysis for each
individual account. Because research is conducted early in the
development of a new sales initiative, clients have more effective use
of sales and marketing resources.
This program has helped clients break into new vertical markets or
expand into new regions in North America.
- Analysis includes
- > Company demographics
- > Historical
financial performance
- > Financial strength
- > Current and planned
technology infrastructure
- > IT purchasing
requirements
- > Target profile
growth trends
- > Recent company
developments
- > End-user specific
engagement and marketing strategies
Partner Identification, Profiling Ranking and
Analysis
X2M has spent years working with top resellers and partners across
North America. We've built the X2M North American Channel
Database
with over 7,000 contacts and profiles of resellers, Independent
Software Vendors (ISVs), systems integrators, application developers
and channel sale influencers. Our proprietary database forms the
starting point for new partner identification. Based on our client's
business objectives, we use our exclusive X2M Ranking and
Analysis Tool to provide subjective and objective rankings of
all candidates.
This process, applied to existing or net-new partner prospects,
identifies optimal candidates, reducing costs by focusing channel sales
teams on appropriate partner types and decreases time to market for
products and services.
- X2M considers these concepts throughout the
process
- > Geographic coverage
- > Vertical industry
participation
- > Technical expertise
- > Complementary
partnerships
- > Gaps in the
partnership model
- > Partner profiles
based on solution offerings
Voice of the Customer Surveys
Existing customer bases can be the best place to start searching for
information and direction, whether you're launching a new product,
considering new sales or marketing programs or developing a new
business process. We have experienced the simple power of directly
engaging our clients' customers, partners and suppliers for input on
critical business decisions. Customers are often more open with a
neutral third party and actually think highly of businesses willing to
take time to ask for their insight. Our Senior Analysts uncover a more
in-depth view of the customer's perspective through structured and
open-ended interviews with Senior Level participants.
X2M possesses the expertise to profile and identify customers for the
interview process. We can create email, telephone and interactive
scripts and interview guides to capture objective and subjective
information. X2M then provides a statistical and business analysis of
the in-depth survey, for a foundation for future direction.
Vertical Market and Industry Research
Technical and business knowledge is required here to gain credibility.
Competition within the strongest verticals is immense and the winning
companies have solution and service offerings that solve specific
industry challenges.
X2M provides comprehensive research, analysis and competitive business
intelligence for pursuing or maintaining industry leadership. Going
beyond statistical analysis of an industry, we dive into vital
business, competitive and legal issues that encourage investment in
technology solutions.
Leveraging the company principals' expertise, X2M monitors the
evolution of key vertical markets, providing vendors, distributors and
resellers ongoing insight into the market dynamics of the industry.
- X2M tracks the following industries
- > Biotechnology
- > Financial Services
- > Health Care
- > Technology
- > Life Sciences
- > Outdoor/Recreation
- > Manufacturing
- > Pharmaceuticals
- > Retail
- > Telecommunications
Competitive Business Intelligence
X2M clients benefit from targeted competitive business intelligence
used to determine the positioning of a business or solution offering
within the technology market, identify opportunities or develop
strategy to capture market share. Further analysis and ranking can be
conducted using the X2M Ranking and Analysis Tool
- Sample reporting includes
- > Competitive
business intelligence analysis
- > Evaluation of
competitive market position
- > Industry monitoring
- > Customized
information gathering
- > SWOT analysis of
competitors
- > Strategic and
tactical recommendations
Geographic Trends and Conditions
X2M provides data collection and analysis of regional and global
geographic information and statistics to assist in evaluating or
planning geographic expansion.
- Sample reporting includes
- > Analysis of
regional or national statistical trends
- > Evaluation of
federal, local and state investment history and future plans
- > Review of economic
growth and employment trends
- > Identification of
industries driving economic growth
- > Analysis of
technology utilization within the region
- > Consideration of
cultural aspects
- > Estimation of the
start-up requirements and revenue expectations
- > Consolidation and
review of case studies
Technology Market Outlook
Ongoing research and monitoring of the technology market helps to
ensure that companies remain competitive and recognize opportunities
for growth. X2M works with a diversity of technology vendors and is
actively involved with helping them bring the latest technologies and
services to market.
Through active participation in the technology space, X2M has the
insight to uncover emerging real-world trends and apply this knowledge
to our customer's business objectives.
- X2M technology market expertise includes
- > Compliance
- > Identity Management
- > Information
Lifecycle Management (ILM)
- > Open Source
- > Mainframes
- > Management
- > Networking
- > Scheduling
- > Security
- > Servers
- > Systems
- > Storage
- > Service-Oriented
Architecture (SOA)
- > Web Services
- Sample reporting includes
- > Analysis of the top
vendors playing in the sector
- > Evaluation of the
components that comprise technology offerings
- > Case studies on how
to effectively market and sell the solution
- > Expected engineer,
sales and marketing investment requirements
- > Applicability of
solution to a particular industry, geography or end-user
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