Results
Edge Strategies has successfully delivered hundreds of engagements for global IT and telecom firms. We build long-term, strategic relationships on a project by project basis. These are examples of recent project scenarios; the names have been removed to ensure client confidentiality. If you have any questions, or want additional information, contact Bob Kazarian (bkazarian@edgestrategies.com) or one of our lead consultants
Project Focus: Unified Communications
Challenge
A major telecom firm, facing declining voice/land line revenues, engages Edge Strategies to understand and develop the opportunity for new services and solutions in on-line messaging and collaboration services for small and medium businesses (SMB.)
Action
Leveraging our global partner network, Edge Strategies conducted over 3,000 interviews (in 16 countries on 6 continents in 7 languages) with key SMB business and technology decision makers.
Performed extensive secondary research on each market
Identified key target market segments
Defined core value propositions associated with the solutions and the partner/sales channel
Developed adoption path and price elasticity models
Result
Based on the Edge Strategies plan, our client now leads a global consortium, including over 30 telecom providers, marketing hosted messaging and collaboration services to SMB organizations and consumers.
Project Focus: Online Marketing
Challenge
A global search engine platform and tool provider needs to dramatically improve market share vs. a strong industry competitor. Edge Strategies, referred by an existing client, is engaged to significantly improve customer acquisition and retention strategy.
Action
Conducted an extensive analysis of the marketplace, combining over 1,200 hours of primary interviews with businesses and agencies who use search advertising with secondary data, including web analytical data from major online data harvesting engines
Developed a comprehensive marketplace model, including overall direct and indirect spending levels, share of market, share of wallet
Refined the value proposition based on the strategic opportunity
Created predictive model to identify target customers based on alignment with the clients capabilities and goals
Result
Currently engaged in global rollout of strategy and model.
Project Focus: Telecommunications services
Challenge
A major telecom content and service provider needs to create new revenue streams to compensate for slowing growth in its traditional business and meet increasing competition in the small business market. Edge Strategies is asked to help determine which new services to offer and how to price them
Actions
Conducted primary research on customer base
Used predictive analytics and customer scoring to determine how to maximize activation of the base services and identify which follow-on services each customer was most likely to adopt
Created effective pricing model
Result
Client is now one a leading provider of hosted collaboration and communication services, with one of the highest adoption rates for high value business communication and collaboration services in the US.
