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Research and Insights for Market Leadership

Building  long-term, strategic relationships on a project-by-project basis 

We've worked with our key clients, including several global IT and telecom firms for an average of over 8 years through hundreds of small and and large engagements. Each engagement is custom designed to meet a set of mutually agreed upon objectives, using the most appropriate methodologies and deliverables.

On this page, you will find some brief abstracts of recent client engagements which help demonstrate our range of capabilities. We typically work under confidentiality agreements, and we do not sell research reports or publish the results of client studies unless they ask us to do so.

Featured Case Studies

  • Cloud Channel Presentation 2007
  • Data Center Evolution to the Cloud
  • Application Marketplace

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Objective

Our Client with thousands of Loyal Solution Providers, and wanted to understand how to best position those Partners in their upcoming Services Strategy.   Project objectives included

  • Understanding how end-users would evolve toward Cloud Services
  • Determining how each Partner Business Model was likely to be impacted by the evolution toward Cloud Services
  • Identify whether or not Solution Providers would prefer to host services themselves, or resell services provided by the ISV, and if so, how these services should be provided
  • Determining which Solution Provider Services were still relevant, and which new services may be required.
  • Examined the Branding and Billing Implications of White Label vs. Branded Model
  • Identifying what the financial impact of the change in cash flow would have on Solution Provider operations.
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    Approach

    Edge Strategies designed a research project which included a combination of in-depth interviews, and over 800 quantities interviews with Solution Providers in US and Europe.

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    Result

    Our client continues to lead the industry in developing integrated Go-to-Market Programs which includes Solution Provider Partners as part of its Services Strategy.

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    Objectives

    A global supplier of IT technologies engaged Edge Strrategies to resolve the Cloud Computing perspectives and plans of CIO/IT Executives responsible for the data centers of major US and European firms. 

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    There was key interest in:

  • The paths they intend to take to Data Center Cloud adoption, including business and technical challenges
  • The major IT vendors considered to guide and support their adoption process

    • Methodology

    To gain the insight required, Edge Strategies accomplished the following:

  • Identified and recruited target CIO/IT Executives responsible for data center operation and technology/supplier selection in major firms in US and Europe. (Including Coca Cola, Raytheon, Humana, Deutche Bank, Boeing)
  • Conducted 30 online surveys with 30 CIOs/IT Executives; in-depth, one-on-one interviews with 12
  • Integrated primary research with industry data and secondary research

    • Results:

    Detailed findings included:

  • The range of varying definitions and attitude toward  Cloud computing, virtualization and the Private Cloud
  • The impact of current technologies, including legacy and server environments,  on the Cloud migration path
  • Perceptions of major vendors, including value propositions and trends
  • These and other findings were the foundation for targeted strategic recommendation to help the client improve customer perception of their capabilities and increase market share.

    • Objective:

    Build a "best in class" Developer Marketplace for Next Wave Developers.  This required both understanding how they create new applications and determining what would attract them to build for our client's environment. 

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    Approach:

  • Built a database of Next Wave web developers using a web crawling system to identify application characteristics
  • Conducted interviews with over 100 next wave developers
  • Created a model segmenting New Wave Developers based on their development methodology and technologies

    • Result:

    Created a complete model of the design and development process for Next Wave applications. This model was used to design a marketplace to attract Next Wave Developers.

    Recent Engagements

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    • Increased Market Share Through Research
      Objective: A global IT firm's product, marketing and sales teams need to understand the market positioning, strengths and weaknesses of competitor Real-Time Charging (RTC,) Data Retention (DR) and Customer Revenue Management (CRM) portfolios. Edge Strategies’ Response Conducted secondary and primary research, including  more than 20 in depth interviews with service…
    • Retail Channel Partner Strategy
      Objective: A global IT supplier needs to generate insights and appoeaches for a retail channel go-to-market strategy.   Edge Strategies research focused on the following key questions: Which retailers have the potential to be the best partners? Which products to sell through SMB retailers? What retailer programs should our client…
    • Data Center Cloud Evolution
      Objective: A global supplier of IT technologies engages Edge Strategies to resolve Cloud computing perspectives and plans regarding Cloud computing of CIO/IT Executive responsible for Data Centers in major firms in the US and Europe.  The focus of the research: The paths they intend to take to Data Center Cloud…
    • Cloud Service Activation
      Objective: Increase Activation and Adoption Rates for Telecom Service Providers and Mobile Operators for SMB customers.  Service Providers are beginning to offer business-class Cloud Services to their SMB customers, but they face many challenges. Most important of these is getting customers to activate and actively use these services.  On behalf…
    • Application Marketplace
      Objective: Build a "best in class" Developer Marketplace for Next Wave Developers. This required understanding two critical factors: how they create new applications; and what would attract them to build for our client's environment.  Approach: Built a database of Next Wave web developers using a web crawling system to identify application characteristics Conducted…
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